Latest / Let's talk Marketplace / Solving the Chicken-and-Egg Problem of Marketplace Scaling #LTM139

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Solving the Chicken-and-Egg Problem of Marketplace Scaling #LTM139 · Let's talk Marketplace

• 0:00
  So
• 0:00
  one
• 0:00
  warning
• 0:01
  will
• 0:01
  be,
• 0:02
  don't
• 0:02
  underestimate
• 0:03
  seller
• 0:03
  experience.
• 0:04
  Seller
• 0:04
  experience
• 0:05
  much
• 0:06
  matter
• 0:06
  as
• 0:07
  much
• 0:07
  as
• 0:07
  the
• 0:08
  final
• 0:08
  customer
• 0:09
  experience.
• 0:09
  Right?
• 0:11
  Make
• 0:11
  sure
• 0:11
  to
• 0:11
  grow
• 0:12
  organically.
• 0:13
  That's
• 0:13
  very,
• 0:14
  very
• 0:14
  important
• 0:14
  because
• 0:15
  you
• 0:15
  can
• 0:15
  pump
• 0:16
  as
• 0:16
  much
• 0:16
  money
• 0:16
  as
• 0:16
  you
• 0:17
  want
• 0:17
  into
• 0:17
  a
• 0:17
  market.
• 0:17
  If
• 0:18
  the
• 0:19
  market
• 0:19
  does
• 0:19
  not
• 0:19
  want
• 0:20
  you,
• 0:20
  then
• 0:20
  you
• 0:21
  will
• 0:21
  have
• 0:21
  a
• 0:21
  very,
• 0:21
  very
• 0:22
  hard
• 0:22
  time.
• 0:26
  Let's
• 0:26
  talk
• 0:27
  Marketplace.
• 0:27
  The
• 0:28
  Marketplace
• 0:28
  Podcast
• 0:29
  with
• 0:29
  Ingrid
• 0:30
  Lommer
• 0:30
  and
• 0:30
  Vana
• 0:31
  Rie
• 0:31
  Dich.
• 0:35
  Hello,
• 0:36
  and
• 0:36
  welcome
• 0:36
  back
• 0:37
  to
• 0:37
  a
• 0:37
  new
• 0:37
  episode
• 0:37
  of
• 0:37
  let's
• 0:38
  Talk
• 0:38
  Marketplace.
• 0:38
  And
• 0:39
  welcome
• 0:39
  to
• 0:40
  something,
• 0:41
  let's
• 0:41
  say,
• 0:41
  of
• 0:42
  a
• 0:42
  perspective
• 0:42
  change.
• 0:43
  Because
• 0:44
  if
• 0:44
  you've
• 0:44
  been
• 0:44
  listening
• 0:44
  to
• 0:45
  us
• 0:45
  for
• 0:45
  a
• 0:45
  longer
• 0:46
  time
• 0:46
  now,
• 0:46
  you
• 0:46
  know
• 0:46
  that
• 0:46
  usually
• 0:47
  Valerie
• 0:47
  and
• 0:47
  me
• 0:48
  are
• 0:48
  the
• 0:48
  first
• 0:48
  people
• 0:49
  to
• 0:50
  call
• 0:50
  out
• 0:51
  marketplaces
• 0:52
  on
• 0:52
  behalf
• 0:52
  of
• 0:52
  their
• 0:53
  sellers.
• 0:53
  You
• 0:53
  know,
• 0:53
  saying
• 0:54
  things
• 0:54
  like,
• 0:54
  why
• 0:55
  is
• 0:55
  this
• 0:55
  onboarding
• 0:55
  process
• 0:56
  taking
• 0:56
  so
• 0:56
  long?
• 0:56
  And
• 0:57
  why
• 0:57
  is
• 0:57
  this
• 0:57
  market
• 0:58
  place
• 0:58
  not
• 0:58
  open
• 0:58
  in
• 0:59
  Germany
• 0:59
  or
• 0:59
  Spain
• 1:00
  yet?
• 1:00
  What's
• 1:01
  taking
• 1:01
  them
• 1:01
  so
• 1:01
  long?
• 1:02
  Everything
• 1:02
  like
• 1:02
  that.
• 1:03
  But
• 1:03
  today
• 1:04
  I
• 1:04
  thought
• 1:04
  we
• 1:04
  could
• 1:05
  flip
• 1:05
  the
• 1:05
  script
• 1:05
  around
• 1:06
  a
• 1:06
  bit
• 1:06
  because
• 1:07
  it's
• 1:07
  helpful
• 1:08
  to
• 1:08
  put
• 1:08
  yourself
• 1:08
  in
• 1:09
  the
• 1:09
  shoes
• 1:09
  of
• 1:09
  your
• 1:09
  significant
• 1:10
  other,
• 1:11
  business
• 1:11
  wise
• 1:12
  speaking
• 1:12
  sometimes.
• 1:13
  So
• 1:13
  we
• 1:13
  are
• 1:13
  changing
• 1:14
  our
• 1:14
  perspective
• 1:15
  today
• 1:15
  from
• 1:16
  seller
• 1:16
  to
• 1:17
  marketplace
• 1:17
  operator.
• 1:18
  And
• 1:18
  we
• 1:19
  want
• 1:19
  to
• 1:19
  find
• 1:19
  out
• 1:19
  why
• 1:20
  is
• 1:20
  it
• 1:20
  actually
• 1:20
  so
• 1:20
  damn
• 1:21
  hard
• 1:21
  to
• 1:21
  roll
• 1:21
  out
• 1:21
  a
• 1:22
  marketplace
• 1:22
  across
• 1:22
  borders?
• 1:23
  You
• 1:23
  know,
• 1:23
  because
• 1:24
  reality
• 1:24
  is
• 1:25
  you
• 1:25
  need
• 1:25
  local
• 1:25
  sellers
• 1:26
  and
• 1:26
  you
• 1:26
  need
• 1:26
  local
• 1:26
  products
• 1:27
  and
• 1:27
  you
• 1:27
  need
• 1:27
  them
• 1:27
  all
• 1:28
  before
• 1:28
  you
• 1:28
  have
• 1:28
  any
• 1:29
  traffic,
• 1:29
  basically.
• 1:30
  So,
• 1:30
  ultimate
• 1:31
  chicken
• 1:31
  egg
• 1:31
  problem.
• 1:32
  And
• 1:33
  how
• 1:33
  do
• 1:33
  you
• 1:33
  solve
• 1:33
  this
• 1:34
  then
• 1:34
  without
• 1:35
  hiring
• 1:35
  massive
• 1:36
  sales
• 1:36
  teams
• 1:37
  across
• 1:37
  14
• 1:37
  countries?
• 1:38
  I
• 1:38
  don't
• 1:38
  know.
• 1:39
  And
• 1:39
  our
• 1:40
  guests
• 1:40
  today
• 1:40
  claim
• 1:40
  that
• 1:41
  they
• 1:41
  have
• 1:41
  found
• 1:41
  a
• 1:42
  shortcut
• 1:42
  to
• 1:42
  this
• 1:42
  problem
• 1:43
  because
• 1:43
  we
• 1:43
  have
• 1:45
  a
• 1:45
  representative
• 1:46
  from
• 1:46
  the
• 1:46
  UK
• 1:46
  Electronics
• 1:47
  Marketplace
• 1:47
  on
• 1:48
  buy
• 1:48
  here
• 1:48
  who
• 1:49
  are
• 1:49
  at
• 1:49
  the
• 1:49
  moment
• 1:49
  currently
• 1:50
  expanding
• 1:51
  aggressively
• 1:52
  across
• 1:52
  Europe
• 1:53
  and
• 1:53
  they
• 1:53
  are
• 1:54
  doing
• 1:54
  it
• 1:54
  by
• 1:54
  partnering
• 1:55
  with
• 1:55
  Octopia,
• 1:56
  effectively
• 1:57
  buying
• 1:57
  the
• 1:58
  supply
• 1:58
  growth
• 1:58
  instead
• 1:59
  of
• 1:59
  building
• 1:59
  it
• 2:00
  manually.
• 2:00
  So
• 2:01
  let's
• 2:02
  see
• 2:02
  how
• 2:02
  this
• 2:03
  plays
• 2:03
  out
• 2:03
  for
• 2:03
  the
• 2:03
  two
• 2:04
  of
• 2:04
  them.
• 2:04
  And
• 2:04
  I'm
• 2:04
  really
• 2:05
  happy
• 2:05
  that
• 2:06
  with
• 2:06
  me
• 2:06
  from
• 2:06
  the
• 2:07
  operator
• 2:08
  side
• 2:08
  today
• 2:08
  is
• 2:08
  Valentin
• 2:09
  Lennarts
• 2:10
  from
• 2:10
  OnBuy.
• 2:11
  And
• 2:11
  representing
• 2:12
  the
• 2:12
  enabler
• 2:12
  side,
• 2:13
  I
• 2:13
  welcome
• 2:13
  Paul
• 2:14
  Kotzes
• 2:14
  from
• 2:14
  October.
• 2:15
  So
• 2:16
  great
• 2:16
  to
• 2:16
  have
• 2:16
  you
• 2:16
  on
• 2:16
  the
• 2:16
  show,
• 2:17
  you
• 2:17
  two.
• 2:18
  Hello,
• 2:18
  Ingrid.
• 2:18
  Great
• 2:19
  to
• 2:19
  be
• 2:19
  here.
• 2:20
  Hello,
• 2:20
  Ingrid.
• 2:21
  Thank
• 2:21
  you
• 2:21
  so
• 2:21
  much
• 2:21
  for
• 2:22
  inviting
• 2:22
  us.
• 2:23
  Okay,
• 2:24
  so
• 2:24
  I
• 2:24
  think
• 2:24
  let's
• 2:25
  do
• 2:25
  a
• 2:25
  first
• 2:25
  short
• 2:26
  round
• 2:26
  of
• 2:26
  introductions
• 2:27
  and
• 2:28
  maybe
• 2:29
  please
• 2:29
  tell
• 2:29
  us
• 2:30
  who
• 2:30
  you
• 2:30
  are,
• 2:30
  what
• 2:31
  you
• 2:31
  do
• 2:31
  at
• 2:31
  your
• 2:31
  company,
• 2:32
  and
• 2:32
  what
• 2:32
  is
• 2:32
  your
• 2:33
  personal
• 2:33
  usp,
• 2:34
  so
• 2:34
  to
• 2:34
  speak.
• 2:34
  So
• 2:35
  what
• 2:35
  are
• 2:35
  you
• 2:35
  really
• 2:35
  good
• 2:35
  at
• 2:36
  in
• 2:36
  the
• 2:36
  marketplace
• 2:37
  business?
• 2:38
  Valentin,
• 2:38
  why
• 2:38
  don't
• 2:39
  you
• 2:39
  start?
• 2:40
  Thanks
• 2:40
  a
• 2:40
  lot,
• 2:41
  Ingrid.
• 2:42
  I'm
• 2:42
  regional
• 2:43
  manager
• 2:43
  for
• 2:43
  OnBuyer.
• 2:45
  You
• 2:45
  mentioned
• 2:45
  we
• 2:45
  are
• 2:45
  an
• 2:46
  electronics
• 2:46
  marketplace,
• 2:47
  which
• 2:47
  is
• 2:47
  not
• 2:48
  Completely
• 2:48
  true.
• 2:48
  Like
• 2:49
  we,
• 2:49
  we
• 2:49
  see
• 2:50
  ourselves
• 2:50
  as
• 2:50
  a
• 2:50
  general
• 2:51
  marketplace
• 2:51
  for
• 2:52
  everybody
• 2:53
  in
• 2:53
  every
• 2:54
  category,
• 2:54
  especially
• 2:55
  when
• 2:55
  it
• 2:55
  comes
• 2:55
  to
• 2:56
  electronics,
• 2:57
  house
• 2:57
  and
• 2:58
  garden
• 2:58
  and
• 2:58
  health
• 2:59
  and
• 2:59
  beauty
• 3:00
  and
• 3:01
  yeah,
• 3:01
  I
• 3:01
  joined
• 3:02
  on
• 3:02
  my
• 3:02
  in
• 3:03
  October
• 3:04
  and
• 3:04
  right
• 3:05
  now
• 3:05
  I'm
• 3:05
  leading
• 3:05
  the
• 3:05
  expansion
• 3:06
  in
• 3:06
  the
• 3:07
  Dach
• 3:07
  market,
• 3:08
  basically
• 3:08
  Germany,
• 3:09
  Austria
• 3:10
  and
• 3:10
  Switzerland.
• 3:12
  My
• 3:13
  USB
• 3:14
  I
• 3:14
  think
• 3:14
  is
• 3:15
  that
• 3:15
  I
• 3:16
  bring
• 3:16
  a
• 3:16
  lot
• 3:17
  of
• 3:17
  experience
• 3:17
  when
• 3:17
  it
• 3:18
  comes
• 3:18
  to
• 3:18
  e
• 3:18
  Commerce.
• 3:19
  The
• 3:19
  last
• 3:20
  10
• 3:20
  years
• 3:20
  I
• 3:21
  was
• 3:21
  lucky
• 3:22
  enough
• 3:22
  to
• 3:22
  be
• 3:22
  part
• 3:23
  of
• 3:23
  ebay,
• 3:24
  of
• 3:24
  Wayfair,
• 3:25
  of
• 3:25
  Zalando
• 3:26
  and
• 3:27
  I'm
• 3:27
  very,
• 3:28
  very
• 3:28
  happy
• 3:29
  to
• 3:29
  use
• 3:29
  this
• 3:30
  proficiency
• 3:31
  and
• 3:31
  this
• 3:31
  knowledge
• 3:32
  to
• 3:32
  make
• 3:32
  on
• 3:32
  Vibro
• 3:33
  as
• 3:34
  well.
• 3:35
  Okay,
• 3:35
  sounds
• 3:36
  good.
• 3:36
  Okay,
• 3:37
  Paul,
• 3:37
  why
• 3:37
  don't
• 3:37
  you
• 3:37
  continue?
• 3:39
  Paul?
• 3:40
  So
• 3:40
  I'm
• 3:40
  sales
• 3:41
  director
• 3:41
  and
• 3:41
  marketing
• 3:42
  for
• 3:42
  Octopia.
• 3:42
  I'm
• 3:43
  here
• 3:43
  for
• 3:43
  four
• 3:44
  years
• 3:44
  and
• 3:44
  a
• 3:44
  half
• 3:44
  now,
• 3:45
  almost
• 3:45
  from
• 3:45
  the
• 3:45
  beginning
• 3:45
  of
• 3:45
  Octopia.
• 3:46
  So
• 3:46
  I
• 3:47
  had
• 3:47
  a
• 3:47
  chance
• 3:47
  to
• 3:48
  see
• 3:48
  all
• 3:48
  the
• 3:48
  partnerships
• 3:49
  we
• 3:49
  have
• 3:49
  made
• 3:50
  since
• 3:50
  the
• 3:50
  beginning
• 3:51
  of
• 3:51
  Octopia
• 3:51
  now.
• 3:52
  And
• 3:52
  my
• 3:53
  role
• 3:53
  there
• 3:53
  as
• 3:54
  a
• 3:54
  marketing
• 3:54
  director
• 3:55
  is
• 3:55
  to
• 3:55
  ensure
• 3:56
  the
• 3:56
  promotion
• 3:57
  and
• 3:57
  to
• 3:57
  get
• 3:58
  more
• 3:58
  notoriety
• 3:58
  around
• 3:58
  Octopia
• 3:59
  all
• 3:59
  across
• 3:59
  Europe.
• 4:00
  And
• 4:00
  as
• 4:01
  a
• 4:01
  sales
• 4:01
  director
• 4:02
  I'm
• 4:02
  also
• 4:03
  able
• 4:03
  to
• 4:04
  conclude
• 4:05
  all
• 4:05
  the
• 4:05
  partnership
• 4:05
  we
• 4:06
  have
• 4:06
  with
• 4:06
  marketplace
• 4:07
  like
• 4:07
  Envoy
• 4:07
  to
• 4:08
  to
• 4:09
  keep
• 4:09
  make
• 4:09
  Octopia
• 4:10
  growing
• 4:10
  and
• 4:10
  it's
• 4:11
  pool
• 4:11
  of
• 4:11
  seller
• 4:11
  as
• 4:12
  well
• 4:12
  growing.
• 4:13
  And
• 4:14
  I
• 4:14
  think
• 4:15
  USP
• 4:15
  could
• 4:15
  be
• 4:15
  the
• 4:16
  fact
• 4:16
  that
• 4:17
  we
• 4:17
  really
• 4:17
  have
• 4:18
  Adoptopia
• 4:18
  and
• 4:19
  as
• 4:19
  a
• 4:19
  sales
• 4:19
  director
• 4:19
  I
• 4:20
  have
• 4:20
  to
• 4:20
  do
• 4:20
  it,
• 4:20
  I
• 4:21
  have
• 4:21
  to
• 4:21
  have
• 4:21
  the
• 4:21
  same
• 4:21
  with
• 4:22
  all
• 4:22
  my
• 4:22
  customers
• 4:22
  is
• 4:23
  to
• 4:23
  have
• 4:23
  a
• 4:23
  tailor
• 4:23
  made
• 4:24
  approach.
• 4:24
  Make
• 4:24
  sure
• 4:25
  that
• 4:25
  every
• 4:25
  partnership
• 4:26
  has
• 4:27
  to
• 4:27
  be
• 4:27
  very
• 4:27
  singular
• 4:28
  and
• 4:28
  very
• 4:28
  tailor
• 4:29
  made
• 4:29
  to
• 4:29
  each
• 4:30
  marketplace
• 4:30
  strategy
• 4:31
  we're
• 4:31
  working
• 4:31
  with.
• 4:33
  Okay,
• 4:34
  yeah,
• 4:34
  I
• 4:34
  think
• 4:34
  we'll
• 4:35
  talk
• 4:35
  a
• 4:35
  bit
• 4:35
  more
• 4:35
  about
• 4:35
  what
• 4:36
  you
• 4:36
  offer
• 4:36
  for
• 4:36
  Marketplaces
• 4:37
  later
• 4:37
  on.
