Name: Create unforgettable buyer experiences: An insider look at AI and AR
Uploaded: 2025-05-07T16:31:31.332Z
Duration: 46 min 4 s
Description: Create unforgettable buyer experiences: An insider look at AI and AR

Transcript for "Create unforgettable buyer experiences: An insider look at AI and AR": Hello, and welcome to today's session. In this discussion today, we have Remy Boucias and McKayla Sims from Mondelēz International joined by Brigid Ling and Kevin Chew from Pitcher. They'll be discussing creating unforgettable buyer experiences and an insider look to AI and AR. Without further ado, I will pass over to you, Brigid. Thanks, Will. Appreciate it. Hello. Welcome, everybody. Thank you so much for joining us. We're really excited to be here today on today's webinar. Special thanks to the sales enablement collective for hosting this event for us today, and extra special thanks to our partners at Mondelēz International. We're looking forward to the conversation. We'll just start quick with going around the horn, with some introductions. So, McKayla, you wanna start us off? Sure. Hi, everyone. Thanks for joining today. My name is McKayla Sims. I have been with Mondelēz International for eight years my entire career. My role as manager of retail transformation, I essentially lead innovation for our field sales teams and help them deliver in store execution and strategize and partner with their customers. Thanks, McKayla. Remy? Remy. I'll just say, yep. I can jump in. So excited to be here. My name is Remy Boucias. I'm our director of retail transformation, Mondelēz International. So I lead, kind of digital innovation and some operational reinvention across our US direct store delivery or DSD side of the business. I've been at Mondelēz International for, I think, thirteen years and two weeks now, and I've had the chance to work across our sales organization, both on our DSD retail team and also calling on some of our key retailer partners at a headquarter level. And then I've been in the kind of enterprise transformation space for the last few years now. I started my career at Mondelēz International in stores. I was a sales rep running a territory, and that has kinda grounded me through those roles. And as we look at tools like Pitcher and capabilities that we're growing, our ability to drive impact and positive outcomes for our frontline is what unlocks everything for us organization. So really excited for the conversations today. Awesome. Thanks, Remy. How about you, Kevin? Morning. Kevin Chew, chief executive officer here at Pitcher. And this is probably one of the most exciting things I get to do at the company is share with you all some of the great stories, returns on investment, the some of the great outcomes that our customers are driving with our products. Awesome. Thanks. And I'm Brigid Ling. I'm the vice president of marketing here at Pitcher. Pitcher is the leading provider for sales enablement two dot o solutions, and we get the opportunity to work with sales teams around the world like the team at Mondelēz International to use technology and AI to sell more effectively in in retail and beyond. As you can see, the chat is open. The q and a, tab is open. We welcome you all to throw comments in the chat throughout, throw questions in the q and a tab. We will, for sure leave time at the end, and then we'll also stop along the way, as as the questions, determine the need, and we're looking forward to the conversation. So, as Will mentioned, today, we're gonna be talking about how manufacturers and brands create unforgettable buying experiences at retail. Store managers don't have time or really Store managers don't have in general sales pitches, and so to win space, reps need to capture their attention right away, make that decision making process effortless, show the value of their products to the category in store right away. So we're gonna start today with a short little video. And this video really highlights and and tells the story of how AI and AR is really transforming sales meetings and outcomes for today's CPG brands. So we'll kick things off with a short video. Here we go. Meet Alex. He sells affordable snack products to large retail stores on The US East Coast. He relies on Pitcher selling suite to supply him with all the real time information he needs to make the sale. Pitcher intelligence agent Hi. Or Pia is Pitcher AI powered assistant. Alex and Pia, they know in store displays. Consumers tend to shop habitually and become blind to the usual shelf arrangements. Only novel displays can cut through the clutter. The right sales display in the right place at the right time can provide significant revenue increases for the store and for the brand. It is up to Alex and Pitcher to show the stores how. Pia predicts the outcomes of a certain display by comparing the outcomes of similar displays in similar stores at similar times. Leveraging the AI's ability to see patterns within immense amounts of data, PIA gives accurate forecast Yep. Based upon robust sales feedback. PIA previsualizes the display by allowing the store to see an augmented reality view of exactly how the display will appear within the store. Oh, that's good. Can I see that from the other side? Of course. Let's check it out. Alex uses the camera in his tablet