Simplifying Maintenance Processes: RELAM’s Digital Transformation with iMarq​

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um let’s get started um today’s webinar is being recorded so just a bit of housekeeping here today’s
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uh webinar is uh like I said being recorded and will send all attendees a
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link to the recording in the next couple of days uh the session will last about 30
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minutes after which we’ll be taking questions for about five minutes at the end so feel free to post any questions
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um uh you may have throughout the presentation in the chat box or in the toolbar so all of that said let’s get
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started now so again um my name is G Satish I’m the CEO and the co-founder at Connex we’re really
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pleased to welcome you all to this webinar and with me is Danny Brown the Chief Operating Officer of relaying
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hello Danny and if you can introduce yourself that’ll be great certainly um as Satish said I am Danny
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Brown Chief Operating Officer for relam in Granite City Illinois
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oh so one of the things uh Danny I know is that uh your story is kind of closely
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intertwined with relam and I was quite fascinating to learn how it’s kind of come full circle for you over the years
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so again if you can talk a little bit more about relab and about yourself and what you’re doing there that’ll be great
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yeah I mean first I’d just like to start off with Satish and just thank you and the team and I Mark for giving me uh
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this platform to talk about the great team we do have at relam today and how we’re utilizing Imark and so
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you alluded to it earlier I’ve been blessed to serve three different companies in this building uh going back
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to the late 1990s originally is Progress Energy uh the second time uh 2010 to
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2012 it was caterpillar’s Progress Rail and then the third time our sponsor paceland literally brought me home so to
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speak in 2020 so this is the third time and uh and that I’ve worked here in
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Granite City and you know kind of who we are at realam
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right uh we are North America’s largest provider for a rail construction
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equipment and uh throughout um the decades this facility and our our
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sister in Cleveland have supported those initiatives um the company was founded in the early
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1990s though its roots go back to the 1920s and we employed just under a hundred
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team members across three company-owned facilities our headquarters is near
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Cleveland in Glenwillow Ohio our second facility is in just outside of St Louis
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in Granite City Illinois and we also have a Spencer Wisconsin location which
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upfits uh and rents High rail vehicles and that is Wisconsin Trucking equipment
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thank you for that uh Danny um just a couple of quick words about
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connects before we go forward we started clinics back in 2014 uh with the express
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sole objective of making life easy and safe for mechanics and technicians using
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Cloud mobile technology and we came up with a flagship product connects Imark uh we have since become Mission critical
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to customers in a variety of Industries with fixed assets heavy equipment
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Fleet distributed work Workforce and and so on so there’s a lot we’ve been doing
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since uh we came about um so back to real and Danny can you
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talk a bit about relan as to where it is today as a business
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and especially in the context of the last 24 months
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well Satish we’ve navigated through the integration of two Legacy companies
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battled past uh coveted shutdowns social distancing significant supply chain
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disruptions increased our
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production safely our Workforce on-site boots on grounds
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and somehow through it increased our equipment utilization and our Revenue so that kind of tells the story of the
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really the last 24 months here at relam and so and kind of looking forward uh
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what are the next 24 or the 36 months look like I mean in terms of growth and expansion
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well really I’m in the operations team uh as the executive team are always
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searching you know for new ways to continuously improve Satish strategic Acquisitions organically grow and we’re
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really driven just to kind of reduce our own waste and any inefficiencies that we find by educating our team in its best
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practices equipment training uh you know we plan to leverage our technology-based
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solutions that are provided to us to deliver a safer work environment more
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productive work environment and utilizing our telematics in conjunction
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with products like Imark really gain some tractic effort around predictive and preventative maintenance for
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reducing our total cost of ownership of our equipment Fleet um which kind of uh leads us to the next
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uh part of this you know now that we’ve kind of established a Reliance trajectory
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uh we just want to dive a bit deeper what were the challenges and issues relam faced you know with the systems
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that you already had in place or that you just brought in over the past few years
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well you know any time that you bring two Divergent cultures a Satish
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um into into one house you always have to consider the impact to your human
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capital to your team members so one of the challenges that we had right out of the gate was after acquiring Progress
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Rail equipment leasing in January of 20. we were actively chasing the acquisition of relam which closed in July of 2020.