• 4:38
  But
• 4:39
  yeah,
• 4:39
  for
• 4:39
  now
• 4:40
  we
• 4:40
  know
• 4:40
  who
• 4:40
  you
• 4:41
  are,
• 4:41
  who
• 4:41
  we
• 4:41
  are
• 4:41
  talking
• 4:42
  to
• 4:42
  and
• 4:42
  we
• 4:42
  can
• 4:42
  dive
• 4:43
  into
• 4:43
  finding
• 4:43
  out
• 4:44
  how
• 4:44
  to
• 4:44
  scale
• 4:45
  a
• 4:45
  marketplace
• 4:45
  across
• 4:46
  Europe.
• 4:47
  Before
• 4:48
  we
• 4:48
  do
• 4:48
  that,
• 4:48
  very
• 4:49
  quick
• 4:49
  look
• 4:49
  at
• 4:49
  our
• 4:50
  partner
• 4:50
  pixelmola.
• 4:56
  Marketplaces
• 4:57
  love
• 4:57
  video.
• 4:58
  But
• 4:58
  for
• 4:58
  many
• 4:58
  brands,
• 4:59
  video
• 4:59
  production
• 5:00
  still
• 5:00
  feels
• 5:00
  like
• 5:00
  a
• 5:01
  problem.
• 5:01
  Expensive,
• 5:02
  slow
• 5:02
  and
• 5:03
  almost
• 5:03
  impossible
• 5:03
  to
• 5:04
  scale
• 5:04
  across
• 5:04
  the
• 5:04
  whole
• 5:04
  assortment.
• 5:05
  There's
• 5:06
  studios
• 5:06
  and
• 5:06
  camera
• 5:07
  teams
• 5:07
  and
• 5:07
  editing
• 5:08
  and
• 5:08
  localization
• 5:09
  and
• 5:09
  all
• 5:09
  of
• 5:09
  that
• 5:10
  adds
• 5:10
  up
• 5:10
  quite
• 5:10
  quickly.
• 5:12
  Which
• 5:12
  is
• 5:12
  why
• 5:12
  on
• 5:12
  marketplaces,
• 5:13
  video
• 5:13
  often
• 5:14
  end
• 5:14
  up
• 5:14
  just
• 5:15
  being
• 5:15
  reserved
• 5:15
  for
• 5:16
  hero
• 5:16
  products.
• 5:17
  And
• 5:18
  that's
• 5:18
  exactly
• 5:18
  where
• 5:18
  things
• 5:19
  are
• 5:19
  changing
• 5:19
  now.
• 5:20
  Because
• 5:20
  today
• 5:21
  you
• 5:21
  don't
• 5:21
  actually
• 5:22
  have
• 5:22
  to
• 5:22
  shoot
• 5:23
  a
• 5:23
  video
• 5:24
  to
• 5:24
  get
• 5:24
  a
• 5:24
  video
• 5:24
  performance.
• 5:25
  Instead,
• 5:26
  brands
• 5:26
  can
• 5:26
  work
• 5:26
  with
• 5:26
  the
• 5:27
  assets
• 5:27
  they
• 5:27
  already
• 5:27
  have
• 5:28
  if
• 5:28
  they
• 5:29
  used
• 5:29
  AI
• 5:29
  tools.
• 5:30
  Tools
• 5:31
  like
• 5:31
  PixelModa
• 5:32
  for
• 5:32
  example,
• 5:32
  they
• 5:33
  turn
• 5:33
  a
• 5:33
  small
• 5:34
  set
• 5:34
  of
• 5:34
  existing
• 5:34
  product
• 5:35
  images
• 5:35
  into
• 5:36
  photorealistic
• 5:37
  video
• 5:38
  sequences.
• 5:38
  You
• 5:39
  upload
• 5:39
  four
• 5:39
  or
• 5:40
  five
• 5:40
  photos
• 5:40
  and
• 5:41
  the
• 5:41
  AI
• 5:41
  generates
• 5:42
  the
• 5:42
  Movement,
• 5:42
  depth
• 5:43
  and
• 5:43
  drain,
• 5:43
  realistic
• 5:44
  fit
• 5:44
  behavior.
• 5:45
  There's
• 5:45
  no
• 5:45
  camera
• 5:46
  team,
• 5:46
  no
• 5:46
  cutting,
• 5:47
  no
• 5:47
  long
• 5:47
  production
• 5:48
  cycles.
• 5:48
  The
• 5:49
  result
• 5:49
  is
• 5:49
  video
• 5:50
  that
• 5:50
  finally
• 5:51
  scales
• 5:51
  across
• 5:51
  the
• 5:52
  whole
• 5:52
  assortment.
• 5:53
  And
• 5:54
  then
• 5:54
  video
• 5:54
  becomes
• 5:55
  affordable
• 5:55
  and
• 5:55
  it
• 5:56
  stops
• 5:56
  being
• 5:56
  a
• 5:56
  premium
• 5:57
  feature.
• 5:57
  It
• 5:57
  becomes
• 5:58
  more
• 5:58
  of
• 5:58
  a
• 5:58
  baseline,
• 5:59
  more
• 5:59
  sales
• 6:00
  without
• 6:00
  higher
• 6:00
  costs.
• 6:01
  If
• 6:01
  you
• 6:01
  want
• 6:01
  to
• 6:02
  know
• 6:02
  more
• 6:02
  about
• 6:02
  how
• 6:02
  that
• 6:03
  works,
• 6:03
  check
• 6:04
  out
• 6:04
  our
• 6:04
  blog
• 6:04
  post
• 6:04
  on
• 6:04
  the
• 6:05
  topic
• 6:05
  or
• 6:05
  listen
• 6:05
  to
• 6:05
  the
• 6:06
  podcast
• 6:06
  we
• 6:06
  had
• 6:07
  last
• 6:08
  November,
• 6:08
  I
• 6:08
  think
• 6:09
  with
• 6:10
  JaniCeratzi
• 6:11
  from
• 6:11
  Pixelmotor.
• 6:12
  We'll
• 6:12
  link
• 6:12
  both
• 6:12
  of
• 6:12
  them
• 6:13
  in
• 6:13
  the
• 6:13
  show
• 6:13
  notes.
• 6:19
  Okay,
• 6:20
  right.
• 6:20
  I
• 6:21
  guess
• 6:21
  then
• 6:21
  let's
• 6:21
  dive
• 6:22
  into
• 6:22
  the
• 6:22
  discussion
• 6:23
  and
• 6:24
  in
• 6:24
  this
• 6:24
  case
• 6:24
  let's
• 6:25
  start
• 6:25
  with
• 6:25
  the
• 6:25
  marketplace
• 6:26
  operator.
• 6:28
  Valentin,
• 6:28
  you
• 6:29
  already
• 6:29
  said
• 6:29
  that
• 6:30
  On
• 6:30
  Buy
• 6:31
  is
• 6:31
  now
• 6:32
  going
• 6:33
  for
• 6:33
  Central
• 6:34
  Europe
• 6:34
  in
• 6:34
  a
• 6:34
  way.
• 6:35
  So
• 6:35
  what
• 6:36
  are
• 6:36
  your
• 6:36
  plans
• 6:36
  at
• 6:36
  the
• 6:37
  moment?
• 6:37
  Where
• 6:37
  are
• 6:37
  you
• 6:38
  heading
• 6:38
  with
• 6:39
  your
• 6:39
  international
• 6:39
  expansion?
• 6:40
  What
• 6:41
  is
• 6:41
  the,
• 6:42
  the
• 6:43
  agenda
• 6:43
  for
• 6:43
  the
• 6:44
  next
• 6:44
  12
• 6:44
  months?
• 6:44
  What
• 6:44
  are
• 6:45
  you
• 6:45
  trying
• 6:45
  to
• 6:45
  achieve?
• 6:46
  Oh
• 6:47
  wow.
• 6:47
  The
• 6:47
  next
• 6:48
  12
• 6:48
  months
• 6:48
  will
• 6:49
  be,
• 6:49
  I
• 6:50
  think,
• 6:50
  very,
• 6:50
  very
• 6:50
  interesting
• 6:51
  and
• 6:51
  challenging
• 6:52
  when
• 6:53
  it
• 6:53
  comes
• 6:53
  to
• 6:55
  growth.
• 6:56
  Not
• 6:56
  because
• 6:56
  we
• 6:56
  don't
• 6:57
  think
• 6:57
  that
• 6:57
  we
• 6:57
  can
• 6:57
  do
• 6:58
  it,
• 6:58
  but
• 6:58
  basically
• 6:58
  because
• 6:59
  we
• 6:59
  have
• 6:59
  so
• 6:59
  many
• 7:00
  things
• 7:00
  on
• 7:00
  the
• 7:01
  agenda
• 7:01
  that
• 7:01
  we
• 7:02
  actually
• 7:02
  want
• 7:02
  to
• 7:03
  achieve.
• 7:04
  We
• 7:04
  went
• 7:05
  live
• 7:05
  in
• 7:06
  20
• 7:06
  more
• 7:07
  countries
• 7:08
  in
• 7:09
  last
• 7:10
  year,
• 7:10
  in
• 7:10
  2025
• 7:12
  and
• 7:12
  we
• 7:12
  are
• 7:13
  right
• 7:13
  now
• 7:13
  basically
• 7:14
  working
• 7:15
  on
• 7:15
  scaling
• 7:16
  these
• 7:17
  particular
• 7:17
  countries
• 7:18
  up
• 7:18
  to
• 7:18
  a
• 7:19
  level
• 7:20
  where
• 7:21
  we
• 7:22
  can
• 7:22
  basically
• 7:23
  benefit
• 7:24
  altogether
• 7:25
  with
• 7:25
  the
• 7:26
  On
• 7:26
  Buy
• 7:26
  model
• 7:27
  that
• 7:27
  we
• 7:27
  are
• 7:27
  using.
• 7:28
  Right.
• 7:29
  I
• 7:29
  mean
• 7:29
  we
• 7:30
  managed
• 7:30
  to
• 7:30
  achieve
• 7:31
  about
• 7:31
  3,000%
• 7:32
  of
• 7:32
  growth
• 7:33
  within
• 7:33
  the
• 7:33
  last
• 7:33
  three,
• 7:34
  three
• 7:34
  years
• 7:34
  in
• 7:35
  UK
• 7:35
  especially.
• 7:36
  And
• 7:36
  so,
• 7:37
  so
• 7:37
  we
• 7:37
  see
• 7:37
  our
• 7:38
  system,
• 7:39
  our
• 7:39
  business
• 7:40
  model
• 7:40
  works
• 7:40
  especially
• 7:41
  cashback
• 7:42
  is
• 7:42
  very,
• 7:42
  very
• 7:43
  successful
• 7:44
  when
• 7:44
  it
• 7:45
  comes
• 7:45
  to
• 7:45
  that.
• 7:46
  We
• 7:46
  managed
• 7:46
  to
• 7:47
  have
• 7:47
  achieved
• 7:49
  basically
• 7:50
  a
• 7:50
  regular
• 7:51
  customer
• 7:51
  base
• 7:51
  of
• 7:52
  52%
• 7:53
  of
• 7:53
  our
• 7:53
  GMV.
• 7:55
  These
• 7:55
  are
• 7:56
  customers
• 7:56
  you
• 7:57
  basically
• 7:57
  don't
• 7:57
  find
• 7:58
  anywhere
• 7:58
  else.
• 7:59
  Right.
• 8:00
  And
• 8:01
  since
• 8:01
  the
• 8:01
  marketplace
• 8:02
  or
• 8:02
  the
• 8:03
  overall
• 8:03
  market,
• 8:04
  the
• 8:04
  E
• 8:04
  commerce
• 8:04
  market
• 8:05
  gets
• 8:05
  more
• 8:05
  and
• 8:05
  more
• 8:06
  fragmented
• 8:06
  into
• 8:07
  little
• 8:07
  pieces.
• 8:08
  We
• 8:08
  want
• 8:08
  piece
• 8:09
  of
• 8:09
  the
• 8:09
  cake
• 8:09
  and
• 8:10
  are
• 8:10
  on
• 8:10
  the
• 8:11
  best
• 8:11
  way
• 8:11
  to
• 8:11
  get
• 8:12
  it.
• 8:13
  Okay,
• 8:14
  that
• 8:14
  sounds
• 8:15
  like
• 8:15
  a
• 8:15
  bed
• 8:15
  of
• 8:15
  roses,
• 8:16
  but
• 8:16
  I
• 8:16
  don't
• 8:17
  believe
• 8:17
  it
• 8:17
  is.
• 8:17
  I
• 8:17
  mean
• 8:18
  internationalization
• 8:19
  normally
• 8:19
  isn't.
• 8:20
  So
• 8:21
  let's
• 8:21
  talk
• 8:21
  about
• 8:21
  some
• 8:21
  of
• 8:22
  the
• 8:22
  challenges
• 8:22
  that
• 8:22
  you're
• 8:23
  absolutely
• 8:24
  meeting.
• 8:26
  I
• 8:26
  mean
• 8:28
  you
• 8:28
  mentioned
• 8:28
  it
• 8:29
  absolutely
• 8:29
  right.
• 8:30
  Like
• 8:30
  building
• 8:31
  up
• 8:31
  a
• 8:32
  loyal
• 8:32
  customer
• 8:33
  base
• 8:33
  and
• 8:33
  a
• 8:34
  loyal
• 8:34
  seller
• 8:35
  base
• 8:35
  in
• 8:35
  the
• 8:35
  particular
• 8:35
  country
• 8:36
  is
• 8:36
  quite
• 8:37
  the
• 8:37
  challenge.
• 8:37
  Right.
• 8:38
  So
• 8:38
  meaning
• 8:39
  that
• 8:39
  we
• 8:39
  actually
• 8:39
  have
• 8:40
  to
• 8:40
  get
• 8:41
  like
• 8:41
  a
• 8:41
  two
• 8:42
  sided
• 8:42
  approach
• 8:42
  that
• 8:43
  we
• 8:43
  have
• 8:43
  used
• 8:44
  that
• 8:44
  we
• 8:45
  want
• 8:45
  to
• 8:46
  use
• 8:46
  particular
• 8:47
  in
• 8:47
  the
• 8:47
  future
• 8:48
  is
• 8:48
  basically
• 8:48
  we
• 8:49
  do
• 8:49
  have
• 8:49
  our
• 8:50
  own
• 8:50
  local
• 8:50
  team
• 8:51
  which
• 8:51
  is
• 8:52
  focusing
• 8:53
  on
• 8:54
  the
• 8:54
  specific
• 8:55
  markets
• 8:56
  and
• 8:56
  their
• 8:57
  specialties,
• 8:57
  etc.
• 8:58
  Like
• 8:58
  we
• 8:59
  have
• 8:59
  someone
• 8:59
  who
• 8:59
  is
• 8:59
  responsible
• 9:00
  for
• 9:02
  Western
• 9:03
  Europe
• 9:03
  and
• 9:04
  Southern
• 9:05
  Europe.
• 9:05
  I'm
• 9:06
  More
• 9:06
  responsible
• 9:07
  for
• 9:07
  the
• 9:07
  middle.
• 9:08
  The
• 9:08
  middle
• 9:08
  part
• 9:08
  you
• 9:08
  can
• 9:09
  say.
• 9:09
  Right.
• 9:09
  So
• 9:09
  we
• 9:10
  bring
• 9:10
  in
• 9:10
  our
• 9:10
  own
• 9:11
  expertise
• 9:12
  to
• 9:12
  grow
• 9:12
  these
• 9:12
  particular
• 9:13
  markets
• 9:13
  and
• 9:13
  also
• 9:14
  use
• 9:14
  the
• 9:14
  context
• 9:15
  that
• 9:15
  we
• 9:15
  have
• 9:15
  already
• 9:16
  built
• 9:16
  up
• 9:16
  with
• 9:16
  their
• 9:16
  ears
• 9:18
  to.
• 9:19
  To
• 9:19
  build
• 9:19
  up
• 9:19
  the
• 9:20
  marketplace
• 9:21
  on
• 9:21
  top
• 9:21
  of
• 9:21
  that.
• 9:21
  And
• 9:22
  here
• 9:22
  is
• 9:22
  where
• 9:23
  Octopia
• 9:23
  comes
• 9:24
  into
• 9:24
  the
• 9:24
  play,
• 9:24
  is
• 9:25
  that
• 9:25
  we
• 9:26
  are
• 9:26
  going
• 9:27
  into
• 9:27
  strategic
• 9:28
  partnerships
• 9:28
  with
• 9:28
  integrators
• 9:29
  with
• 9:30
  ERP
• 9:30
  systems
• 9:31
  and
• 9:31
  that
• 9:31
  we
• 9:32
  actually
• 9:32
  want
• 9:32
  to
• 9:32
  use
• 9:33
  their
• 9:33
  tools,
• 9:34
  their
• 9:34
  infrastructure,
• 9:35
  their
• 9:35
  knowledge
• 9:36
  of
• 9:37
  the
• 9:37
  market
• 9:38
  to
• 9:38
  be
• 9:38
  accessible
• 9:39
  for
• 9:39
  as
• 9:39
  many
• 9:39
  sellers
• 9:40
  as
• 9:40
  possible.
• 9:42
  Paul,
• 9:43
  handing
• 9:43
  over
• 9:43
  to
• 9:43
  you
• 9:44
  in
• 9:44
  this
• 9:44
  point,
• 9:45
  because
• 9:45
  I
• 9:45
  think
• 9:45
  we
• 9:45
  need
• 9:46
  to
• 9:46
  clear
• 9:46
  up
• 9:46
  what
• 9:46
  Octopia
• 9:47
  is
• 9:48
  doing
• 9:48
  specifically
• 9:49
  for
• 9:49
  marketplaces
• 9:50
  and
• 9:50
  also
• 9:50
  for
• 9:50
  marketplace
• 9:51
  sellers,
• 9:51
  because
• 9:52
  your
• 9:53
  business
• 9:53
  model
• 9:54
  is
• 9:54
  not
• 9:54
  that
• 9:54
  easy
• 9:55
  to
• 9:55
  understand.