to show exactly how each display will look from all angles. And see? Tap here. PS shows not only how the display will look, but how it will perform. Dang. Our AI has analyzed your store's specific customer profile, purchasing patterns, and even local events calendar. For real? Pia helps prepare Alex for his presentation by creating customized sell sheets for each promotion It's really impressive. Which incorporate store specific data, regional consumer insights, and tailored messaging that resonates with this particular store's priorities and challenges. Definitely. Let's move forward with this. Great. I'll submit this order right now, and these displays will be delivered next Tuesday. Great. With the store manager's approval, Alex captures the order directly in the app. After implementation, the system continues to provide value by tracking actual performance. Oh, excellent. Using integration with point of sale data, Alex can see exactly how each display is performing, comparing actual versus projected metrics. At this Walmart, the displays are performing 6% above projections after the first week, allowing Alex to share the success with Sarah during his follow-up visit. You are going to want to see this. Pitcher transformed retail execution by connecting the entire selling process in one seamless solution that delivers ROI to the retailer. This is amazing. Dynamic personalized sell sheets are generated in real time by AI. Augmented reality visualizes displays and shelf placement for in stock products. The Pitcher platform is an AI powered solution that will transform your retail selling effectiveness. Thanks for watching. Cool. Yeah. So as we can see, technology and data that are available to CPG companies and retail stores have the potential to really change the process and the outcome. So let's jump into the conversation. Let's start by looking at some data around the trends in CPG. So this this data is from a 2024 survey done by the Promotion Optimization Institute or POI. And as you can see, the top two issues that are keeping CPG organizations from exceptional retail execution are limited data and insights and having data and insights that are not being fully leveraged. And then the third one is lacking retail execution technology. Remy, McKayla, how relatable is this to you? Now I think this is this is kinda what we live live and breathe every day. Right? Like, we I I would say we don't have limited data, but we have a limited ability to, like, use our data in an actual way. Like, here in The US, we have a large complex sales organization. We have a mountain of information and data that's available, but we have not always been invested putting it in our front line and then our sales reps' hands in a way that they can really take advantage of. Our sales reps in stores, you know, they need the most simple, actionable, visual selling priorities and and information, like, we can give them. And we haven't always done a great job of that. And and that's where, you know, we've started to look at tools like Pitcher to help arm our frontline with what they need to be most effective in a really tough environment to operate in. I I smiled a little bit there. If every manager and every outlet that we call on was as as as easy to work with as, as as the one in the video, we probably wouldn't be on this call. But our reps are, you know, they're fighting battle every day, and it's it's our job to give them tools to take advantage of, the data, the insights, and and put it at their fingertips every day. Maybe help ease that smile along a little more. That's great. You know, Remy, one of the things we hear from our our fast moving consumer goods and CPG customers like yourselves consistently is that, you know, they are faced with, multiple brands. They're faced with disintermediation from from by distributors. They're faced with the, the limited time that they have in front of the store managers, pre negotiated, shelf space and rates. And there's so there's a very they they have to have a very targeted data informed, analytic discussion with that store manager in a very rapid fashion so they can articulate that the the reason why that they that store manager needs to carve out precious, precious floor space or for their for their display. Is that what you guys are experiencing? I mean, absolutely. It is I mean, every inch of every store that we operate in is being competed for either at a either at a headquarter level of our account teams or at store level. And the folks managing these stores have got a really tough task where they're making tons of decisions on a daily and weekly basis about how to best executing their store. Mhmm. And for our reps, they might have thirty seconds or a minute or five minutes walking down the aisle in the backroom of the store to give that information, to give that pitch, to partner with the store and give them the insights they need to make the best decisions. And if they're having to go to four or five different places to find information, if they don't have a way to visualize it, like, then we lose, and we don't like to lose. Most most of the reps, I I think, in in Fast Moving Consumer Goods and CPG, they're literally working off of three ring cell sheets and three ring binders. They're working off of yellow