The Real Opportunity Of The Next Decade For Businesses

Summary

Dans ce script de conférence, l'orateur partage ses réflexions sur les facteurs clés du succès dans le monde des affaires, mettant l'accent sur l'attention comme la principale ressource et l'importance de la culture et de la patience dans la création de valeur à long terme. Il illustre ses points par des histoires personnelles et des exemples concrets, invitant les participants à privilégier les actions qui reflètent des valeurs humaines et à se concentrer sur la satisfaction à long terme plutôt que sur les gains immédiats.

Takeaways

• 🌟 L'attention est l'actif n°1 dans le monde des entreprises gagnantes, selon l'orateur.
• 🚀 L'authenticité des étapes de la carrière de l'orateur est liée à sa réussite dans le domaine de l'alcool, des boards d'administration et des investissements précurseurs.
• 💡 L'année 2024 est considérée comme une année d'affaires prometteuse, marquée par un environnement post-Covid et une émergence de entreprises réelles.
• 🤝 L'importance de la simplicité et de l'humanité dans les relations professionnelles et la création de valeur pour les clients.
• 🥂 Les tendances des consommations d'alcool comme le vin rosé montrent l'évolution des goûts des consommateurs et l'opportunité pour les entreprises de s'adapter.
• 📈 L'impact des options actions sur la motivation des employés et la patience nécessaire pour réaliser des gains à long terme.
• 🚚 La notion de 'scaling the unscalable' comme stratégie pour créer un engagement et une fidélisation des clients.
• 🎁 L'histoire de l'envoi d'un maillot de sportif à un client satisfait pour créer une relation à long terme est un exemple de scaling the unscalable.
• 👥 L'importance de la culture et de l'environnement de travail pour la réussite d'une entreprise, basée sur les relations entre les employés.
• 🏆 La réussite d'une entreprise dépend en grande partie de la cohésion et de la collaboration au sein de l'équipe.
• 🏉 L'orateur partage sa passion pour les sports et son expérience personnelle pour mettre en garde contre l'impact négatif de la compétition et des émotions fortes.

Q & A

Quel est le fil conducteur commun aux investissements et aux conseils d'administration sur lesquels le locuteur siège ?

Le fil conducteur commun est l'attention, considérée comme le principal atout pour réussir quelque chose dans le monde des affaires.

Quelle est la carrière du locuteur et en quoi cela lui a-t-il apporté de la chance de prendre la parole dans ce contexte ?

Le locuteur a eu une carrière d'entrepreneur et d'investisseur, notamment en investissant précocement dans des entreprises telles que Facebook, Twitter et Uber. Cela lui a permis de gagner en expérience et en reconnaissance, ce qui lui a ouvert les portes à prendre la parole dans divers forums.

Comment le locuteur perçoit-il l'année 2024 en termes d'affaires ?

Le locuteur considère 2024 comme une année d'affaires prometteuse, car il pense que nous nous retrouvons dans un monde post-Covid où les entreprises authentiques émergeront et prospéreront.

Quels éléments de sa vie personnelle le locuteur a-t-il mentionnés pour établir un lien avec l'audience ?

Le locuteur a mentionné son origine immigrée, sa vie passée dans un commerce de vin, son expérience en tant qu'entrepreneur et son implication dans des entreprises telles que Facebook, Twitter et Uber pour établir un lien avec l'audience et montrer qu'il comprend les défis et les opportunités auxquels elle est confrontée.

Quelle est l'importance de l'attention pour le locuteur ?

L'attention est considérée comme le principal atout pour réussir dans le monde des affaires. Elle est essentielle pour se différencier et pour réussir à long terme.

Quels conseils le locuteur donne-t-il en matière d'investissement ?

Le locuteur conseille de s'intéresser aux entreprises qui ont un profil similaire à celui de GoPuff, d'être patient et de comprendre comment les entreprises ont réussi à traverser différentes étapes de développement.

Comment le locuteur aborde-t-il le sujet de la patience dans le contexte des options d'actionnaire ?

Il partage son expérience avec Facebook, où il a investi en 2007 et n'a jamais vendu ses actions, montrant ainsi l'importance de la patience et de la confiance envers les fondateurs et les équipes d'entreprises.

Quelle est la leçon que le locuteur a tirée de son expérience avec Wine Library et l'un de ses clients ?

Le locuteur a appris l'importance de "scaling the unscalable", ou de donner une attention particulière et personnelle à des clients, même si cela semble ne pas être rentable à court terme. Cela peut créer une relation de confiance et une fidélisation à long terme.

Quels sont les conseils que le locuteur a donnés pour renforcer les relations entre les collègues ?

Le locuteur encourage les employés à sortir de leur zone de confort et à interagir avec des personnes qu'ils ne connaissent pas, en particulier pendant les pauses et les moments de détente, pour renforcer les liens et créer un sentiment d'appartenance à l'équipe.

Quelle est la recommandation finale du locuteur pour l'année 2024 ?

Le locuteur recommande de se concentrer sur la construction d'une culture basée sur la patience, la confiance et l'humanité, pour créer un environnement de travail positif et une entreprise prospère.