• 9:55
  So
• 9:56
  maybe
• 9:56
  can
• 9:56
  you
• 9:56
  give
• 9:56
  us
• 9:57
  some
• 9:57
  insights
• 9:57
  in
• 9:57
  what
• 9:57
  you're
• 9:58
  doing
• 9:59
  for
• 9:59
  the
• 9:59
  operators,
• 10:00
  but
• 10:00
  also
• 10:00
  for
• 10:00
  the
• 10:01
  sellers?
• 10:01
  Yeah,
• 10:02
  because
• 10:02
  you
• 10:02
  are
• 10:02
  right
• 10:02
  in
• 10:03
  the
• 10:03
  middle,
• 10:03
  in
• 10:03
  fact,
• 10:03
  of
• 10:04
  all
• 10:04
  this
• 10:04
  ecosystem
• 10:05
  between
• 10:05
  sellers
• 10:05
  and
• 10:06
  marketplaces.
• 10:06
  All
• 10:07
  right.
• 10:07
  So
• 10:07
  basically
• 10:08
  Autopia
• 10:08
  has
• 10:09
  several
• 10:09
  business
• 10:09
  units,
• 10:10
  either
• 10:11
  some
• 10:11
  services
• 10:11
  dedicated
• 10:12
  to
• 10:12
  the
• 10:12
  marketplace
• 10:13
  to
• 10:13
  the
• 10:13
  sellers,
• 10:14
  but
• 10:14
  we
• 10:14
  work
• 10:14
  for
• 10:15
  both,
• 10:15
  actually.
• 10:15
  Right.
• 10:16
  And
• 10:16
  regarding
• 10:17
  the
• 10:17
  specific
• 10:17
  contract
• 10:18
  we
• 10:18
  have
• 10:18
  and
• 10:19
  relationship
• 10:19
  with
• 10:19
  Envoy,
• 10:20
  we
• 10:20
  go
• 10:20
  to
• 10:21
  merchant
• 10:21
  as
• 10:22
  a
• 10:22
  service,
• 10:22
  which
• 10:22
  is
• 10:23
  the
• 10:23
  only
• 10:24
  end
• 10:24
  to
• 10:24
  end
• 10:24
  seller
• 10:25
  services
• 10:25
  and
• 10:26
  dedicated
• 10:26
  for
• 10:26
  marketplace.
• 10:27
  Right.
• 10:28
  It
• 10:28
  means
• 10:28
  that
• 10:28
  basically
• 10:29
  we
• 10:29
  take
• 10:29
  care
• 10:29
  of
• 10:30
  all
• 10:30
  the
• 10:31
  bottlenecks,
• 10:31
  all
• 10:32
  the
• 10:32
  milestone
• 10:32
  a
• 10:33
  seller
• 10:33
  has
• 10:33
  to
• 10:34
  run
• 10:34
  through
• 10:34
  to
• 10:35
  join
• 10:35
  a
• 10:35
  new
• 10:35
  marketplace.
• 10:36
  Right.
• 10:36
  And
• 10:37
  this
• 10:37
  is
• 10:37
  exactly
• 10:37
  where,
• 10:38
  as
• 10:38
  Valentin
• 10:39
  say,
• 10:39
  octopia
• 10:40
  comes
• 10:40
  in
• 10:40
  to
• 10:40
  help
• 10:41
  and
• 10:41
  to
• 10:41
  contribute
• 10:42
  to
• 10:42
  the
• 10:42
  expansion
• 10:42
  of
• 10:43
  on
• 10:43
  buy
• 10:43
  outside
• 10:44
  of
• 10:44
  their
• 10:45
  domestic
• 10:45
  buy
• 10:46
  of
• 10:46
  their
• 10:46
  domestic
• 10:46
  market.
• 10:47
  Right.
• 10:47
  Which
• 10:47
  is
• 10:47
  why
• 10:47
  the
• 10:48
  uk,
• 10:49
  because
• 10:49
  what
• 10:49
  we
• 10:49
  do
• 10:49
  is
• 10:50
  all
• 10:51
  the
• 10:51
  milestone,
• 10:51
  we
• 10:51
  are
• 10:52
  running
• 10:52
  it
• 10:53
  for
• 10:53
  the
• 10:53
  sellers.
• 10:53
  It
• 10:54
  means
• 10:54
  identify
• 10:54
  the
• 10:55
  right
• 10:55
  seller
• 10:55
  for
• 10:55
  the
• 10:55
  marketplace,
• 10:56
  contact
• 10:57
  the
• 10:57
  sellers,
• 10:58
  support
• 10:58
  the
• 10:59
  seller
• 10:59
  onboarding,
• 11:00
  including
• 11:00
  all
• 11:01
  those
• 11:01
  operational
• 11:02
  tasks,
• 11:02
  Kawaishi
• 11:03
  collection,
• 11:04
  mapping
• 11:04
  of
• 11:05
  the
• 11:05
  catalog,
• 11:05
  creating
• 11:06
  the
• 11:06
  store,
• 11:06
  creating
• 11:07
  the
• 11:07
  product,
• 11:07
  etc.
• 11:08
  And
• 11:09
  finally
• 11:09
  go
• 11:09
  live
• 11:10
  and
• 11:10
  publish
• 11:10
  your
• 11:11
  product
• 11:11
  on
• 11:11
  the
• 11:11
  final
• 11:12
  marketplace.
• 11:12
  Right.
• 11:13
  We
• 11:13
  are
• 11:13
  going
• 11:13
  through
• 11:14
  all
• 11:14
  those
• 11:14
  steps
• 11:15
  step
• 11:15
  by
• 11:15
  step.
• 11:15
  Right.
• 11:16
  And
• 11:17
  we
• 11:17
  do
• 11:17
  it
• 11:18
  especially
• 11:19
  because
• 11:19
  we
• 11:20
  want
• 11:20
  to
• 11:21
  minimize
• 11:22
  the
• 11:22
  effort
• 11:22
  for
• 11:23
  both
• 11:23
  sides.
• 11:24
  As
• 11:24
  Valentin
• 11:24
  said,
• 11:25
  when
• 11:25
  you
• 11:25
  open
• 11:25
  a
• 11:25
  new
• 11:25
  country,
• 11:26
  you
• 11:26
  cannot
• 11:27
  support
• 11:28
  all
• 11:29
  the
• 11:29
  complexity
• 11:29
  the
• 11:29
  same
• 11:30
  way
• 11:30
  you
• 11:30
  do
• 11:30
  on
• 11:31
  your
• 11:31
  original
• 11:31
  market,
• 11:32
  because
• 11:32
  you
• 11:33
  are
• 11:33
  facing
• 11:33
  competitors
• 11:34
  who
• 11:34
  know
• 11:34
  the
• 11:34
  market,
• 11:35
  they
• 11:35
  have
• 11:35
  hundreds
• 11:35
  of
• 11:36
  people
• 11:36
  dedicated
• 11:37
  and
• 11:37
  you
• 11:37
  don't
• 11:37
  when
• 11:38
  you
• 11:38
  just
• 11:38
  join
• 11:38
  Germany,
• 11:39
  France,
• 11:39
  Italy,
• 11:40
  Spain.
• 11:40
  Right.
• 11:41
  So
• 11:41
  we
• 11:41
  are
• 11:41
  here
• 11:42
  to
• 11:42
  allow
• 11:42
  you
• 11:43
  to
• 11:43
  work
• 11:43
  at
• 11:44
  scale
• 11:44
  and
• 11:44
  to
• 11:45
  compete
• 11:45
  with
• 11:45
  all
• 11:46
  those
• 11:46
  marketplaces
• 11:47
  without
• 11:48
  adding
• 11:48
  the
• 11:49
  extra
• 11:49
  resources.
• 11:49
  Right.
• 11:50
  And
• 11:50
  for
• 11:51
  the
• 11:51
  seller
• 11:51
  side,
• 11:51
  what
• 11:52
  we
• 11:52
  are
• 11:52
  doing
• 11:52
  is
• 11:53
  joining
• 11:54
  a
• 11:54
  new
• 11:54
  marketplace
• 11:55
  can
• 11:55
  look
• 11:55
  as
• 11:56
  a
• 11:56
  bet,
• 11:56
  as
• 11:56
  a
• 11:56
  gamble.
• 11:57
  And
• 11:57
  what
• 11:57
  we
• 11:58
  say
• 11:58
  is,
• 11:58
  because
• 11:59
  we
• 11:59
  take
• 11:59
  Care
• 11:59
  of
• 11:59
  all
• 12:00
  the
• 12:00
  complexity.
• 12:01
  We
• 12:02
  vanish
• 12:02
  the
• 12:02
  bet.
• 12:02
  You
• 12:03
  say
• 12:03
  let's
• 12:03
  join
• 12:03
  Unboy.
• 12:04
  It
• 12:05
  won't
• 12:05
  cost
• 12:05
  you
• 12:05
  nothing
• 12:05
  because
• 12:06
  we
• 12:06
  will
• 12:06
  do
• 12:06
  the
• 12:06
  job
• 12:07
  for
• 12:07
  you.
• 12:07
  And
• 12:07
  then
• 12:07
  you
• 12:08
  get
• 12:08
  advantage
• 12:08
  of
• 12:09
  all
• 12:09
  the
• 12:10
  uniqueness
• 12:10
  of
• 12:11
  Unboy
• 12:12
  particularities
• 12:13
  and
• 12:13
  Unboy
• 12:13
  sales
• 12:14
  channel
• 12:14
  on
• 12:14
  other
• 12:15
  markets.
• 12:17
  Okay,
• 12:19
  Valentin,
• 12:19
  over
• 12:19
  to
• 12:20
  you
• 12:20
  again.
• 12:20
  Because
• 12:21
  if
• 12:21
  I
• 12:22
  researched
• 12:23
  on
• 12:23
  Bike
• 12:23
  correctly
• 12:24
  then
• 12:25
  you
• 12:25
  are
• 12:26
  a
• 12:26
  company
• 12:26
  that
• 12:27
  is
• 12:27
  known
• 12:27
  for
• 12:27
  building
• 12:28
  their
• 12:28
  own
• 12:28
  proprietary
• 12:29
  platforms,
• 12:31
  their
• 12:31
  own
• 12:31
  technology
• 12:32
  and
• 12:32
  not
• 12:32
  using
• 12:33
  that
• 12:33
  many
• 12:34
  external
• 12:34
  partners.
• 12:35
  Do
• 12:36
  correct
• 12:36
  me
• 12:36
  if
• 12:36
  I'm
• 12:36
  wrong.
• 12:37
  So
• 12:38
  how
• 12:39
  did
• 12:39
  it
• 12:39
  come
• 12:39
  for
• 12:40
  you
• 12:40
  into
• 12:40
  place
• 12:41
  that
• 12:41
  you
• 12:41
  actually
• 12:41
  wanted
• 12:41
  to
• 12:42
  partner
• 12:42
  with
• 12:42
  someone
• 12:44
  as
• 12:44
  Octopia
• 12:45
  and
• 12:45
  basically
• 12:46
  handing
• 12:47
  the
• 12:47
  full
• 12:48
  seller
• 12:49
  aggregation
• 12:50
  part
• 12:50
  of
• 12:51
  the
• 12:51
  business
• 12:51
  for
• 12:51
  your
• 12:52
  international
• 12:52
  side
• 12:53
  to
• 12:53
  an
• 12:53
  external
• 12:54
  partner?
• 12:55
  I
• 12:55
  mean
• 12:56
  we
• 12:56
  do
• 12:56
  have
• 12:57
  to,
• 12:57
  to
• 12:58
  see
• 12:58
  these
• 12:58
  things
• 12:58
  differently,
• 12:59
  right?
• 12:59
  We
• 13:00
  do.
• 13:00
  We,
• 13:00
  we
• 13:00
  do
• 13:00
  have
• 13:00
  on
• 13:01
  the
• 13:01
  one
• 13:01
  side
• 13:01
  obviously
• 13:02
  our,
• 13:03
  our
• 13:03
  platform
• 13:04
  that,
• 13:04
  that,
• 13:04
  that
• 13:05
  we
• 13:05
  build
• 13:05
  our
• 13:06
  ourselves,
• 13:06
  that
• 13:07
  we
• 13:08
  engage
• 13:08
  with
• 13:08
  ourselves,
• 13:09
  that
• 13:09
  we
• 13:10
  basically
• 13:10
  use
• 13:11
  our
• 13:11
  own
• 13:11
  resources
• 13:12
  to
• 13:12
  build
• 13:13
  that
• 13:13
  up.
• 13:13
  That's
• 13:14
  the,
• 13:14
  the
• 13:14
  one
• 13:14
  point.
• 13:15
  And
• 13:15
  the,
• 13:15
  the
• 13:16
  other
• 13:16
  point
• 13:16
  is
• 13:16
  actually
• 13:17
  the
• 13:17
  excellent
• 13:18
  means
• 13:18
  the
• 13:18
  acquisition
• 13:19
  of
• 13:19
  sellers
• 13:19
  that
• 13:20
  we
• 13:20
  have.
• 13:20
  Right.
• 13:21
  So
• 13:21
  for
• 13:22
  that
• 13:22
  it's
• 13:23
  not
• 13:24
  necessary
• 13:25
  to
• 13:25
  build
• 13:25
  up
• 13:26
  our
• 13:27
  own
• 13:27
  systems
• 13:27
  for
• 13:28
  that
• 13:28
  if
• 13:28
  there's
• 13:28
  already
• 13:29
  an
• 13:29
  ecosystem
• 13:30
  like
• 13:30
  Octopia
• 13:31
  available
• 13:31
  which
• 13:31
  we
• 13:32
  can
• 13:32
  just
• 13:32
  basically
• 13:33
  pull
• 13:34
  into.
• 13:34
  Right.
• 13:35
  So
• 13:35
  it
• 13:36
  is
• 13:36
  absolutely
• 13:37
  true
• 13:37
  that
• 13:37
  all
• 13:38
  of
• 13:38
  our
• 13:38
  systems
• 13:39
  are
• 13:39
  basically
• 13:39
  built
• 13:40
  for
• 13:41
  from
• 13:41
  our
• 13:42
  own,
• 13:43
  out
• 13:43
  of
• 13:43
  our
• 13:44
  own
• 13:44
  office,
• 13:44
  from
• 13:45
  our
• 13:45
  own
• 13:45
  people.
• 13:46
  Right.
• 13:46
  But
• 13:47
  when
• 13:47
  it
• 13:47
  comes
• 13:47
  to
• 13:47
  seller
• 13:48
  acquisition,
• 13:49
  acquisition,
• 13:50
  we
• 13:50
  are
• 13:50
  more
• 13:50
  than
• 13:51
  happy
• 13:51
  to
• 13:52
  work
• 13:52
  with
• 13:52
  with
• 13:53
  Utopia.
• 13:55
  What
• 13:55
  is
• 13:55
  that
• 13:56
  a
• 13:56
  scenario
• 13:56
  that
• 13:57
  often
• 13:57
  happens
• 13:57
  to
• 13:58
  you
• 13:58
  when
• 13:58
  you
• 13:58
  work
• 13:58
  with
• 13:59
  marketplaces
• 14:00
  that
• 14:00
  they
• 14:00
  are
• 14:02
  and
• 14:02
  they
• 14:02
  have
• 14:03
  normally
• 14:03
  built
• 14:03
  their
• 14:03
  own
• 14:03
  technical
• 14:04
  technological
• 14:05
  legacy.
• 14:05
  Of
• 14:06
  course.
• 14:06
  And
• 14:06
  then
• 14:06
  they
• 14:07
  are
• 14:07
  looking
• 14:07
  for
• 14:08
  a
• 14:08
  partner
• 14:08
  that
• 14:08
  is
• 14:08
  easy
• 14:09
  to
• 14:09
  integrate
• 14:09
  for
• 14:10
  one
• 14:10
  part
• 14:10
  of
• 14:11
  their
• 14:11
  business.
• 14:12
  Yeah,
• 14:12
  yeah,
• 14:12
  sure.
• 14:13
  Because
• 14:13
  in
• 14:13
  fact
• 14:14
  when
• 14:14
  you
• 14:14
  want
• 14:15
  to
• 14:15
  expand
• 14:16
  outside
• 14:16
  of
• 14:16
  your
• 14:17
  original
• 14:17
  market
• 14:18
  time
• 14:18
  to
• 14:18
  market
• 14:18
  matters
• 14:19
  a
• 14:19
  lot
• 14:20
  because
• 14:20
  you
• 14:20
  will
• 14:20
  make
• 14:21
  noise
• 14:21
  many
• 14:21
  marketing
• 14:22
  around
• 14:22
  the
• 14:22
  fact
• 14:22
  that
• 14:23
  hey,
• 14:23
  I
• 14:23
  will
• 14:23
  arrive
• 14:24
  in
• 14:24
  this
• 14:24
  country,
• 14:24
  etc.
• 14:25
  Etc.
• 14:25
  But
• 14:25
  if
• 14:26
  you
• 14:26
  make
• 14:26
  a
• 14:26
  lot
• 14:27
  of
• 14:27
  noise
• 14:27
  and
• 14:28
  when
• 14:28
  the
• 14:28
  final
• 14:28
  consumer
• 14:29
  go
• 14:29
  into
• 14:29
  your
• 14:30
  website
• 14:30
  and
• 14:30
  it's
• 14:30
  like
• 14:32
  not
• 14:32
  something
• 14:32
  very
• 14:33
  different
• 14:33
  than
• 14:33
  what
• 14:33
  there
• 14:34
  is
• 14:34
  in
• 14:34
  your
• 14:34
  market
• 14:34
  or
• 14:35
  if
• 14:35
  you
• 14:35
  just
• 14:35
  say
• 14:36
  I
• 14:36
  open
• 14:37
  a
• 14:37
  new
• 14:37
  market
• 14:37
  for
• 14:38
  my
• 14:38
  initial
• 14:39
  pool
• 14:39
  of
• 14:39
  sellers,
• 14:40
  that's
• 14:40
  it,
• 14:41
  you
• 14:41
  are
• 14:41
  not
• 14:41
  making
• 14:41
  you
• 14:42
  very
• 14:42
  different.
