Latest / Omni Talk Retail / Why People, Not Just Technology, Are Driving Naivas’ Growth Across East Africa | WRC 2026

Transcript

Why People, Not Just Technology, Are Driving Naivas’ Growth Across East Africa | WRC 2026 · Omni Talk Retail

• 0:00
  Hello,
• 0:00
  everyone.
• 0:01
  This
• 0:01
  is
• 0:01
  omnitalk
• 0:02
  Retail.
• 0:02
  I'm
• 0:02
  Chris
• 0:02
  Walton
• 0:03
  and
• 0:03
  I
• 0:03
  am
• 0:03
  coming
• 0:04
  to
• 0:04
  you
• 0:04
  live
• 0:04
  from
• 0:04
  the
• 0:05
  World
• 0:05
  Retail
• 0:05
  Congress,
• 0:06
  Day
• 0:06
  two
• 0:07
  in
• 0:07
  Berlin
• 0:08
  from
• 0:08
  the
• 0:08
  Vusion
• 0:09
  Podcast
• 0:09
  studio.
• 0:10
  Now,
• 0:10
  joining
• 0:11
  me
• 0:11
  is
• 0:11
  Andreas
• 0:12
  Von
• 0:12
  Pilecki,
• 0:13
  the
• 0:13
  CEO
• 0:14
  of
• 0:14
  nyvus.
• 0:15
  Andreas,
• 0:16
  it's
• 0:16
  great
• 0:16
  to
• 0:16
  have
• 0:16
  you.
• 0:17
  Nice
• 0:17
  to.
• 0:17
  Thanks
• 0:17
  for
• 0:18
  being
• 0:18
  here.
• 0:18
  I'm
• 0:18
  glad
• 0:18
  to
• 0:19
  be
• 0:19
  here.
• 0:19
  Thank
• 0:19
  you.
• 0:19
  Yeah.
• 0:19
  So
• 0:20
  it
• 0:20
  turns
• 0:20
  out,
• 0:20
  omnitalk
• 0:21
  fans,
• 0:22
  I'm
• 0:22
  gonna
• 0:23
  get
• 0:23
  to
• 0:23
  Andreas
• 0:23
  background
• 0:24
  here
• 0:24
  in
• 0:24
  a
• 0:24
  second.
• 0:25
  But
• 0:25
  it
• 0:25
  turns
• 0:25
  out
• 0:26
  that
• 0:26
  actually
• 0:26
  we
• 0:26
  went
• 0:26
  to
• 0:26
  business
• 0:27
  school
• 0:27
  together.
• 0:27
  We
• 0:27
  did
• 0:27
  overlap
• 0:28
  for
• 0:28
  two
• 0:28
  years,
• 0:29
  the.
• 0:29
  Exact
• 0:29
  same
• 0:29
  two
• 0:30
  years.
• 0:30
  And
• 0:30
  we
• 0:30
  found
• 0:30
  that
• 0:30
  out.
• 0:30
  We
• 0:31
  didn't
• 0:31
  know
• 0:31
  each.
• 0:32
  We
• 0:32
  were
• 0:32
  trying
• 0:32
  to
• 0:32
  see
• 0:32
  if
• 0:33
  we
• 0:33
  could
• 0:33
  recall
• 0:34
  each
• 0:34
  other's
• 0:34
  face.
• 0:34
  We
• 0:34
  couldn't
• 0:35
  really,
• 0:35
  but
• 0:36
  here
• 0:36
  we
• 0:36
  are.
• 0:36
  So
• 0:36
  it's
• 0:37
  funny
• 0:37
  how
• 0:37
  paths
• 0:38
  cross,
• 0:38
  but.
• 0:39
  So
• 0:39
  let's
• 0:39
  start
• 0:39
  off.
• 0:39
  Tell
• 0:40
  us
• 0:40
  about
• 0:40
  your
• 0:40
  background
• 0:40
  and
• 0:40
  also
• 0:41
  about
• 0:41
  Naivas
• 0:41
  too.
• 0:42
  Absolutely.
• 0:43
  So
• 0:43
  look,
• 0:43
  I
• 0:43
  actually
• 0:43
  started
• 0:44
  my
• 0:44
  career
• 0:44
  off
• 0:44
  in
• 0:44
  private
• 0:44
  equity.
• 0:45
  Okay.
• 0:45
  So
• 0:45
  I
• 0:46
  invested
• 0:46
  in
• 0:46
  consumer
• 0:46
  businesses
• 0:47
  for
• 0:47
  the
• 0:48
  best
• 0:48
  part
• 0:48
  of
• 0:48
  15
• 0:48
  years.
• 0:48
  Oh,
• 0:49
  wow.
• 0:49
  And
• 0:49
  I
• 0:49
  never
• 0:49
  really
• 0:50
  ran
• 0:50
  a
• 0:50
  business
• 0:51
  before,
• 0:52
  but
• 0:52
  I
• 0:52
  figured
• 0:52
  with
• 0:52
  an
• 0:52
  MBA
• 0:53
  and
• 0:53
  having
• 0:54
  worked
• 0:54
  in
• 0:54
  private
• 0:54
  equity,
• 0:55
  how
• 0:55
  hard
• 0:55
  could
• 0:55
  it
• 0:55
  be
• 0:55
  to.
• 0:56
  To
• 0:56
  run
• 0:56
  a
• 0:56
  business?
• 0:57
  Little.
• 0:58
  Little
• 0:59
  did
• 0:59
  I
• 1:00
  know.
• 1:00
  Especially
• 1:00
  a
• 1:01
  grocery
• 1:01
  retailer.
• 1:02
  Yes,
• 1:02
  Smartest
• 1:03
  business.
• 1:03
  But
• 1:03
  I
• 1:04
  was
• 1:04
  with
• 1:04
  an
• 1:04
  emerging
• 1:04
  markets
• 1:05
  fund
• 1:05
  and
• 1:05
  we
• 1:06
  were
• 1:06
  looking
• 1:06
  at
• 1:06
  assets
• 1:07
  in
• 1:07
  East
• 1:07
  Africa
• 1:08
  and
• 1:08
  I
• 1:08
  came
• 1:08
  across
• 1:08
  Naivas
• 1:09
  and
• 1:09
  was
• 1:09
  really
• 1:10
  intrigued
• 1:11
  by
• 1:11
  the
• 1:11
  business.