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so we had to bring those Divergent cultures in those houses together and
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one of the challenges was what software package would be the backbone of the go forward so the executive and finance
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team came together and kind of focused in on uh an oracle product it’s a
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netsuite as the backbone but then we also have looped in other uh operating
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softwares HubSpot for commercial and then a various platform of financial products that that also interface with
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our Erp solution and netsuite and then the challenges are always just like any
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integration despite the challenges of covid and all the the supply chains of
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tradition traditional Acquisitions and strategic infrastructure so which kind of leads to the other
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interesting question of um how did you know real and you know the the management team work around
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these challenges right well I mean again as you can imagine
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bringing any Divergent cultures together as different platforms you have to quickly access uh what strengths we can
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leverage and um you know obviously operating on different platforms having
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Divergent cultures is a challenge but um you know we looked to focus in on all
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the technology-based software-based tools that we could we implemented a telematics program that didn’t exist
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previously at either of the Legacy companies and so those are the kind of things where we started right find the
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Erp get the telematics gain the traction from those and then continue
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um and one last question on discount I you you referred to your Tech stack in a sense the the information technology or
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what other systems or software uh are in use of relam I mean what are they used
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for right yeah so we do as I mentioned we have our our telematics provider and that captures
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um all the data that comes out of the j1939 bus from our equipment that helps us create a predictive and preventative
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maintenance program we have our our commercially driven HubSpot that that is for our sales side
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of the house um and now that we’ve chosen Imark imark’s going to move us into that
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digital session going forward thank you for that Danny um
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so uh a couple of quick words uh before we sort of as we head into a discussion
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of how Imark is working at relab I just want to point to a few features and the product that I know Danny you and your
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team like from the very beginning uh for instance the ability to digitize
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all of your forms and processes the integration with your back-end systems and so on and in general
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um I think the ability to hand complexity to quickly configure and modify
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the forms and processes of any complexity that you have and you do have
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some really complex ones um speech to text with multilingual support this is again a perennial
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favorite amongst all our users photographs with annotations the ability
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to add to annotate and add photographs to any line item especially
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you know becomes a specially critical where there are Workforce approvals and audits involved uh all of these sort of
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become big but I I also want to point to the one thing that uh we’re kind of
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heavily focused on here uh it it needs to be easy for your crew and this is
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really something that uh you and the rest of the real time team were kind of really interested in making sure that
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your crew shouldn’t have to suddenly become Tech experts to son of code digital and I think that’s something
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that we’re heavily focused on on the user adoption
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you kind of spoke to it on on our forms right and and that’s key I mean while our forms and our processes may not be
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unique they are certainly specialized and just to give the viewer kind of an example we have over 20 separate uh
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equipment return checklists that that need to be completed before the equipment is scheduled for any routine
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maintenance or running repairs and the equipment inspection forms have anywhere
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from 700 you know items that need to be completed for our last com complex units
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and our larger more complex work equipment can exceed a thousand uh items
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that need to be checked off uh through the return equipment checklist and so
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that was key for us really was finding a solution uh Satish that took our form
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and presented it back to us in a way that we were used to seeing and
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we were successful with that uh through Imark so which uh kind of leads to uh I want
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to talk a little bit about the implementation of Highmark itself um perhaps you can talk through the
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implementation process and and in fact one of the key things again is you are most concerned right at the
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outset about the impact all of these kinds of initiatives they have on your ID teams all ID teams everywhere are
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overloaded all the time so perhaps you can talk through a little bit about your implementation process and your
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experience there certainly um you know it’s that’s a big part of
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the decision we make at relam uh you know while we saw the benefits of the implementation from an operations
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perspective we definitely did not want to add any workload to Our IT team and
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you know I’ve been part of other Enterprise rollouts and most of them
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have not gone uh that well and quite frankly have been unpleasant but not in
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this case with Highmark um you know I’m glad to say your team was clear from up you know