Outlines

00:00

🚀 L'importance de l'attention et de la fortune

Le paragraphe aborde la carrière du locuteur et met en évidence l'importance de l'attention comme ressource clé pour le succès. Il partage son expérience de travailler sur de nombreuses étapes de sa carrière, notamment en tant que fondateur dans le domaine de l'alcool et de la marketing, en tant que premier investisseur dans des entreprises telles qu'Uber, et en tant que conférencier sur de nombreuses scènes. Il exprime son admiration pour l'organisation à laquelle il s'adresse et souligne l'importance de la sincérité et de la valeur ajoutée dans les interactions avec les autres.

05:01

🌟 La perspective et l'importance de l'expérience de vie

Dans ce paragraphe, le locuteur discute de la perspective personnelle et de comment cela influence la façon dont il perçoit la vie. Il partage son histoire personnelle, de son immigration dans les États-Unis, de sa vie dans un petit appartement avec sa famille, à son expérience de travail dans un magasin de vin et de son succès en tant qu'entrepreneur. Il met en évidence l'impact de ses expériences sur sa compréhension de l'industrie et de la manière dont il a construit son entreprise, VaynerMedia, en un des plus grands cabinets de marketing au monde.

10:02

🍷 Les tendances du consommateur et l'évolution des goûts

Le locuteur aborde les changements significatifs dans les tendances de consommation d'alcool, tels que la transition de la vodka à la tequila, et la réapparition du whisky et du bourbon. Il partage son expérience de travailler dans un magasin de vin depuis 1990 et observe les changements dans les préférences des consommateurs. Il souligne l'importance d'être proche de la clientèle et d'utiliser les données pour comprendre et répondre aux besoins des clients, ce qui est essentiel pour la réussite de l'entreprise.

15:05

📈 Patience et persévérance dans les investissements

Dans ce paragraphe, le locuteur partage son expérience avec Facebook et les leçons sur la patience qu'il a apprises. Il relate l'histoire de ses investissements et comment il a décidé de ne pas vendre ses actions de Facebook, même lorsque le prix a chuté. Il met en évidence l'importance de croire en la vision des fondateurs et de rester patient pour atteindre le succès à long terme, plutôt que de se préoccuper des fluctuations à court terme du marché.

20:06

🎄 L'impact des actions sur la motivation des employés

Le locuteur discute de l'impact des options d'achat d'actions sur la motivation des employés et partage son expérience avec les employés de Facebook qui ont vendu leurs actions trop tôt. Il souligne l'importance de comprendre les avantages potentiels des actions et de la motivation qu'elles peuvent apporter aux employés pour travailler dur et contribuer au succès de l'entreprise. Il encourage les employés à être patient et à comprendre le potentiel à long terme de leur travail et de leur implication dans l'entreprise.

25:08

🛍️ L'importance de la relation client et de la culture d'entreprise

Le locuteur partage une histoire personnelle de son expérience au magasin de vin de son père, montrant l'importance de la relation client et de l'engagement des employés pour créer une culture d'entreprise positive. Il explique comment son action, consistant à livrer personnellement un produit à un client, ait servi de modèle pour son équipe et ait contribué à définir la culture de l'entreprise. Il encourage les employés à prendre des mesures qui pourraient sembler petites mais qui ont un impact sur la culture et la marque de l'entreprise.

30:08

🤝 L'importance des interactions et de la coopération

Le locuteur encourage les employés à utiliser leur temps pendant les pauses de la conférence pour interagir avec des personnes qu'ils ne connaissent pas et à tisser des liens. Il souligne l'importance de l'interconnexion et de la coopération pour la réussite de l'entreprise. Il insiste sur le fait que les entreprises gagnent grâce à la coopération et aux relations fortes entre les employés, et il encourage les employés à créer des moments qui renforcent ces liens et à profiter des opportunités pour développer des relations à long terme.

35:10

📊 L'expansion de l'inscalable et la personnalisation du service

Le locuteur partage une histoire anecdotique sur sa tentative de personnaliser le service pour un client de Wine Library, en utilisant les médias sociaux pour trouver et contacter le client, et en envoyant un jersey signé de son quarterback préféré. Bien que l'initiative n'ait pas été immédiatement récompensée, le client est finalement revenu avec un grand ordre et a partagé l'histoire de comment il a découvert Wine Library. Le locuteur utilise cette histoire pour illustrer l'importance de l'expansion de l'inscalable et de la personnalisation du service pour créer des expériences clients inoubliables et renforcer la relation avec les clients.

💪 L'importance de la collaboration et de l'unité

Le locuteur conclut son discours en soulignant l'importance de la collaboration et de l'unité au sein de l'entreprise. Il partage son expérience en tant qu'investisseur et fondateur, et explique que le succès le plus important est la relation entre les employés et la manière dont ils s'appuient les uns sur les autres. Il insiste sur la notion que l'entreprise réussira si les employés travaillent ensemble et s'appuient mutuellement, et que cela est crucial pour créer une culture gagnante et durable. Il encourage les employés à être les meilleurs partenaires possibles et à se soucier les uns des autres pour maximiser leur potentiel collectif.

🏈 La passion et les émotions dans le sport

Le locuteur partage ses sentiments contradictoires envers le sport, en particulier son équipe préférée, les Jets, et son态度 envers les autres équipes et les fans. Il admet s'être laissé emporter par les émotions lors d'un récent match de football et reconnaît que cela affecte sa capacité à aimer les autres équipes et les fans. Il encourage les employés à éviter de se laisser emporter par les émotions négatives et à se concentrer sur l'unité et la coopération pour réussir.