• 1:12
  Very
• 1:12
  much
• 1:12
  focused
• 1:12
  on
• 1:12
  bottom
• 1:13
  of
• 1:13
  the
• 1:13
  pyramid
• 1:13
  grocery
• 1:13
  retail.
• 1:14
  Very
• 1:14
  well
• 1:15
  executed.
• 1:16
  And
• 1:16
  one
• 1:16
  thing
• 1:17
  led
• 1:17
  to
• 1:17
  another
• 1:17
  and
• 1:17
  I
• 1:17
  joined
• 1:18
  the
• 1:18
  business.
• 1:19
  At
• 1:19
  the
• 1:19
  time,
• 1:19
  we
• 1:19
  were
• 1:20
  the
• 1:20
  number
• 1:20
  three
• 1:20
  grocery
• 1:21
  retailer
• 1:21
  in
• 1:21
  Kenya.
• 1:22
  Very
• 1:22
  small,
• 1:22
  around
• 1:23
  30
• 1:23
  stores.
• 1:23
  We
• 1:24
  now
• 1:24
  have
• 1:24
  114.
• 1:25
  We're
• 1:25
  the
• 1:25
  number
• 1:25
  one
• 1:27
  by
• 1:28
  some
• 1:28
  margin
• 1:28
  and
• 1:29
  have
• 1:29
  really
• 1:29
  expanded,
• 1:30
  but
• 1:30
  I
• 1:30
  think
• 1:30
  expanded
• 1:31
  in
• 1:31
  a
• 1:31
  really
• 1:31
  impactful
• 1:32
  way
• 1:33
  for
• 1:33
  two
• 1:33
  reasons.
• 1:34
  Yeah.
• 1:34
  One,
• 1:35
  we
• 1:35
  employ
• 1:35
  over
• 1:36
  12,000
• 1:36
  staff.
• 1:37
  So
• 1:38
  in
• 1:38
  a
• 1:38
  market
• 1:38
  where
• 1:38
  employment
• 1:39
  is
• 1:39
  not
• 1:39
  easy
• 1:39
  to
• 1:39
  come
• 1:40
  by,
• 1:40
  we
• 1:40
  actually
• 1:40
  have
• 1:40
  a
• 1:41
  massive
• 1:41
  impact
• 1:42
  on
• 1:42
  our
• 1:42
  staff
• 1:42
  and
• 1:43
  those
• 1:43
  families.
• 1:43
  And
• 1:43
  we
• 1:44
  spend
• 1:44
  a
• 1:44
  lot
• 1:44
  of
• 1:44
  time
• 1:45
  investing
• 1:45
  in
• 1:46
  them
• 1:46
  and
• 1:47
  developing
• 1:47
  the
• 1:47
  staff.
• 1:47
  I
• 1:48
  can
• 1:48
  come
• 1:48
  back
• 1:48
  to
• 1:48
  that
• 1:48
  later
• 1:48
  if
• 1:49
  you
• 1:49
  like.
• 1:49
  But
• 1:49
  more
• 1:50
  importantly,
• 1:50
  it's
• 1:50
  bringing
• 1:51
  affordable
• 1:51
  groceries
• 1:52
  to
• 1:52
  the
• 1:52
  market,
• 1:53
  which,
• 1:54
  with
• 1:54
  a
• 1:54
  more
• 1:54
  efficient
• 1:55
  supply
• 1:55
  chain,
• 1:56
  investing
• 1:56
  in
• 1:57
  the
• 1:57
  quality
• 1:58
  and
• 1:58
  the
• 1:58
  ranging
• 1:59
  and
• 1:59
  ultimately
• 2:00
  also
• 2:00
  in
• 2:00
  the
• 2:00
  pricing
• 2:00
  is
• 2:01
  something
• 2:01
  that
• 2:01
  we
• 2:01
  can
• 2:01
  do.
• 2:01
  So
• 2:02
  we've
• 2:02
  become
• 2:02
  a
• 2:02
  very
• 2:03
  popular,
• 2:03
  in
• 2:03
  fact,
• 2:04
  a
• 2:04
  household
• 2:04
  name
• 2:04
  in
• 2:04
  the
• 2:04
  market.
• 2:05
  Yeah,
• 2:05
  so.
• 2:05
  So
• 2:06
  if
• 2:06
  I
• 2:06
  read
• 2:06
  between
• 2:06
  the
• 2:06
  lines,
• 2:06
  was
• 2:07
  the
• 2:07
  market
• 2:07
  kind
• 2:07
  of
• 2:07
  underserved
• 2:08
  then,
• 2:08
  for
• 2:08
  the
• 2:08
  most
• 2:09
  part,
• 2:09
  in
• 2:09
  terms
• 2:09
  of
• 2:10
  access
• 2:10
  to
• 2:10
  groceries?
• 2:11
  And
• 2:11
  that
• 2:11
  type
• 2:11
  of
• 2:11
  thing
• 2:12
  is
• 2:12
  certainly
• 2:12
  more
• 2:12
  developed
• 2:13
  than
• 2:13
  other
• 2:13
  African
• 2:13
  markets,
• 2:14
  but
• 2:14
  still
• 2:14
  underserved.
• 2:15
  Correct.
• 2:15
  I
• 2:16
  mean,
• 2:16
  Even
• 2:16
  today,
• 2:17
  penetration
• 2:17
  of
• 2:18
  modern
• 2:18
  trade.
• 2:18
  So
• 2:18
  grocery
• 2:19
  retailers
• 2:19
  that
• 2:20
  you'd
• 2:20
  recognize
• 2:20
  is
• 2:21
  about
• 2:21
  20,
• 2:21
  25%.
• 2:22
  So
• 2:23
  most
• 2:23
  of
• 2:23
  the
• 2:23
  market
• 2:23
  is
• 2:23
  still
• 2:24
  informal.
• 2:24
  Okay.