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from the get-go and up front uh that you would minimize any heavy lift that we had to partake and quite frankly
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um you know the scope of work for our it team was whittled down to really just a few
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days maybe a week and a half as opposed to previously what I’ve seen was
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several weeks or months to get through that process so from an I.T perspective
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not a heavy lift to implement I Mark so one of the things I mean it’s a great
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point you make Danny and this is something I do want to share with you and you know about this but certainly for the audience too this is one of the
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things that we work extra hard on it’s it’s not just uh you know product
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features and making it easier for the users that are on a road map I mean it’s
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a constant Focus but above and beyond that we’re always looking at means to
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reduce the implementation timeline plus ID overload and this is something that’s actually a part of a product roadmap is
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you know at every step of the way um so I I do want to talk through I know
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these are early days but what are the impacts of Imark on the ground level I mean what has been the feedback
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uh from your crew about Imark how easy or difficult has it been for them to transition
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well stepping back early on in the discovery sessions that we had with your team uh what we found was the
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flexibility of Imark and it’s back of the house support we had an
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early on a session where we were just looking at the equipment check-in sheet which is essentially a bill of ladies so
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when an asset comes back to us at relam um you know in the past we had a piece of paper that the technician would fill
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out carrier serial hours customer condition uh that piece of paper along with a
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digital camera would be used to you know take photographs to document the condition as an asset was shipped or as
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it was returned and we started with that as low hanging fruit because it was a
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one-page document and we had our technician use it just tested for a week and he sat in on that Discovery session
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it was quick to point out that I’m Arc only allowed for four photos where he was used to taking up to 12 and very
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quickly in that meeting uh Prabhu was able to Pivot add the the lines that were needed for
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additional photographs represent it back to us in probably 15 minutes Satish and
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pretty much cemented at least with our technicians that if they had a concern or if there was a workaround or
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something needed to change that it could be addressed very quickly and and once
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we got past that first hurdle the next week you took one of our robust forms and brought it back to us to present it
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to us in a in a manner that was essentially the same albeit not black
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and white now we’re in a digital platform but it gave some of our senior techs comfort that you would be able to
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do what you said you could do so user adoption is key in any implementation across work
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segments and the focus that I Mark and the team put on the technician in this
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case are welders Fabricators electricians and mechanics was
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impressive they understood the world and the environment that they were in they had been used to implementing it with
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these sorts of teams before you alluded it to it with the speak to text the photographs it’s a very easy app for
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them to use it’s like any other application that you would have on your smartphone your tablet so user adoption
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is key and in this case you know we’ve had some pushback but I would say we’re
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90 plus percent on acceptance and it is a very early rollout but so far so good
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great um so and actually I do want to point to something interesting here right
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um as we look at numbers you know those that we have on screen so at the sea
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level your focus is really you know on the numbers you know this is above and beyond simply making life easy for the
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crew automating reporting you know strengthening compliance Etc so um and you already talked about the
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user adoption but perhaps anything else you want to add about these three key metrics and again I should say this that
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you know right at the outset you made it clear that these are the types of parameters uh that are of Paramount
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importance to you and the rest of the team yeah when you when you look at just the speed
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and the data integrity that’s returned back to the Enterprise if you just look at the return equipment
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process that could take us hours to get the data back to the the individuals that needed
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it now with the Imark product with the iPad the photographs are taken along
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with the equipment check-in form it’s submitted it’s kicked out to a distribution list so that all of the
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commercial financial and operations people are notified at once that this asset has indeed returned here’s what it
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looks like here are the known faults and so it’s the speed at which it Returns
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the data to the Enterprise that’s impressive and you know when we talk about Labor efficiencies and gains
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that’s one of the things that we looked at you’re we’re always you know cognizant of the numbers that teach and
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in we looked at what that would allow us to give back to the Enterprise just from
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the simple return and shipping process and so we do estimate that about 20
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percent of our current labor time spent on the process will be returned to the
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Enterprise thank you for that uh kind of insight I
