Vinsight: A Comprehensive Overview

00:00 squeet we're on um so today so Anita we've got Simon from Vinsight um so we thought we'd do this just because obviously um so we've got an integration with Vinsight um we've got a few people using it with I think it'd be good to get more people using it um and obviously sort of Vinsight is playing in 00:27 the world where some older systems have you know played for a long time um but sort of Vinsight and a couple of the other options are sort of you know cloud based upgrades um that some people might want to consider. 00:40 But Annette obviously you're you know we pass a lot of this work off to you um so you're probably the better one to introduce Simon and ah start talking about ah what Vinsight brings to the table. 00:54 Sure, yeah so I suppose um I've been working fairly closely with Simon. Simon and his team for oh a few years now probably Simon I think. 01:04 Um so yeah I started with a few small clients who were moving MYV to zero so um nice to get that grounding on ah and learning on the little ones and then grew from there um and um I just find it's a great business solution for the whole team. 01:20 business when we're um when what I where I come is I kind of pull the whole all the business processes together um right from where the wine's made or beer and then all the way through to um sales, accounting, trying to get their end reporting uh exactly how they want it so they can see where the areas 01:40 of their business are doing well maybe not so well um so I find it's a great solution and I've been um really enjoy working with them um and uh picking Simon's brains often with um some of the hairier uh scenarios but we always get there in the end so yeah often a often some difficult moments but we 02:02 get through uh yeah there's always a challenge and I actually probably over the 20 or so I've done there's never been a any of my projects been the same one's been the same as another so um it's really it's a really a complex space to work in but enjoy the challenge so yeah so so it'd be great for Simon 02:22 to see that overview a bit of an overview demo more coming from you about what what your strengths of insight so over to you sure absolutely thanks Anita thanks Richard so I'll share my screen in a minute but maybe a quick introduction about who I we are more broadly so um Vinsight we're a cloud-based 02:44 web-based system we help kind of two kinds of customers so on the one side which would be people that you might interact more with we're helping wineries breweries distilleries people that are making and selling you know generally alcohol although we do a few other things uhm and then on the other side 03:01 we also help maybe 40% of our business would be importers wholesalers distributors people that are doing that wholesale uh side of it so and I would say that if you think about that you know what generally we do as a as a day job you know we help wine making on the one part and we help sort of trade 03:23 wholesale export sales and all of the inventory and management and costing across all of that so uhm and I think in contrast to some of the older systems around that perhaps historically have tried to do everything or you know maybe some of the more sort of corporate level systems that are trying to 03:46 do the whole lot we're really picking out the pieces that we do well and then we're trying to be part of a software team where we you know catch a pass from you know the likes of Withwine take that data we'll do something with it then we throw a pass onto the next team. 04:00 Uh player in the system that might be zero or it might be a third party logistics warehouse so you know it's that sort of more modern approach to you know working in an environment rather than trying to be just the single star player cool but um yeah why don't I share my screen and sorry and do you want 04:20 just a little bit. Uhm While Australia might, might be our biggest market, we're in Canada, the US, uhm Hong Kong, Singapore, uh France, Spain, the UK, South Africa is a big, uhm a big growth area at the moment. 04:58 So, uhm you know, I think that also speaks to some of our flexibility, uhm around the actual platform, and how with some of the core features, you know, like wet tax, like excise reporting, where there's obviously regulatory stuff there, we still fit in to a lot of those markets nicely. 05:17 I think that, Rhys, there's something that you can adapt to. You know, Australian wet for starters, but you know, and then all around the world to the various excises and duties, you know, that's, Yeah, and also compliance as well, you know, there's people that need to prove, you know, what they've done 05:32 , so whether that's food safety, traceability, maybe you've got an organics program, or a, you know, sustainable, I know that, you know, Sustainable Wine Australia, you've got those kind of processes as well, and, you know, that sort of compliance is all very of a fashion, you know, similar to be able 05:52 to prove your claims there, so, you know. Anyway, why don't I share my screen, and we'll just have a brief look through this. 06:02 Let me just share my entire screen, perhaps. Here we go. Right. So, very quickly, just to kind of back up what I was talking about, if you can see my screen now, I'm just on a dashboard page with a menu down the left hand hand side here. 06:21 But to give you the menu kind of tells a quick story by itself. You know, grow, make, count, buy, sell, you know, contact suppliers. 