• 14:42
  Right.
• 14:43
  You
• 14:43
  need
• 14:43
  all
• 14:44
  those
• 14:44
  cross
• 14:45
  border
• 14:45
  sellers
• 14:45
  and
• 14:46
  you
• 14:46
  need
• 14:46
  the
• 14:46
  top
• 14:47
  local
• 14:47
  sellers
• 14:47
  to
• 14:48
  be
• 14:48
  able
• 14:48
  to
• 14:48
  fight
• 14:49
  in
• 14:49
  an
• 14:49
  equal
• 14:50
  fight
• 14:50
  with
• 14:50
  all
• 14:51
  your
• 14:51
  new
• 14:51
  competitors.
• 14:52
  Right.
• 14:53
  So
• 14:53
  of
• 14:53
  course
• 14:53
  if
• 14:54
  you
• 14:54
  want
• 14:54
  to
• 14:54
  be
• 14:55
  fast
• 14:55
  and
• 14:55
  compete
• 14:56
  at
• 14:56
  scale,
• 14:57
  partnership
• 14:57
  is
• 14:58
  great
• 14:58
  because
• 14:58
  we
• 14:59
  work
• 15:00
  on
• 15:00
  buy
• 15:00
  will
• 15:01
  focus
• 15:01
  on
• 15:01
  what
• 15:02
  they
• 15:02
  are
• 15:02
  good
• 15:02
  for
• 15:02
  their
• 15:03
  DNA
• 15:04
  As
• 15:04
  Valentin
• 15:04
  said,
• 15:05
  on
• 15:05
  Buy
• 15:05
  there
• 15:05
  is
• 15:06
  a
• 15:06
  huge
• 15:06
  customer
• 15:07
  loyal
• 15:07
  base
• 15:08
  which
• 15:08
  makes
• 15:08
  them
• 15:09
  very
• 15:09
  unique.
• 15:09
  Right.
• 15:10
  So
• 15:10
  you
• 15:10
  can
• 15:10
  focus
• 15:11
  on
• 15:11
  what
• 15:11
  you
• 15:11
  are
• 15:11
  doing
• 15:12
  great
• 15:13
  and
• 15:14
  all
• 15:14
  the
• 15:14
  rest
• 15:14
  where
• 15:15
  you
• 15:15
  added
• 15:15
  value
• 15:16
  is
• 15:16
  less
• 15:16
  obvious.
• 15:17
  The
• 15:17
  operational
• 15:18
  task
• 15:18
  identifies
• 15:19
  the
• 15:19
  good
• 15:19
  sellers,
• 15:20
  fine
• 15:20
  tunes
• 15:20
  the
• 15:21
  catalog,
• 15:21
  etc.
• 15:22
  You
• 15:22
  can
• 15:22
  delegate
• 15:23
  it
• 15:23
  to
• 15:23
  a
• 15:23
  partnership
• 15:24
  who
• 15:24
  has
• 15:24
  already
• 15:24
  the
• 15:25
  ecosystem
• 15:25
  ready
• 15:26
  to
• 15:26
  go.
• 15:26
  So
• 15:27
  we
• 15:27
  have
• 15:27
  set
• 15:27
  up
• 15:27
  a
• 15:27
  huge
• 15:27
  ecosystem
• 15:28
  at
• 15:28
  Ectopia
• 15:29
  because
• 15:29
  we
• 15:30
  have
• 15:30
  50
• 15:30
  feed
• 15:31
  manager
• 15:31
  connected,
• 15:31
  we
• 15:32
  have
• 15:32
  10,000
• 15:32
  sellers,
• 15:33
  we
• 15:34
  have
• 15:34
  people
• 15:34
  in
• 15:34
  all
• 15:34
  languages
• 15:35
  to
• 15:35
  hire
• 15:35
  all
• 15:36
  the
• 15:36
  European
• 15:36
  sellers.
• 15:37
  So
• 15:37
  it's
• 15:37
  ready
• 15:37
  to
• 15:37
  use.
• 15:37
  Right.
• 15:38
  So
• 15:38
  instead
• 15:39
  of
• 15:39
  waiting
• 15:39
  years
• 15:40
  to
• 15:40
  be
• 15:40
  able
• 15:41
  to
• 15:41
  have
• 15:41
  the
• 15:41
  same
• 15:41
  weapons
• 15:42
  than
• 15:42
  your
• 15:43
  competitors,
• 15:43
  you
• 15:44
  can
• 15:44
  have
• 15:44
  it
• 15:44
  ready
• 15:44
  right
• 15:44
  now
• 15:45
  when
• 15:45
  you
• 15:45
  open
• 15:45
  your
• 15:45
  new
• 15:46
  marketplace.
• 15:48
  So
• 15:48
  what
• 15:48
  part
• 15:48
  of
• 15:49
  this
• 15:49
  ecosystem
• 15:50
  have
• 15:50
  you
• 15:50
  used
• 15:50
  so
• 15:50
  far
• 15:51
  at
• 15:51
  OnBuy,
• 15:51
  Valentin?
• 15:53
  How
• 15:53
  many
• 15:53
  of
• 15:53
  those
• 15:54
  sellers
• 15:54
  have
• 15:55
  you
• 15:55
  acquisitioned
• 15:56
  for
• 15:56
  On
• 15:56
  Buy?
• 15:57
  What
• 15:58
  are
• 15:58
  you
• 15:58
  using
• 15:58
  Octopia
• 15:59
  for
• 15:59
  specifically?
• 16:00
  I
• 16:00
  mean
• 16:01
  basically
• 16:01
  right
• 16:01
  now
• 16:02
  we
• 16:02
  are
• 16:03
  using
• 16:04
  octopia
• 16:05
  to
• 16:06
  scale
• 16:06
  hard
• 16:06
  and
• 16:07
  fast
• 16:07
  in
• 16:07
  the
• 16:07
  particular
• 16:08
  countries
• 16:09
  where
• 16:09
  we
• 16:09
  are
• 16:10
  basically
• 16:11
  doing
• 16:12
  new
• 16:12
  business.
• 16:13
  Right
• 16:13
  right
• 16:13
  now
• 16:14
  with
• 16:15
  the
• 16:15
  great
• 16:15
  integration
• 16:16
  that
• 16:16
  we
• 16:17
  have
• 16:17
  into
• 16:18
  our
• 16:18
  own
• 16:18
  systems.
• 16:19
  Basically
• 16:19
  we
• 16:20
  are
• 16:20
  trying,
• 16:21
  even
• 16:21
  though
• 16:21
  we
• 16:21
  are
• 16:22
  building
• 16:22
  our
• 16:22
  own
• 16:24
  thing,
• 16:24
  we
• 16:24
  try
• 16:25
  to
• 16:25
  be
• 16:25
  as
• 16:25
  accessible
• 16:26
  as
• 16:26
  possible
• 16:27
  for
• 16:28
  other
• 16:28
  partners,
• 16:29
  whether
• 16:29
  it
• 16:29
  comes
• 16:29
  to
• 16:30
  octopia,
• 16:31
  plenty
• 16:31
  markets,
• 16:32
  whatever.
• 16:33
  Right.
• 16:34
  So
• 16:34
  what
• 16:35
  we
• 16:35
  want
• 16:35
  to
• 16:35
  make
• 16:35
  sure
• 16:36
  is
• 16:37
  that
• 16:37
  we
• 16:38
  scale
• 16:38
  fast.
• 16:39
  So.
• 16:39
  Right.
• 16:40
  So
• 16:40
  right
• 16:40
  now
• 16:40
  we're
• 16:41
  focus
• 16:41
  on
• 16:42
  getting
• 16:42
  new
• 16:42
  sellers
• 16:43
  onboarded.
• 16:44
  And
• 16:45
  on
• 16:45
  top
• 16:45
  of
• 16:45
  that,
• 16:46
  I
• 16:46
  know
• 16:46
  that
• 16:47
  Octopia
• 16:47
  has
• 16:48
  many,
• 16:48
  many
• 16:48
  more,
• 16:48
  more
• 16:49
  modules
• 16:50
  which
• 16:50
  we
• 16:50
  definitely
• 16:51
  can
• 16:52
  look
• 16:52
  at
• 16:52
  in
• 16:53
  the
• 16:53
  future.
• 16:53
  But
• 16:53
  right
• 16:54
  now
• 16:54
  our
• 16:54
  focus
• 16:55
  is
• 16:55
  basically
• 16:55
  to
• 16:56
  get
• 16:56
  our
• 16:57
  seller
• 16:57
  base
• 16:58
  to
• 16:58
  basically
• 16:58
  lift
• 16:59
  up
• 16:59
  our
• 16:59
  supply
• 17:00
  in
• 17:00
  the
• 17:00
  local
• 17:00
  markets
• 17:01
  and
• 17:02
  then
• 17:02
  we
• 17:02
  see
• 17:03
  what
• 17:03
  other
• 17:03
  modules
• 17:04
  we
• 17:04
  can
• 17:04
  use
• 17:05
  to
• 17:05
  grow
• 17:05
  further.
• 17:07
  Okay,
• 17:08
  so
• 17:08
  how
• 17:09
  does
• 17:09
  this
• 17:09
  look
• 17:09
  from
• 17:10
  the
• 17:10
  seller's
• 17:11
  perspective?
• 17:12
  Maybe
• 17:12
  Paul
• 17:12
  May,
• 17:13
  you
• 17:13
  can
• 17:13
  describe
• 17:15
  what
• 17:15
  it
• 17:15
  looks
• 17:15
  like
• 17:16
  if
• 17:16
  a
• 17:16
  seller
• 17:16
  that
• 17:17
  is,
• 17:17
  I
• 17:17
  don't
• 17:17
  know,
• 17:18
  in
• 17:18
  Spain
• 17:19
  trying
• 17:19
  to
• 17:19
  sell
• 17:19
  on
• 17:20
  On
• 17:20
  Buy,
• 17:21
  trying
• 17:21
  to
• 17:21
  list
• 17:21
  their
• 17:22
  products
• 17:22
  on
• 17:22
  On
• 17:23
  Buy
• 17:24
  and
• 17:24
  does
• 17:24
  that
• 17:25
  through
• 17:25
  Octopia.
• 17:26
  How
• 17:26
  does
• 17:26
  that
• 17:26
  process
• 17:27
  for
• 17:27
  the
• 17:27
  seller
• 17:28
  look
• 17:28
  like?
• 17:29
  So
• 17:29
  the
• 17:30
  first
• 17:30
  thing
• 17:30
  is
• 17:30
  very
• 17:30
  important
• 17:31
  to
• 17:31
  say
• 17:31
  that
• 17:31
  is
• 17:32
  you
• 17:33
  have
• 17:33
  to
• 17:33
  be
• 17:33
  eligible
• 17:34
  to
• 17:34
  join
• 17:34
  On
• 17:34
  Buy
• 17:35
  first.
• 17:35
  So
• 17:35
  what
• 17:36
  we
• 17:36
  are,
• 17:36
  when
• 17:36
  we
• 17:37
  set
• 17:37
  up
• 17:37
  the
• 17:37
  partnership
• 17:38
  is
• 17:38
  first
• 17:39
  to
• 17:39
  understand
• 17:39
  what
• 17:40
  is
• 17:40
  owned
• 17:40
  by
• 17:40
  strategy
• 17:41
  and
• 17:42
  what
• 17:42
  are
• 17:42
  their
• 17:42
  criteria
• 17:44
  to
• 17:44
  hire
• 17:44
  the
• 17:45
  seller.
• 17:45
  Right.
• 17:45
  Because
• 17:46
  from
• 17:46
  one
• 17:46
  marketplace
• 17:47
  to
• 17:47
  another
• 17:47
  one
• 17:47
  of
• 17:48
  course
• 17:48
  criteria
• 17:49
  could
• 17:49
  be
• 17:49
  very
• 17:49
  different.
• 17:50
  Right.
• 17:51
  So
• 17:51
  it's
• 17:51
  not
• 17:51
  like
• 17:52
  unbuy
• 17:53
  have
• 17:53
  access
• 17:53
  to
• 17:53
  10,000
• 17:54
  sellers
• 17:54
  and
• 17:55
  let's
• 17:55
  wait
• 17:55
  and
• 17:55
  see
• 17:56
  and
• 17:56
  you
• 17:56
  can
• 17:56
  check
• 17:56
  it
• 17:57
  out.
• 17:57
  Some
• 17:57
  sellers,
• 17:57
  maybe
• 17:58
  some
• 17:58
  of
• 17:58
  them
• 17:58
  are
• 17:59
  good
• 17:59
  for
• 17:59
  them,
• 17:59
  maybe
• 17:59
  some
• 18:00
  of
• 18:00
  them
• 18:00
  are
• 18:00
  not.
• 18:01
  We
• 18:01
  do
• 18:01
  an
• 18:01
  initial
• 18:02
  selection
• 18:03
  and
• 18:03
  this
• 18:03
  selection
• 18:04
  has
• 18:04
  to
• 18:04
  be
• 18:05
  finally
• 18:05
  validated
• 18:06
  as
• 18:06
  well
• 18:06
  by
• 18:06
  unbuy.
• 18:07
  Right?
• 18:07
  So
• 18:08
  if
• 18:08
  senior
• 18:09
  wants
• 18:09
  to
• 18:09
  go
• 18:10
  to
• 18:10
  unbuy,
• 18:10
  he
• 18:10
  has
• 18:11
  to
• 18:11
  fit
• 18:11
  into
• 18:12
  the
• 18:12
  criteria
• 18:13
  list
• 18:13
  of
• 18:13
  unbuy.
• 18:14
  Then
• 18:14
  if
• 18:14
  it's
• 18:15
  done
• 18:15
  for
• 18:15
  both
• 18:15
  sides,
• 18:16
  he
• 18:16
  wants
• 18:16
  to
• 18:16
  go
• 18:17
  unbuy
• 18:17
  one
• 18:17
  theme.
• 18:18
  Then
• 18:18
  we
• 18:19
  run
• 18:19
  through
• 18:19
  all
• 18:19
  the
• 18:20
  operational
• 18:20
  process,
• 18:21
  right?
• 18:21
  So
• 18:21
  we
• 18:21
  say,
• 18:22
  okay,
• 18:22
  he
• 18:22
  needs
• 18:22
  to
• 18:22
  accept
• 18:23
  the
• 18:23
  condition
• 18:24
  of
• 18:24
  unbuy.
• 18:25
  Then
• 18:25
  we
• 18:25
  create
• 18:26
  an
• 18:27
  environment
• 18:27
  where
• 18:27
  he
• 18:28
  can
• 18:28
  duplicate
• 18:28
  his
• 18:28
  catalog.
• 18:29
  So
• 18:29
  we
• 18:29
  take
• 18:29
  care
• 18:29
  of
• 18:30
  all
• 18:30
  the
• 18:30
  process.
• 18:31
  We
• 18:31
  collect
• 18:32
  the
• 18:32
  kyc.
• 18:32
  If
• 18:33
  there
• 18:33
  is
• 18:33
  a
• 18:33
  gap
• 18:33
  between
• 18:34
  On
• 18:34
  Buy,
• 18:34
  PSP
• 18:35
  and
• 18:35
  rpsp,
• 18:37
  we
• 18:37
  create
• 18:37
  the
• 18:37
  stores,
• 18:38
  we
• 18:38
  create
• 18:38
  the
• 18:38
  product
• 18:39
  and
• 18:39
  we
• 18:39
  also
• 18:40
  fine
• 18:40
  tune
• 18:40
  the
• 18:41
  catalog
• 18:41
  to
• 18:41
  make
• 18:42
  sure
• 18:42
  that
• 18:42
  it's
• 18:42
  not
• 18:42
  just
• 18:43
  a
• 18:43
  duplication
• 18:44
  on
• 18:44
  what
• 18:44
  the
• 18:45
  seller
• 18:45
  is
• 18:45
  doing
• 18:45
  on
• 18:46
  other
• 18:46
  marketplaces,
• 18:47
  but
• 18:47
  to
• 18:47
  make
• 18:47
  sure
• 18:48
  that
• 18:48
  the
• 18:48
  catalog
• 18:48
  is
• 18:49
  really
• 18:49
  tailor
• 18:50
  made
• 18:50
  for
• 18:50
  On
• 18:50
  Buy.
• 18:51
  It
• 18:51
  doesn't
• 18:52
  be
• 18:52
  the
• 18:52
  same
• 18:52
  pricing,
• 18:53
  not
• 18:53
  maybe
• 18:54
  the
• 18:54
  same
• 18:54
  product,
• 18:54
  not
• 18:54
  maybe
• 18:55
  the
• 18:55
  same
• 18:55
  description
• 18:56
  itself.
• 18:57
  So
• 18:57
  we
• 18:57
  want
• 18:57
  to
• 18:57
  make
• 18:57
  sure
• 18:57
  that
• 18:58
  it's
• 18:58
  a
• 18:58
  tailor
• 18:58
  made
• 18:59
  approach
• 18:59
  for
• 18:59
  each
• 18:59
  catalog.
• 19:00
  That's
• 19:00
  where
• 19:00
  we
• 19:00
  make
• 19:00
  the
• 19:00
  difference.
• 19:01
  If
• 19:01
  not,
• 19:02
  we
• 19:02
  just
• 19:02
  duplicate
• 19:03
  a
• 19:03
  catalog
• 19:03
  and
• 19:03
  that's
• 19:04
  it.
• 19:04
  But
• 19:04
  we
• 19:04
  don't
• 19:04
  bring
• 19:04
  any
• 19:05
  value,
• 19:05
  we
• 19:05
  don't
• 19:05
  enhance
• 19:06
  the
• 19:06
  performance
• 19:06
  of
• 19:07
  each
• 19:07
  seller.
• 19:07
  Right.
• 19:08
  So
• 19:08
  we
• 19:08
  went
• 19:08
  through
• 19:08
  all
• 19:09
  of
• 19:09
  that
• 19:09
  and
• 19:09
  even
• 19:09
  on
• 19:09
  top
• 19:10
  of
• 19:10
  that,
• 19:10
  this
• 19:10
  is
• 19:10
  what
• 19:10
  Valentin
• 19:11
  were
• 19:11
  talking.