• 2:24
  But
• 2:25
  we've
• 2:25
  sort
• 2:25
  of
• 2:25
  been
• 2:25
  on
• 2:25
  the
• 2:25
  vanguard
• 2:26
  on
• 2:26
  of
• 2:26
  leading
• 2:27
  that
• 2:27
  rev.
• 2:27
  Okay,
• 2:28
  got
• 2:28
  it.
• 2:28
  And
• 2:28
  yeah,
• 2:28
  so
• 2:29
  let's
• 2:29
  come
• 2:29
  back
• 2:29
  to
• 2:29
  the
• 2:29
  idea
• 2:30
  you
• 2:30
  said
• 2:30
  about
• 2:30
  investing
• 2:31
  in
• 2:31
  employees
• 2:31
  too.
• 2:31
  Tell
• 2:32
  us
• 2:32
  more
• 2:32
  about
• 2:32
  that.
• 2:32
  How
• 2:32
  do
• 2:32
  you
• 2:32
  do
• 2:33
  that?
• 2:33
  So
• 2:34
  it's
• 2:34
  a
• 2:34
  market
• 2:34
  where
• 2:35
  employment
• 2:35
  is.
• 2:36
  Or
• 2:36
  unemployment
• 2:36
  is
• 2:36
  reasonably
• 2:37
  high,
• 2:37
  which
• 2:38
  means
• 2:38
  we
• 2:38
  can
• 2:38
  attract
• 2:39
  quite
• 2:39
  a
• 2:39
  lot
• 2:39
  of
• 2:39
  graduates.
• 2:40
  So
• 2:40
  highly
• 2:41
  skilled
• 2:41
  people.
• 2:41
  Interesting.
• 2:42
  But
• 2:42
  of
• 2:42
  course,
• 2:42
  they're
• 2:43
  joining
• 2:43
  us
• 2:43
  in
• 2:43
  entry
• 2:43
  level
• 2:44
  jobs.
• 2:45
  We
• 2:45
  see
• 2:45
  that
• 2:45
  as
• 2:46
  a
• 2:46
  real
• 2:46
  opportunity
• 2:47
  for
• 2:47
  two
• 2:47
  reasons.
• 2:48
  One,
• 2:48
  we
• 2:49
  can
• 2:49
  bring
• 2:49
  really
• 2:49
  talented
• 2:50
  people
• 2:50
  into
• 2:50
  the
• 2:50
  business,
• 2:51
  but
• 2:52
  stacking
• 2:52
  shelves
• 2:53
  is
• 2:53
  probably
• 2:53
  not
• 2:53
  why
• 2:54
  they
• 2:54
  went
• 2:54
  to
• 2:54
  university.
• 2:55
  So
• 2:55
  investing
• 2:56
  in
• 2:56
  them
• 2:56
  and
• 2:56
  really
• 2:56
  upskilling
• 2:57
  them
• 2:58
  is
• 2:58
  a
• 2:58
  great
• 2:59
  way
• 2:59
  to
• 2:59
  have
• 2:59
  impact
• 3:00
  for
• 3:00
  them,
• 3:00
  for
• 3:00
  their
• 3:00
  families.
• 3:01
  But
• 3:01
  actually
• 3:01
  it's
• 3:02
  a
• 3:02
  great
• 3:02
  way
• 3:02
  for
• 3:02
  us
• 3:02
  to
• 3:02
  get
• 3:03
  talented
• 3:03
  resource
• 3:03
  into
• 3:04
  the
• 3:04
  business.
• 3:04
  Yeah,
• 3:04
  that
• 3:05
  reminds
• 3:05
  me,
• 3:05
  when
• 3:05
  I
• 3:05
  was,
• 3:06
  when
• 3:06
  I
• 3:06
  was
• 3:06
  running
• 3:06
  Target
• 3:06
  stores,
• 3:07
  my
• 3:07
  wife
• 3:07
  would
• 3:07
  come
• 3:07
  in
• 3:07
  and
• 3:08
  she'd
• 3:08
  see
• 3:08
  me
• 3:08
  bagging
• 3:08
  groceries
• 3:09
  after
• 3:09
  my
• 3:09
  Harvard
• 3:09
  mba.
• 3:10
  But
• 3:10
  yeah,
• 3:11
  no,
• 3:11
  it's
• 3:11
  very
• 3:11
  true.
• 3:11
  But
• 3:12
  how
• 3:12
  do
• 3:12
  you
• 3:12
  keep
• 3:13
  them
• 3:13
  motivated
• 3:13
  then?
• 3:13
  Once
• 3:14
  you
• 3:14
  get
• 3:14
  them
• 3:14
  in
• 3:14
  the
• 3:14
  job,
• 3:15
  what
• 3:15
  do
• 3:15
  you
• 3:15
  do
• 3:15
  to
• 3:15
  keep
• 3:15
  them
• 3:15
  motivated?
• 3:16
  So
• 3:16
  we
• 3:16
  spend
• 3:17
  a
• 3:17
  lot
• 3:17
  of
• 3:17
  time,
• 3:17
  first
• 3:18
  of
• 3:18
  all
• 3:18
  around
• 3:19
  benefits.
• 3:20
  So
• 3:20
  we
• 3:20
  look
• 3:21
  to
• 3:21
  pay
• 3:21
  more
• 3:21
  than
• 3:22
  the
• 3:22
  average
• 3:22
  player
• 3:22
  in
• 3:23
  the
• 3:23
  market,
• 3:24
  both
• 3:24
  in
• 3:24
  terms
• 3:24
  of
• 3:24
  salary,
• 3:25
  but
• 3:25
  also
• 3:25
  other
• 3:26
  benefits,
• 3:26
  including
• 3:26
  bonus.
• 3:27
  So
• 3:28
  everybody
• 3:28
  in
• 3:28
  the
• 3:28
  business
• 3:29
  has
• 3:29
  access
• 3:29
  to
• 3:30
  a
• 3:30
  performance
• 3:30
  bonus.
• 3:31
  And
• 3:31
  we're
• 3:31
  really
• 3:31
  proud
• 3:32
  of
• 3:32
  that
• 3:32
  and
• 3:32
  sort
• 3:32
  of
• 3:32
  led
• 3:32
  the
• 3:33
  market.