Keywords

💡Investissements

Les investissements sont mentionnés dans le contexte de la réussite des entreprises et des boards de direction. Ils font référence à l'argent investi dans une entreprise pour son développement et son expansion. Dans le script, l'orateur a exprimé sa chance de faire partie des boards de plusieurs entreprises et a partagé son expérience d'investisseur dans des entreprises telles que Facebook et Twitter.

💡Succès

Le succès est un thème central du discours, où l'orateur discute des facteurs qui contribuent à la réussite des entreprises et des individus. Il est défini comme la réalisation d'objectifs et de buts, souvent mesurés par la croissance et la profitabilité. L'orateur souligne l'importance de l'attention et de la connexion authentique avec les clients pour atteindre le succès.

💡Innovation

L'innovation est présentée comme un élément clé pour la croissance et la réussite d'une entreprise. Elle implique la création de nouvelles idées, produits ou services qui distinguent une entreprise de ses concurrents. Dans le discours, l'orateur évoque son implication dans des entreprises innovantes telles que Facebook et Twitter.

💡Authenticité

L'authenticité est soulignée comme un facteur crucial pour établir une connexion avec les clients et pour la réussite d'une entreprise. Elle se réfère à la sincérité et à la genuineité dans les interactions et la communication. L'orateur partage son expérience personnelle de faire preuve d'authenticité dans ses entreprises et de s'engager avec ses clients.

💡Croissance

La croissance est un aspect essentiel pour les entreprises, qui peut signifier l'expansion de leur portefeuille de produits, l'augmentation de leur part de marché ou la réalisation de nouveaux records de ventes. Le script discute de la croissance des entreprises dans un contexte post-covidien et de la préparation pour un an commercial prometteur en 2024.

💡Valeur

La valeur fait référence à l'utilité ou à l'importance de quelque chose, souvent dans le contexte de l'impact sur les résultats ou la satisfaction des clients. Dans le discours, l'orateur insiste sur la valeur des interactions authentiques et des expériences partagées, ainsi que sur la création de valeur pour les clients et les employés.

💡Travail

Le travail est mentionné dans le contexte de la carrière de l'orateur et de son expérience dans le secteur de l'alcool et du marketing. Il est défini comme l'effort et le temps consacrés à une activité professionnelle pour atteindre des objectifs et améliorer les compétences. L'orateur partage son histoire de travail dans un liquor store et son évolution vers des entreprises plus grandes.

💡Culture d'entreprise

La culture d'entreprise est l'ensemble des croyances, des valeurs, des comportements et des pratiques qui caractérisent une organisation. Elle est essentielle pour créer un environnement de travail positif et pour atteindre la réussite à long terme. L'orateur discute de l'importance de créer une culture qui reflète les valeurs de l'entreprise et qui motive les employés à travailler ensemble vers des objectifs communs.

💡Consommateurs

Les consommateurs sont les individus qui achètent ou utilisent les produits et services d'une entreprise. Leur satisfaction et leur engagement sont crucials pour la réussite d'une entreprise. L'orateur souligne l'importance de se concentrer sur les consommateurs et de comprendre leurs besoins et préférences pour s'adapter et grandir.

💡Tendances

Les tendances représentent les changements et les发展方向 dans les préférences et les comportements des consommateurs. Elles sont importantes pour les entreprises car elles permettent de s'adapter aux demandes du marché et de rester compétitives. L'orateur discute des changements de tendances dans le consommation d'alcool et l'importance de comprendre ces évolutions pour la réussite de l'entreprise.

Highlights

The common thread in successful investments and businesses is attention to the number one asset: attention.

Authenticity is crucial in engaging with different organizations, with some stages being more meaningful due to personal career experiences.

The speaker's career has been diverse, involving marketing, innovation, and early investments in companies like Uber, within the alcohol business sector.

The importance of being curious about which organizations can adapt through different chapters is highlighted, with examples of successful companies like Facebook and Twitter.

2024 is anticipated to be an exciting business year due to a post-co world settling and the emergence of real companies during real times.

The urgency and focus required in the business world are emphasized, with the realization that a significant portion of the year has already passed.

The value of bringing people together and considering serendipity in business is discussed, along with the importance of understanding different perspectives.

The speaker shares personal experiences of working in retail from a young age, building a marketing corporation, and understanding both corporate and frontline perspectives.

The significance of hard work and real-life experiences in shaping one's career and business acumen is highlighted, with the speaker's journey from lemonade stands to e-commerce.

The impact of consumer trends on businesses is discussed, with examples of shifts in alcohol preferences and the importance of being close to the customer.

The importance of patience and long-term thinking in business decisions, using stock options and company growth as an example.

The story of the speaker's personal involvement in customer service by delivering a product to a customer exemplifies the concept of scaling the unscalable.

Building a strong company culture and setting the tone for the future is crucial, with actions in the short term having long-term impacts on the business.

The power of interconnectedness and challenging oneself to connect with others outside their immediate circle is emphasized.

The potential of scaling the unscalable in both corporate and field operations, using personalization and customer-centric approaches.

The impact of small gestures on customer loyalty and retention, illustrated through the story of sending a personalized gift to a customer.

The importance of relationships and camaraderie among team members in determining the success of a company.

The speaker's personal struggle with the emotional aspect of sports fandom and the desire to see others succeed.

