Transcript

00:00:00 - [VERA_RODEHUTSCORD]
But yeah. And then we kind of try to match the OKRs we have in place already to the right Rise strategy because I tried to do that last night by matching it per so I think that's what what's what was holding me back. I was trying to match Rise action field to one corporate goal

00:00:23 - [SCOTT_WARNER]
Yeah.

00:00:23 - [VERA_RODEHUTSCORD]
And then to kind of match the key results, but it doesn't work that way because most of the key results feed into different action fields or they can feed into different action into two or more action fields at the same time. And I I just couldn't get it around. So I just kind of threw every key result under a action field, and I completely took out the corporate goal level. And that way, it actually worked kind of well. And then in the end, I don't know if you wanna see it, but that way Sure. We at least talked about it once. This is what we now agreed on this morning. So expand market reach, and I know it's so funny. Have to tell that before I before I go on. So we kind of looked through all of that, and he was like, so I don't see any sales goals. And I was like, well, I'm nope. Weird. I was like, unfortunately, Robert decided he does not wanna participate in this. I haven't received any feedback from him. And I I mean, I didn't wanna bash on Robert, but I I I'm not gonna hide it. And he was just kind of smiling, and I was like I always just shaking my head, and I was like, sometimes I just wonder how this company works. You know? And he was like, well, I'm I'm I feel you. So it was we had a connection there, which was kind of nice because usually he is so he has always this super friendly, always funny poker face, and you never really can tell if he disagrees or not, which I feel really hard when I talk to him. But, otherwise, his feedback is super helpful, and he's really, really, really supportive, which I I can't appreciate enough. Like, I always tell him, like, he's taking a lot of time to walk me through these things, and that's just really helpful. So and then we kind of started talking about the other key results. But yeah. So on the expand market reach, we kind of agreed on the accelerate new dealer activation to expand market reach. And then key results are optimized and standardized the new dealer onboarding process to reduce time to activation. This is a Pascal key result. Okay. Provide RSM, TSM full transparency on new dealer progress to increase acquisition effectiveness. This is the Pascal one as well. And then this one, I then requested from Robert via Teams at 100 new dealers inclusive or 40 new dealers exclusive Sharon Williams. I was actually hoping he would give me feedback if he wants Sharon Williams to be included or excluded. I don't know. I I just don't know. Maybe that one Matt will have to decide now because he only said this is good.

00:03:25 - [SCOTT_WARNER]
That is so weird. Like, that's not feedback.

00:03:28 - [VERA_RODEHUTSCORD]
Yeah. And then on the drive customer acquisition, it's accelerate customer acquisition by strengthening dealer productivity, product availability, and demand generation. And then we pick the increased revenue growth contribution from A and B dealers through an optimized visit frequency model. I love that he picked that one because that puts a bit more pressure on Robert's still nonexisting KPI. Improve dealer supply reliability by achieving either and, I mean, here is where I was hoping for some feedback too. By achieving equal or more than 88 of service grad and reducing back orders, or if we do not wanna share those numbers because on one side, I don't wanna get too detailed when we communicate it to headquarter because those are internal goals as well. But on the other hand, if we leave them out, it leaves us with a pretty shallow key result in my opinion, which is only strengthened product to product availability and supply reliability to support dealer sale through performance. But that says nothing for a key result, and I have no way to track this key result when headquarter asks me for a progress report.

00:04:43 - [SCOTT_WARNER]
So the problem so these are North American. Right?

00:04:47 - [VERA_RODEHUTSCORD]
Yep.

00:04:48 - [SCOTT_WARNER]
So can how can we reduce back orders?

00:04:54 - [VERA_RODEHUTSCORD]
Said he could, so that's why he picked that.

00:04:57 - [SCOTT_WARNER]
Interesting. Okay. Because, I mean, to me, we're we're we're relying on HQ to ship. So

00:05:04 - [VERA_RODEHUTSCORD]
Yeah. So I think why he said reducing is because currently, we are at 11 something percent back orders, and he wants to reduce that. He wants to work with headquarter to reduce it to 8 or lower as some kind of project they're doing.

00:05:27 - [SCOTT_WARNER]
So Great. I don't have a problem. It's just interesting. So

00:05:31 - [VERA_RODEHUTSCORD]
Yeah. He made it sound like he has some input on it, so let's see. Amity and and and he liked it. So I I just don't know if we wanna share such specific numbers or if we keep it more general. But then in my opinion, this is not a really good key result because it doesn't give any output we could track. Or we know that we track those numbers in the background, we just don't communicate it worldwide.