• 3:33
  But
• 3:34
  most
• 3:34
  importantly,
• 3:35
  it's
• 3:35
  making
• 3:35
  training
• 3:36
  programs
• 3:36
  available
• 3:37
  to
• 3:37
  our
• 3:37
  staff
• 3:37
  and
• 3:38
  then
• 3:38
  promoting
• 3:38
  them
• 3:39
  from
• 3:39
  within.
• 3:39
  So
• 3:39
  over
• 3:40
  99%
• 3:40
  of
• 3:40
  our
• 3:41
  promotions
• 3:41
  are
• 3:42
  internal.
• 3:42
  We
• 3:43
  recruit
• 3:43
  externally
• 3:44
  very
• 3:44
  rarely.
• 3:44
  And
• 3:45
  I
• 3:45
  think
• 3:45
  that
• 3:45
  really
• 3:45
  signals
• 3:46
  to
• 3:46
  staff
• 3:46
  that
• 3:46
  if
• 3:46
  they
• 3:47
  invest
• 3:47
  in
• 3:47
  themselves,
• 3:47
  if
• 3:48
  they
• 3:48
  partake
• 3:48
  in
• 3:48
  the
• 3:48
  training,
• 3:49
  they
• 3:49
  have
• 3:49
  a
• 3:49
  huge
• 3:50
  opportunity
• 3:50
  ahead
• 3:50
  of
• 3:50
  them.
• 3:51
  Got
• 3:51
  it.
• 3:51
  So
• 3:51
  you
• 3:51
  give
• 3:51
  them
• 3:51
  a
• 3:51
  career
• 3:52
  ladder.
• 3:52
  So.
• 3:52
  Absolutely.
• 3:53
  We
• 3:53
  talk
• 3:53
  a
• 3:54
  lot
• 3:54
  about
• 3:54
  that,
• 3:54
  actually.
• 3:54
  Jobs
• 3:55
  versus
• 3:55
  or
• 3:55
  careers
• 3:56
  versus
• 3:56
  jobs,
• 3:56
  rather.
• 3:57
  Yeah,
• 3:57
  yeah.
• 3:58
  I'm
• 3:58
  curious,
• 3:58
  what
• 3:58
  was
• 3:58
  the
• 3:59
  biggest?
• 3:59
  You
• 3:59
  kind
• 4:00
  of
• 4:00
  made
• 4:00
  a
• 4:00
  joke
• 4:00
  of
• 4:00
  it,
• 4:01
  you
• 4:01
  know,
• 4:01
  as
• 4:01
  you
• 4:01
  kind
• 4:01
  of
• 4:01
  took
• 4:01
  over
• 4:02
  a
• 4:02
  grocery
• 4:02
  retailer.
• 4:03
  What
• 4:03
  was
• 4:03
  the
• 4:03
  biggest?
• 4:04
  Like,
• 4:04
  do
• 4:04
  you
• 4:05
  remember,
• 4:05
  like,
• 4:05
  was
• 4:05
  there
• 4:05
  an
• 4:05
  aha
• 4:06
  moment
• 4:06
  or
• 4:06
  what
• 4:06
  was
• 4:07
  the
• 4:07
  biggest
• 4:07
  epiphany
• 4:07
  you
• 4:08
  had
• 4:08
  when
• 4:08
  you
• 4:08
  kind
• 4:09
  of
• 4:09
  were
• 4:09
  sitting
• 4:09
  in
• 4:09
  the
• 4:09
  chair
• 4:09
  going,
• 4:10
  oh,
• 4:10
  my
• 4:10
  God.
• 4:10
  This
• 4:11
  is
• 4:11
  a
• 4:11
  lot
• 4:11
  more
• 4:12
  different
• 4:12
  than
• 4:12
  I
• 4:12
  probably
• 4:13
  expected.
• 4:13
  I
• 4:13
  mean,
• 4:14
  so,
• 4:14
  so
• 4:14
  many.
• 4:14
  Right.
• 4:15
  Because
• 4:15
  moving
• 4:15
  from
• 4:16
  a
• 4:16
  spreadsheet
• 4:16
  and
• 4:16
  a
• 4:16
  boardroom
• 4:18
  sort
• 4:18
  of
• 4:18
  giving
• 4:18
  instructions
• 4:19
  to
• 4:20
  a
• 4:20
  business
• 4:20
  where
• 4:21
  there's
• 4:21
  just
• 4:21
  so
• 4:21
  many
• 4:21
  thousands
• 4:22
  of
• 4:22
  interactions
• 4:23
  that
• 4:23
  have
• 4:23
  to
• 4:23
  work.
• 4:23
  Right.
• 4:24
  Even
• 4:24
  unlike
• 4:24
  a
• 4:25
  manufacturing
• 4:25
  business,
• 4:26
  which
• 4:26
  I
• 4:26
  might
• 4:27
  have
• 4:27
  invested
• 4:27
  in
• 4:27
  right
• 4:27
  here,
• 4:27
  it's
• 4:28
  a
• 4:28
  247
• 4:29
  business,
• 4:29
  literally,
• 4:30
  where
• 4:30
  a
• 4:31
  lot
• 4:31
  of
• 4:31
  small
• 4:31
  things
• 4:31
  have
• 4:32
  got
• 4:32
  to
• 4:32
  fall
• 4:32
  into
• 4:32
  place.
• 4:33
  Right.
• 4:33
  And
• 4:33
  seeing
• 4:33
  the
• 4:34
  hard
• 4:34
  work
• 4:34
  that
• 4:34
  people
• 4:34
  actually
• 4:34
  put
• 4:35
  in
• 4:35
  on
• 4:35
  the
• 4:35
  front
• 4:35
  line.
• 4:36
  Yeah.
• 4:36
  Made
• 4:37
  me
• 4:37
  realize
• 4:37
  that
• 4:37
  things
• 4:37
  are
• 4:38
  a
• 4:38
  little
• 4:38
  different
• 4:38
  at
• 4:38
  the
• 4:39
  coalface.
• 4:39
  Yeah,
• 4:39
  yeah.