Transcripts

the only common thread of the

Investments the boards I sit on the only

Common Thread there's a million

variables of what makes somebody win

sometimes the COO she or he is just too

talented and they will it to

success other times there's some random

outside factors people get caught at

time there's things but the only Common

Thread that I see in the world of making

something win is attention is the number

one asset I'm just extremely excited to

be here because I've been very fortunate

in my career to be able to speak on a

lot of stages but as you can imagine

some stages are just a little more

authentic to you than others given how

my career has played out the founders

the alcohol business marketing like

Innovation early investor in Uber like

there's just so many things when I think

about this incredible company you know

when I go and speak at like the national

Dairy

Association it's a it's not as much on

the head of what this is and for me

there's just an enormous amount of

admiration I have for this org so thank

you so much for having me and more

importantly what I get excited about is

as someone who has been an entrepreneur

his whole life and who's been an

investor especially in a lot of

companies that look the profile of this

company you're always curious which

organizations have that stomach to go

through the different chapters right as

again Facebook and Twitter and Tumblr

and other companies that I invested in

early on

those are the ones that I can speak to

and it's like cool there's plenty of

companies that had incredible starts

that I was involved in that you don't

know like I don't think a lot of people

here know what the yo Bongo is

right and I think about that crossroads

and I think it's an interesting time in

general and I also think that

2024 is going to be a really fun

business year because I think we're

settled into a true postco world and and

I kind of like when it's real I think

when there's too much money in the

system like the VC decade of the past or

when it's like too you know obviously

when we print money and give it to

everybody people are just buying dumb

we just live through that I just

feel like we're in this really cool spot

where it's real and I think real

companies will emerge during real times

and so for me I was pretty excited to

say yes to this because I'm like oh this

is going to be a cool one to watch in

five or seven years cuz I have some

sneaky intuition of how this movie plays

out so I just want to thank all of you

for allowing me to be here look on the

flight down here I posted an Instagram

post and in the copy of like 8% of the

Year is already gone which like really

shook me because as you know the world

has gotten soft and nobody really worked

until the Tuesday after Martin Luther

King this year and so it took about two

weeks for this year to even get started

and so like the fact that 8% of the Year

is already done has me like kind of a

little Shook and speaks to like the

urgency and like the focus I'm trying to

think about and I'm sure for all of you

you're thinking that through it's it's

fun that you brought everyone together I

think there's a lot of value in that I'm

thinking a lot about the Serendipity and

things of that nature also what's

interesting for me is as someone who

grew up from 14 to 34 years old working

retail you know Monday through Saturday

uh from 8:00 a.m. to 10: p.m. in a

liquor store my whole life and then over

the last 15 years have built a marketing

Corporation of 2,000 people it's also

like really fun to in an audience that's

mixed with remarkable corporate people

but then also people in the trenches and

as somebody who's lived 20 years in both

categories if I just may for two seconds

and this is with Incredible love for

everyone that's in corporate can we take

one second and clap it the up for

the people that are actually in the

F like maybe a little louder cuz they're

actually you

know

oh and you know what it was funny it was

funny cuz I was thinking about it I was

like this company also represents

how I've lived my last 40 years and I

was like I was like all right I want to

say this cuz I really feel it I wonder

how it's going to land cuz I want to

make sure all the corporate people know

I'm not

razing but I was I I actually said to

myself I helicoptered over from New York

real quick this morning to do this in my

mind I was like it'll be interesting how

that reaction goes will be a really

interesting indication to me of where

the company is and so kudos to y'all I

appreciate the fact that everybody in

corporate understands the difference of

people that are actually in the trenches

every day that reaction doubled down my

confidence of where go Puffs going so

thank you for that so really that it's

real talk it's Real

Talk cuz when it snows you can't just be

like Oh I'm going going to zoom you have

to go in it's real

anyway I think that the thing that I'm

most thinking about of like what's

everyone in here thinking about like how

are they thinking about this year I

think perspective is a big focus of mine

I think that how one sees life is how it

is right I've been very like weirded out

by this whole half glass full half glass

empty thing and that that really struck

me too as I thought about this talk I'm

like just wonder how people are thinking

about at gopuff right because for

me again just to put it actually how

many people here know very little about

me or have no idea who the I am

just raise your hands real loud all

right that

hurts let me actually I I thought that

might be the case so let me give you

three seconds on this to set up what I

was about to say so real quick for

everyone who just raised her hands I was

born in the Soviet Union I immigrated to

the us we lived in queens in a studio

apartment with eight family members it

was ghetto you know immigrant

like by the time I was eight I

realized my parents aren't buying me

toys or video games so I was

straight lemonade stands like when I was

seven cuz we moved to Edison New Jersey

when I was seven I literally tricked or

manipulated or convinced or motivated my

six best friends to stand behind

lemonade stands all day long and this

group is way too young but for the

couple of you that are in your 40s or

above I don't know if you remember back

in the 80s we had something called Big

Wheels they were like like that you

remember that I used to ride my big

wheels at like 5:00 p.m. during the

summer at the end of the day I would

ride my big wheels to the six Lemonade

Stand locations that I created and

picked up my money like I was

Tony

Soprano and then I went into baseball

cards and was making like two I mean

$2,000 a weekend selling baseball cards

in 7th and eighth grade in 1985

like real talk when you have $10,000 in

cash under your bed and you're 11 and

you're not selling weed you're a

entrepreneur and then thank

you then my dad ruined my life I was

making all this money and then I turned

14 oldest son born in the Old Country my

dad went from a stock boy making two

bucks an hour in a liquor store to

owning a small store in Springfield New

Jersey and so Merchant son like I had to

go work there and I went from making

$1,000 $2,000 a weekend selling baseball

cards in the malls in New Jersey being

cool and living to making two

bucks an hour working 14 hours a day in

my dad's liquor store and I mean every

day I don't know many I don't know how

many of you have a Soviet father but it

was like no it was 14 hours a

day 7 hours in the basement bagging ice

for the cooler and then coming up and

stocking shelves and that like became

the foundation of my career then I

realized people collected wine and then

in 1996 I launched one of the first

e-commerce wine businesses in America

America called Wine Library blew up my

dad's business and that kind of is how

my career took off my dad really didn't

I again how many people here immigrants

like their parents were born in outside

the US or you have raise your hands so

you guys know like my dad didn't pay me

even though I worked from 22 to 34

in that liquor store I built that

business from a three to a $75 million

business and I never got paid more than

80 $90,000 a year even though I did all

that and so I had to go do my own thing

but the foundation of that real

brick-and mortar retail e-commerce grind

and then over the last 14 years I became

an early investor on Facebook Twitter

Uber that changed obviously a lot for me

but I built a company called Vayner

media which is one of the largest

marketing companies in the world 2,000

employees

globally what what what that does back

to why I said I feel so connected to

youall is I've just really lived both

sides of the equation especially can I

hear some noise for the folks in

[Applause]