00:06:10 - [SCOTT_WARNER]
What was Clint's feeling? Go ahead and share him, or did he well, there's I guess his only feedback was looks good. But

00:06:16 - [VERA_RODEHUTSCORD]
No real feedback.

00:06:19 - [SCOTT_WARNER]
I I'm okay with sharing him. I have no issue doing it. I mean, it's our goal. I mean, you know.

00:06:25 - [VERA_RODEHUTSCORD]
Yeah. And, I mean, I I think in our KPI about the service grad, we we or even one of the one of the logistics key results kind of focuses that one too. Right? And this brings more detailed numbers on the table, but this one is only talking about one percentage. So Yeah. I really don't care. But, again, I can only provide strong OKRs. I can't provide the content of those. And then the same applies to the second one, which is just it's a marketing key result. So drive product awareness and category engagement through VLE and target campaigns generating 25 k plus launch video views and 20 200 k plus combined category page views. The alternative would be to leave that out. But, again, I would still track it against those numbers. So why shouldn't we share it?

00:07:35 - [SCOTT_WARNER]
So that's where I'm at. I'm like, I would share it because that's that's the how. Right? I mean, what is great, but the how, I think Yeah. There. So

00:07:45 - [VERA_RODEHUTSCORD]
I mean, the only thing is why and maybe maybe that's that's why I'm struggling.

00:07:51 - [SCOTT_WARNER]
Oh my god. It's killing me that that's not blue. Mine is blue even on edge. I checked it.

00:07:57 - [VERA_RODEHUTSCORD]
I'm sorry. It's not blue. I didn't change anything.

00:08:00 - [SCOTT_WARNER]
Killing me. So jealous you have this fancy hat.

00:08:10 - [VERA_RODEHUTSCORD]
Yeah. It doesn't feel that fancy when you start working with it. And I'm always super freaked out that I mess something up because I can change everything in here. Like, I could go in here and and change the wording and everything, and I'm just super afraid I click something wrong. No. But if you look at those, I mean, those like, the most precise they get is probably a key result like this one. Like, an average of 10 sales growth across all selected high potential dealers is achieved, but most of them are just, like, internal pre assessment of 100 field course field forces completed. It's it's not really very Yeah. They do very

00:08:54 - [SCOTT_WARNER]
deep on it.

00:08:55 - [VERA_RODEHUTSCORD]
Very precise. But then on the other hand, just because they don't do it, it doesn't mean that we can't do it. I mean, we wanna show how we expand our market reach, and this is how we wanna track it. Let's do it.

00:09:05 - [SCOTT_WARNER]
I said I'm usually a fan of doing it better than everybody else, so I don't I I still think those should be there. So

00:09:12 - [VERA_RODEHUTSCORD]
Yeah.

00:09:14 - [SCOTT_WARNER]
I mean, I'm not not enough that I would fight someone over it, but just saying, like

00:09:19 - [VERA_RODEHUTSCORD]
Yeah. And, I mean, if Clint doesn't mind, he's still the owner of all of those. So I think this should be his his call. I mean, only because I'm putting those together, I don't I don't wanna like, this is not showing my name. It's showing his name. So it's his decision in my opinion. But I don't know if he if he doesn't have anything to share. And then the last key result here is to acquire 14 k plus or 3,700 plus new buyer accounts through My Festool. And then we already have that key result for the second half of the year too, which is good because then we can just keep that. And then on the increased customer lifetime value, objective is increased customer lifetime value by strengthening post purchase experience and loyalty drivers, and we track that through improved CSAT and NPS data coverage and representativeness just because I think if we wanna work with those two, we first need to grow them. And I think this should be part of the overall journey too. And then increase tools per buyer by the points that Angela always uses. It's zero

00:10:36 - [SCOTT_WARNER]
Point zero?

00:10:37 - [VERA_RODEHUTSCORD]
It's point zero one per month. So this adds up to point zero six for each market over the terms of six month.

00:10:47 - [SCOTT_WARNER]
Got it.

00:10:50 - [VERA_RODEHUTSCORD]
Yeah.