06:32 It says account, but it's really costings. So, this gives you a quick scope of what we're doing. We're not strictly a vineyard management package. 06:43 We do have some features in the vineyard area. We'll have a little look at that. They're mainly around supporting costings. 06:50 I would say if you're looking for detailed vineyard management software, possibly consider other options, but absolute bread and butter for us is wine making, brewing, distilling, um you know I started in the wine industry back in the day. 07:07 I used to be a winemaker, but um have uh subtly moved on, but you know recording fruit on the door or bulk wine that you're purchasing, uh writing work orders, seller notes, whatever you want to call them each day, to um to achieve what you need to, tracking different batches of wine through different 07:25 tanks, barrels, all the way through to bottling. So that's absolutely core business for us. Um and then through the other side, once you've done bottling, you know managing stock items, um managing pay, purchasing dry goods, sales orders, invoicing on the other side, and all the costing and reporting 07:47 around that. So yeah, I mean, very quickly, I mean it's going to be comparable to a lot of other systems out there, but I think, you know, one of the things that I think that we possibly do quite well compared to other systems is the balance between, you know, making great wine and running a business 08:07 , you know, without one or the other. You know, if you're just making great wine, maybe that's just a hobby. If you're running a business that's not making great wine, you know, you're not maybe going to be successful. 08:18 So, you know. Make great wine and know how much it costs you and know, you know, and be able to sell it. 08:26 But very quickly on, you know, on the vineyard side, you can write work orders in the vineyard that are going to help, you know, record your additions and things to different parts of the vineyard and different additives. 08:39 On the wine side, very similar again, you know, each day you're writing work orders, you know, in addition to a particular tank, uhm, you know, you're dealing with things like dip charts and what have you, uhm, adding additives, you're able to track lot codes from food safety, you know, from that point 08:59 of view. Uhm, any additions that you do are also going to be accumulating costs, so when you're buying dry goods in, they're going to have a cost, when you're using them, if you're using, you know, 600 grams or 0.6 of a kilogram, when you look at, uh, the blend in that tank, that's going to have it. 09:20 You know, that, there we go, 0.6 of a kilogram and it's got a certain cost, so those, so at the same time you're doing your compliance work, you're also doing your costing, you're also doing your LIP if you're in Australia or your blend or uhm, you know, label integrity around the rest of the world. 09:40 So, very practical day-to-day uhm, tools, but behind that, you're accumulating all of the business data that you need, and there's also sort of traceability around that, you can go backwards uhm, you know, audit backwards through all of the job sheets to show, you know, what uhm, what jobs are that come 10:00 beforehand, so that's that sort of compliance aspect as well. Uhm, bridging the gap from, you know, that wine making, you know, to where you're managing finished inventory, we're doing bottling or packaging jobs, the nice thing about some of these packaging jobs and one of my favourite features is some 10:22 of the planning tools out there, so it's very easy to write, you know, very quick to write a packaging job, if you're planning, you know, six weeks in advance and you're going to, you know, bottle some Shiraz, uhm, we already know a lot about these products, because we'll know if they're there's a recipe 10:41 for them, so if we're going to bottle, you know, a hundred dozen of this, uhm, then bottling a hundred dozen or planning to bottle a hundred dozen Shiraz in six weeks time gives you all of the ingredients and the recipe for that, and what was that, four clicks, date, description, uhm. 11:00 product, and quantity, but when you go back and run some of the nice reports, uhm, here, it's going to tell you everything that you need to purchase, and when you need it, so, wow, all about, yeah, there's a, it's a really nice sort of planning tool, think of it like a calendar type style, where each 11:18 week you can see which jobs are coming out, coming up, uhm, you can reschedule a job if the wine's not ready, you drag and drop between weeks, uhm, but this is one of my favourite tools here, which is the purchase schedule, and the purchase schedule, uh, just says, well, for each week, I know, you know 11:39 , how many beers you've got, burgundy bottles you've got in stock, I know all of the, uh, planned usages, all of the, uh, bottling jobs that you've got planned, I can therefore tell you on a location by location basis, when you're going to run out of something. 