• 19:12
  After
• 19:13
  the
• 19:13
  first
• 19:13
  month
• 19:14
  we
• 19:14
  are
• 19:14
  able,
• 19:14
  if
• 19:15
  the
• 19:16
  marketplaces
• 19:16
  agree
• 19:17
  to
• 19:17
  also
• 19:18
  doing
• 19:18
  the
• 19:18
  account
• 19:18
  management
• 19:19
  of
• 19:19
  these
• 19:20
  sellers
• 19:20
  to
• 19:21
  follow
• 19:21
  them
• 19:21
  and
• 19:22
  make
• 19:22
  sure
• 19:22
  they
• 19:22
  over
• 19:23
  perform
• 19:23
  and
• 19:24
  they
• 19:24
  stay
• 19:24
  loyal
• 19:25
  to
• 19:25
  the
• 19:25
  new
• 19:25
  marketplace.
• 19:26
  Because
• 19:26
  the
• 19:27
  idea
• 19:27
  is
• 19:27
  not
• 19:27
  just
• 19:28
  to
• 19:28
  connect
• 19:28
  the
• 19:28
  sellers
• 19:29
  then
• 19:30
  let
• 19:30
  them
• 19:30
  alone
• 19:31
  in
• 19:31
  a
• 19:31
  new
• 19:31
  market.
• 19:31
  He
• 19:32
  doesn't
• 19:32
  know
• 19:32
  and
• 19:32
  after
• 19:33
  six
• 19:33
  months
• 19:33
  he
• 19:33
  will
• 19:34
  churn.
• 19:34
  So
• 19:34
  we
• 19:34
  don't
• 19:35
  want
• 19:35
  that.
• 19:35
  Right.
• 19:35
  So
• 19:35
  this
• 19:35
  is
• 19:36
  why
• 19:36
  we
• 19:36
  keep
• 19:36
  a
• 19:36
  huge
• 19:36
  human
• 19:37
  support
• 19:37
  to
• 19:38
  make
• 19:38
  sure
• 19:38
  he
• 19:38
  can
• 19:38
  stay
• 19:39
  and
• 19:39
  over
• 19:39
  perform.
• 19:40
  Right.
• 19:41
  And
• 19:41
  maybe
• 19:42
  that
• 19:42
  that
• 19:43
  is
• 19:43
  also.
• 19:44
  Sorry,
• 19:44
  if
• 19:44
  I
• 19:44
  may
• 19:45
  add
• 19:45
  to
• 19:45
  what
• 19:45
  Paul
• 19:46
  said
• 19:46
  and
• 19:46
  this
• 19:46
  is
• 19:46
  something
• 19:47
  what
• 19:47
  makes
• 19:47
  us
• 19:47
  still
• 19:48
  special.
• 19:48
  We
• 19:49
  take
• 19:49
  great
• 19:50
  pride
• 19:50
  and
• 19:50
  great
• 19:51
  value
• 19:51
  in
• 19:52
  trying
• 19:52
  to
• 19:52
  talk
• 19:53
  to
• 19:53
  our
• 19:53
  sellers
• 19:53
  in
• 19:53
  person
• 19:54
  as
• 19:54
  well.
• 19:54
  So
• 19:55
  whenever
• 19:55
  there
• 19:55
  is
• 19:56
  any
• 19:56
  kind
• 19:56
  of
• 19:56
  issue,
• 19:57
  you
• 19:57
  or
• 19:58
  a
• 19:59
  seller
• 19:59
  wants
• 19:59
  to
• 19:59
  get
• 20:00
  to
• 20:00
  know
• 20:00
  us.
• 20:01
  You
• 20:01
  don't
• 20:01
  need
• 20:02
  to
• 20:02
  wait
• 20:02
  for
• 20:02
  a
• 20:03
  call
• 20:03
  for
• 20:03
  two
• 20:03
  weeks.
• 20:04
  You
• 20:04
  just
• 20:04
  write
• 20:04
  us
• 20:05
  an
• 20:05
  email
• 20:05
  and
• 20:05
  we
• 20:06
  get
• 20:06
  in
• 20:06
  touch
• 20:06
  as
• 20:06
  quickly
• 20:07
  as
• 20:07
  possible.
• 20:09
  That's
• 20:09
  what
• 20:09
  I
• 20:10
  heard
• 20:10
  actually
• 20:10
  from
• 20:10
  the
• 20:10
  market.
• 20:11
  Yes.
• 20:13
  So
• 20:14
  I
• 20:14
  wanted
• 20:14
  to
• 20:15
  fall
• 20:15
  back
• 20:15
  on
• 20:16
  the
• 20:16
  point
• 20:16
  that
• 20:16
  you
• 20:16
  just
• 20:17
  raised
• 20:17
  Paul
• 20:18
  because
• 20:18
  you
• 20:18
  said
• 20:19
  you
• 20:19
  are
• 20:21
  making
• 20:21
  sure
• 20:22
  that
• 20:22
  that
• 20:22
  the
• 20:23
  catalog
• 20:23
  of
• 20:23
  each
• 20:24
  marketplace
• 20:24
  that
• 20:24
  you
• 20:25
  are
• 20:25
  referring
• 20:26
  your
• 20:26
  sellers
• 20:26
  to
• 20:27
  is
• 20:27
  still
• 20:28
  unique
• 20:28
  and
• 20:29
  different
• 20:29
  and
• 20:29
  that
• 20:30
  each
• 20:30
  Seller
• 20:31
  is
• 20:31
  going
• 20:32
  for
• 20:32
  maybe
• 20:32
  for
• 20:32
  a
• 20:32
  different
• 20:33
  part
• 20:33
  of
• 20:33
  their,
• 20:34
  their
• 20:34
  own
• 20:35
  assortment
• 20:35
  or
• 20:36
  for
• 20:36
  a
• 20:36
  different
• 20:36
  price
• 20:36
  category
• 20:37
  or
• 20:37
  even
• 20:37
  for
• 20:38
  different
• 20:38
  descriptions
• 20:39
  so
• 20:39
  that
• 20:40
  the
• 20:40
  marketplaces
• 20:41
  stay
• 20:42
  distinguishable.
• 20:44
  I
• 20:44
  think
• 20:44
  that
• 20:44
  is
• 20:45
  a
• 20:45
  very
• 20:45
  interesting
• 20:45
  point
• 20:46
  because
• 20:46
  this
• 20:46
  is
• 20:46
  something
• 20:46
  that
• 20:47
  I
• 20:47
  heard
• 20:47
  raised
• 20:48
  actually
• 20:48
  as
• 20:49
  a
• 20:49
  concern
• 20:49
  that
• 20:50
  if
• 20:50
  you
• 20:50
  are,
• 20:51
  you
• 20:51
  know,
• 20:51
  listing
• 20:51
  your
• 20:52
  products
• 20:52
  with
• 20:52
  one
• 20:52
  of
• 20:53
  one
• 20:53
  marketplace
• 20:54
  aggregator
• 20:55
  that
• 20:56
  basically
• 20:56
  what
• 20:56
  comes
• 20:57
  out
• 20:57
  of
• 20:57
  it
• 20:57
  are
• 20:58
  lots
• 20:58
  of
• 20:58
  marketplaces
• 20:59
  that
• 20:59
  look
• 20:59
  just
• 20:59
  the
• 21:00
  same
• 21:00
  and
• 21:00
  are
• 21:01
  basically
• 21:02
  interchangeable.
• 21:03
  But
• 21:03
  what
• 21:03
  you
• 21:03
  are
• 21:03
  now
• 21:04
  stressing
• 21:04
  is
• 21:04
  that
• 21:05
  that's
• 21:05
  actually
• 21:05
  not
• 21:06
  the
• 21:06
  case.
• 21:07
  So
• 21:07
  can
• 21:07
  you
• 21:07
  maybe
• 21:08
  go
• 21:08
  a
• 21:08
  bit
• 21:09
  deeper
• 21:09
  into
• 21:09
  this?
• 21:09
  So
• 21:10
  how
• 21:10
  do
• 21:10
  the
• 21:10
  assortments
• 21:11
  really
• 21:12
  differ
• 21:12
  between
• 21:12
  the
• 21:13
  marketplaces
• 21:13
  you
• 21:13
  are
• 21:14
  tending
• 21:14
  to.
• 21:15
  Yeah,
• 21:15
  it's
• 21:15
  a
• 21:16
  fair
• 21:16
  questioning
• 21:16
  really
• 21:16
  because
• 21:17
  at
• 21:17
  the
• 21:17
  end
• 21:17
  there
• 21:17
  is
• 21:18
  a
• 21:18
  lot
• 21:18
  of
• 21:18
  European
• 21:19
  European
• 21:20
  sellers.
• 21:20
  And
• 21:20
  if
• 21:20
  you
• 21:20
  have
• 21:21
  all
• 21:21
  the
• 21:21
  same
• 21:21
  what
• 21:22
  could
• 21:22
  be
• 21:22
  different
• 21:22
  for
• 21:22
  the
• 21:22
  final
• 21:23
  consumer?
• 21:23
  Right.
• 21:24
  First
• 21:24
  of
• 21:24
  all,
• 21:24
  the
• 21:25
  fact
• 21:25
  that
• 21:25
  we
• 21:25
  have
• 21:26
  50
• 21:26
  marketplaces
• 21:27
  connected
• 21:27
  across
• 21:27
  different
• 21:28
  sectors,
• 21:28
  different
• 21:29
  activities.
• 21:30
  So
• 21:30
  if
• 21:30
  you
• 21:31
  are
• 21:31
  picking
• 21:31
  in
• 21:31
  a
• 21:31
  pool
• 21:32
  of
• 21:32
  10,000
• 21:32
  sellers
• 21:33
  who
• 21:33
  evolve
• 21:33
  each
• 21:34
  year
• 21:34
  with
• 21:34
  20
• 21:35
  millions
• 21:35
  product,
• 21:36
  you
• 21:36
  will
• 21:37
  have
• 21:37
  many
• 21:37
  way
• 21:37
  to
• 21:38
  find
• 21:38
  yourself
• 21:38
  different.
• 21:39
  Right.
• 21:39
  And
• 21:39
  even
• 21:40
  on
• 21:40
  top
• 21:40
  of
• 21:40
  that,
• 21:40
  even
• 21:40
  if
• 21:41
  you
• 21:41
  are
• 21:41
  working
• 21:41
  in
• 21:41
  the
• 21:42
  same
• 21:42
  industry,
• 21:43
  the
• 21:43
  positioning
• 21:44
  of
• 21:44
  each
• 21:44
  marketplace
• 21:45
  is
• 21:45
  not
• 21:46
  necessarily
• 21:46
  the
• 21:46
  same.
• 21:46
  The
• 21:47
  DNA
• 21:47
  is
• 21:47
  not
• 21:47
  the
• 21:47
  same.
• 21:48
  What
• 21:48
  you
• 21:48
  offer
• 21:48
  to
• 21:49
  the
• 21:49
  seller
• 21:49
  is
• 21:49
  not
• 21:49
  the
• 21:49
  same.
• 21:50
  So
• 21:50
  at
• 21:50
  the
• 21:51
  end
• 21:51
  of
• 21:51
  the
• 21:51
  game,
• 21:51
  the
• 21:52
  pitch
• 21:52
  we
• 21:53
  do
• 21:53
  to
• 21:54
  attract
• 21:54
  the
• 21:54
  sellers
• 21:55
  and
• 21:55
  make
• 21:55
  them
• 21:55
  join
• 21:56
  marketplace
• 21:56
  won't
• 21:56
  be
• 21:57
  the
• 21:57
  same.
• 21:57
  It
• 21:57
  will
• 21:57
  reflect
• 21:58
  this
• 21:58
  differentiation.
• 21:59
  So
• 22:00
  if
• 22:00
  you
• 22:00
  are
• 22:00
  a
• 22:00
  very
• 22:00
  specialist,
• 22:01
  you
• 22:01
  will
• 22:02
  have
• 22:02
  this
• 22:02
  kind
• 22:02
  of
• 22:02
  sellers
• 22:03
  who
• 22:03
  have
• 22:03
  a
• 22:03
  small
• 22:03
  catalog
• 22:04
  but
• 22:04
  with
• 22:04
  very
• 22:05
  top
• 22:05
  brands
• 22:06
  product.
• 22:06
  If
• 22:06
  you're
• 22:06
  a
• 22:06
  generalist,
• 22:07
  you
• 22:07
  may
• 22:07
  be
• 22:07
  more
• 22:07
  open
• 22:08
  to
• 22:08
  a
• 22:08
  generalist
• 22:09
  seller.
• 22:09
  So
• 22:10
  you
• 22:10
  won't
• 22:10
  look
• 22:10
  at
• 22:11
  the
• 22:11
  the
• 22:11
  same.
• 22:11
  Right?
• 22:12
  And
• 22:12
  even
• 22:12
  in
• 22:13
  a
• 22:13
  case
• 22:13
  where
• 22:13
  you
• 22:14
  want
• 22:14
  to
• 22:14
  have
• 22:14
  the
• 22:14
  same
• 22:15
  kind
• 22:15
  of
• 22:15
  sellers,
• 22:16
  the
• 22:16
  fact
• 22:17
  that
• 22:18
  Valentin
• 22:19
  and
• 22:19
  own
• 22:19
  buy
• 22:20
  team
• 22:20
  can
• 22:20
  take
• 22:20
  advantage
• 22:21
  of
• 22:21
  our
• 22:22
  huge
• 22:23
  customer
• 22:24
  close
• 22:24
  relationship.
• 22:25
  Each
• 22:25
  marketplace
• 22:26
  has
• 22:26
  a
• 22:26
  customer
• 22:26
  success
• 22:27
  manager
• 22:27
  as
• 22:28
  one
• 22:28
  single
• 22:28
  point
• 22:28
  of
• 22:29
  contact
• 22:29
  from
• 22:29
  octopia.
• 22:30
  And
• 22:30
  his
• 22:30
  job
• 22:31
  is
• 22:31
  not
• 22:31
  only
• 22:31
  to
• 22:31
  do
• 22:32
  the
• 22:32
  intermediaries
• 22:33
  between
• 22:33
  seller
• 22:33
  and
• 22:33
  marketplace.
• 22:34
  It's
• 22:34
  also
• 22:35
  to
• 22:35
  take
• 22:35
  the
• 22:35
  best
• 22:36
  of
• 22:36
  each
• 22:37
  seller
• 22:37
  catalog
• 22:38
  to
• 22:38
  put
• 22:38
  in
• 22:38
  light
• 22:39
  what
• 22:39
  makes
• 22:39
  sense
• 22:39
  for
• 22:39
  the
• 22:40
  marketplace.
• 22:40
  For
• 22:40
  instance,
• 22:41
  you
• 22:41
  can
• 22:41
  say
• 22:41
  there
• 22:42
  is
• 22:42
  customer
• 22:42
  success
• 22:42
  manager
• 22:43
  who
• 22:43
  make
• 22:43
  a
• 22:44
  benchmark
• 22:44
  on
• 22:45
  pricing
• 22:45
  comparison
• 22:46
  on
• 22:46
  each
• 22:46
  market
• 22:47
  and
• 22:47
  say,
• 22:47
  okay,
• 22:48
  I
• 22:48
  see
• 22:48
  that
• 22:48
  on
• 22:48
  buy,
• 22:49
  for
• 22:49
  instance,
• 22:49
  you
• 22:50
  want
• 22:50
  to
• 22:50
  go
• 22:50
  in
• 22:50
  Germany,
• 22:51
  you
• 22:51
  don't
• 22:51
  have
• 22:51
  this
• 22:52
  product.
• 22:52
  This
• 22:52
  product
• 22:53
  is
• 22:53
  not
• 22:53
  yet
• 22:53
  ready
• 22:53
  on
• 22:54
  some
• 22:54
  of
• 22:54
  your
• 22:54
  competitors.
• 22:55
  I
• 22:55
  do
• 22:55
  have
• 22:55
  some
• 22:56
  sellers
• 22:56
  who
• 22:56
  have
• 22:56
  it.
• 22:57
  So
• 22:57
  let's
• 22:57
  try
• 22:57
  to
• 22:58
  put
• 22:58
  this
• 22:58
  in
• 22:58
  visibility
• 22:59
  and
• 22:59
  let's
• 22:59
  try
• 22:59
  in
• 23:00
  a
• 23:00
  couple
• 23:00
  of
• 23:00
  Weeks
• 23:00
  to
• 23:00
  see
• 23:01
  if
• 23:01
  there
• 23:01
  is
• 23:01
  some
• 23:01
  traction
• 23:02
  on
• 23:02
  the
• 23:02
  market.
• 23:03
  So
• 23:03
  it's
• 23:04
  really
• 23:04
  like
• 23:04
  to
• 23:05
  make
• 23:05
  sure
• 23:05
  to
• 23:05
  fine
• 23:05
  tune
• 23:06
  the
• 23:06
  catalog
• 23:07
  for
• 23:07
  each
• 23:07
  specific
• 23:08
  market.
• 23:08
  Works
• 23:08
  work
• 23:09
  in
• 23:09
  Germany,
• 23:09
  doesn't
• 23:09
  work
• 23:10
  necessarily
• 23:10
  in
• 23:10
  Spain.
• 23:10
  In
• 23:11
  Italy
• 23:11
  the
• 23:11
  pricing
• 23:11
  should
• 23:12
  not
• 23:12
  be
• 23:12
  the
• 23:12
  same.
• 23:13
  So
• 23:13
  that's
• 23:13
  the
• 23:13
  daily
• 23:14
  basis
• 23:14
  activities
• 23:15
  of
• 23:15
  the
• 23:15
  customer
• 23:16
  success
• 23:16
  manager
• 23:17
  who
• 23:17
  is
• 23:17
  working
• 23:17
  with
• 23:18
  each
• 23:18
  marketplace,
• 23:18
  who
• 23:19
  are
• 23:19
  working
• 23:19
  please
• 23:19
  and,
• 23:20
  and
• 23:20
  actually.
• 23:21
  Right.