here

yeah some

good so I have a crazy good relationship

with y'all though complicated meaning I

really love you cuz I grew up like you

but I also grew up in an era where BMA

was such this iconic thing in California

and when I was like 15 I used to like

literally play like Genesis I'm like yo

one day I'm going to put out of

business so it's nice to be with

all you um you know of course then for

all that noise like for you can't

imagine like how much I think about what

is the marketing going to be like how do

we get people in store what are the

trends you know it's crazy to watch how

people have different Trends in drinking

alcohol for example if you know anything

about wine how many people here have had

rosé wine Make some

noise I worked in my dad's liquor store

from

1990 pretty much every when I was a kid

in school every weekend and summer

vacation and then the day I graduated

literally I drove from Boston and in the

middle of the day I got there at 3:30 on

that day and literally worked until 7

like it was no time down so basically

from 1990 to

2015 I worked in a liquor store my whole

life when I tell you we would sell from

1990 to 2005 we would sell four cases of

Rosé a year a year now we sell 100 cases

of Rosé a week in the winter not even in

the summer as you all know that consumer

shift is the most interesting I grew up

hearing War stories that people used to

drink whiskey in Bourbon because in my

era nobody did it was all vodka and then

became tequila right and people like the

old liquor salesman would be like no no

no like 25 old women used to drink Brown

Goods I'm like you're crazy is

that serious and then obviously over the

last 10 years that has come back

consumer Trends are incredibly

interesting it's one of the most

fascinating things and I think it plays

out in the things you sell both on the

liquor side and on the snack side I

think it's going to be really

interesting because what's amazing about

your organization from my perspective is

you're close to the customer you have

the data you get to see it that's going

to end up playing out to be a very big

deal and whoever's closest to the

customer wins there is nothing else like

to me all of My Success in my career has

been customer my employees and then me

and I give my dad a lot of credit for

always caring about the store more than

his children I've gotone to therapy for

it

but I respect the out of it because

I understand it and I think again that's

going to be an interesting ride to watch

look I think the biggest things that I'm

thinking through

is one one thing that I asked Dan

actually in the Green Room like talk to

me about the you know like the stock

options things that it's like owners and

I'm like that's super interesting

because I think that gets it really

motivating really fast right like back

to like people in the trenches real

quick not like want to just want to make

make sure that people understand like

the upside of that game think when

things are on paper like I it's been uh

I'll tell you the story that most hit me

when I understood the stock option play

I was like Facebook was obviously my

biggest win in my career right and last

night ironically going through social I

got home late around midnight and I saw

that the stock market had a big day I I

tend to look at my portfolio like one

like I don't know once every three

months but I just happened to see like

oh Dow Jones went off I'm let me look

and I saw that Facebook was at $400 a

share and immediately I got like the

worst Pit in my stomach not for me from

the day I invested in Facebook four

years before it's IP po to this morning

I've never sold a

share because I believed in the founder

right obviously I'm very aware of what

people think about Zuck and the way the

media has played it out but as the guy

driving it I always told my whole family

that the day he's out is the day I share

sell but until he's out I hold forever

the reason I'm bringing it up is what

I'm most fascinated about

2024 what I'm most fascinated about

every employee in here at this moment in

in the history of goat Puff's company as

a complete outside Observer who watches

the game is I'm fascinated by people's

lack of

patience the reason I bring up this

Facebook story to you this morning is

because I was early at Facebook because

I made a video in

20076 that said Facebook should be

worried about this new app called

Twitter and it went viral inside of

Facebook and I got called to go give a

speech check this out the entire company

of Facebook at the time when I gave my

talk of why Twitter was going to be a

thing was half the size of this audience

right now it was early I didn't even

know zux was in the audience back to how

like weird and different he is he was in

the way back and I did my Spiel and in

2006 I said social media is going to win

because it's human

behavior that's it like the reason

everybody wears the hat and the clothes

they wear is to communicate to others

the reason we buy fancy cars is to

communicate to others almost everything

we do as humans is to communicate to

others obviously with our mouths and the

way we roll but with subtle that

you don't even realize every photo you

ever posted on social is subconsciously

something you're trying to say position

yourself front at worst or communicate

Your Truth at best and so that's how it

is and so I understood that anyway that

struck a chord we hit it off we had