11:55 So if, in whatever, three weeks time, you're going to be, you know, a couple of hundred short of this, you can actually plan a purchase order and say, well actually, what happens if we purchase 200 now, in fact, we've got 21,000, why don't we make that 22,000 purchase for this week, um, and that'll sort 12:14 us out for August, and then we can order in another 50,000 a couple of weeks later. And you can see that that's sort of balancing the books, and you go through and balance the books all the way down, and you can then also create purchase orders, um, you know, from that, so, one click purchase order creation 12:34 , then you can review that and email that to your suppliers, so, you know, this is just one example. of the sort of productivity tools that come about from, you know, having a nice integration between, you know, your um dry goods inventory and your production side of it, and, you know, being able to 12:52 get so much, um, functionality from really four clicks is ah, you know, it's one of my favourite features. Bridging that, I mean, I think another sort of area that's super important to us is, um, you know, the costing side of it. 13:10 So when you complete a packaging job, if I got a completed one here somewhere, let's have a little look. Um, when you complete a job, you can have the same kind of costing information that you can then, that costing is going to be the basis for your gross profit, you know, if it costs you, so let's have 13:32 a look at this, if it's costing you X dollars per dozen or X dollars per bottle, that's made up of fruit costs, um, winery additives, packaging costs, we all still deal with overhead allocations as well, so um, and so you can sort of have a nice detailed breakdown of, you know, what additives, what packaging 13:54 , so the entire recipe, if you like, or the bill of materials, if you want to think of it more generically, uh. 14:00 Umm, and so that's giving you a really strong basis for when you're doing your gross profit reporting later on, you've got a really solid basis for knowing your costings. 14:11 Um, maybe let's just have a quick look, uh, I'm trying to keep this brief, but let's have a quick look at some of the sales side of it and what the inside does. 14:21 So, one of, one of our other approaches is that we try not to do everything. Uh, you know, we're trying to find the, um, the kind of features that we want to be really good at, and then we try and rely on other pieces of software to do that. 14:37 So if I sort of think of us a little bit like, uh, you know, a player and a team will catch a pass from, you know, a player from another piece of software will take that data. 14:48 We will do some stuff with it, and then we'll pass it on to the next piece of software like zero. 14:53 Um, so, um, and, you know, with wine have got an integration with us, and they're sending us all of the consumer data. 15:01 Um, and that allows us to have, um, uh, both our wholesale sales and our consumer sales in one place for things like wet tax reporting, uh, multi-channel sales reporting. 15:16 You know, how much did we sell to consumers? How much did we sell to export? Or to wholesale? Um, and also if you were helping coordinate third party warehouses and things like that. 15:27 So all of that's driving out of a sales order experience. So one of the other, um, sort of day jobs that we have if you like is, uh, helping do the wholesale sales. 15:39 So well, we'll leave. Consumer sales to the experts like you guys. Um, you know, if you were, um, you know, doing wholesale sales, choosing a customer, um, picking a product that you're selling, um, it's going to be looking up. 15:54 Um, you know, it does price list management for you. So, um, it'll pick what it thinks the most approach. Um, it's going to do wet tax. 16:05 Let me just round this price up so you can see the wet tax in action more easily. So let's say $10 of these at $100 wholesale. 16:15 Uh, so the system figures out what type of wet tax that is. Is that, um, you know, wholesale quoted supply retail, you know, would be if it came from, uh, with wine. 16:28 Um, the other nice thing about that. So here you can see $1,000 plus 29% plus GST on both of those gives you your total. 16:36 Um, that also you can drill in and go through the whole week tax calculation. So if you're not understanding what's going on, you can see all that here. 16:46 From a compliance perspective, you can go through and say, well, why I thought this was meant to be quoted supply? 16:52 You know, why is it not quoted supply? And that's because you've not met that customer is having provided a quote. 16:58 Simple things like that. I mean, this is where you can sort of see the intersection of doing the job on a day to day basis, invoicing with compliance. 