pads. They're working off of Excel spreadsheets. So what we're gonna see in a minute is certainly a a step in the right direction. Yeah. And that's really what this this part of the POI survey found that, you know, our our CPG companies utilizing guided selling tools, the answer is is largely no. When how did you begin to address this problem, you guys, Remy and McKayla? I mean, I think it starts with kinda looking at the industry and the environment that we operate in. And so we're obviously in The US, And wherein grocery today is a really dynamic, fastly evolving space. And and the things that worked for us yesterday, relying on a relationship you have with the store or if it's your three ring binder or Excel sheet or having to go having the time to go to flight, that doesn't work in today's environment. And and what we what we owe to our team is we have to give them the tools and capabilities where they can take the relationships and the equity that they have in stores and amplify that to the next level. But it's gotta be in a way that's simple, it's actionable, it's easy to use, where they see it and they're like, I get this. And where the decision makers in the stores who they're partnered with see what they're being presented and say, I get this. And and if we do that, then we're able to have success. But it starts with, I think, just looking at the landscape and the operating environment that our sales reps are working in. Yeah. McKayla, anything you wanna add? I was gonna say, I also build on to that and say that you could be in the same store a week days apart and have be talking to a different manager that cares about a different metric. So you could have a conversation on performance trends with manager number one, but manager number two doesn't believe that display is going to fit in that space. So you need to leverage a different form of technology to be able to sell in that display. And that's what we've been able to equip our sales reps with, with Pitcher. It's essentially very dynamic, flexible selling tool that can provide any decision maker the facts to support why our display deserve deserves that space. Yeah. That's great. Well and, and as we look at, you know, in our work with with Mondelēz International and other CPG companies, we sort of boil it down to these four, key items that reps must do to help facilitate that effortless decision making process, especially with competing priorities. So capturing attention instantly, knowing which seasonal priority or or best of an opportunity there is to pitch real world value in standing out from the competition. McKayla, how do you encourage your reps to make that process easy for for their managers, especially as you mentioned with the competing interests or competing metrics? Yeah. So really good question. Honestly, when we first started talking about Pitcher and sharing it, it was all about, you know, here's how you can, you know, drive results at a store. Here's how you can deliver what they need. But we took a step back and really had to first address getting reps on board with using this new technology and really helping them understand the what's in it for me, so that then they felt confident taking that to the store management. So one of the examples we shared early on as we were rolling this out was preparing for our winter holiday season and doing a comparison of if you were to do that with our prior tools where, as Remy said earlier, you know, it's pretty fragmented. You had to go to multiple sources to build that, selling pitch. That previously would take over five, maybe ten minutes to pull together versus Pitcher less than thirty seconds. You have all of your selling tools right there ready. You know exactly how to address the conversation. So that was really step one. And then from there, they understood, okay. I can make an impact with this, and I can leverage the facts quickly. A lot of our reps are very tenured, so they have that relationship already built with the stores. So being able to add in that fact based selling on top of that has just really helped them drive not only results for Mondelēz International, but stores the store's results and, like, what they really care about at the end of the day, which is what we're here for. So truly a win win. And then kind of to mention what I already had said around having a dynamic selling tool, that is just really critical, being able to quickly pivot between different tactics in selling, whether it's leveraging the AR capability, with the augmented reality displays or leveraging the competitive overview and being able to show store a how they're performing versus their, stores around them. So that's kind of how we've been able to help them make that decision making effortless. They, one, are confident in the tool, and, secondly, are able to pull up exactly what selling fax materials that store manager cares about. You know, McKayla, I love what you said. As far as the most revenue leaders in an organization, their job is to uplevel every rep to be equally as productive as a top selling rep, and that that that is a as a high performing sales organization. A junior rep coming in who leverages the tools, sees what best practices looks like, sees how a data driven, fact driven discussion with a with a a potential customer