dinner and I invested in Facebook very

quickly after that and I mean all of my

savings I bet the

farm the part about patience that I want

to talk about in 2024 is about what

happened next three years later it went

public over those three years before it

went public I got to know a bunch of the

top 100

exacts when the stock came out some of

you might remember this because you were

youngsters or you know it was a big

moment it opened at about $40 a share

42 it went down to 19 pretty

quickly most of the friends that I made

in those three years that were top 300

400 first 500 employees of Facebook sold

somewhere between 25 and

19 they made a lot of M the ones I knew

were there super early and very SAR they

made a lot like nope this story is not

to cry for those

what's interesting is

seeing them over the last 10 years

what's interesting for me is someone who

got in for much less much later the fact

that I'm going to end up making more

money on Facebook than a lot of those

people with

me and it was just one big game of lack

of

patience and so I think what I'm most

focused about in 2024 personally is

thinking about that how much of my

decision making is based on tomorrow and

how much is it for a year from now you

know what I love about retail what I

love about retail is the signature story

that is still told in my dad's liquor

story even though I haven't been there

dayto day for a decade is a story of

December 18th in our store when I was

the most important salesman on the

floor and it was snowing and we had just

done the internet thing for the last

four or five years and we got a phone

call from a woman in Bergen County New

Jersey who was not yelling at us she was

like when I got on the phone she sounded

like Yoda she was like a

thousand but she was complaining that it

was important for her to get and this is

a good one especially for the BevMo

crowd her Behringer white

zendel Ros used to be sweet for all of

you that don't know in America her

Binger White zendel had not been

delivered and it was a whole Todo and

her son called and says you don't

understand the FedEx that got delivered

anyway punchline is this

it in one of our busiest days of the

year off of me learning the this while I

was on the floor from the internet

Department I ran downstairs to the

warehouse grabbed a 15 pack of baringer

white zadel threw it into my car and

drove to Bergen County and delivered it

personing and drove back and was off the

floor for about 2 or 3 hours during that

time many Top Dog customers came in only

willing to work with me ready to spend

five 10 $15,000 on their collection and

left when I got back the core crew was

like what the

what I knew then and I did many

things like this this is the one I just

get to tell on stage what I knew then

was actions have to set the tone for a

culture what I knew was I was going to

take a l in the short term on that day

but I felt that it would be something

that everybody in the crew especially

because I knew I was looking to build

long term and the 20 people people that

were around me I was hoping and played

out would be there for 10 15 years I

needed something to point to for them to

understand what our DNA

was both on the corporate side and in

the trenches here I think we think too

short

term the reason I tell that story is

with the hope that one person decides

like that makes sense when I face

something

tomorrow do I think about it from the

shortterm reality of it or do I think

about it as is this an opportunity to

set the tone for what we're trying to

do I think that kind of mentality of

patience and brand building and culture

building is everything you know to

me uh for example this event with this

event when when I was asked to do it

back in the winter I was so pumped that

you were all going to be together I'm

ever just thinking like yes that's

exactly right and I'm a businessman and

I paying attention so I'm aware of

what's macro going on with gopuff and

they're trying to be strategic about

what they spend their money on and not

and I'm like good for them to understand

this like for

example what he just did was

phenomenal I hope I Dro three or four

things that make you think about

something and maybe do something this

will be a good day of like content I'm

sure but everything that happens on this

stage today

is

compared to if you take

advantage of all the downtime all those

minutes in between lunch break I don't

know what the you you doing lunch

you're lunch I don't eat lunch I think

it's a complete waste of

time retail that's what the

teaches

here so when you're at lunch

today if you can do me one favor what

will normally happen in this environment

is you're going to sit with your homies

the people you're probably sitting with

right now the only thing that matters

about like this is that the people

in here who have the ability because

they have enough extrovert enough

confidence enough self-esteem please

challenge yourself to go and say what's

up to somebody you don't recognize go

sit with somebody you don't know that

interconnected tissue is everything that

is the only way corporations teams

companies win so I highly ask the people

in here who have it in them to go and do

that to set the tone during the down

periods of this event because that is

disproportionately why you should be

here can I get a little noise for the

people that feel they can do

[Applause]