17:08 You know, like, can you prove that what you did was correct with the tax reporting like wet tax? So, yeah, that's some another really cool feature of what we do. 17:20 So, and then we're helping manage shipping and emailing invoices to customers, posting those invoices to zero. So, um, then start would do, I guess would be the master record for, you know, wholesale invoicing, uh, and all of that, whereas zero would be do- So, you can sort of see that flow right through 17:46 . Um, on the wet tech side, just because I know that that's what a lot of people, um, you know, that's a really important area for people. 17:57 Then site has what we call a wet assessment. Um, it is effectively a report that you run each quarter to, um, tally up and audit all of your wet that's come in over the period. 18:11 Um, I'm just going to create a, um, a fake period here because I don't have a lot of data in my DMO. 18:19 So, let's create a six. Uh, but normally this would be a quarter or a month if you're doing it. What that does is it grabs all of the sales, it sorts them into all of their, you know, wet, um, categories, wholesale, quoted supply, retail, uh, own use if you're giving away free stuff like donations and 18:40 what have- you. Again, from a compliance perspective, not only does it tell you how much wet you're paying, how much you're rebating, uh, it'll also go through on an order by order basis and break down the entire calculation for you. 18:53 So, um, you know, if you get a visit from the ATO and you need to go through an audit, this is exactly where you're coming to- Umm, there's also a really nice aspect of this is that, um, Vinsight does, um, tax optimizations. 19:09 So, if you're anywhere near your rebate limit, Vinsight's going to be choosing the, uh, cheapest tax rate that you're allowed to use. 19:19 Simple things like- Umm, you know, it's going to be running through and looking at all the different tax, um, methods that you're qualified to use for a particular order. 19:31 And then it will be calculating the tax on, you know, one version and on the other version and choosing the cheapest one. 19:37 So, I had actually seen customers- from us. They've, in real money, about 10 grand a quarter on this where those optimisations, because they've been at their rebate limit, they would actually be paying tax. 19:52 Uh, and this will either keep them under that rebate limit or if they're over, it'll be saving them real money out of their pocket. 19:59 Obviously,- out all customers, umm, you know, get that. It's definitely dependent, uhh, you know, staff staff. This depends on your pricing regime, you know, if you were, umm, you know, retail price is a good mark out of your wholesale price, there's more likely to be, umm, you know, tax optimisations 20:18 . Anyway, going along- But that whole idea of compliance and things, this is another killer feature. Probably one last, uhh, sort of the area that I think is a real strength of ours. 20:31 Umm, it's sort of around general reporting. Umm, we have a lot of flexible reporting all across the system, you know, in all the different sections. 20:40 But I think one of my favorites is once you get into the nitty gritty of the sales area, I mean, we're a business here, we're trying to make money, make profit even. 20:50 So, you know, if you've done some nice setup on your customers in your products, you can actually do some really nice sales reporting. 20:58 So here, if we have a look. out. Maybe for the last six months and break it down by month. By the way, anyone that's familiar with doing pivot tables in Excel or what have you and thought, gosh, that is hard. 21:12 This is a pivot table generator. You can just say, look, split that out by month or split that out by quarter. 21:17 And when you run that report, you know, I January, February, March, April, it's splitting all of your revenue into each of those umm categories, a few. 21:28 Um, yeah. The other thing is that, um, here I can see I've got several Pinot Grease that we've been selling, several different Chardonnays, several different Charrays options here. 21:40 If I wanted to actually know my revenue, let's say per blend, I can roll us up and do choose my product category. 21:50 And let's look at by blend and see from all that mess there, can we tell, you know, which ones are doing well for us. 21:59 So, There's Shiraz, Pinogree, Chardonnay. We can immediately see that Pinogree, you know, is a large sell-up for us. But a lot of that has come out of, you know, one particular month. 22:11 Um, so, you know, you can quickly break that down here. Or, equally, maybe you've got a couple of different brands, uh, you know. 22:21 You can split that by a wine brand if you want to look at it a different way. So, you know, we've got our running river on our plane tree. 22:28 And, you know, the running river seems to have a higher revenue than plane tree. Um, but equally, because of insights done all the costings, we also have the cost of- goods, you know, expense. 22:42 So, revenue minus expense gives us our gross profit. Uh, let me simplify this a bit and we'll remove the monthly breakdown. 22:52 And let's have a look at which of these is more profitable. So, what we can see here is that, you know, while we only sold 12,000,000. 