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so one of the other things we want to talk about right as you look forward what are your goals to grow and refine
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you know your existing operations a little bit of an insight into that would be helpful
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um yeah so after fully implementing the Imark process we’re expecting to
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increase our our throughput and better manage our inventory levels Satish um you know this inventory will be based
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on consumption patterns that are tracked and reported in real time domiciled in a cloud and and our growth will be driven
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you know through our labor efficiencies that we see so we’ll never cease
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um to refine our operations you know we learn from each running repair
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each rebuild um you know how to better succeed in the future and Imark will just be another
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tool that helps us capture that the team’s culture is outstanding at relam and you know the the tools needed you
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know we allow our employees to give that input whether it’s safety related uh
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whether it’s production uh it’s all experience based and so we will continue
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overall to drive the reliability the safety and the quality of the equipment that we provide to our customer base by
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leveraging these you know programs such as our telematics such as Imark that’ll drive those efficiencies
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so um one sort of related question to this right what do you see as the next steps
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uh your journey to digitize maintenance well you know currently we we have about
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80 percent of the forms that we previously discussed already in the Imark system
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um but we’re looking to add our safety Library uh to Imark as well
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um we’ve already finished uh the digital process we took all of our old manuals
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that were book bound digitize those and put them throughout kiosk were at the
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same time we’re implementing Imark we’re implementing a new safety data sheet system where you know for OSHA you
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always have your your safety data sheet binder but we’re also digitizing that so
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anytime that manufacturer changes the chemical makeup of a product it will automatically be submitted to relam Via
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a PDF we can then update it and then throughout our plants we’re going to have our QR codes so again you know the
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next steps is to digitize pretty much every process we can conceivably do so
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last but not least what more would you like to see in my mark
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you know honestly we’re just getting starting with the process
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um but it’s it’s quite Limitless what I like about Imark and I don’t think we
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touched on it in this in this session but in addition to taking your form making
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it your way and and speeding up and delivering what I consider to be data
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Integrity reducing um opportunities for improvement
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you know ah what do I want to see for my mark don’t know but I I’m sure we’ll find it
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at re-lam and and we’ll we’ll request it in the future oh
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so a couple of quick words um I mean this is sort of inherently a
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part of all businesses and I know you and John Roberts your CEO I mean we’ve
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talked about sustainability can you talk to your sustainability goals in general
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yeah and and you mentioned John you know we wouldn’t be here today if it weren’t so if it weren’t for the support of our
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sponsor Baseline and our chief executive Satish and you know you had several connections with John
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um you know his buy-in to this product um I don’t have a lot to ask but when I do I think John understands it’s
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important and this was crucial um in order to improve in my opinion
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reducing the paper process was essential
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the sustainability is a focus but it’s also a byproduct of going digital and so
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we did a you know a high level analysis just on the amount of paper we were
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using for parts requisitions equipment checkouts equipment returns and then all
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of those forms you know in a given year we’re going to touch 400 pieces of equipment Satish you do the math on all
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that we expect to save anywhere from seven to eight thousand sheets of paper
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you know the time it takes to print it to bind it to deliver it you know so
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wherever possible when it comes to sustainability we want to eliminate waste
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and then reduce the energy consumption it takes to meet our current level or
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exceed the current level of our output and so finding solutions to better
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utilize or repurpose materials is going to be key going forward for us that’s
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definitely the next chapter in Innovation for relab and the Imark digital solution
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um you know will eliminate most of the paper it won’t take all of the paperwork outs to teach but it will eliminate most
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of the paperwork that we have today and it will just really honestly establish a more predictive approach
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uh to our routine maintenance right um so you know and you talk of the uh
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seven to eight thousand sheets of paper so here’s an interesting bit of statistic so this is our estimate from our
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customers um in the course of last year and I suspect uh the 150 000 sheets that we
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saved last year is probably up by about 40 as it stands today probably be about double
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maybe about a little bit more than that by the time you close this year out and again to me to us all of us here and
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with our customers this is one of the most exciting byproducts of digitization this goes above and beyond Roi Roa