that look I think I think that there's

so much opportunity in front but I want

to talk about something else that's a

little bit on what I've been talking

about and I'm going to frame it up for

all of you as another thing to

contemplate and again I'll be honest

with you when I do these kind of talks

I'm little I'm more about the humans

than I am about the logo like I like the

GOP puff guys I like Dan a lot uh you

know I'm I'm a fan from afar of the

business but what I'm about to talk

about I think is essential for all of

you for your career within or after when

you're not here or whatever plays out

for all of you what I've been talking

about for the last 5 to seven minutes

and what I'd like to frame up for all of

you as one man's point of view of

something that has clearly worked for

everybody at all levels in the business

world over the last 30 years that I've

observed is scaling the

unscalable so I want to spend a few

minutes on this concept and just put

this in your mind scaling the unscalable

me driving that Binger white synel for 2

hours for something that was like $30

for a case was scaling the

unscalable the thing that I really want

to talk to some of the field leaders

especially in the stores or even

corporate is I can't get over this mind

that if you're really as customer

Centric as you like to say you are to

the world and I see how you try to

position yourself I'd like to challenge

everyone here to do more scaling of the

unscaled aailable for

customers so for example I'm about to

tell you a story that is also iconic to

me that I think gopuff can scale 10,000

times better than I did 15 years ago and

I think this is for corporate and then

I've got one for the field so for

corporate so Twitter came out I was

fascinated by it I was like the world's

changing the internet's changing and I

was really focused on lifetime value and

retention I'm sure for the people in

analytics in this company when you look

at all the people that have bought from

gopuff or

BevMo but haven't bought from you in 6

months or 12 months you just look at it

like it's all right there the re

the lapsed user is one of the most

interesting things in business so I was

obsessed with that I was like we have

the best you know we were really rolling

at Wine Library like we have the best

prices we have the best selection I felt

real confident I was like why isn't

everybody buying everything from us like

I wanted it and so I started thinking

about okay we're doing all this internet

right but we're not doing like the

heavy touch you know the that

locks it in so I said to the

team I have this idea boarding a plane

to Napa ironically I had the idea I

called my best friend Brandon who runs

the store I said I want don't you to do

something I want every order that comes

on wi library.com I want you to Google

the person's name and see if you can

find them obviously some people have

John Smith that'll be hard luckily some

people have Gary vaynerchuck and there's

only one of them and you can find them

if you find someone who's you really

know who the it is it's that person

let me

know they found someone I said now I

want you to go and find them on Twitter

can you find and this was Twitter early

so like most people weren't on so I knew

it would take a little

bit about a week or two later I get a

call we got some dude I'm like

amazing

so he they go we got this dude he he bad

news this is going to really make the

people laugh bad news though we

found him but he bought a case of Santa

Margarita Peno

graio the shittiest most overpriced wine

of all time Real Talk super overrated

kudos to them it's one of the few wine

brands that have built an actual brand

so people are buying what is really $4

Pino Brie for 25

bucks thank

you I go that's cool I go here's what I

want you so I go tell so I'm on the

phone with Brandon he goes I found his

Twitter I go what's he

tweeting this is where the story gets

interested every tweet out of this

dude's mouth is Jay Cutler I love

you so this dude lives in Chicago and

he's a huge Bears fan and he's tweeting

like now we all tweet along with sports

all the time but this was early and

it's like Jak Cutler why' you throw that

pass Jay Cutler don't do that great job

J it's Jay Cutler

for the majority of you don't know I'll

just say one more time Jay Culler was

the quarterback of the Chicago Bears of

the

time I'm like okay I go Brandon here's

what I want you to do I want you to go

to eBay and I want you to buy a Jay

Cutler jersey signed in a frame and send

it to him with a note that says thank

you for shopping at Wine Library right

it's like bro that's like 350 bucks we

made like $89 in the whole case of Santa

Margarita I go I know I know I go trust

me I just want to do this so I'm

thinking we're going to send this

Jay Cutler fanatic a jersey he's

going to be blown away and then

I'll show Brandon and the team just like

my baringer story I'm like look he spent

all his money with us over the next two

years let's do this I had a whole master

plan I'm so pumped I'm like I'm a

I'm a genius I'm like

yes and then real life hits this we send

this dude this thing we don't hear a

peep nothing fa now it's a month

it's two now I'm I like you know when

you're like picking a scab like now I'm

like just addicted to this I got

a million things going on all I give a

about is some random dentist in

Chicago who I sent to Jay Cutler

Jersey to that bought penino

Grio from the most overpriced

producer in the world and hasn't said

Thank

you so I'm dead like for those months

I'm like really annoyed about it we do

some other little things but this one

really stuck to me cuz it was so

egregious right like it was so big for

what he

bought and then one of the most

interesting things happen I get a phone

call from Brandon again Brandon is

currently right now in Wine Library in

Springfield New Jersey not too far from

here like I met him on the first day of

high school so my best friend but also

runs my family business he calls me he's

like you're never going to believe this

and just by the way he said it you know

when you know somebody for 15 years and

you're like I knew it was that I was

like the Jay Cutler guy replied

he goes no

look at this

he goes just stick with me

he goes let me read this I'm like go

ahead so reads some name Plano Texas and

he rattles off like a

$7,000 red burgundy order right so just

really high-end single Vineyard stuff

like just really esoteric small producer

Red burgundies Seven G's I'm like okay

that's a good order but I'm like but

what what's the punch cuz I knew he

wouldn't just call me for now I'm like

yo what he goes he goes no no he's like

wait for it he goes he goes now let me

read you what's in the note so that's

when I knew it would get good I'm like

what he goes hey um first of all you

have an amazing burgundy selection can I

speak to somebody I'm looking for some

other stuff second I live in Texas it's

hot as can you please hold it for a

while he goes

P.S my best friend lives in

Chicago and you sent him a J Cutler

Jersey and that's how I found out about

your

store

PSS I'm a huge Bruce Springsteen

[Applause]