23:00 And, uh, dollars of plane tree, it's actually making a much higher GP, a much higher gross profit for us. So, you know, these are the kinds of things where you might be making strategic decisions about, oh gosh, you know, how can we maximize, you know, sales of plane tree versus running river, which 23:17 maybe is just our house brand. Um. And once you've done these kind of reports, you can save them, you know, as a specific report that you can read use. 23:27 Anyway, um, and on the other side of it, just, uh, from, uh, to contrast how you might be using this with, with wine, is that you might have your custom categories and sales channels. 23:40 You know, your, um, sales channels that then site helps with, export, wholesale distribution, and the sales channels that with wine might help with, you know, website, tasting room, that kind of thing. 23:52 You can do that same breakdown, but instead of breaking it down by product, you can break it down into direct consumer, you know, uh. 24:00 That big retailer, so it's, it's a really flexible and powerful reporting tool that I think adds a lot. Um. So anyway, that's probably enough of a taster, but there's some of the highlights in there as well. 24:15 So, yeah. Awesome. I'm working, uh, any- Yeah, any questions for you guys? I was going to say I reckon that would have made a lot of, that would have made a lot of sense to Scott. 24:28 Yeah, actually, um, well, um, Simon, what happens when, when Australian oxen the door and needs to audit you? Absolutely. Yeah. 24:37 Yeah. Yeah. So- But how painless is that? It's uh, well, um, I think I showed you the very quick, um, you know, audit backwards. 24:48 It kind of gives you, uh, if you think of your family tree, you know, where all the places that came from, um, all of the blends will show you, you can click in from a bottling and look and see, well, what are all the hard- offs, you know, this blend is from ten different harvests. 25:03 What are they? You can then even go back to the beginning and say, well, you know, I had a ten ton harvest. 25:10 Where has this ended up? All that's ended up in three different wines. So, uh, yeah, we have many of our customers have gone through, um, Australian wine and- brandy audits, you know, for LIP and things like that. 25:23 Also, um, people have gone through ATO audits as well. You know, so it's a really big, you know, big part of what we do is that compliance. 25:33 But it's not, you know, we don't want to just be, you know, the goalkeeper. We want to help you score goals as well. 25:40 So, you know, that means that the focus on some of those sales tools and things like that to make sure that you're bringing in the revenue, you know, has the balance against being the goalkeeper and making sure that you can, you know, pass your audits and do your LIPs and things like that. 25:55 So, yeah. There's so many boxes to take down. So, I think if you've collected the data, then generally it's just a presentation issue around what you need to know about it. 26:12 But if you don't collect it, you know, it's much harder to do it after the fact. So, I think, you know, our focus is trying, you know, to be able to do it as you. 26:20 Go along, you know, you can use Vinsight from your phone on Safari or Chrome or Firefox from your phone. So, you know, you should be able to get the job done when you need it. 26:34 If you're a sales person, you know, visiting Dan Murphy's or something, taking an order, you know, you can pull. It out, um, into that data room. 26:42 So, yes, you know, there's a lot of complexity, but if you're collecting the data as you go, you've got something to work with. 26:51 It's easier. Yeah. And so, I'm sorry, you guys got, uh, it's more of just a wine geek question. Um. It's, it's, it's about, um, uh, integrating with an automation system within the winery. 27:07 Um, for instance, temperature control on tanks and those sorts of things. Yeah. Do you have a question? No, we do have, we do have a couple of, um, let me share my screen, uh, quickly, but we do have a couple of integrations. 27:20 Uh, like that. Let me see if I can get that sharing. So, um, uh, uh, here I am if, uh, if you can see my screen again, I'm just on a winery dashboard here. 27:32 In the first instance, you know, we have the concept of tank farms where you can have all your tanks laid out. 27:38 Um, actual. So really nice that you can kind of do drag and drop, um, you know, job ship creation as well. 27:44 So if you just want to transfer one tank to another, um, that's pretty nice. Uh, we also have a lot of integrations, um, uh, in here, um, with other systems, uh, of course including, uh, with wine. 28:00 But, um, you know, so there's a range of different things that you can kind of connect Vinsight with. Um, and then the other thing which, uh, I think, again, you know, not wanting to be too kind of techie about it, but some people would be interested in this is that Vinsight has got a fantastic API. 28:20 I think which is the way that you get your data in a raw format. So, Vinsight, the, you know, the, the app is only a thin veneer either