00:10:51 - [SCOTT_WARNER]
Okay. I mean, I think they like I think I I want the detail and, also, someone else fights over it. So

00:10:58 - [VERA_RODEHUTSCORD]
Okay. No. That works. If you are okay with that, then I will forward this version Yeah. To Matt because Clint wants Matt to be aligned. And then if Matt is okay, I would enter those in the in the moon camp. And to be honest, I'm not too stressed out about that set anyway because it's only three more months. It's not like we're defining it for six months, which will be the challenge for the next half year. But for this half year, it's it's what we have and what we try to work with. We have no experience with those, and we like but all of those are new. Like, they have never they have never used OKRs and headquarter either. And if you look at some of those, they haven't even put their key results or objectives in yet. So I don't know. I guess it's all gonna be a try and error. But I do wanna have them in the tool by end of this week because we're already behind, and I think they are meeting next week on those. So I I don't wanna be the bottleneck.

00:12:05 - [SCOTT_WARNER]
No. I think that's good. I I would say share them with Matt. Let's see what he says. I think they're pretty solid. The bottom ones are harder, but I think they align with what we have. Right? So

00:12:19 - [VERA_RODEHUTSCORD]
Yeah. And this is just working with what we have. I mean, next next quarter, it will be a bit easier because I know that we need we definitely need to have a few OKRs that drive those, and I can guide it in that direction a little more precise. But on the other hand, I'm not gonna make people pick OKRs so we can align with with those rise action fields. I mean, the end, yes, in best case, we feed into those. But my main priority is that we can work with them as the North American organization, and then we we make those work to kind of fit into into this concept.

00:12:57 - [SCOTT_WARNER]
Right. I agree with that.

00:13:00 - [VERA_RODEHUTSCORD]
But yeah.

00:13:01 - [SCOTT_WARNER]
I think that's good work. So did so you had to do all these, or did Clint did he you guys did them together? How did this work?

00:13:08 - [VERA_RODEHUTSCORD]
I I pitched them, and he I mean, I I had a few more, and we we kind of went through the key results that I thought would make sense. And then, for example, this one is a summary out of two key results we had there, or this one is a summary out of three in total, actually. So for this action field, I picked, like, seven possible key results. And Clint was super helpful in structuring the order, so I just threw them all in, the ones I thought make sense, and he kind of restructured the order of them a little bit because I think he just has a specific idea in mind already for each of those action fields, which is perfectly fine. And then after we talked, I just summarized and forwarded them to him. So

00:14:02 - [SCOTT_WARNER]
Got it. I mean, it makes sense. He came up with the the idea, so I think that makes sense.

00:14:07 - [VERA_RODEHUTSCORD]
I agree. And I think at first, he couldn't really deal with the selection I had because especially for, like, this one with the having, like, logistics or supply chain key results in it as well didn't really match his idea first where he always thought those as they are pure sales or marketing action fields. But I think there is much more we need to contribute to that, so why shouldn't we include it? And he agreed in the end. He just I think his mind was already set in a different place because he had to do all the prework, and he had to come up with those action fields, and he picked those. So I I don't blame him for having something else on his mind. But yeah.

00:14:52 - [SCOTT_WARNER]
It's funny that, you know, it's like they don't always think about the fact that, like, an operations department like logistics can have a pretty big impact on something like that if they don't do well. Right? So

00:15:02 - [VERA_RODEHUTSCORD]
Yeah. And I don't know. I mean, in the end, it's called Boost North America, so I guess it is mainly about boosting our sales. This is what we do. But yeah. I I really don't know on the Sharon Williams one. Like, should I should I leave that to Matt, or is that too detailed for Matt? Like, does he have no idea if we should include or exclude them on this key result?

00:15:25 - [SCOTT_WARNER]
I think he would have an idea, and I think you just be honest and say, you know, I've asked Robert, but, you know, we haven't you do what you want. I would say, you know, we still don't have sales KPIs or OKRs, so I'm unsure what to do here. I might ping Robert one more time, but to me, this is on him. He knows it was due. So Yeah. I but I don't know which way they wanna go with that. That to me, that's gotta be a sales. And and Matt is the CEO of Festool USA. So

00:15:59 - [VERA_RODEHUTSCORD]
Okay. And, I mean, in the end, it doesn't really matter, like, which one we pick. If it's inclusive include including or excluding Sharon Williams, I just I don't wanna be the one making that call.

00:16:10 - [SCOTT_WARNER]
It it yeah. It shouldn't be you. It should be somebody who has a stake in sales. So

00:16:15 - [VERA_RODEHUTSCORD]
It it doesn't change the results that we are achieving. It only changes what we wanna communicate to headquarter. I mean, in the end, we should hit both of those numbers no matter if we put in including or excluding Sharon Williams in here.

00:16:30 - [SCOTT_WARNER]
So Right. Okay.