fan that happened 15 years ago I

think about it all the time and I think

when I was you know thinking about this

talk I was like what's the move that

they can actually do like coming and

giving a talk you only got a limited

amount of time and like you could talk

about mindset and perspective and I'm

touching on different as you can

tell but I was like what's the action

that this company can actually do that

can

reinforce so they can taste it of what

I'm actually talking about when I

analyze from afar the virtual and

physical combo of gopuff and BevMo and

especially really knowing the

business and understanding what's

happening in the California Market not

obviously you're in other markets as

well Liquor Bar these things I really do

believe both for yourselves and for your

customers that 2024 is an incredible

opportunity to scale the

unscalable there's a lot of ways to

spend marketing dollars you can run

Facebook ads and Google ads and inapp

there's other ways to spend money things

that create debt like buying a J Cutler

Jersey and sending it to someone you

were sitting on on both companies

unlimited data unlimited all of the

magic sits there we have just gotten

into a world where everything is digital

and virtual and scalable and AI is

coming and it's all this and all that's

happening is we're getting further away

from a business era that our

grandparents lived

in I actually believe the way our

grandparents did

business is actually the real

opportunity of the next decade it is the

people that understand whoever brings

the most

Humanity wins I believe that that will

matter for the way you frame up how much

you care about

customers I actually believe there's a

more important story in here which is

what if you did that to each

other back to what I asked for for you

to consider at lunch what if you

actually went

deeper with each other what if you

actually

cared like for real what ends up

happening is it's like

sports how many people here with

sports Make Some

Noise actually this is perfect I'm so

pumped right now it just hit me my

number one example for what I'm about to

say happened in Philadelphia I don't

remember the year I think it was 2002 3

4 but there was a year that the Eagles

anybody an Eagles fan

here good so you're going to remember

good I see you quick remember that super

team you guys built like 15 years ago

was supposed to be the greatest

team of all time you got the cornerback

from the Raiders it was going to like

dominate I was like this is boring

they're going to go 16-0 and win the

Super Bowl I don't like the NFL being

like this it's like baseball this is

I was and then you guys went

like eight and8 missed the playoffs and

sucked

that story is how I look I've made

a lot of money investing and I've lost a

lot of money investing and I've built

two very successful companies with my

hands and then I also started resi the

restaurant app inside of anner media and

I had a direct consumer wine brand

called empathy that I sold to

consolation so I've had wins and I've

had plenty of losses the only common

thread of the Investments the boards I

sit on the only common threat there's a

million variables of what makes somebody

win sometimes the CEO she or he is just

too talented and they will it to

success other times there's some random

outside factors people get caught at

time there's things

but the only Common Thread that I see in

the world of making something win is how

much the locker room likes each

other that Eagles team was uncomfortably

talented every dude in that locker room

was out for themselves and can give a

about their teammate that's why

they lost so

much when I think about the crossroads

of the business world we live in today

in the consumer lens when I think about

what your compe landscape would look

like both on BM Mo and gopuff in the

next decade the only thing that is clear

to me besides the fact from afar I'm

getting to know them I think your

Founders are really strong besides that

what is very obvious to me is the

outcome of your financial winnings here

your enjoyment here and what it sets you

up for because the best part is with all

respect to the founders everybody El the

best part of winning at gopuff during

this era is what it's sets you up for in

seven years if you win at a company like

this during this era that's real talk

that's for your

grandchildren and so there is so much

uncomfortable upside in this room but I

genuinely believe regardless of how

talented the top seven 10 15 people are

in this company the most obvious

variable of how well that all plays out

is how well the thousand people in this

room get along I really believe that not

on some Grandma sap be fooo woo woo

on some I only care about

winning I love business I've done it my

whole life and all I do is Observe and

it is the only common threat I've seen

and so I ask you as I bounce off this

stage to consider that framework because

I think the upside is there for

you and if you can find a way to be the

bigger person if you you can find a way

to scale the

unscalable first for each other and then

for your

customers I think you win I'd like to

see you win because I'm a Jets fan and I

don't get to win a

lot and so I like to see others win um

that's actually not true I want to

conest something because I just need to

get this off my chest this feels like a

good

medium there was obviously some big

football games this

Sunday

W for the people that do know actually

how many people here do know about me

and consume some of my content can you

clap it

up thank you so for those people in this

audience you're aware I'm a pretty

optimistic positive dude but

there's one version of me that isn't

football

Gary and football Gary is why I

understand why people are on tilt around

politics and around other cuz it's

the only place where I don't have my

emotions in check and I'm not proud of

who I am and I just want to get this out

cuz it's important to get out I

just want to confest something this

Sunday when the Lions were dominating

the

49ers I thought going into the game that

I was rooting for the Lions especially

because my brother and I have a sports

agency and we rep five Detroit Lions

including Aiden

Hutchinson so naturally I thought but

sports Gary kicked in at halftime and I

realized one of the things I most

believe in in the world that I ask all

of you to pay attention there is a lot

of sayings in life the most real one is

misery loves

company a lot of people in this room are

up right now because they're

spending too much time watching the news

or their social media feeds watching

people that are trying to Dag drag you

down into their unhappiness by selling

you

fear misery loves company in real life I

limit misery I limit my relatives and

friends who are not happy who are trying

to Dag me down I'm there for them but I

limit it in football Gary I don't I'm

super mad and I hate

everybody who's a Patriots

fan yeah I hate you so much

bro

like anyway I don't understand why we

don't love each other we're all just one

team but I do understand cuz I hate that

dude I liked him it's funny how life

works I liked him 15 minutes ago cuz I

saw that he had a wuang hoodie on I'm

like yo I with that dude but then

he said he was a Patriots fan anyway I

just want to get this off my chest I

have to conest it is scary to me how

much I wanted the Lions to lose cuz I

didn't want another shitty franchise to

go to the Super

Bowl

yeah anyway to end my speech 2024 don't

be football

Gary thank you so

much thank you my de thank you so much

goop have a great year B Mo I love

you