has much more yield is is the way that they uplevel. And in a tenured high performing rep, it's it's taking away if they they wanna what what Pitcher is focused on is taking away the housekeeping from their job, from from the from the prep, from the meeting follow-up. If if I've got 10 stores to call on in a day and I've got I've I know that the follow-up for store two, was was x, y, and z, at the end of the day, I I may not be able to remember that. And so being able to capture that real time and then have Pitcher recommend the next best action both from a content perspective as well as an action perspective, that frees up the rep's mind to to be to be doing much more higher level selling. Yeah. And and I think, amazingly, and, McKayla, Remi, Magalies, you guys are really ahead of the curve because Yeah. You are. Through this you know, through the data that that we see, 67% of CPG companies are still in the, we're thinking about it, phase of AI adoption. It's surprising that we're still at that number, but, but you're seeing such a such an impact from it. Yeah. I mean, it it it's surprising. I mean, I'm sure if we were to circle back in the year and look at this, I'm sure those numbers would would change. Right? But we're in like I said, like, we are in this hyper competitive environment. Our reps are they are competing every single day to partner with stores, to drive the best possible execution, to capture display space, to drive sales for the categories, and do to do all of these things. And they're not just doing it against, like, our direct, you know, other, you know, brands and companies within our category, but they're really doing it across the store. And they're also doing it not just within the physical store, but, you know, more and more from an omni standpoint. And in that environment, if you're not turning over every possible stone and finding every opportunity to make life a little bit easier for those folks, to make the data a little bit easier to use, a little bit more seamless, a little bit more visual, a little bit more actionable, and ultimately to make the decision making for that store manager, or lead a little bit easier than than you're losing. And I guess at the front, like, we try to not be in the business of losing here. And so we've got to provide and we've got to arm our folks with tools to do that. Right? So if you're I mean, to me, I look at this chart. It's like, if you're not doing that, then you need to be. And and that was that was I mean, that was really for us, it was if if, you know, we we felt like we were probably in that boat a year a year or two ago, and we were getting feedback from our reps that they didn't feel like they had all the tools and capabilities they need to be the best version of themselves, as Kevin said, to up level themselves from a a junior to a senior level performing rep. And we knew we had to do something, and and that's really where this all started. You know, when I looked at this slide, I think of changing demographics. I think of changing demographic of the rep. I think of changing demographic of this of the customers you're selling to. As as they become more digital natives, as as the age demographic moves, towards a younger crowd, frankly, that this is they're going to expect to be, addressed as digital natives, have have have a digital conversation. That's just where the norm is going. And I think you're gonna see these numbers, Remy, to your point, move very quickly to, to adoption. Yeah. Yeah. I would agree with that. I mean, at the end of the day, it's sales. And if you're not first, you're last, essentially. Everyone wants to be number one top dog. So if your competition has capabilities that are stronger, more efficient, and impactful than you, then you've gotta get on that train and and make up for that lost ground. And I think that's really where AI comes into place, with that digital platform and providing those, facts, insights needed on a very quick in a very quick manner. Yeah. Absolutely. Yeah. Yeah. So speaking to that point, data driven display selling, as you guys have brought in the tools that incorporate AI and AR to help drive the selling the selling of displays, How has it provided value to your to your retailers and and, you know, what what were some of the quick wins? I love what Kevin said about housekeeping. Like, you only have so much mental bandwidth when you're in a store. And if any of that is being taken up by administrative tasks, pulling materials together and, like, doing the quick analysis, I mean, to me, that is where this is the most impactful as it lets our sellers sell. It lets our salespeople be salespeople, and it allows them to focus all of their energy on partnering with an account, partnering with the store, and driving an outcome. Right? It it gives us a level of intelligence at a really local level, that that that we didn't have before. It gives us recommendations that we maybe hadn't followed up or that we didn't have the time to think of or that were something we hadn't done in the past and so we weren't thinking about it for the future. So for me, that that's that's where it starts. And and that is so important that I keep coming back to this. Like, it's competitive, it's dynamic, it's fast paced, and it's an ever changing