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compliance and so on I mean this is uh something great that we’re seeing there
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um so I like to zoom out a bit uh and if
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you take a step back acknowledge that it is not very common or easy for companies
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and industries like where relab is to adopt Technologies like in that sense
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um relab is quite the Trailblazer I like your perspective as an industry
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Insider on where you think the winds are blowing at any competitive advantages
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that you believe uh come with embracing digitization and adopting Technologies
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uh like Imark that we’re discussing here well you know in my discoveries I was
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able to reach out to a few successful clients that had implemented Imark and
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and that was that gave us some comfort in addition to what your team was able to do um you know really I’m again we’re
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focused on continual Improvement Satish and that drives our eh s programs our production our reporting and having
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access to this this Digital Library for the work scope SDS sheets um the history
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photo libraries and so you know I won’t say we’re trailblazing and I think
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anyone that has an operation of this size understands the constraints that paper introduces and so you know
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the one thing that that I think I Mark will drive for us is is simply data Integrity no more opportunities for
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improvement where we’ve lost you know six hours of hard work through a checklist or it’s been soiled
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contaminated somebody left it on on a piece of equipment it got rained on what would be you so
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um you know mostly repair facilities that I work with you know still operate on some form of a paper-based work
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platform you know and and that’s difficult right we we look to see what
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Innovations we can find at relam that will make us again number one a safer
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place to work for our for our team members number two more productive
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number three more reliable and it it really does feed all those initiatives by by taking the
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leap and going digital it’s not an easy conversation to have uh I I can
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understand why people may be reluctant to want to change from using a decades-old approach to jumping into an
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iPad but from my perspective it’s what will continue to drive our sustainability it
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will drive our efficiencies and it will give us hours back for production
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well thanks for that Danny um that was very insightful and uh uh so we’re kind
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of uh towards the end of the the sort of the presentation session um I do want to remind the audience I
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mean we’re already seeing some questions flowing please do pop your questions in there um before we move that
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um anything else you’d like to add that we haven’t had a chance to talk about so far Danny no Satish I just again just like to
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thank you for taking this time to allow us to speak just a little bit about relam and and the great team that we
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have thank you Danny so um I’m not going to sort of turn it open to respond to some questions and we’re
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already seeing quite a few in here of so let me start with uh with a few
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here and again um to everyone that is putting in questions even if we’re not able to
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address all of them here uh rest assured we will get back to you with responses on each of these uh separately even if
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you can’t address them during the webinar so this is a good one so any do’s and
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don’ts for a business considering this initiative uh Daddy yeah if if you have any interest in
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going digital you know my do here is is research the products that are available
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find the one that fits for you key on the flexibility and the pain
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point of implementation and I think you’ll you’ll find a great product and and I Mark’s been a great partner
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yeah Satish don’ts don’t answer the first one and run with it right do your
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due diligence I think John Mr aquilina Harold Charles Craig Gilbert uh and
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myself we probably sat through four to five different groups and it took us close to probably two and
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a half years to find this one so don’t just stop at the first one and actually the couple of things I do
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want to add to that uh we already talked about you already touched upon that a couple of times one
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the the management needs to set a clear agenda and drive this forward people
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need to know that this is a new world we’re stepping into uh and the second is a bit more tactical
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what we’ve seen over and over with every one of our implementations that has been
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um you know successful has been involved end users early on and I know reeland
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did a great job of getting your folks in early in the game you know talk you know testing the product out within the first
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few weeks to make sure that the feedback was given so I can um
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um so here’s a good one so we have a fairly complex operation compatible to yours but our it department is really
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small would this work for us we’ve seen other enterprise software implementations that
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consume all resources everywhere so we’ve talked about this today but go ahead please
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yeah I I think it’s it depends on the scope of your work processes and
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again I’ve done a few of these implementations that can be quite unpleasant in this case because it is
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more of an app base once your forms would be digitized it’s really just a