• 23:22
  So,
• 23:23
  and,
• 23:23
  and
• 23:24
  in
• 23:24
  fact
• 23:24
  when
• 23:24
  you
• 23:24
  look
• 23:25
  at
• 23:25
  the
• 23:25
  result
• 23:25
  Right
• 23:25
  now,
• 23:26
  75%
• 23:27
  of
• 23:27
  our
• 23:27
  GMV
• 23:28
  comes
• 23:28
  from
• 23:28
  new
• 23:28
  SKUs,
• 23:29
  new
• 23:30
  products
• 23:30
  that
• 23:30
  were
• 23:31
  not
• 23:31
  yet
• 23:31
  really
• 23:31
  listed
• 23:32
  on
• 23:32
  the
• 23:32
  marketplace.
• 23:33
  So
• 23:34
  most
• 23:34
  of
• 23:34
  the
• 23:34
  GMV
• 23:35
  we
• 23:35
  generate
• 23:35
  are
• 23:35
  about
• 23:36
  innovative
• 23:36
  products,
• 23:37
  new
• 23:37
  ones.
• 23:38
  So
• 23:38
  there
• 23:38
  is
• 23:38
  not
• 23:38
  many
• 23:39
  situation
• 23:39
  where
• 23:39
  you
• 23:40
  have
• 23:40
  exactly
• 23:40
  the
• 23:40
  same
• 23:41
  catalog.
• 23:43
  So
• 23:43
  what
• 23:43
  you
• 23:44
  tell
• 23:44
  me
• 23:44
  is
• 23:44
  that
• 23:45
  marketplaces
• 23:45
  that
• 23:46
  work
• 23:46
  with
• 23:46
  you
• 23:46
  can
• 23:46
  be
• 23:46
  a
• 23:47
  bit
• 23:47
  picky
• 23:47
  about
• 23:48
  what
• 23:49
  sellers
• 23:50
  they
• 23:50
  accept
• 23:50
  and
• 23:51
  what
• 23:51
  products
• 23:51
  they
• 23:51
  accept.
• 23:52
  So
• 23:53
  Valentin,
• 23:53
  tell
• 23:54
  me
• 23:54
  how
• 23:54
  picky
• 23:55
  are
• 23:55
  you
• 23:55
  at
• 23:55
  the
• 23:55
  moment
• 23:55
  at
• 23:55
  nonbuy.
• 23:56
  So
• 23:56
  what
• 23:56
  are
• 23:56
  your
• 23:56
  specific
• 23:57
  KPIs,
• 23:58
  what
• 23:58
  you
• 23:58
  are
• 23:58
  looking
• 23:58
  for?
• 23:59
  If
• 23:59
  you
• 23:59
  are
• 23:59
  going
• 24:00
  for
• 24:00
  external
• 24:00
  sellers
• 24:01
  to
• 24:01
  help
• 24:01
  you
• 24:01
  with
• 24:02
  your
• 24:02
  international
• 24:02
  expansions,
• 24:03
  what
• 24:03
  do
• 24:03
  they
• 24:04
  have
• 24:04
  to
• 24:04
  bring?
• 24:05
  Well,
• 24:06
  we
• 24:06
  obviously
• 24:07
  we
• 24:07
  do
• 24:07
  have
• 24:07
  our
• 24:08
  own
• 24:08
  verification
• 24:09
  process,
• 24:10
  right.
• 24:10
  Where
• 24:10
  we
• 24:11
  basically
• 24:11
  add
• 24:12
  up
• 24:12
  onto
• 24:13
  Octopia's
• 24:14
  already
• 24:14
  very
• 24:14
  very
• 24:14
  high
• 24:15
  standards.
• 24:15
  We
• 24:16
  just
• 24:16
  found
• 24:16
  out
• 24:17
  that
• 24:17
  we
• 24:17
  have
• 24:17
  that
• 24:18
  we
• 24:18
  need
• 24:18
  to
• 24:19
  have
• 24:19
  a
• 24:19
  few
• 24:19
  things
• 24:20
  going
• 24:20
  on
• 24:21
  so
• 24:21
  that
• 24:22
  partners
• 24:22
  can
• 24:22
  be
• 24:22
  successful
• 24:23
  on
• 24:23
  our
• 24:23
  platform.
• 24:24
  Right.
• 24:25
  For
• 24:25
  example,
• 24:25
  maybe
• 24:26
  the
• 24:26
  most
• 24:27
  important
• 24:29
  KPI
• 24:29
  is
• 24:30
  how
• 24:30
  big
• 24:31
  is
• 24:31
  your
• 24:33
  performance
• 24:34
  on
• 24:34
  other
• 24:35
  marketplaces?
• 24:35
  Or
• 24:35
  maybe
• 24:36
  not
• 24:36
  how
• 24:36
  big,
• 24:37
  but
• 24:37
  how
• 24:37
  good
• 24:37
  are
• 24:38
  you?
• 24:38
  Are
• 24:38
  your
• 24:38
  ratings
• 24:39
  on
• 24:39
  other
• 24:40
  marketplaces
• 24:41
  already?
• 24:41
  Right.
• 24:42
  For
• 24:42
  example,
• 24:44
  a
• 24:44
  seller,
• 24:44
  a
• 24:45
  potential
• 24:45
  seller
• 24:46
  who
• 24:46
  is
• 24:46
  not
• 24:46
  performing
• 24:47
  very
• 24:47
  very
• 24:47
  great
• 24:48
  on
• 24:48
  competitive
• 24:49
  marketplaces
• 24:50
  like
• 24:50
  eBay,
• 24:51
  Amazon
• 24:51
  etc.
• 24:52
  Has
• 24:52
  a
• 24:52
  very,
• 24:53
  very
• 24:53
  low
• 24:53
  chance
• 24:54
  to
• 24:54
  get
• 24:54
  accepted
• 24:56
  at
• 24:56
  our
• 24:56
  own
• 24:57
  marketplace.
• 24:57
  Why?
• 24:58
  Because
• 24:58
  we
• 24:58
  have
• 24:58
  such
• 24:59
  a
• 24:59
  loyal
• 24:59
  customer
• 25:00
  base.
• 25:00
  Because
• 25:00
  we
• 25:00
  want
• 25:01
  to
• 25:01
  keep
• 25:01
  it
• 25:01
  and
• 25:01
  because
• 25:02
  we
• 25:02
  want
• 25:02
  to
• 25:02
  grow
• 25:02
  it.
• 25:03
  Right.
• 25:03
  So
• 25:04
  basically,
• 25:04
  sorry
• 25:05
  chiming
• 25:06
  in
• 25:06
  here,
• 25:06
  you
• 25:06
  mean
• 25:06
  by
• 25:07
  performing
• 25:08
  not
• 25:08
  good
• 25:08
  as
• 25:08
  you,
• 25:09
  you
• 25:09
  mean
• 25:09
  in
• 25:09
  terms
• 25:09
  of
• 25:10
  customer
• 25:11
  satisfaction.
• 25:11
  Or
• 25:11
  in
• 25:12
  terms
• 25:12
  of
• 25:12
  customer
• 25:13
  satisfaction,
• 25:14
  delivery,
• 25:15
  logistics,
• 25:17
  returns,
• 25:18
  etc,
• 25:18
  whatever
• 25:19
  is
• 25:19
  necessary
• 25:20
  to
• 25:20
  make
• 25:20
  the
• 25:21
  customer
• 25:21
  happy
• 25:21
  in
• 25:22
  the
• 25:22
  end.
• 25:22
  Right.
• 25:22
  We,
• 25:23
  since
• 25:24
  most
• 25:24
  of
• 25:25
  competitors
• 25:25
  do
• 25:26
  have
• 25:26
  like
• 25:26
  a
• 25:26
  rating
• 25:27
  system
• 25:28
  and
• 25:28
  that
• 25:28
  we
• 25:28
  see
• 25:28
  we
• 25:29
  have
• 25:29
  like
• 25:29
  a
• 25:29
  seller
• 25:30
  who,
• 25:30
  a
• 25:30
  potential
• 25:31
  seller
• 25:31
  who
• 25:31
  is
• 25:32
  not
• 25:32
  performing
• 25:32
  that
• 25:33
  great
• 25:33
  in
• 25:33
  that
• 25:34
  area,
• 25:34
  then
• 25:34
  it's
• 25:35
  probably
• 25:35
  going
• 25:35
  to
• 25:35
  be
• 25:36
  a
• 25:36
  no.
• 25:37
  On
• 25:38
  top
• 25:38
  of
• 25:38
  that
• 25:38
  it's
• 25:38
  also
• 25:38
  pretty
• 25:39
  important
• 25:39
  for,
• 25:40
  for
• 25:40
  us
• 25:41
  that
• 25:42
  the
• 25:42
  seller
• 25:43
  is
• 25:43
  also
• 25:44
  basically
• 25:44
  situated
• 25:45
  locally
• 25:46
  in
• 25:46
  that
• 25:46
  particular
• 25:47
  country
• 25:47
  where
• 25:48
  he
• 25:48
  tries
• 25:49
  to
• 25:49
  sell
• 25:49
  in
• 25:49
  at
• 25:50
  this
• 25:50
  point,
• 25:51
  which
• 25:52
  he
• 25:52
  is
• 25:53
  still
• 25:54
  getting
• 25:54
  the
• 25:54
  possibility
• 25:55
  to
• 25:55
  sell
• 25:56
  into
• 25:57
  21
• 25:58
  market
• 25:59
  places
• 25:59
  or
• 26:00
  countries
• 26:00
  from
• 26:01
  our
• 26:01
  side
• 26:01
  on
• 26:01
  our
• 26:02
  marketplace.
• 26:03
  But
• 26:03
  still
• 26:03
  we
• 26:04
  want
• 26:04
  to
• 26:04
  make
• 26:04
  sure
• 26:04
  that
• 26:05
  the
• 26:05
  seller
• 26:05
  is
• 26:06
  real
• 26:06
  and
• 26:07
  basically
• 26:07
  not
• 26:07
  a
• 26:08
  garage
• 26:09
  company
• 26:10
  built
• 26:10
  up
• 26:11
  just
• 26:11
  to
• 26:11
  scoop
• 26:12
  up
• 26:12
  as
• 26:12
  much
• 26:13
  revenue
• 26:13
  as
• 26:13
  possible.
• 26:15
  And
• 26:15
  on
• 26:15
  top
• 26:15
  of
• 26:16
  that
• 26:16
  we
• 26:16
  do
• 26:17
  have
• 26:17
  several
• 26:18
  KPIs
• 26:19
  which
• 26:19
  come
• 26:20
  on
• 26:20
  top.
• 26:20
  But
• 26:21
  I
• 26:21
  think
• 26:21
  it
• 26:22
  would
• 26:22
  basically
• 26:23
  not
• 26:23
  fit
• 26:24
  into
• 26:25
  this
• 26:25
  podcast
• 26:26
  to
• 26:26
  work
• 26:26
  them
• 26:27
  out.
• 26:28
  To,
• 26:28
  to
• 26:28
  work
• 26:28
  them
• 26:29
  all
• 26:29
  out.
• 26:30
  Okay,
• 26:31
  but
• 26:31
  I
• 26:31
  didn't
• 26:31
  hear
• 26:31
  anything
• 26:32
  about
• 26:33
  product
• 26:33
  categories
• 26:34
  or
• 26:35
  product
• 26:35
  assortments.
• 26:36
  So
• 26:36
  you're
• 26:36
  really
• 26:37
  open
• 26:37
  on
• 26:37
  those
• 26:37
  fronts
• 26:38
  so
• 26:38
  far?
• 26:39
  Yeah,
• 26:39
  yes,
• 26:39
  we
• 26:40
  are.
• 26:40
  I
• 26:40
  mean
• 26:42
  products
• 26:42
  which
• 26:43
  we
• 26:43
  see
• 26:43
  work
• 26:44
  better
• 26:44
  on
• 26:44
  our
• 26:45
  platform.
• 26:45
  As
• 26:45
  I
• 26:45
  already
• 26:46
  mentioned,
• 26:46
  it's
• 26:46
  electronics,
• 26:48
  house
• 26:48
  and
• 26:48
  garden.
• 26:49
  Health
• 26:49
  and
• 26:49
  beauty
• 26:49
  is
• 26:50
  going
• 26:50
  really,
• 26:50
  really
• 26:51
  well.
• 26:51
  But
• 26:51
  when
• 26:52
  it
• 26:52
  comes
• 26:52
  to
• 26:53
  toys.
• 26:54
  Super
• 26:55
  interesting.
• 26:56
  DIY
• 26:57
  is
• 26:57
  super,
• 26:57
  super
• 26:58
  interesting.
• 26:59
  We
• 26:59
  try
• 27:00
  to
• 27:00
  position
• 27:00
  ourselves
• 27:01
  as
• 27:01
  a
• 27:02
  generalistic
• 27:03
  marketplace.
• 27:04
  I
• 27:05
  mean
• 27:05
  again,
• 27:06
  referring
• 27:07
  to
• 27:07
  our
• 27:07
  loyal
• 27:08
  customer
• 27:08
  base.
• 27:08
  These
• 27:09
  people
• 27:09
  try
• 27:10
  to
• 27:10
  buy
• 27:10
  as
• 27:11
  much
• 27:11
  as
• 27:11
  they
• 27:11
  can
• 27:11
  from
• 27:12
  one
• 27:12
  marketplace.
• 27:13
  Right.
• 27:13
  And
• 27:13
  why
• 27:14
  not
• 27:14
  give
• 27:14
  them
• 27:15
  what
• 27:15
  they
• 27:15
  want?
• 27:16
  So
• 27:17
  coming
• 27:17
  back
• 27:18
  to
• 27:18
  also
• 27:19
  what
• 27:19
  you
• 27:19
  have
• 27:19
  asked
• 27:19
  Paul
• 27:20
  before
• 27:20
  that
• 27:21
  I
• 27:21
  think
• 27:21
  that
• 27:22
  every
• 27:22
  marketplace
• 27:23
  needs
• 27:23
  to
• 27:23
  be
• 27:24
  handled
• 27:24
  as
• 27:24
  a
• 27:25
  like
• 27:25
  a
• 27:25
  completely
• 27:26
  new
• 27:26
  country.
• 27:26
  When
• 27:26
  you
• 27:27
  expand
• 27:27
  in,
• 27:27
  right.
• 27:28
  You
• 27:28
  don't
• 27:28
  know
• 27:28
  what
• 27:29
  kind
• 27:29
  of
• 27:30
  items
• 27:30
  will
• 27:31
  go
• 27:31
  well
• 27:32
  or
• 27:32
  bad.
• 27:32
  You
• 27:33
  do
• 27:33
  have
• 27:33
  an
• 27:33
  idea
• 27:34
  that
• 27:34
  probably
• 27:34
  your
• 27:35
  best
• 27:35
  sellers
• 27:35
  will
• 27:36
  perform
• 27:36
  well
• 27:37
  as.
• 27:37
  As
• 27:37
  well.
• 27:38
  But
• 27:38
  sometimes
• 27:38
  you,
• 27:39
  you
• 27:39
  do
• 27:40
  have
• 27:40
  like
• 27:40
  a
• 27:40
  new
• 27:40
  random
• 27:41
  SKU
• 27:42
  which
• 27:42
  somehow
• 27:43
  over
• 27:43
  performs
• 27:44
  everything.
• 27:44
  Right.
• 27:45
  So
• 27:46
  we
• 27:46
  give
• 27:46
  our
• 27:47
  sellers
• 27:48
  the
• 27:48
  part
• 27:48
  of
• 27:48
  the
• 27:48
  possibility
• 27:49
  to
• 27:50
  try
• 27:50
  us
• 27:50
  out.
• 27:51
  On
• 27:51
  top
• 27:51
  of
• 27:52
  that,
• 27:54
  we
• 27:54
  give
• 27:54
  them
• 27:55
  the
• 27:55
  possibility
• 27:56
  to
• 27:56
  try
• 27:56
  us
• 27:56
  out
• 27:57
  for
• 27:57
  free.
• 27:58
  So
• 27:58
  every
• 27:58
  seller
• 27:59
  who
• 27:59
  joins
• 28:00
  via
• 28:01
  octopia
• 28:01
  gets
• 28:02
  a
• 28:02
  three
• 28:02
  month
• 28:03
  period
• 28:03
  of
• 28:03
  basically
• 28:05
  no
• 28:05
  costs.
• 28:06
  So
• 28:07
  they
• 28:08
  have
• 28:08
  all
• 28:08
  the
• 28:09
  freedom
• 28:09
  and
• 28:09
  all
• 28:09
  the
• 28:10
  time
• 28:10
  that
• 28:10
  they
• 28:11
  need
• 28:11
  to
• 28:11
  test
• 28:11
  our
• 28:12
  systems.
• 28:14
  That's
• 28:14
  a
• 28:15
  nice
• 28:15
  boon.
• 28:15
  Of
• 28:15
  course
• 28:17
  coming
• 28:17
  back
• 28:17
  to
• 28:17
  the
• 28:18
  question
• 28:18
  of
• 28:19
  seller
• 28:20
  quality
• 28:21
  because
• 28:22
  both
• 28:22
  of
• 28:22
  you
• 28:22
  have
• 28:23
  been
• 28:23
  stressing
• 28:23
  that
• 28:24
  point
• 28:24
  that
• 28:24
  it
• 28:24
  is
• 28:24
  important,
• 28:25
  especially
• 28:26
  for
• 28:26
  a
• 28:26
  marketplace
• 28:27
  that
• 28:27
  is
• 28:27
  coming
• 28:27
  new
• 28:27
  to
• 28:27
  a
• 28:28
  new
• 28:28
  country
• 28:29
  and
• 28:30
  who
• 28:30
  has
• 28:30
  to
• 28:30
  prove
• 28:31
  itself
• 28:31
  to
• 28:31
  the
• 28:31
  customers
• 28:32
  that
• 28:33
  you
• 28:33
  have
• 28:33
  sellers
• 28:34
  who
• 28:34
  really
• 28:34
  live
• 28:35
  up
• 28:35
  to
• 28:35
  that
• 28:35
  standard.