environment. The brands, the categories, the retailers, folks you're selling to, the folks on our teams, if you're not constantly evolving, then you're falling behind and building these AI capabilities into how we sell, helps us evolve faster. That's great. Anything else? Additional impacts we've we've seen from that as well. You know, we I know me personally, thinking about AI, I'm like, wow, that's really complex. Don't understand it. That's for someone else. But one of the one of the things we consistently get feedback on week after week, day after day is how simple it is. And and that's really what it's all about. It's just making things simple, actionable, and going and executing. So it doesn't matter if you've ever used I mean, pretty much everyone's used AI before, but it doesn't matter if you've used Pitcher or not before. When we rolled this out, we had reps who hadn't even gone through training and understood how to use the tool on day one. So pretty incredible there. And I think what's really been impactful for them is the more they're leveraging the tool, the more they're having those stack based selling conversations. Conversations. They're seeing those results in their KPIs, and it's building their relationships with the stores as well. And, again, helping us win at the store, aka helping that store win, and deliver what they need to deliver as well. And, McKayla, I I could not have said that better. Here at here at Pitcher, we are maniacal about driving your team's utilization of our solutions to the 90% driving towards that perfect score of the this is something that's in the reps' hands every day. They want to use because it makes them more money. It's easier it's easy to use. It's intuitive. There's not a lot of training involved, and it's something that AI is behind the scenes helping them do their helping them be the best of themselves. Yeah. Absolutely. Kevin, I'm gonna turn it over to you now, as we take a look at just what what these tools actually look like in, practical application. So, have you share and then, McKayla, Remy jump in and, add your 2¢ along the way here. See, I'm sharing my screen here. Let me make sure that you can all see this. Let me go full screen back up a little bit. Can you all see this? Can you all see this? Okay. Looks good? Yep. Okay. Great. So this is this is the actual picture application, and this is was deployed as deployed at Mondelēz International. This is the a day in the life of a seller. And as I tee this up, the seller in the morning, they've got several stores to call on in this scenario. We've got two stores to call on, Target, Fort Lee and Walmart, Edgewater. The the there's going to what you're gonna see in a minute is what exactly the sellers, are calling up and in preparation for their meeting, and then they're actually in front of a store manager. You're gonna see analytic data being pulled in. You're gonna see dashboards. You're gonna see overlays of data that that have, store performance, that have area performance. You can see how that source is is relative to its peers in the area. And then finally, you're gonna see an augmented reality, virtual reality representation of what an actual display would look like in a store. And there then then the the seller can articulate for the store manager what is the up level, what is the increased revenue that they can expect by deploying either the small, medium, or the large display. Let me go ahead and roll this. So this is this is the splash screen. So I'm I'm I'm a seller, and I'm going into Edgewater Walmart. As you see, this is the, attainment for the year, year to date sales of that particular store. Pause here for a second. These are the different, product types that we're deploying within the store. So you've got the Hops and Dreams, the Loonenberry, Fosterville as different this is an AlcBev, demo. So you're gonna see those are the different brands, the different market shares, sales trends, what customers are rating that particular brand within that store. And this is coming from corporate. So this is coming from the corporate of hops and hops, hops and dreams where I've got these particular sales sheets that they want me to, speak to customers on. So they've they've deployed these within my personalized environment. I I also know, the the analytics in the past of what that store prefers, what their demographics are driving towards. So this is a combination of what is coming from corporate as well as what is what I know already works in the ground. So these are different sell sheet areas. So you're gonna see in a minute that we're gonna open up the Hops and Dreams, Pilsner. There you go. And we see this particular sell sheet is coming up with the why this product is is pseudo particularly suited for this environment, this demographic, this location, as well as the lift calculators. In other words, this these are the the additional revenues that you'd be able to see over the course of a span of one week, two weeks, and three weeks. Target customers, different seasonality associated with that. So this is informing the rep to be a much more data driven, but also a a a content rich discussion. Oh, but before I click into that, this is this is ARVR representation. So if the store manager says, you know, I've got this space here