00:16:32 - [VERA_RODEHUTSCORD]
Of course, this looks much better than this one, but only if you know it is including Sharon Williams.

00:16:37 - [SCOTT_WARNER]
Yeah. I I mean, I think it should include because that's a that's a goal, and it takes workforce, and it takes effort. And, you know, 60 Sherwin Williams dealers don't come for free. So, you know, there's there's an aspect to that. But

00:16:51 - [VERA_RODEHUTSCORD]
Yeah. I mean, technically, it's only it's only the subsidiaries of a dealer and not a new dealer. But in the end, it's still new doors that we open. So I

00:17:06 - [SCOTT_WARNER]
was gonna say, but a a Sherwin Williams store is more than, like, just a normal subsidiary. It's it's a big deal, and it can drive big sales if it's in the right market. So Okay. So you

00:17:18 - [VERA_RODEHUTSCORD]
Do you wanna be copied on the email to Matt? I'm happy to copy you.

00:17:22 - [SCOTT_WARNER]
I it's up to you. I don't need to be. I mean, it you it's kinda it's your show. I I think you've done well with it. I I don't if you think you'll want support on it for any reason, then yes. But other than that, I don't really need to. So

00:17:36 - [VERA_RODEHUTSCORD]
No. It's more for it's more for documentation purposes that you are included as well and, you know, that we come what what we communicated to Matt in case he has any followup questions.

00:17:46 - [SCOTT_WARNER]
I guess it doesn't hurt because I keep everything in a I don't know. If I didn't have some things, this company would have no records of certain things ever happening. So just copy Ryan. He kept every no. He kept nothing. He didn't he didn't even keep job offers or agreement letters with staff, we found out today. So

00:18:13 - [VERA_RODEHUTSCORD]
What did he do with it?

00:18:14 - [SCOTT_WARNER]
I I really don't know. This guy, he I every time I talk to Amity, I just say he's the gift that keeps giving. It's like one day I wanna never say his name ever again.

00:18:26 - [VERA_RODEHUTSCORD]
Have you heard from him since we let him go?

00:18:29 - [SCOTT_WARNER]
Not once. And I've emailed him twice, and he won't respond. So guess he doesn't like me.

00:18:39 - [VERA_RODEHUTSCORD]
Have you heard from Vanessa?

00:18:41 - [SCOTT_WARNER]
I have not. But that one doesn't surprise me as much. I I don't like, I don't really have a reason to connect with her, other than being friendly and saying hi, but, like, I don't have her as a contact anywhere. So I I would like to say hi just to wish her luck because I didn't really get a chance to say goodbye to her other than, like, weeks before she left, but, you know, it is her. So

00:19:07 - [VERA_RODEHUTSCORD]
Oh, by the way, I buy in four weeks.

00:19:10 - [SCOTT_WARNER]
Yeah. For no reason, but it was a pleasure working with you.

00:19:17 - [VERA_RODEHUTSCORD]
Oh, if you ever do that, that's gonna be the big sign on your forehead. Yeah.

00:19:21 - [SCOTT_WARNER]
I mean, gosh. No. I just I don't know. This company. I hope we get our shit together. So yeah. But hearing Robert come to me and complain today was pretty funny.

00:19:34 - [VERA_RODEHUTSCORD]
What did he complain about?

00:19:36 - [SCOTT_WARNER]
How his Salesforce is so terrible and they all need to be let go. And I was like, have you ever, like, just, like, thought about, like, taking time to coach these guys and see if you can bring them up to speed? He was like, well, we're trying. And I was like, I I don't know if I see that, man. I said, I'm I'm just being honest with you. You know, letting someone who was here for twenty two within the first, you know, four weeks of your maybe and I guess it's been three months, but or two months, but still.

00:20:05 - [VERA_RODEHUTSCORD]
And hiring a bunch of college kids is not gonna solve his problem either. I just entered all of their date of birth in in in the in the insurance thing for for Brown and Brown for the driver stuff, and I was just like, they're even younger than I am, and I already feel super young in this company.

00:20:25 - [SCOTT_WARNER]
Yeah.