• 4:40
  I
• 4:40
  was
• 4:40
  joking.
• 4:40
  I
• 4:40
  was
• 4:40
  joking
• 4:40
  somebody
• 4:41
  this
• 4:41
  way.
• 4:41
  It's
• 4:41
  so
• 4:41
  funny.
• 4:41
  So
• 4:41
  that
• 4:41
  I
• 4:42
  was
• 4:42
  joking
• 4:42
  with
• 4:42
  somebody
• 4:42
  literally
• 4:42
  this
• 4:43
  morning.
• 4:43
  Just
• 4:43
  talking
• 4:44
  about
• 4:44
  running
• 4:44
  a
• 4:44
  warehouse
• 4:45
  versus
• 4:45
  running,
• 4:46
  running
• 4:46
  a
• 4:46
  retailer.
• 4:47
  And
• 4:47
  how
• 4:47
  much
• 4:48
  more
• 4:48
  complicated
• 4:48
  is.
• 4:48
  I
• 4:48
  think.
• 4:49
  Yeah.
• 4:49
  Because
• 4:49
  your
• 4:49
  customers
• 4:50
  don't
• 4:50
  walk
• 4:50
  through
• 4:50
  your
• 4:50
  warehouse
• 4:51
  while
• 4:51
  you're
• 4:51
  trying
• 4:51
  to
• 4:52
  do
• 4:52
  your
• 4:52
  work.
• 4:53
  It's
• 4:53
  a
• 4:53
  real
• 4:53
  fact.
• 4:54
  All
• 4:54
  right,
• 4:54
  what
• 4:54
  brings
• 4:55
  you
• 4:55
  to
• 4:55
  a
• 4:55
  World
• 4:55
  Retail
• 4:55
  Congress?
• 4:56
  Look,
• 4:56
  I
• 4:56
  think
• 4:57
  it's
• 4:57
  important.
• 4:58
  Obviously
• 4:59
  we've
• 4:59
  got
• 4:59
  to
• 4:59
  get
• 4:59
  a
• 4:59
  lot
• 4:59
  of
• 4:59
  things
• 4:59
  right
• 5:00
  in
• 5:00
  the
• 5:00
  market,
• 5:00
  but
• 5:01
  it's
• 5:01
  really
• 5:01
  important,
• 5:01
  I
• 5:01
  think,
• 5:01
  to
• 5:01
  be
• 5:02
  open
• 5:02
  minded
• 5:02
  and
• 5:02
  see
• 5:02
  what's
• 5:03
  happening
• 5:03
  on
• 5:03
  the
• 5:03
  global
• 5:04
  stage.
• 5:04
  We
• 5:04
  look
• 5:05
  to
• 5:05
  lead
• 5:05
  in
• 5:05
  the
• 5:05
  market,
• 5:05
  but
• 5:06
  we
• 5:06
  also
• 5:06
  look
• 5:06
  to
• 5:06
  bring
• 5:06
  a
• 5:06
  lot
• 5:07
  of
• 5:07
  innovation
• 5:07
  from
• 5:07
  other
• 5:08
  places
• 5:09
  to.
• 5:09
  To
• 5:09
  Kenya.
• 5:10
  I
• 5:10
  think
• 5:10
  one
• 5:10
  of
• 5:10
  the
• 5:11
  benefits
• 5:11
  that
• 5:11
  we
• 5:11
  have
• 5:11
  is
• 5:12
  that
• 5:12
  we
• 5:12
  can
• 5:12
  leverage
• 5:13
  a
• 5:13
  lot
• 5:13
  of
• 5:13
  what's
• 5:13
  been
• 5:13
  done
• 5:13
  elsewhere.
• 5:14
  And
• 5:14
  so
• 5:14
  World
• 5:15
  Retail
• 5:15
  Congress
• 5:15
  is
• 5:15
  a
• 5:16
  great
• 5:16
  place
• 5:16
  to
• 5:16
  sort
• 5:16
  of
• 5:16
  bring
• 5:16
  that
• 5:17
  all
• 5:17
  together,
• 5:17
  go
• 5:18
  to
• 5:18
  different
• 5:18
  sessions
• 5:18
  and
• 5:18
  pick
• 5:19
  up
• 5:19
  some
• 5:19
  helpful
• 5:19
  tips.
• 5:20
  Yeah.
• 5:20
  I
• 5:20
  mean,
• 5:20
  that's
• 5:20
  personally
• 5:21
  why
• 5:21
  I
• 5:21
  like
• 5:21
  coming
• 5:21
  here.
• 5:22
  I
• 5:22
  get
• 5:22
  to
• 5:22
  talk
• 5:22
  to
• 5:22
  you
• 5:23
  about
• 5:23
  how
• 5:23
  grocery
• 5:24
  works
• 5:24
  in
• 5:24
  East
• 5:24
  Africa.
• 5:25
  So
• 5:25
  I'm
• 5:25
  curious,
• 5:25
  like,
• 5:26
  how
• 5:26
  is
• 5:26
  grocery
• 5:27
  different
• 5:27
  than
• 5:28
  the
• 5:28
  United
• 5:28
  States
• 5:28
  or
• 5:29
  even
• 5:29
  Europe
• 5:29
  in
• 5:29
  East
• 5:30
  Africa?
• 5:30
  I'm
• 5:30
  pleased
• 5:30
  to
• 5:31
  say,
• 5:31
  actually,
• 5:31
  if
• 5:31
  you
• 5:31
  walked
• 5:31
  into
• 5:32
  one
• 5:32
  of
• 5:32
  our
• 5:32
  stores,
• 5:32
  you'd
• 5:33
  find
• 5:33
  it
• 5:33
  very,
• 5:33
  very
• 5:33
  similar.
• 5:34
  What
• 5:34
  is
• 5:34
  it
• 5:35
  in
• 5:35
  terms
• 5:35
  of
• 5:35
  the
• 5:36
  experience
• 5:36
  that
• 5:36
  we've
• 5:36
  created,
• 5:37
  the
• 5:38
  fit
• 5:38
  outs
• 5:39
  that
• 5:39
  we
• 5:39
  use,
• 5:39
  but
• 5:39
  importantly,
• 5:40
  and
• 5:40
  there's
• 5:41
  players,
• 5:41
  I
• 5:41
  think
• 5:41
  in
• 5:41
  the
• 5:41
  U.S.