at the end of the end of the ketchup aisle, and I've got only two feet to do. You know, what can you exactly the different deployment models, different displays that and and the associated revenue. There it is. Associated revenue associated with each size display, small, medium, large. So I can say that you've got this space at the end of your end cap for the ketchup vial, and I can I can you can expect this much revenue from from deploying each of these different footprints? Back to Remi's point of that vital, every inch of that store is vital. Current sales for Hops and Dreams, current being a predicted, current year over year growth. Now I'm gonna launch a comparison sheet within and here again, to to McKayla point, a data driven, informed, fact based discussion. I've got multiple Walmart supercenters here. I'm gonna be comparing them on a week. Here's this is a fifty two week, timeline, of different Walmart supercenters of what I've been able to to sell, what's been the uplift, what has been the revenue attainment for each of those different stores. So I can tell that that store manager, your peers in this demographic, in your location are are seeing this type of revenue yield. I'm gonna change the change the, the time horizon to twenty six weeks. We'll see the data shifts towards a half of year instead instead of a full year. This next piece is gonna be be able to select in different stores. I can compare different Walmart supercenters in the area and have have a different view for that store manager to see immediately what his peers are doing and how his peers are performing with my with my brands. Again, a data driven and informed discussion that the reps can have with the store manager in a very rapid fashion. More cell sheets. This is a cool representation of an actual store layout. So now I've got to I've got to speak to the store manager with I I know that I've got these particular locations that are either spoken for, prearranged by corporate, or are are are are are jump balls for me to be able to deploy my stand into. A little bit more on different types of brands. Maybe corporate is telling me that I need to upsell this particular Fosse Vale, Lunaberry. They're they're giving me they're feeding me information that I can have a a better discussion. I can drive the brands that corporate is is is asking me to do, via corporate initiatives. See, as you see, just to wrap it up, a very data informed, data rich, fact based discussion that is that is quick analytic, has ARVR capabilities, to drive, that discussion into much more of a fact based discussion for that rep. So I will go ahead and stop sharing now. Stop sharing. And we're back. We're back. Remy and McKayla, talk us through the your your, the implementation of what we just saw in the the demo. How is it for your reps and adoption and all of that? Kevin, first of all, we'd be happy to bring you on as a sales rep here at Mondelēz International. Thank you, mate. Likewise, Remy. I'd I'd love to have you a picture as well. No. I think, I mean, I think that that really outlined it. And a lot of those are features that our reps are using today, right now. And I think that spoke to, like, for for one of our reps to have a sales a sales call, a sales pitch, and do all of those different things for us, I mean, that that probably would have taken two or three visits. It would have taken a significant amount of time and energy that could have been probably better spent doing something else or having a, you know, more focused pitch. But it really, you know, that that that really, I think, for me sums up. Like, it takes all of these different things that a store wants to see, that a store might wanna see. Maybe the store doesn't even know they wanna see yet, And it organizes it into a really nice automated easy to use visual platform for our reps to go execute. So, not having a crush to man. Awesome. Thank you. We do have a few questions. I wanna just get to kind of the key takeaways from, from the conversation here, and we'll we'll jump into some questions. Key takeaways, you know, show, don't tell, unlock the value that's hidden in your data. AI tools can create significant efficiencies and, and these memorable interactive sales meetings will will drive faster decision making. McKayla, do you find that these key takeaways resonate with you and your team? Absolutely. I think we've really hit the nail on the head on having those facts, insights quickly at your fingertips for those conversations. And the memorable interactive sales meetings really hit its home as well. We've heard a lot of feedback from our field sales teams around the augmented reality display feature. A lot of times managers will say, I don't have space for that. And so for them to be able to pull that up and show, hey. Here's exactly what it'll look like. It fits right here. Looks great. Let's order it. It's left in that memorable impact on the manager, and the next time that rep has gone back, they're like, hey. Let me see that the the picture, the AR of the next, seasonal display you have coming in. Let's put that up here. So it's, you know, they're they're getting more invested in us and, again, just building that partnership and helping us be that number one supplier they wanna turn to when they need to drive growth, or