being able to get at your data. 28:31 Uh, so, if you, in fact, I'm sure Anita has, um, you know, used this a few times where if there's something that Vinsight doesn't do, and you'd just say, oh, look, I just need a bit of data from the sales order area and a bit of data from the winemaking of the app that are combined together, you know 28:48 , in my other reporting platform. Um, you can get that, uh, there as well. So, even if you had a temperature system that we didn't integrate with, you can get data in a- Yeah, well actually that was- that was going to be something I was going to ask cause we, um, we've recently, um, done an integration 29:12 with Power BI. Um, so like, yeah. So, you know, cause we have, you know, we have- reporting out of the box, uh, you know, we've got our dashboards out of the box, which are very nice and very, very nice and very sexy, but kind of, you know, set. 29:28 Um, but everyone's flexibility, don't they? Yeah, yeah. So, everyone's got a different reporting requirement. Everyone's tracking different metrics. Um, so basically we- we integrate with Power BI, and then we're butted up with a group called Forecast2, then kind of go, alright, well, you know, like 29:47 our integration with WordPress, we integrate with WordPress, but someone else builds the website. So we integrate with Power BI, someone else builds the dash. 29:54 Um, but then the beauty about that is Forecast2, look, here's your baseline, which is already- which is already bloody good. 30:02 Um, but then if a client says, alright, well, what I'd really like to do is marry up with wine, retail data with Vinsight data. 30:13 It's like, well, you can do whatever you want with it really. Um, yeah, that's definitely been an approach that we had. 30:20 Like, do what we do well, but also, if there are things that we don't do or don't want to do, how can we allow people to help themselves? 30:30 And I think having access to your data is, you know, absolutely the best way to do it. And easy access, uh, you know, as well. 30:38 You don't have to jump through too many hopes. In fact, you can even connect and excel a spreadsheet to our API live so that whenever you open your spreadsheet, there'd be a live load of whatever data you had attached it to. 30:53 So, you know, think of it as the Swiss Army knife there of um whatever extra piece of report. Or whatever extra task you want to do. 31:02 So, yeah. And so, and out, so our integration with you, again, because I didn't build it, but our integration with you, so it syncs every night, or Anita, you probably know more about this, but it syncs every night automatically. 31:14 Now it is a one way sync. Um, so it's- The country order, well I think it's uh- Yeah, I did do a fair bit of testing with the developer, Steve. 31:24 Um, so it, um, because I didn't have a client on that one yet. Um, yeah, worked really well. I think we summarised the pause, the daily, the pause thousand to one order. 31:36 Um, rather than having a separate order for every step, for every walk-in. Um, and- now I think the other orders would have come through live as they happened, I'm pretty sure. 31:44 So they've taken through the day of the online or club. Yeah. Yeah, because we've got those options, we've got those options group by day or, you know, group by day or not. 31:53 Um, and then, and it seems automatically and then, um, I know that sort of, you know, if- if something, if the sink isn't able to happen, like say if there's a stock item missing, um, it just automatically retries for seven days and um, yeah, so it's pretty, pretty much fully automated. 32:12 Um. Yeah, absolutely. Well, you imagine how many businesses possibly, almost today. You still have somebody, you know, that's doing this for, you know, a day a week. 32:25 You imagine if you could get rid of, you know, a part time person doing, you know, this all day and switch them out to be a sales person. 32:33 You know, you're sleeping. Expense for revenue right there. Absolutely. Um, so that's, I think, a beautiful. It's a goal around the, you know, integrations. 32:43 Oh, it's good to watch. Oh, sorry. Simon, with the, with the win-win integration, you get the strut feet coming through, um, you know, on the order. 32:53 Right. Which is quite handy when it gets into zero and the money actually then matches. Yes, absolutely. So if you hadn't That reconciliation of it manually. 33:04 Yeah. Yeah. I think not all, not all platforms, you know, know what their fees are at the time that the orders come in. 33:12 So, that sounds like a nice picture. Well, that's actually, I mean, because in our case, you know, the, you know, in other cases you, You've got, you've got the point of sale, which links off to a payment gateway. 33:23 But in our case, because, because Stripe is actually embedded within with wine, like, you know, with wine is the payment gateway. 