• 5:42
  whole
• 5:42
  Foods
• 5:42
  and
• 5:42
  the
• 5:42
  like,
• 5:43
  we
• 5:43
  have
• 5:43
  a
• 5:43
  huge
• 5:44
  focus
• 5:44
  on
• 5:44
  fresh
• 5:44
  produce.
• 5:45
  So
• 5:45
  when
• 5:45
  you
• 5:46
  walk
• 5:46
  into
• 5:46
  one
• 5:46
  of
• 5:46
  our
• 5:46
  stores,
• 5:47
  you'll
• 5:47
  see
• 5:47
  an
• 5:47
  abundance
• 5:47
  of
• 5:48
  really
• 5:48
  high
• 5:48
  quality
• 5:49
  fresh
• 5:49
  produce.
• 5:49
  Okay.
• 5:50
  I
• 5:51
  personally
• 5:51
  like
• 5:51
  that
• 5:52
  visual.
• 5:52
  I
• 5:52
  think
• 5:52
  it's
• 5:52
  a
• 5:52
  great
• 5:53
  visual.
• 5:54
  Visual,
• 5:54
  yeah.
• 5:54
  Is
• 5:54
  that
• 5:54
  right?
• 5:55
  You
• 5:55
  guys,
• 5:55
  you
• 5:55
  guys
• 5:55
  lean
• 5:55
  into
• 5:56
  the.
• 5:56
  Visual
• 5:56
  of
• 5:56
  fresh
• 5:57
  100%.
• 5:58
  Because
• 5:59
  drives
• 6:00
  frequency,
• 6:01
  but
• 6:01
  it
• 6:01
  also
• 6:01
  drives
• 6:02
  loyalty.
• 6:02
  And
• 6:02
  who
• 6:03
  doesn't
• 6:03
  see,
• 6:03
  who
• 6:03
  doesn't
• 6:04
  like
• 6:04
  to
• 6:04
  see
• 6:04
  an
• 6:04
  abundance
• 6:05
  of
• 6:05
  fresh
• 6:05
  produce?
• 6:05
  Right.
• 6:05
  In
• 6:06
  terms
• 6:06
  of
• 6:06
  the
• 6:06
  grocery
• 6:07
  shop.
• 6:07
  Yeah,
• 6:07
  yeah.
• 6:08
  Really
• 6:08
  nice
• 6:08
  color
• 6:09
  blocked
• 6:09
  wet
• 6:10
  rack
• 6:10
  can
• 6:10
  make
• 6:10
  all
• 6:10
  the
• 6:11
  difference
• 6:11
  in
• 6:11
  the
• 6:11
  world.
• 6:11
  100%.
• 6:12
  100%.
• 6:13
  All
• 6:13
  right,
• 6:13
  so
• 6:13
  you
• 6:13
  mentioned,
• 6:14
  you
• 6:14
  know,
• 6:14
  let's
• 6:14
  talk
• 6:15
  what's.
• 6:15
  We're
• 6:15
  also,
• 6:15
  you
• 6:15
  know,
• 6:16
  the
• 6:16
  other
• 6:16
  focus
• 6:16
  of
• 6:17
  this
• 6:17
  Conference
• 6:17
  is
• 6:17
  technology
• 6:18
  and
• 6:18
  staying
• 6:18
  and
• 6:18
  keeping
• 6:19
  pace
• 6:19
  on
• 6:19
  it,
• 6:20
  you
• 6:20
  know,
• 6:20
  and
• 6:21
  grocery
• 6:21
  really
• 6:21
  is
• 6:21
  the
• 6:22
  crucible
• 6:22
  for
• 6:22
  a
• 6:22
  lot
• 6:22
  of
• 6:23
  technological
• 6:23
  innovation
• 6:24
  throughout
• 6:24
  the
• 6:24
  world
• 6:25
  right
• 6:25
  now.
• 6:25
  So
• 6:26
  I'm
• 6:26
  curious,
• 6:26
  what,
• 6:27
  what's
• 6:27
  on
• 6:27
  your
• 6:27
  technology
• 6:28
  roadmap
• 6:28
  to
• 6:29
  improve
• 6:29
  the
• 6:29
  business
• 6:29
  in
• 6:29
  2026
• 6:31
  and
• 6:31
  where
• 6:32
  do
• 6:32
  you
• 6:32
  think
• 6:32
  the
• 6:32
  low
• 6:32
  hanging
• 6:32
  fruit
• 6:33
  is
• 6:33
  going
• 6:33
  to
• 6:33
  be
• 6:33
  for
• 6:33
  you?
• 6:34
  So
• 6:34
  two,
• 6:35
  two
• 6:35
  important
• 6:35
  topics.
• 6:36
  Okay.
• 6:36
  One
• 6:37
  is
• 6:37
  our
• 6:37
  own
• 6:37
  data.
• 6:38
  I
• 6:38
  mean,
• 6:38
  again,
• 6:38
  these
• 6:39
  are
• 6:39
  acronyms
• 6:39
  or
• 6:39
  terms
• 6:40
  you'll
• 6:40
  hear
• 6:40
  everyone
• 6:40
  talking
• 6:41
  about
• 6:41
  and
• 6:41
  in
• 6:42
  particular
• 6:42
  customer
• 6:42
  data.
• 6:43
  So
• 6:43
  one
• 6:43
  of
• 6:43
  the
• 6:43
  things
• 6:43
  we're
• 6:44
  looking
• 6:44
  to
• 6:44
  bring
• 6:44
  to
• 6:44
  both
• 6:44
  our
• 6:45
  buying
• 6:45
  team
• 6:45
  and
• 6:46
  our
• 6:46
  store
• 6:46
  teams
• 6:47
  is
• 6:47
  a
• 6:47
  much
• 6:47
  deeper
• 6:48
  understanding.