they need to address certain issues, that they're being faced with. So key takeaways, absolutely accurate. Mhmm. Hey hey, Brigid. If if there if there's if we're moving into q and a right now, there's a couple queues out here in the, questions that that I think we should probably address. Absolutely. So the first one is, are there any key challenges that a lot of companies face when integrating AI and AR into their sales and marketing strategies? I I get to go to that. Go ahead, McKayla. Go ahead, please. Oh, I was just gonna say, you know, I earlier, I had mentioned a lot of our reps are very tenured, and with that comes resistance to change as we all know. So that was really hurdle number one for us. And the way we were able to overcome that was really showing what's in it for them, which started off as, hey. Here's the tool. Here's how quick you can access the information you need. It's essentially going to make your life easier, not only easier, but help you deliver better, stronger results that are the results your bone is based off of. So simpler, you're gonna make more money, and we're gonna be able to help that store drive their growth as well. I mean, what more could you ask for other than that as a salesperson? But there was definitely some resistance to change, and so, you know, we have those laggards. You know, you get, like, the first fifty, sixty percent of the bell curve. And now that we have been live with this tool for, I wanna say, about six, solid six, seven months now. We're starting to be able to see those results at a national level and then share those out with teams on, hey. When we're using Pitcher consistently, and we're having those quality fact based selling conversations, here's how those territories and those stores are performing versus ones where we're not leveraging these tools at. And the results are pretty impressive, honestly. There's a couple of times, Remy and I have looked at them, and I'm like, I think I need to pull this again. This can't be right. But it can't be that big of a gap between the two, but It's incredible. It is. Yeah. So that's been a huge help with getting the, you know, the last few on board there, helping them see, hey. If I had used this consistently, the way that I'm I'm you know, they've laid out and it's simple to use, I could have made that number or I could have exceeded my objective. And again, you know, that's that's what it comes down to. We're salespeople. We're we're here to drive revenue. We're here to pocket money. Yeah. Yeah. That's great. I love it, McKayla. That was beautiful. Thank you. I I can jump on to the next question here. What's a simple way a smaller business could start experimenting with AR without a huge budget? Yep. I can take that one. The the the the the this is not for just for large mega organizations. Clearly, in this use case with Mondelēz International, you know, they they're deploying at massive scale worldwide, global scale, but your brand doesn't have to be that huge. If your your brand can act nimble, forward thinking, can act innovative, and if you're driving that sort of, that sort of culture in your organization, that's that's key To to me and this is something that is the solutions are scalable in such a way that they can go down market to mid market SMB as well as fulfill the highest levels of rigor that customers like a Mondelēz International are demanding. So I I hope that answers the question. Yeah. Absolutely. Peering into a question about peering into the future. What future advancements in AR do you think will have the most significant impact? Oh my. Where won't it have significant impact? But what do you guys think? McKayla is smiling, so I'll let her fill in the gaps for my, for me fumbling for an answer here. But but I think we're, you know, we're we're at a very early stage. Right? Like, in that early stage is, like, a step change from how we've been able to visualize execution in store in the past. I think there's definitely, like, we have a ton of opportunity with what we have today to continue to optimize and customize and take what I'm, you know, essentially take what I'm looking at in that augmented reality visual environment and make it super targeted and super custom to the store, and then have everything I'm visualizing, feedback, and integrate into some of the other tools, systems, and capabilities that our sales reps use outside of what they're selling, if it's order taking or anything else. So I think I think there's a you know, we've got a ton of immediate runway. I think the really cool thing here I mean, one of the things we really appreciated is most, if not all, of the enhancements that we've had as an organization have come from ideas from our sales reps. Mhmm. Also, ultimately, like, my job and McKayla job is to help enable and make their lives easier. And I'm sure a lot of those ideas that on what the future say of our augmented reality or another function with functionality within the tool, like, it's gonna come from our front line. And so I think we have an immediate runway in terms of, like, customization and integration into some of other tools and things that we do. And then I can't wait to see what awesome ideas they they bring to us, and then we start collaborating as a team to make come to life. I