• 28:35
  So
• 28:38
  checking
• 28:38
  the
• 28:38
  quality
• 28:39
  is
• 28:39
  beforehand
• 28:40
  is
• 28:40
  the
• 28:40
  first
• 28:40
  thing.
• 28:41
  But
• 28:42
  what
• 28:42
  you
• 28:42
  do,
• 28:43
  and
• 28:43
  I
• 28:43
  think
• 28:43
  I'll
• 28:44
  address
• 28:44
  this
• 28:44
  to
• 28:44
  Paul
• 28:44
  because
• 28:45
  I
• 28:45
  know
• 28:45
  that
• 28:46
  you
• 28:46
  also
• 28:46
  have
• 28:47
  to
• 28:47
  react
• 28:47
  if
• 28:48
  sellers
• 28:48
  in
• 28:48
  your
• 28:49
  catalog
• 28:49
  are
• 28:49
  not,
• 28:50
  you
• 28:50
  know,
• 28:50
  up
• 28:50
  to
• 28:51
  par.
• 28:51
  So
• 28:52
  what
• 28:52
  do
• 28:52
  you
• 28:53
  do
• 28:53
  if
• 28:53
  sellers
• 28:54
  are
• 28:54
  missing
• 28:55
  the
• 28:55
  marks,
• 28:56
  if
• 28:56
  they
• 28:56
  are
• 28:57
  not
• 28:58
  performing
• 28:59
  as
• 28:59
  well
• 28:59
  as
• 28:59
  your
• 29:00
  marketplace
• 29:00
  partners
• 29:01
  would
• 29:01
  want,
• 29:01
  that
• 29:02
  you
• 29:02
  push
• 29:02
  them
• 29:02
  out
• 29:02
  of
• 29:02
  your
• 29:03
  catalog.
• 29:03
  What,
• 29:03
  what
• 29:04
  happens
• 29:04
  then?
• 29:05
  Yeah,
• 29:05
  in
• 29:05
  fact
• 29:06
  the.
• 29:06
  The
• 29:06
  best
• 29:06
  way
• 29:07
  to
• 29:07
  master
• 29:07
  quality
• 29:08
  is
• 29:08
  to
• 29:08
  master
• 29:09
  the
• 29:09
  interest
• 29:10
  the
• 29:10
  initial.
• 29:11
  That's
• 29:12
  the
• 29:12
  point
• 29:12
  number.
• 29:13
  But
• 29:13
  just
• 29:14
  to
• 29:14
  give
• 29:14
  you
• 29:14
  an
• 29:14
  idea,
• 29:14
  this
• 29:14
  is
• 29:15
  a
• 29:15
  topic
• 29:15
  we
• 29:15
  have
• 29:16
  Been
• 29:16
  managing
• 29:16
  for
• 29:17
  years
• 29:17
  because
• 29:18
  we
• 29:19
  are
• 29:19
  hiring
• 29:20
  sellers
• 29:20
  on
• 29:20
  the
• 29:20
  behalf
• 29:21
  of
• 29:21
  also
• 29:22
  marketplaces.
• 29:22
  So
• 29:23
  we
• 29:23
  need
• 29:23
  to
• 29:23
  be
• 29:23
  really
• 29:24
  accurate
• 29:24
  in
• 29:24
  our
• 29:25
  initial
• 29:25
  selection,
• 29:25
  right?
• 29:26
  So
• 29:26
  just
• 29:27
  to
• 29:27
  give
• 29:27
  you
• 29:27
  an
• 29:27
  idea,
• 29:27
  we
• 29:27
  receive
• 29:28
  nearly
• 29:29
  100,000
• 29:30
  seller
• 29:30
  application
• 29:31
  per
• 29:31
  year
• 29:31
  to
• 29:31
  join
• 29:31
  Octopia
• 29:32
  community,
• 29:32
  right.
• 29:34
  Only
• 29:34
  finally
• 29:35
  onboard
• 29:35
  on
• 29:35
  other
• 29:36
  marketplaces
• 29:36
  connected
• 29:37
  like
• 29:37
  onboard
• 29:38
  2000
• 29:39
  per
• 29:39
  year,
• 29:40
  right.
• 29:40
  So
• 29:40
  there
• 29:40
  is
• 29:40
  a
• 29:41
  really
• 29:42
  huge
• 29:42
  selection,
• 29:43
  right?
• 29:43
  Initially
• 29:44
  because
• 29:45
  of
• 29:45
  the
• 29:45
  compliance
• 29:46
  KYC,
• 29:47
  the
• 29:48
  completeness
• 29:48
  of
• 29:48
  the
• 29:49
  catalog
• 29:49
  to
• 29:50
  avoid
• 29:50
  any
• 29:50
  fraud,
• 29:51
  etc.
• 29:51
  So
• 29:51
  we
• 29:51
  do
• 29:52
  this
• 29:52
  massive
• 29:52
  check
• 29:53
  initially.
• 29:54
  Then
• 29:54
  you
• 29:54
  add
• 29:55
  on
• 29:55
  top
• 29:55
  of
• 29:55
  that
• 29:56
  the
• 29:56
  criteria
• 29:57
  for
• 29:57
  the
• 29:57
  marketplace
• 29:58
  itself.
• 29:58
  So
• 29:58
  you
• 29:59
  have
• 29:59
  a
• 29:59
  double
• 29:59
  check
• 29:59
  at
• 29:59
  the
• 30:00
  entrance.
• 30:01
  And
• 30:02
  then
• 30:02
  when
• 30:02
  it's
• 30:03
  an
• 30:03
  ongoing
• 30:03
  sellers,
• 30:04
  we
• 30:04
  are
• 30:05
  definitely
• 30:05
  following
• 30:06
  according
• 30:06
  with
• 30:07
  on
• 30:07
  by
• 30:07
  team
• 30:07
  the
• 30:08
  level
• 30:08
  of
• 30:08
  quality,
• 30:08
  the
• 30:08
  level
• 30:09
  of
• 30:09
  requirement,
• 30:09
  right.
• 30:10
  So
• 30:10
  as
• 30:10
  Valentin
• 30:11
  said,
• 30:11
  for
• 30:12
  unbuy
• 30:12
  for
• 30:12
  instance,
• 30:13
  loyalty
• 30:13
  is
• 30:14
  key.
• 30:14
  So
• 30:15
  what
• 30:16
  impacts
• 30:16
  a
• 30:16
  lot
• 30:16
  of
• 30:16
  the
• 30:16
  loyalty
• 30:17
  is
• 30:18
  the
• 30:18
  delivery
• 30:18
  experience.
• 30:19
  So
• 30:20
  for
• 30:20
  unbuy
• 30:20
  specifically
• 30:21
  we
• 30:21
  are
• 30:21
  very
• 30:21
  carefully
• 30:22
  check
• 30:23
  what
• 30:23
  about
• 30:23
  the
• 30:23
  delivery
• 30:24
  weight,
• 30:24
  the
• 30:24
  claims
• 30:25
  rate
• 30:25
  to
• 30:25
  make
• 30:25
  sure
• 30:25
  to
• 30:26
  maintain
• 30:26
  a
• 30:26
  high
• 30:26
  level
• 30:27
  of
• 30:27
  notation
• 30:28
  to
• 30:28
  make
• 30:28
  sure
• 30:29
  to
• 30:29
  be
• 30:29
  consistent
• 30:29
  with
• 30:30
  the
• 30:30
  expectation
• 30:30
  of
• 30:31
  unbuy.
• 30:31
  Right.
• 30:31
  For
• 30:32
  instance,
• 30:32
  if
• 30:33
  something
• 30:33
  go
• 30:33
  wrong
• 30:34
  at
• 30:34
  any
• 30:35
  moment,
• 30:35
  unbuy
• 30:36
  has
• 30:36
  the
• 30:36
  ability
• 30:37
  to
• 30:38
  suspend
• 30:38
  or
• 30:38
  exclude
• 30:39
  a
• 30:39
  seller
• 30:39
  if
• 30:40
  he
• 30:40
  wants
• 30:40
  because
• 30:40
  it
• 30:40
  doesn't
• 30:41
  fit
• 30:41
  with
• 30:41
  his
• 30:41
  criteria.
• 30:42
  Right.
• 30:42
  So
• 30:42
  he
• 30:43
  can
• 30:43
  master
• 30:43
  the
• 30:43
  property
• 30:44
  even
• 30:44
  if
• 30:44
  the
• 30:44
  seller
• 30:45
  is
• 30:45
  coming
• 30:45
  from
• 30:45
  octopia.
• 30:46
  Right.
• 30:47
  On
• 30:47
  the
• 30:47
  same
• 30:47
  side,
• 30:48
  Octopia
• 30:48
  can
• 30:49
  take
• 30:49
  the
• 30:49
  responsibility
• 30:50
  if
• 30:50
  there
• 30:50
  is
• 30:50
  like
• 30:51
  a
• 30:51
  fraud,
• 30:51
  something
• 30:51
  like
• 30:52
  very
• 30:52
  strong
• 30:52
  that
• 30:52
  can
• 30:53
  impact
• 30:53
  all
• 30:53
  the
• 30:53
  marketplace
• 30:54
  to
• 30:55
  kick
• 30:55
  out
• 30:55
  of
• 30:55
  the
• 30:55
  seller.
• 30:56
  Of
• 30:56
  course,
• 30:57
  if
• 30:57
  it's
• 30:57
  something
• 30:57
  that
• 30:58
  can
• 30:58
  have
• 30:58
  an
• 30:58
  impact
• 30:58
  for
• 30:59
  all
• 30:59
  the
• 30:59
  marketplace,
• 31:00
  right?
• 31:00
  So
• 31:00
  there
• 31:00
  is
• 31:01
  this
• 31:01
  double
• 31:01
  check
• 31:01
  all
• 31:02
  time
• 31:02
  long
• 31:02
  to
• 31:02
  make
• 31:03
  sure
• 31:03
  to
• 31:03
  maintain
• 31:03
  the
• 31:04
  quality.
• 31:04
  And
• 31:04
  actually
• 31:06
  I
• 31:06
  think
• 31:06
  in
• 31:06
  average
• 31:07
  octopia
• 31:07
  seller,
• 31:08
  if
• 31:08
  I
• 31:08
  remember
• 31:08
  correctly,
• 31:09
  has
• 31:10
  15%
• 31:10
  NPS
• 31:11
  in
• 31:11
  average,
• 31:12
  more
• 31:12
  than
• 31:12
  regular
• 31:13
  sellers
• 31:13
  because
• 31:13
  of
• 31:13
  this
• 31:14
  double
• 31:14
  check
• 31:14
  and
• 31:15
  this
• 31:15
  ongoing
• 31:17
  quality
• 31:17
  assessment
• 31:18
  we
• 31:18
  are
• 31:18
  doing
• 31:19
  with
• 31:20
  the
• 31:20
  marketplace
• 31:20
  team.
• 31:22
  Okay,
• 31:24
  looking
• 31:24
  a
• 31:24
  bit
• 31:25
  at
• 31:25
  the
• 31:25
  time,
• 31:25
  I'd
• 31:25
  like
• 31:25
  to
• 31:26
  circle
• 31:26
  back
• 31:26
  to
• 31:26
  something
• 31:27
  that
• 31:27
  Valentin
• 31:28
  said
• 31:28
  before,
• 31:28
  which
• 31:28
  I'm
• 31:29
  definitely
• 31:29
  stealing.
• 31:29
  That
• 31:30
  is,
• 31:30
  if
• 31:30
  you
• 31:31
  are,
• 31:31
  you
• 31:32
  should
• 31:32
  treat
• 31:32
  a
• 31:32
  new
• 31:33
  marketplace
• 31:33
  like
• 31:33
  a
• 31:33
  new
• 31:34
  country.
• 31:35
  I
• 31:35
  like
• 31:35
  that.
• 31:36
  But
• 31:37
  if
• 31:37
  you
• 31:37
  are
• 31:37
  a
• 31:38
  new
• 31:38
  marketplace
• 31:38
  in
• 31:39
  a
• 31:39
  new
• 31:39
  market,
• 31:40
  that's
• 31:41
  like
• 31:41
  two
• 31:41
  news
• 31:41
  in
• 31:42
  one
• 31:42
  row.
• 31:43
  And
• 31:43
  I
• 31:44
  think
• 31:44
  you
• 31:44
  are
• 31:45
  at
• 31:45
  the
• 31:45
  moment
• 31:45
  tripling
• 31:46
  this
• 31:46
  by
• 31:46
  starting
• 31:47
  out
• 31:47
  in
• 31:48
  Germany,
• 31:48
  which
• 31:48
  is
• 31:48
  an
• 31:49
  incredibly
• 31:50
  competitive
• 31:50
  market
• 31:51
  inside
• 31:51
  Europe.
• 31:52
  As
• 31:52
  you
• 31:52
  and
• 31:53
  I
• 31:53
  both
• 31:53
  German
• 31:54
  people
• 31:54
  know,
• 31:55
  Amazon's
• 31:55
  incredibly
• 31:56
  dominant
• 31:56
  here.
• 31:57
  And
• 31:57
  then
• 31:57
  you
• 31:57
  have
• 31:58
  the
• 31:58
  category
• 31:58
  killer
• 31:59
  behind
• 31:59
  Amazon,
• 32:00
  like
• 32:00
  I
• 32:00
  Zalando
• 32:01
  for
• 32:01
  fashion
• 32:01
  and
• 32:01
  auto
• 32:02
  for
• 32:02
  living,
• 32:02
  home
• 32:02
  and
• 32:03
  living
• 32:03
  and
• 32:03
  media
• 32:03
  marked
• 32:04
  for
• 32:04
  electronics.
• 32:04
  You
• 32:04
  name
• 32:04
  Them.
• 32:05
  So
• 32:06
  where's
• 32:07
  your
• 32:07
  place
• 32:07
  in
• 32:07
  all
• 32:07
  of
• 32:08
  that
• 32:08
  with
• 32:09
  OnBuy,
• 32:09
  how
• 32:10
  are
• 32:10
  you
• 32:10
  finding
• 32:11
  the
• 32:11
  gap?
• 32:11
  Because
• 32:12
  we've
• 32:12
  been
• 32:12
  talking
• 32:12
  a
• 32:12
  lot
• 32:12
  about
• 32:13
  seller
• 32:13
  quality.
• 32:14
  But
• 32:14
  is
• 32:14
  that
• 32:15
  enough
• 32:15
  to
• 32:15
  find
• 32:15
  the
• 32:15
  gap
• 32:16
  on
• 32:16
  this
• 32:16
  market?
• 32:18
  That's
• 32:19
  a
• 32:19
  question
• 32:19
  to
• 32:19
  me,
• 32:19
  I
• 32:19
  believe.
• 32:20
  Right,
• 32:21
  yes.
• 32:22
  Well,
• 32:22
  it
• 32:23
  is
• 32:23
  a
• 32:23
  great
• 32:23
  question.
• 32:23
  And
• 32:24
  honestly,
• 32:25
  this
• 32:25
  is
• 32:25
  where
• 32:25
  a
• 32:26
  lot
• 32:26
  of
• 32:27
  market
• 32:27
  bases
• 32:27
  really
• 32:28
  focus
• 32:28
  find
• 32:28
  out
• 32:29
  who
• 32:29
  they
• 32:29
  are.
• 32:30
  So
• 32:30
  basically
• 32:30
  when
• 32:31
  we
• 32:31
  first
• 32:31
  looked
• 32:31
  at
• 32:31
  Europe,
• 32:32
  the
• 32:32
  assumption
• 32:32
  was
• 32:33
  that
• 32:33
  the
• 32:33
  biggest
• 32:34
  hurdle
• 32:34
  would
• 32:35
  be
• 32:35
  technology
• 32:35
  or
• 32:36
  regulation.
• 32:37
  But
• 32:37
  just
• 32:37
  as
• 32:37
  you
• 32:37
  said,
• 32:39
  it
• 32:39
  is
• 32:39
  basically
• 32:40
  right
• 32:40
  now
• 32:40
  scaling
• 32:41
  our
• 32:41
  sellers
• 32:42
  and
• 32:42
  find
• 32:42
  our
• 32:44
  our
• 32:44
  place
• 32:45
  in
• 32:45
  the
• 32:45
  market,
• 32:45
  just
• 32:46
  as
• 32:46
  you,
• 32:46
  you
• 32:46
  said.
• 32:47
  I
• 32:48
  mean
• 32:49
  competition
• 32:50
  is
• 32:50
  not
• 32:50
  bad
• 32:51
  and
• 32:53
  giving
• 32:53
  the
• 32:54
  customer
• 32:55
  more
• 32:55
  options
• 32:57
  to
• 32:57
  buy
• 32:58
  from
• 32:59
  is
• 33:00
  definitely
• 33:00
  a
• 33:01
  benefit.
• 33:01
  It
• 33:01
  gives
• 33:02
  them
• 33:03
  transparency,
• 33:04
  it
• 33:04
  gives
• 33:04
  them
• 33:04
  choice
• 33:05
  and
• 33:06
  also
• 33:06
  gives
• 33:07
  the
• 33:07
  sellers
• 33:08
  the
• 33:08
  possibility
• 33:10
  to
• 33:13
  basically
• 33:13
  not
• 33:14
  put
• 33:15
  everything
• 33:15
  into
• 33:15
  the
• 33:16
  same
• 33:16
  basket
• 33:17
  so
• 33:17
  they
• 33:17
  can
• 33:18
  set
• 33:18
  themselves
• 33:19
  up
• 33:20
  as
• 33:20
  broadly
• 33:21
  as
• 33:21
  they
• 33:22
  want
• 33:22
  to.
• 33:23
  But
• 33:23
  though
• 33:26
  our
• 33:26
  positioning
• 33:27
  comes
• 33:27
  in
• 33:28
  the
• 33:28
  end,
• 33:29
  we
• 33:29
  are
• 33:30
  not
• 33:30
  a
• 33:31
  luxury
• 33:32
  premium
• 33:33
  marketplace
• 33:34
  like
• 33:35
  Zalando,
• 33:36
  which
• 33:36
  is
• 33:37
  completely
• 33:38
  focused
• 33:39
  on
• 33:39
  one
• 33:39
  particular
• 33:40
  niche.