33:30 And the reason why we do it is because, um, a lot of automation, um, but also b, like there's, There's a lot of future stuff that where, that we've, you know, done and got more coming, you know, where we've got things like multi-party settlement and blah, blah, blah, blah, blah. 33:48 And um, you can only do that if, if the gateway is within the platform itself. Um, so, but then um, it's funny because we've got this, we've got this reconciliation feature that- um, I thought, I always thought it was cool but Anita sort of said it's a little bit more than cool. 34:06 Um, but um, yeah, cause it's just sort of like, you know, we go cool. Well, you've got a deposit in your bank account. 34:13 Here's how much the deposit was for. Here's the exact breakdown of that deposit. Um, what's interesting? Take a guessworkout of which orders go with that money. 34:23 You know, grouping just takes a guessworkout. So, when do you ever get that? You know, it's, you know, that's why I was pretty excited about it. 34:31 It's good for that. Well, it's interesting too, with the integration. So obviously we get some people, I'm interested in your opinion on this. 34:38 So, obviously we get some people. So, with one API integrates into bin site and a couple of the others, and then U API into zero or NYB. 34:52 For the guys who, you know, for the wineries who, you know, because every now and then we get hit up and go, oh why doesn't with one API directly into zero? 35:00 Umm, so- Which you certainly can do if you want to. We answer the- Our standard answer has been umm like we can. 35:11 Umm, the biggest reason why we haven't is A, well A, we look at you and go, alright well. You know, there's a few hundred clients already using you so that you know we- we- we want to service those hundred clients first or multiple hundreds of clients first. 35:30 But the other thing is that like we've got the umm, we've got a um CSV, a zero CSV format. So we go cool. 35:37 Alright well here's, you know, so let's say you're going here's your deposit. Here are the orders with that deposit. Let's export that data out into a zero CSV. 35:45 And then you just upload that into zero. But the thing is a lot of people fiddle with the CSV before they upload it into zero. 35:51 So we're like, well, if you're changing the CSV then the API- Yeah, so if you're changing the CSV, like the- the CSV you can fiddle with, um, the API you can't. 36:04 And so if the CSV isn't doing what you want, chances are the API is not going to do what you want. 36:09 Um, and everyone seems to be doing it differently. Um, cause you know, everyone sort of got- everyone puts different items in their P&L. 36:20 Um, whereas, um, you know, that's where it's like if you want that flexibility, I tend to say you need to look at something like Binsight. 36:27 And put that in the middle so you can do all the trickery. Um, you know, set Binsight up with all the trickery and then set it on autopilot. 36:35 Yeah. I mean I think it's just looking for the best tool for the job of- of the job that you want to achieve isn't it? 36:42 So, I mean we have it- we have it both ways. We take data from third parties and send it to zero. 36:50 Or we take data and mark it not to send to zero. So we'll sit there and then the payments go through a different route. 36:58 And it all depends on on. You know, what the most productive and best outcome is for that. And I, you know, without, you know, I think part of what we try and do is stay flexible and try not to be too opinionated about, you know, the best way to do it. 37:18 But, you know, obviously you want to want to set things up. You want to configure things so it works for people straight out of the box. 37:24 But, you know, some people want to group their orders together and some people don't and some people want to have revenue by customer versus revenue by product. 37:33 Um. I think it's uh it's just a matter of finding that sort of balance. Relax. But um. Yep. Without, you know, over catering for, you know, one person that does it a crazy different way. 37:49 And can I ask um so now let's say for example I say to someone, okay we'll look instead of going with mine directly into zero. 37:58 Why don't we look at something like been, uh been so. But the obvious question is going to be what's it cost? 38:03 So why don't we talk about that for a little bit? Yeah. What we've been looking, what we sort of demoed today is our standard subscription which has um multi-location inventory, uh it has costings. 38:20 So it's really a business focused um tool. The subscriptions that are lower than that are ones that really are only compliance based so they're not really focusing on what we're talking about today. 38:33 Um and then you can step up to uh we've got several other um larger subscriptions that we've got. Really focused on working with teams, uh, user sessions, you know, restricting right down so if you've got um you know a single sales person you can restrict them to only send customers products and their 38:55 own sales and it might be the only their customers and only products. at their local warehouse and only orders that they have created. 39:05 So, um those the sort of standard and premium onwards tiers, we started around um currently 177 a month format standard. 