love that. I love that. Yeah. I'll just add on to that too and say, I think what will be significant impacts as well moving forward is just how nimble this tool is. And we talked earlier about how ever changing this environment is we're living in. There are a plethora of reasons for that, but, you know, we have our insights teams at headquarters who are looking and constantly looking into, you know, what's working, what's not working, where are we winning and losing versus competition. And so with AI and and our AR features, we're able to take that information and those insights and bring it down to a store level to drive impact. And, again, with such a changing environment we're in, we need to be really quick, and this tool allowing us to do so is going to drive it already has driven, pretty significant impact, but in the months, years to come, it definitely will continue to do so as well. I I love that. If if I could add on to that piece as well, McKayla, the, when five, seven, six years ago when people said augmented reality, virtual reality, that generally people thought of, oh, I've gotta wear these funky glasses, these goggles, these no one would ever do that in a store. You know, nobody wants that. And so what we what we're what we're showing here, this is something that is deployed on your iPad, your Android device, which is already in your pocket, your tablet you're already using. This is just using the camera in there and showing I'm I'm going to drop this into a store. I'm gonna I'm gonna do a video of this store real time, and I'm gonna do real time show you an augmented reality without goggles, without glasses, what what what my display will look like in your store. Very simple. Very very accessible. Yeah. It's kinda seamless. A question here is how long does it take to set up feeding all the information needed into the system? And and we get this question all the time. What does onboarding look like? What does integration look like? Does it integrate into my current tech stack? Kevin, I know you can speak to this from, the the technology side. And then, Remy and McKayla, you give us your two cents on how the experience went for you guys as well. Sure. From from a tech side, you know, clearly, there's there's the the interoperability with standard CRM, marketing automation platforms, inventory systems, product information management systems, digital asset management systems, that's all out of the box. The the also when it comes to third party data sources like pulling in Nielsen data, open APIs to pull those CSVs or those those those SQL queries into Pitcher so you can actually put that data actionable and build it in an actionable analytic at within that desktop. So so standard, CRM, marking automation platforms, inventory and PIM, as well as third party data sources. Remy and McKayla? Not not much to add on my end. I think it's really just a function of how much you wanna do. And for us, I think we've we we are actively trying to feed more data and information from more places into the tool to give our reps a better and better experience over time. So how long it takes to me is really just, like, none of it's been I mean, it's it's been a very seamless process for us as an organization. It's been our experience. It's really just a function of how much you want to put in. Typically, what slows us down is when we need some kind of TPA with, like, a retailer or a party and all you know, that approval process takes a little bit of time. But, in terms of stuff that we control, it's been, you know, been very seamless. And then from an end user perspective on getting them set up and, training, what we found to be the most impactful was in person training. Again, the tool is very simple, but having that in person training, we saw significant positive results from that. We talk about a lot. We learned this from actually one of our field sales teams on asking him how his team is performing so well with this tool and using it consistently, and he mentioned to us the three c's that he lives by with his team, which has stuck with me months later and will continue to do so. But it's coaching, communication, and consistency. So if you are consistently out there coaching and communicating with your team, and and just really integrating, hey. This is our process. This is how we go to market now. This is how we sell. This is how we drive results at the end of the day is what it is. And so that's kind of set up around, the end user side. That's awesome. Coaching, communication, consistency. Great. That's great. I think that is all of the questions. Looks like it is. But I'll I'll just wrap up here with our contact information, direct contact information. We appreciate you all joining us today. Huge thank you, Remy and McKayla, to both of you for sharing your experience using these, AI and AR forward tools and and, hearing firsthand how it's changing your business. Really appreciate you guys joining the conversation. And thanks to Will and the team at the Sales Enablement Collective for hosting the conversation and to all of you for joining. We are grateful. Our email addresses are here. Reach out to us. We'd love to, hear from you and get your feedback and, and stay in touch. So thanks again, everybody. Appreciate it. Thanks so much, Jordan. Bye.