• 33:40
  But
• 33:41
  we
• 33:41
  still
• 33:41
  want
• 33:42
  to
• 33:42
  be
• 33:43
  accessible
• 33:44
  for
• 33:44
  everybody
• 33:45
  and
• 33:45
  the
• 33:45
  broad
• 33:46
  customer
• 33:47
  when
• 33:47
  it
• 33:47
  comes,
• 33:47
  for
• 33:48
  example,
• 33:48
  like
• 33:48
  in
• 33:49
  our
• 33:50
  average
• 33:50
  basket
• 33:51
  value
• 33:51
  that
• 33:51
  we
• 33:51
  are
• 33:52
  having,
• 33:52
  it's
• 33:53
  about
• 33:54
  €80
• 33:56
  at
• 33:56
  that
• 33:56
  point.
• 33:57
  So
• 33:58
  I
• 33:58
  would
• 33:58
  say
• 33:59
  we
• 34:00
  try
• 34:00
  to
• 34:00
  push
• 34:01
  somehow
• 34:02
  in
• 34:02
  between
• 34:03
  ebay
• 34:04
  and
• 34:04
  Amazon
• 34:05
  when
• 34:05
  it
• 34:06
  comes
• 34:06
  to
• 34:06
  our
• 34:06
  positioning
• 34:07
  in
• 34:08
  general.
• 34:09
  Okay.
• 34:10
  I
• 34:11
  will
• 34:11
  be
• 34:11
  definitely
• 34:11
  following
• 34:12
  that
• 34:12
  journey
• 34:13
  over
• 34:13
  the
• 34:13
  next
• 34:14
  year
• 34:14
  and
• 34:15
  we'll
• 34:15
  be
• 34:15
  very
• 34:15
  interested
• 34:16
  to
• 34:16
  see
• 34:16
  where
• 34:16
  you're
• 34:16
  going
• 34:17
  with
• 34:17
  this.
• 34:18
  As
• 34:18
  the
• 34:18
  time
• 34:18
  is
• 34:18
  running
• 34:19
  out.
• 34:19
  I'd
• 34:19
  like
• 34:19
  to
• 34:20
  try
• 34:20
  a
• 34:21
  new
• 34:21
  thing
• 34:21
  that
• 34:21
  I
• 34:21
  thought
• 34:22
  about
• 34:22
  which
• 34:22
  is
• 34:22
  a
• 34:23
  closing
• 34:23
  round.
• 34:23
  I'd
• 34:24
  like
• 34:24
  to
• 34:24
  call
• 34:24
  one
• 34:25
  thing
• 34:26
  and
• 34:26
  I'd
• 34:26
  like
• 34:26
  to
• 34:27
  give
• 34:27
  you
• 34:28
  several
• 34:29
  questions
• 34:29
  and
• 34:30
  have
• 34:30
  your
• 34:30
  answer
• 34:31
  with
• 34:31
  just
• 34:32
  one
• 34:32
  thing
• 34:32
  that
• 34:32
  you
• 34:33
  can
• 34:33
  think
• 34:33
  of.
• 34:35
  Let's
• 34:35
  say
• 34:36
  one
• 34:37
  piece
• 34:37
  of
• 34:38
  specific
• 34:38
  advice
• 34:39
  for
• 34:39
  an
• 34:39
  operator
• 34:40
  starting
• 34:41
  an
• 34:41
  expansion
• 34:42
  today.
• 34:43
  So
• 34:43
  what
• 34:43
  is
• 34:43
  your
• 34:44
  one
• 34:44
  learning,
• 34:45
  Valentin?
• 34:48
  Get
• 34:48
  yourselves
• 34:49
  a
• 34:49
  great
• 34:49
  partner.
• 34:51
  Okay,
• 34:52
  good.
• 34:52
  That
• 34:52
  that
• 34:53
  one
• 34:53
  goes
• 34:53
  on
• 34:53
  a
• 34:54
  T
• 34:54
  shirt.
• 34:54
  Definitely.
• 34:55
  Paul,
• 34:55
  what
• 34:56
  would
• 34:56
  you
• 34:56
  say
• 34:56
  one
• 34:56
  learning
• 34:57
  for
• 34:57
  that
• 34:57
  for
• 34:57
  an
• 34:58
  operator?
• 34:58
  So
• 34:59
  I've
• 34:59
  got
• 34:59
  the
• 34:59
  pressure
• 34:59
  now
• 34:59
  to.
• 35:00
  Be
• 35:00
  to
• 35:00
  be
• 35:00
  very
• 35:00
  short.
• 35:02
  Well,
• 35:03
  you
• 35:03
  mean,
• 35:05
  I
• 35:05
  think
• 35:05
  that
• 35:05
  you
• 35:05
  still
• 35:06
  start
• 35:06
  with
• 35:06
  the
• 35:06
  supply
• 35:07
  before
• 35:08
  the
• 35:08
  marketing.
• 35:08
  So
• 35:09
  start
• 35:09
  to
• 35:09
  fuel
• 35:10
  your
• 35:10
  catalog
• 35:11
  with
• 35:11
  a
• 35:11
  top
• 35:11
  local
• 35:12
  seller
• 35:12
  with
• 35:12
  a
• 35:12
  cross
• 35:12
  border
• 35:13
  seller
• 35:13
  before
• 35:14
  to
• 35:14
  make
• 35:14
  some
• 35:14
  noise
• 35:15
  because
• 35:15
  even
• 35:15
  if
• 35:15
  you
• 35:16
  have
• 35:16
  a
• 35:16
  big
• 35:16
  traffic,
• 35:17
  if
• 35:17
  you
• 35:17
  don't
• 35:17
  have
• 35:17
  the
• 35:18
  right
• 35:18
  offer
• 35:18
  for
• 35:19
  your
• 35:19
  specific
• 35:19
  new
• 35:19
  market,
• 35:20
  there
• 35:21
  is
• 35:21
  no
• 35:21
  match.
• 35:21
  Right.
• 35:22
  So
• 35:22
  start
• 35:22
  with
• 35:22
  the
• 35:22
  supply,
• 35:23
  then
• 35:23
  marketing.
• 35:25
  Okay.
• 35:26
  And
• 35:26
  what
• 35:26
  would
• 35:27
  be
• 35:27
  one
• 35:27
  warning?
• 35:28
  So
• 35:28
  what
• 35:29
  should
• 35:29
  operators
• 35:30
  not
• 35:30
  do
• 35:31
  if
• 35:31
  they
• 35:31
  want
• 35:32
  to
• 35:32
  avoid
• 35:32
  big
• 35:33
  costs?
• 35:33
  Paul?
• 35:36
  I
• 35:36
  think
• 35:36
  that
• 35:37
  sometimes
• 35:37
  we
• 35:37
  always
• 35:38
  about
• 35:38
  talk
• 35:38
  about
• 35:39
  the
• 35:39
  marketplace
• 35:39
  selectivity.
• 35:40
  Right?
• 35:41
  But
• 35:41
  we
• 35:42
  forget
• 35:42
  that
• 35:42
  sellers
• 35:42
  are
• 35:42
  very
• 35:43
  selective
• 35:43
  too.
• 35:43
  There
• 35:44
  is
• 35:44
  only
• 35:45
  5%
• 35:45
  of
• 35:45
  the
• 35:45
  sellers
• 35:46
  go
• 35:46
  on
• 35:46
  more
• 35:46
  than
• 35:46
  three
• 35:47
  marketplaces.
• 35:47
  And
• 35:48
  sometimes
• 35:48
  we
• 35:48
  forget
• 35:49
  we
• 35:49
  are
• 35:49
  selective.
• 35:50
  They
• 35:50
  are
• 35:50
  selective
• 35:50
  too.
• 35:51
  So
• 35:52
  one
• 35:52
  warning
• 35:52
  will
• 35:52
  be
• 35:53
  don't
• 35:53
  underestimate
• 35:54
  seller
• 35:55
  experience.
• 35:55
  Seller
• 35:56
  experience
• 35:57
  matter
• 35:58
  as
• 35:58
  much
• 35:58
  as
• 35:59
  the
• 35:59
  final
• 35:59
  customer
• 36:00
  experience.
• 36:01
  Right?
• 36:02
  That's
• 36:03
  a
• 36:03
  great
• 36:03
  point.
• 36:06
  Okay,
• 36:06
  Valentino,
• 36:07
  one
• 36:07
  warning.
• 36:09
  Make
• 36:09
  sure
• 36:09
  to
• 36:09
  grow
• 36:10
  organically.
• 36:11
  That's
• 36:11
  very,
• 36:12
  very
• 36:12
  important
• 36:13
  because
• 36:13
  you
• 36:13
  can
• 36:13
  pump
• 36:14
  as
• 36:14
  much
• 36:14
  money
• 36:14
  as
• 36:14
  you
• 36:15
  want
• 36:15
  into
• 36:15
  a
• 36:15
  market.
• 36:16
  If
• 36:16
  the
• 36:17
  market
• 36:17
  does
• 36:17
  not
• 36:17
  want
• 36:18
  you
• 36:18
  or
• 36:19
  you
• 36:19
  do
• 36:19
  not
• 36:19
  have
• 36:19
  the
• 36:20
  capabilities
• 36:20
  to
• 36:21
  grow
• 36:22
  on
• 36:22
  an
• 36:24
  from.
• 36:24
  From
• 36:24
  your
• 36:25
  own
• 36:25
  organically,
• 36:26
  then
• 36:26
  you
• 36:27
  will
• 36:27
  have
• 36:27
  a
• 36:27
  very,
• 36:27
  very
• 36:28
  hard
• 36:28
  time.
• 36:30
  Okay.
• 36:31
  And
• 36:31
  to
• 36:32
  close
• 36:32
  this
• 36:32
  up,
• 36:33
  your
• 36:33
  1
• 36:33
  bet
• 36:34
  for
• 36:34
  the
• 36:34
  future,
• 36:35
  what
• 36:35
  do
• 36:35
  you
• 36:35
  think
• 36:36
  will
• 36:36
  be,
• 36:37
  which
• 36:37
  trend
• 36:37
  will
• 36:38
  dominate
• 36:38
  the
• 36:38
  marketplace
• 36:39
  business
• 36:39
  in
• 36:39
  Europe
• 36:40
  in
• 36:40
  the
• 36:40
  Next,
• 36:40
  let's
• 36:41
  say
• 36:41
  12
• 36:41
  months.
• 36:42
  Because
• 36:42
  things
• 36:43
  are
• 36:43
  moving
• 36:43
  so
• 36:44
  fast
• 36:44
  at
• 36:44
  the
• 36:44
  moment,
• 36:44
  I
• 36:44
  wouldn't
• 36:45
  want
• 36:45
  to
• 36:45
  see
• 36:45
  it
• 36:45
  look
• 36:45
  at
• 36:45
  18
• 36:46
  months
• 36:46
  at
• 36:46
  the
• 36:46
  moment,
• 36:48
  Valentin,
• 36:48
  maybe.
• 36:50
  I
• 36:50
  think
• 36:50
  pathback
• 36:51
  is
• 36:52
  then
• 36:52
  the
• 36:52
  next
• 36:53
  big
• 36:54
  thing
• 36:54
  that
• 36:55
  we
• 36:55
  will
• 36:55
  still
• 36:56
  continue
• 36:56
  to
• 36:57
  use
• 36:58
  and
• 36:58
  more
• 36:58
  and
• 36:58
  more
• 36:59
  players
• 36:59
  will
• 36:59
  adapt
• 37:00
  as
• 37:00
  they
• 37:00
  will
• 37:00
  see
• 37:01
  our
• 37:01
  success.
• 37:04
  Well,
• 37:04
  okay,
• 37:05
  Interesting.
• 37:06
  Paul.
• 37:06
  I
• 37:07
  think
• 37:07
  about
• 37:07
  the
• 37:07
  trend,
• 37:07
  which
• 37:08
  is
• 37:08
  not
• 37:08
  a
• 37:08
  new
• 37:08
  trend,
• 37:08
  of
• 37:09
  course,
• 37:09
  but
• 37:09
  I
• 37:09
  think
• 37:10
  the
• 37:11
  share
• 37:11
  of
• 37:12
  refurbished
• 37:13
  will
• 37:13
  take
• 37:14
  another
• 37:14
  step
• 37:14
  right
• 37:15
  now.
• 37:15
  And
• 37:15
  I
• 37:15
  think
• 37:16
  which
• 37:16
  is
• 37:16
  important
• 37:16
  is
• 37:17
  because
• 37:17
  we
• 37:17
  work
• 37:18
  especially
• 37:18
  with
• 37:18
  European
• 37:19
  marketplace,
• 37:19
  and
• 37:20
  I
• 37:20
  think
• 37:20
  they
• 37:20
  do
• 37:20
  have
• 37:21
  a
• 37:21
  window
• 37:21
  to
• 37:22
  take
• 37:22
  because
• 37:23
  when
• 37:23
  it
• 37:23
  comes
• 37:23
  to
• 37:23
  refurbish,
• 37:24
  I
• 37:25
  think
• 37:25
  the
• 37:25
  consumer
• 37:26
  trust
• 37:26
  a
• 37:27
  bit
• 37:27
  more
• 37:27
  somehow
• 37:28
  European
• 37:28
  marketplace
• 37:29
  and
• 37:30
  US
• 37:30
  or
• 37:30
  Chinese
• 37:31
  marketplace.
• 37:32
  So
• 37:32
  if
• 37:32
  you
• 37:32
  are
• 37:33
  able
• 37:33
  to
• 37:33
  increase
• 37:34
  the
• 37:34
  share
• 37:34
  of
• 37:34
  refurbished
• 37:35
  product
• 37:35
  in
• 37:35
  your
• 37:35
  own
• 37:36
  catalog,
• 37:36
  you
• 37:37
  may
• 37:37
  have
• 37:37
  an
• 37:38
  advantage
• 37:38
  to
• 37:38
  take
• 37:39
  face
• 37:39
  to
• 37:39
  the
• 37:39
  big
• 37:40
  US
• 37:40
  and
• 37:40
  Chinese
• 37:41
  giant.
• 37:41
  I
• 37:41
  guess
• 37:43
  I'll
• 37:43
  absolutely
• 37:44
  second
• 37:44
  that.
• 37:45
  Valentine
• 37:45
  Enbai
• 37:46
  is
• 37:46
  strong
• 37:46
  in
• 37:47
  secondhand
• 37:48
  as
• 37:48
  well,
• 37:48
  aren't
• 37:48
  you?
• 37:49
  Refurbished,
• 37:50
  yes.
• 37:50
  Not
• 37:51
  secondhand
• 37:51
  particularly,
• 37:52
  but
• 37:52
  refurbished,
• 37:53
  yes.
• 37:54
  Yeah.
• 37:55
  All
• 37:55
  right.
• 37:55
  Okay.
• 37:56
  Right,
• 37:57
  the
• 37:57
  two
• 37:57
  of
• 37:57
  you,
• 37:58
  that
• 37:58
  makes
• 37:58
  our
• 37:58
  time
• 37:59
  for
• 37:59
  today.
• 38:00
  Thank
• 38:00
  you
• 38:00
  very
• 38:01
  much
• 38:01
  for
• 38:01
  joining
• 38:01
  me
• 38:02
  and
• 38:02
  for
• 38:02
  helping
• 38:03
  me
• 38:03
  change
• 38:04
  perspective
• 38:04
  as
• 38:05
  I'm
• 38:05
  normally
• 38:05
  looking
• 38:06
  at
• 38:06
  what
• 38:06
  sellers
• 38:06
  are
• 38:07
  expecting
• 38:07
  for
• 38:07
  marketplaces.
• 38:08
  And
• 38:08
  it
• 38:08
  was
• 38:08
  great
• 38:09
  to
• 38:09
  hear
• 38:10
  the
• 38:10
  other
• 38:10
  side
• 38:11
  of
• 38:12
  this
• 38:12
  business
• 38:13
  relationship
• 38:13
  for
• 38:14
  today.
• 38:14
  So
• 38:14
  thank
• 38:14
  you
• 38:15
  for
• 38:15
  joining
• 38:15
  me.
• 38:15
  Thanks
• 38:16
  a
• 38:16
  lot,
• 38:16
  Ingrid.
• 38:17
  Thank
• 38:17
  you
• 38:18
  so
• 38:18
  much.
• 38:18
  Right.
• 38:19
  And
• 38:19
  if
• 38:19
  you
• 38:19
  like
• 38:20
  listening
• 38:20
  to
• 38:20
  us
• 38:20
  today,
• 38:21
  you
• 38:21
  could
• 38:21
  make
• 38:21
  me
• 38:22
  very
• 38:22
  happy
• 38:22
  if
• 38:22
  you
• 38:23
  followed
• 38:23
  us
• 38:23
  or
• 38:24
  rated
• 38:24
  our
• 38:24
  podcasts
• 38:25
  on
• 38:25
  Spotify,
• 38:25
  Apple
• 38:26
  Podcasts,
• 38:26
  YouTube,
• 38:26
  wherever
• 38:27
  you
• 38:27
  are.
• 38:27
  Listening
• 38:27
  to
• 38:28
  us,
• 38:28
  of
• 38:28
  course.
• 38:28
  And
• 38:29
  by
• 38:29
  tuning
• 38:29
  in
• 38:30
  next
• 38:30
  week.
• 38:31
  Right.
• 38:31
  And
• 38:32
  then
• 38:32
  for
• 38:32
  today,
• 38:33
  thank
• 38:33
  you
• 38:33
  very
• 38:33
  much
• 38:33
  and
• 38:33
  bye.
• 38:34
  Bye.
• 38:34
  Bye
• 38:34
  bye.
• 38:40
  You
• 38:40
  listen
• 38:41
  to
• 38:41
  let's
• 38:42
  Talk
• 38:42
  Marketplace,
• 38:43
  the
• 38:43
  Marketplace
• 38:44
  podcast
• 38:44
  with
• 38:44
  Ingrid
• 38:45
  Lommer
• 38:45
  and
• 38:45
  Valerie
• 38:46
  Dichtel.