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simple API so as long as Imark has the capability and you can research that with them that it’ll interface with your
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Erp or whatever network software you’re running it should be uh somewhat
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painless but um so here’s a there’s an interesting
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perspective they’re asking you to offer so apart from the technicians right and the crew
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how have you or any other business users I guess in the boardrooms and elsewhere
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benefited from the implementation of Highmark yeah so today we have not gained a lot
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of visibility because we’ve just most recently implemented this right so but when you look at where we’ll go in the
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future Imark has a dashboard of reports that are customizable so there’s a world
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here very shortly you know by the end of Q4 where our commercial team will be able to get data that they want from our
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operations team directly for my mark our FP a our CFO and that side of the house
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will be able to capture the data that they’re looking for for my mark and then obviously the operations team and then
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shop management will be able to capture what they need for my mark so having it in a cloud-based for you know format
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where you can slice and dice the data that’s retrieved and obviously utilizing
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netsuite as well it gives you the capability to create those custom kpis
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that you just don’t have in a paper driven process
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um so so this is again an interesting one and you’ll see why uh I I don’t want
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to add much to this so what was your comfort level in going you know the process through the process
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with connects I guess the process is your evaluation and everything else
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um so um I I didn’t have any concerns with Imark
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but I Mark was the last solution that came to us so we had already spent uh
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several hours uh across three different platforms taking a little deeper dive so
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we knew what those couldn’t provide us with Imark the big test was and quite
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frankly I wanted to get him out of my window because I was busy but I said all right if you can do this here’s a form
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take it back in a week later they called and said we’re ready to do it and miraculously it occurred so there wasn’t
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a lot of pain there wasn’t a lot of concern it was almost like where have you been
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so it there wasn’t a lot of concern from our perspective we knew going digital was a must-have we just had to find the
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right partner and uh if I can the only thing I want to add to that is as I said right from the
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outside you were quite clear that uh you know the three big aspects for you one
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was the user experience and it had to be easy for your crew to it had to be easy
33:51
to configure in a sense because your forms were complex your processes are complex and uh you’ve talked a bit about
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the rebuild process that is kind of down the pipeline I mean that’s even more complex because uh it’s in there so that
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was the second part of the ability to configure and handling complexity and the third was the ability to integrate
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with other systems and you know we did our best to hit all of those key aspects within the first you know the initial
34:18
few days or weeks of interaction so that’s one um well actually I just got a signal
34:25
from a moderator so we’re actually uh out of time at this point um and again I know there are other
34:31
questions in here um so I I do want to well perhaps we
34:38
have time for just one more you mentioned that relab has multiple locations how do you how did you
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implement across the locations all at once or did you use one as a starting
34:50
point um you know why do you implement the way you did so we’ve implemented imark’s digital
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solution in our Glenwillow Ohio facility and in our Granite City Illinois facility and once we’ve gotten a few
35:06
months perhaps a quarter behind our belt we do operate with partner facilities in in multiple States and so the go forward
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plan is once we’ve vetted the success the data that’s captured then what we
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will do is assign one user or iPad to our partner facility
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in Oakdale our partner facility in the Gulf Coast and then we have various partner facilities throughout the
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Midwest and we have another partner facility in Ohio and so every one of those
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shops that do work for relam will be presented with an Imark digital Solution
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that’s tailored to our forms and so in real time we’ll
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be able to capture has a return being completed you know where do we stand in the parts
35:55
process where are we at in the rebuild process again delivering that data back to my
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commercial my finance and my operations team where today there’s a lot of check-ins there’s a lot of weekly phone
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calls there’s a lot of different individuals on our team uh requesting
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that data from our partner facility so you know probably Q Q4 will start
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pushing out tablets to our partner facilities and again it’s just an app
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it’s just our version but I believe it will continue to drive efficiencies even
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for our partner facilities that work with us thanks for that Insight Danny and again
36:37
um to all the others who’ve popped in questions here we will make sure we address these individually
36:42
in the course of the week at this point again thank you Danny for your time and
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participation today um and to everyone for watching uh you
36:53
know thank you again for participating here we will send a recording of This
36:59
webinar via email and it will be hosted on our YouTube channel youtube.com
37:06
and certainly follow us on LinkedIn subscribe to newsletter and you can stay up to date with all the developments at
37:12
codex um and and thank you again Danny thank you for your time today I appreciate it yeah thank you Satish make sure you tag
37:18
really am and all their socials as well we’ll do thank you thank you stay yeah stay safe everyone thank you