39:18 Um they'll probably be if. . You price rises coming in the pipeline, what with the recent economic changes, you know, but um I think even with those, we're still fairly competitively priced compared to not only competitors, but uh you know the generic products out there. 39:34 There are a lot of there are a lot of generic product that people use still and you guys will know this as well that aren't really tailor-made to the industry uh to what have you. 39:48 But I generally think if you go and sum whatever you're spending up for a year and do that comparison to you know do I need a part time? 40:00 person doing the record keeping or can the workers do it? These grants are there you know the economics is great and you know if uh if your data is imported automatically and you don't need somebody sitting at that desk every Monday morning for half a day doing stuff then. 40:18 Exactly. Yeah it's. It's always I always you know always try to encourage people to look at the fees through that lens where you know because you know we've got a tea you know one of our teas goes up to a thousand bucks a month and yeah and um you know I remember some someone was. 40:40 . We were I was having a beer with someone and and they were saying it you know a little bit in Jess but I could also tell there was a little bit of an undercurrent of of of um of uh sort of sincerity in that but I was like look the whole point of this system you know we're giving you we're giving you 40:57 a shovel or we're giving you an excavator to and and I'm. Eddle detector to dig for the gold now if a thousand bucks a month is 30 bucks a day your average bottle price is 30 bucks if you if you're not using it to sell an extra sink like one extra bottle a day then um then you know don't don't don't 41:18 use it um or um. Or ask us how to get more out of it because we want to wear it selling you an extra case a day. 41:25 Um. I mean I'll give a similar sort of thing around tax you know if you're paying tax it's because you've made some money you know it's uh. 41:32 Yeah. Like if if you're paying more you know and you're selling more that's just a great outcome. I mean. Mmm. 41:41 I think as soon as you do that mental shift around you know what it is that you're getting. Um. You know. 41:48 It changes dramatically. I know that um. You know. Not everyone will view it that way but. Yeah. No. That's alright. 41:57 But I mean. I don't know. That's sort of money. It's nothing. I see a huge return on investment in that regard and let's just say, um, hypothetically, a winery is looking for a system because they're currently just manually doing it. 42:10 So we're to look at zero of insight with wine. Maybe let's just cluck a close number of thousand bucks a month. 42:18 Uh, maybe 10,000 bucks a year. Yeah, that's a huge saving on having one or two less people. A human there are. 42:24 Yeah. Yeah. Yeah. And not only that is that hopefully, you know, you've got, um, you know, more sales, data, business decisions. 42:34 You know, if you can just identify a couple of things that you can do better every month. Um, and you know, you know, we're. 42:40 Work more efficiently or all it has to do is stop you from making one big screw up on a blend or something that ruins your opportunity to export that wine to Europe or what. 42:52 So you've got, you know, that they goal keeper versus goal scorer analogy there, you know, you only need one good insurance. 43:00 Uh, sort of stop, you know, to pay for it. So that's on the, you know, the downside on the upside is that if you sell 10% more, you're in the money. 43:12 So. Yeah. Yeah. Yeah. I actually haven't heard that goal keeper analogy before, but I like it. Yeah, well it's, I think of it as. 43:20 I mean, I've always thought the ideas of tax and compliance and things. It's like sort of selling insurance. No, it is. 43:27 Wow. I'm so excited about buying insurance. But you sleep at night. Yeah. And you, you need it. I'm in our industry. 43:34 You, you have to be able to pass your orts. You have to. It's food safety. You're not in business without that. 43:39 But that doesn't. Make your business better. It just makes you, it's a gatekeeper to the industry. What you really want to be doing is making better wine, selling it at a bit of margin, selling more of it. 43:52 And so, you know, if you're putting it up, you know, in the top line on the, if we get back to accounting, if you're putting it, you know, if you're increasing your revenue, then. 43:59 and you. That's exciting. If you're limiting your expense, that's good. So. Yeah. Alright. Well, that's cool. So, um, well, I'll hit stop on the recording, but before I do, so the best way for people to reach out to you, obviously we can introduce people to you directly. 44:20 Or just refer you to your site. Yeah, I'm jumping a website, sign up for a free trial, book a webinar, so we just do half a dozen Zoom calls a week with people. 44:32 And, um, and or, you know, reach out. So, um, you can either be as interactive or as self-service as you like. 44:40 With us. Cool. That's insight.net, right? That is an insight.net, correct. Cool. Alright. Um, thank you very much guys. So, stick on us the chat. 44:51 Yeah, alright. I'll see you soon and that, uh, I'll click stop.