00:20:25 - [VERA_RODEHUTSCORD]
They're like nineteen ninety seven. Like, soon we will hire 2,000 kids. Like

00:20:31 - [SCOTT_WARNER]
Dude, I was already out of high school. Come on. That's the worst part about getting old is when that starts happening, you're like, oh my god. What? Well, we'll get there someday, but I'm glad you're feeling better. It's got I I've been trying not to bug you the last few days, but you sound you sound like you again, so that's good. So

00:20:55 - [VERA_RODEHUTSCORD]
Yeah. Definitely. Monday was really rough, so I'm actually super happy that it that it had such a a steep curve back back to normal. I'm probably I'm definitely gonna be in the office tomorrow morning because we're meeting with Compass. K. I I was I I was about to ask you if I could join that Ruben call just because I'm so curious, but it's it's at ten. It's just at the same time where So when Compass comes in. So I just I'm gonna

00:21:29 - [SCOTT_WARNER]
invite you, but I I checked and you had the Compass call.

00:21:33 - [VERA_RODEHUTSCORD]
Yeah. If if I wouldn't have had that, I I I was tempted to write an email. I was like, can I join? I'd I'm just super curious what they're gonna say and everything, and maybe it helps to have a a translator for certain things. But then I was just like, I I I don't wanna skip the Compass meeting. It's too important.

00:21:51 - [SCOTT_WARNER]
So I may have to move it. Christian said appointment thirty minutes later would be perfect, so I may try to bump it. When does your Compass meeting over?

00:22:00 - [VERA_RODEHUTSCORD]
Yeah. At 1030. That would actually work pretty well. But only only if if you want to. I mean, I don't have anything to say in it. I'm just curious what they say.

00:22:10 - [SCOTT_WARNER]
Might be helpful for you to explain certain because I can explain it to you pretty easy, and you might be able to explain it to them. So

00:22:18 - [VERA_RODEHUTSCORD]
Or I was thinking more the other way around.

00:22:21 - [SCOTT_WARNER]
Well, when they have questions or ideas, that's actually true too. But The US insurance and legal system usually doesn't make sense to Germans. So because it's so so not the same as your guys'. So

00:22:35 - [VERA_RODEHUTSCORD]
Yeah. Absolutely.

00:22:38 - [SCOTT_WARNER]
So no. I'll let you know. I'm gonna look through because Norbert sent me a message, and then so I'm gonna ping those attorneys and see if we can maybe bump it a little bit. Leah, the counsel at HQ said she can't make it at all. So but I don't know what she wants me to do. Like, they want it this week, and there's no other availability for anybody. So it's kinda like, I don't know what else to do. So

00:22:58 - [VERA_RODEHUTSCORD]
But does she have much to say?

00:23:00 - [SCOTT_WARNER]
I I I don't know. I didn't even know she wanted to be on the meeting until the last second. So I don't can you see someone's response after you accept it? Hold on. Scheduling assistant.

00:23:12 - [VERA_RODEHUTSCORD]
Yeah. You can the tracking or assistant to one of those.

00:23:18 - [SCOTT_WARNER]
Yeah. I'm looking.

00:23:20 - [VERA_RODEHUTSCORD]
But then I find those pretty inconsistent too because sometimes when you answer on your phone, it doesn't show in that answer overview even though you actually answer it. So it's it's weird.

00:23:32 - [SCOTT_WARNER]
It shows her as tentative, but it doesn't tell me she put a message in there.

00:23:38 - [VERA_RODEHUTSCORD]
Oh, you can I think you can see those in your in your deleted folder? What's it called in English?

00:23:48 - [SCOTT_WARNER]
Yeah. Deleted folder or trash bin or whatever.

00:23:51 - [VERA_RODEHUTSCORD]
So Yeah. Yes. Mine is in German. So

00:23:54 - [SCOTT_WARNER]
Unfortunately, I have another call with The US at 4PM regarding another matter, which is why I would prefer to postpone this. But she didn't, like, give us another time.

00:24:06 - [VERA_RODEHUTSCORD]
Well, maybe thirty minutes later works for her too.

00:24:09 - [SCOTT_WARNER]
Yeah. I'll try. I I'm gonna try it and see what happens. So but that that way you can join. I mean, like I said, you you maybe nothing, but it it's probably good for you to start kinda just seeing how some of that works just because. So Cool. Alrighty. I will sorry. Got distracted when I opened my email. One more time. Okay. There's something else. Alright. Thanks for all that work, and let me know if I can support. And other than that, I will probably talk to tomorrow at some point.

00:24:42 - [VERA_RODEHUTSCORD]
Sounds good. Have a good night.

00:24:44 - [SCOTT_WARNER]
You too.

00:24:44 - [VERA_RODEHUTSCORD]
Enjoy having Kelly back home.

00:24:46 - [SCOTT_WARNER]
I just hope she doesn't start getting sick. So yeah. Enjoy.