• 6:49
  We
• 6:49
  have
• 6:49
  three
• 6:49
  and
• 6:49
  a
• 6:50
  half
• 6:50
  million
• 6:50
  loyalty
• 6:50
  card
• 6:51
  members,
• 6:51
  so
• 6:51
  we
• 6:51
  have
• 6:51
  a
• 6:51
  very,
• 6:52
  very
• 6:52
  rich
• 6:52
  seam
• 6:53
  of
• 6:53
  data.
• 6:54
  But
• 6:54
  historically
• 6:54
  we've
• 6:54
  probably
• 6:55
  not
• 6:55
  mined
• 6:55
  that
• 6:55
  as
• 6:55
  much
• 6:56
  in
• 6:56
  terms
• 6:56
  of
• 6:56
  really
• 6:56
  getting
• 6:56
  insights
• 6:57
  and
• 6:57
  so
• 6:58
  bringing
• 6:58
  that
• 6:58
  to
• 6:58
  the
• 6:58
  front
• 6:58
  line
• 6:59
  to
• 6:59
  educate
• 6:59
  our
• 6:59
  staff
• 7:00
  around
• 7:00
  what
• 7:01
  our
• 7:01
  customers
• 7:01
  are
• 7:01
  doing
• 7:02
  and
• 7:02
  what
• 7:02
  they're
• 7:02
  not
• 7:02
  doing
• 7:03
  to
• 7:03
  help
• 7:03
  us
• 7:03
  better
• 7:03
  arrange
• 7:04
  and
• 7:04
  to
• 7:04
  help
• 7:04
  us
• 7:04
  better
• 7:05
  serve
• 7:05
  them
• 7:05
  in
• 7:05
  store
• 7:06
  is
• 7:06
  one
• 7:06
  big
• 7:06
  area.
• 7:07
  Okay.
• 7:07
  The
• 7:08
  other
• 7:08
  one,
• 7:08
  I
• 7:08
  won't
• 7:08
  surprise
• 7:08
  you,
• 7:09
  is
• 7:09
  AI.
• 7:10
  But
• 7:10
  that's
• 7:10
  really.
• 7:11
  You
• 7:11
  never
• 7:11
  know.
• 7:12
  Yeah,
• 7:13
  but
• 7:13
  that's
• 7:13
  really
• 7:13
  around
• 7:14
  how
• 7:14
  can
• 7:14
  we
• 7:15
  remove
• 7:15
  some
• 7:15
  of
• 7:16
  the
• 7:16
  mundane
• 7:16
  tasks
• 7:17
  that
• 7:17
  could
• 7:18
  be
• 7:18
  around
• 7:18
  demand
• 7:18
  planning
• 7:19
  that
• 7:19
  could
• 7:19
  be
• 7:19
  around
• 7:19
  planogramming.
• 7:20
  Right.
• 7:21
  Which
• 7:22
  first
• 7:22
  of
• 7:22
  all
• 7:22
  are
• 7:23
  low
• 7:23
  value
• 7:23
  add
• 7:23
  activities
• 7:24
  in
• 7:24
  terms
• 7:24
  of
• 7:24
  a
• 7:25
  human
• 7:25
  interaction.
• 7:26
  But
• 7:26
  also
• 7:26
  a
• 7:27
  lot
• 7:27
  of
• 7:27
  our
• 7:27
  staff
• 7:27
  would
• 7:27
  probably
• 7:28
  like
• 7:28
  to
• 7:28
  move
• 7:28
  more
• 7:28
  to
• 7:29
  the
• 7:29
  insights
• 7:29
  decision
• 7:30
  making
• 7:30
  piece.
• 7:30
  And
• 7:31
  so
• 7:31
  using
• 7:31
  AI
• 7:32
  to
• 7:32
  help
• 7:32
  us
• 7:32
  make
• 7:33
  those
• 7:33
  decisions
• 7:33
  drive
• 7:33
  the
• 7:34
  insights
• 7:34
  is
• 7:34
  a.
• 7:34
  Is
• 7:35
  another
• 7:35
  key
• 7:35
  focus.
• 7:35
  So
• 7:35
  kind
• 7:36
  of
• 7:36
  that
• 7:36
  productivity
• 7:36
  plus
• 7:37
  idea.
• 7:37
  I
• 7:37
  was
• 7:37
  hearing
• 7:37
  that.
• 7:37
  Yes.
• 7:38
  Yesterday
• 7:38
  from
• 7:38
  Scott
• 7:38
  Price
• 7:39
  of
• 7:39
  DFI
• 7:39
  Group
• 7:39
  too.
• 7:40
  He
• 7:40
  was
• 7:40
  taking
• 7:40
  this.
• 7:40
  He's
• 7:41
  interested
• 7:41
  in
• 7:41
  taking
• 7:41
  a
• 7:42
  similar
• 7:42
  approach.
• 7:42
  You
• 7:42
  guys
• 7:42
  planogram
• 7:43
  as
• 7:43
  well.
• 7:43
  You
• 7:44
  do?
• 7:44
  Yeah.
• 7:44
  Wow,
• 7:44
  interesting.
• 7:45
  Have
• 7:45
  you
• 7:45
  always
• 7:45
  done
• 7:45
  that
• 7:46
  or
• 7:46
  is
• 7:46
  that
• 7:46
  a
• 7:46
  discipline
• 7:46
  that,
• 7:47
  you
• 7:47
  know,
• 7:47
  kind
• 7:47
  of
• 7:47
  you
• 7:48
  developed
• 7:48
  or
• 7:48
  brought
• 7:48
  in
• 7:48
  over
• 7:48
  time?
• 7:49
  It's
• 7:49
  a
• 7:49
  discipline
• 7:49
  we've
• 7:49
  brought
• 7:50
  in
• 7:50
  over
• 7:50
  the
• 7:50
  last
• 7:50
  10
• 7:50
  years,
• 7:50
  but
• 7:51
  it's
• 7:51
  a,
• 7:51
  it's
• 7:51
  a
• 7:51
  key
• 7:51
  focus
• 7:52
  for
• 7:52
  us.
• 7:52
  And,
• 7:52
  and
• 7:53
  I
• 7:53
  think
• 7:53
  also
• 7:53
  spending
• 7:53
  time
• 7:53
  with
• 7:53
  the
• 7:53
  teams
• 7:54
  on
• 7:54
  the
• 7:54
  science
• 7:54
  behind
• 7:54
  it.
• 7:55
  Okay.
• 7:55
  To
• 7:56
  ultimately
• 7:56
  grow
• 7:56
  a
• 7:56
  basket.
• 7:57
  All
• 7:57
  right,
• 7:57
  great.
• 7:57
  Yeah,
• 7:57
  there's
• 7:58
  a
• 7:58
  lot
• 7:58
  of
• 7:58
  value
• 7:58
  to
• 7:58
  it.
• 7:59
  What
• 7:59
  other
• 8:00
  major
• 8:00
  trends
• 8:01
  in
• 8:01
  the
• 8:01
  grocery
• 8:01
  industry
• 8:02
  are
• 8:02
  you
• 8:02
  keeping
• 8:02
  an
• 8:03
  eye
• 8:03
  on
• 8:03
  from
• 8:03
  your
• 8:03
  executive
• 8:04
  chair?
• 8:05
  So
• 8:06
  one
• 8:06
  we've
• 8:06
  sort
• 8:06
  of
• 8:06
  touched
• 8:07
  on,
• 8:07
  which
• 8:07
  is
• 8:08
  around
• 8:08
  how
• 8:08
  can
• 8:08
  we
• 8:09
  create
• 8:09
  more
• 8:10
  experience
• 8:11
  in
• 8:11
  our
• 8:11
  stores
• 8:12
  through
• 8:12
  our
• 8:12
  staff.
• 8:12
  So
• 8:12
  removing
• 8:13
  the
• 8:13
  mundane
• 8:13
  tasks
• 8:14
  and
• 8:14
  turning
• 8:14
  our
• 8:15
  staff
• 8:15
  into
• 8:15
  selling
• 8:16
  agents,
• 8:16
  really
• 8:17
  serving
• 8:17
  customers.
• 8:18
  Right.
• 8:18
  So
• 8:18
  almost
• 8:18
  flipping
• 8:19
  them
• 8:19
  180
• 8:19
  degrees
• 8:20
  away
• 8:20
  from
• 8:21
  stocking
• 8:21
  the
• 8:21
  Shelf
• 8:22
  to
• 8:22
  interacting
• 8:22
  with
• 8:22
  the
• 8:23
  customer.
• 8:23
  That's
• 8:24
  important
• 8:24
  for
• 8:24
  two
• 8:24
  reasons
• 8:25
  from
• 8:25
  our
• 8:25
  perspective.
• 8:25
  One,
• 8:25
  obviously
• 8:26
  it
• 8:26
  drives
• 8:26
  sales,
• 8:27
  but
• 8:27
  also
• 8:27
  in
• 8:27
  terms
• 8:28
  of
• 8:28
  managing
• 8:28
  our
• 8:28
  cost
• 8:28
  base,
• 8:29
  really
• 8:29
  important
• 8:30
  that
• 8:30
  we're
• 8:30
  increasing
• 8:31
  that
• 8:31
  sort
• 8:32
  of
• 8:32
  productivity
• 8:32
  component.
• 8:33
  Right.
• 8:33
  And
• 8:34
  the
• 8:34
  other
• 8:34
  one,
• 8:34
  and
• 8:35
  look,
• 8:35
  different
• 8:35
  markets
• 8:36
  evolved
• 8:36
  at
• 8:36
  different
• 8:36
  rates
• 8:37
  is
• 8:37
  probably
• 8:37
  our
• 8:37
  private
• 8:37
  label
• 8:38
  evolution.
• 8:38
  Okay.
• 8:39
  We're
• 8:39
  now
• 8:39
  at
• 8:39
  a
• 8:39
  scale
• 8:40
  where
• 8:40
  our
• 8:40
  brand
• 8:40
  is
• 8:41
  really
• 8:41
  meaningful
• 8:41
  in
• 8:42
  the
• 8:42
  market
• 8:42
  and
• 8:43
  are
• 8:43
  turning
• 8:43
  that
• 8:43
  into
• 8:44
  not
• 8:44
  just
• 8:45
  the
• 8:45
  storefront,
• 8:46
  but
• 8:46
  also
• 8:46
  the
• 8:46
  products
• 8:46
  that
• 8:47
  we
• 8:47
  sell
• 8:47
  customers
• 8:48
  is.
• 8:48
  Is
• 8:49
  a
• 8:49
  big
• 8:49
  trend
• 8:49
  that
• 8:49
  we're
• 8:50
  looking
• 8:50
  to
• 8:50
  really
• 8:50
  push.
• 8:50
  Got
• 8:50
  it.
• 8:51
  Is
• 8:51
  there
• 8:51
  a
• 8:51
  third
• 8:51
  element
• 8:52
  too,
• 8:52
  to
• 8:52
  the
• 8:52
  first
• 8:52
  one
• 8:53
  you
• 8:53
  talked
• 8:53
  about
• 8:53
  in
• 8:53
  terms
• 8:53
  of,
• 8:53
  like
• 8:54
  the
• 8:54
  actual
• 8:54
  engagement
• 8:54
  of
• 8:55
  the
• 8:55
  employees?
• 8:55
  I
• 8:55
  feel
• 8:55
  like.
• 8:55
  I
• 8:56
  feel
• 8:56
  like
• 8:56
  as
• 8:56
  you
• 8:56
  start
• 8:56
  to
• 8:57
  use
• 8:57
  AI
• 8:57
  to
• 8:57
  take
• 8:57
  a
• 8:58
  lot
• 8:58
  of
• 8:58
  the
• 8:58
  mundane
• 8:59
  work
• 8:59
  off
• 8:59
  the
• 8:59
  plate,
• 9:00
  you
• 9:00
  should
• 9:00
  in
• 9:00
  theory
• 9:00
  have
• 9:01
  more
• 9:01
  engaged
• 9:01
  employees
• 9:02
  too.
• 9:02
  Do
• 9:02
  you
• 9:02
  see
• 9:02
  that
• 9:02
  as
• 9:03
  a
• 9:03
  potential
• 9:03
  byproduct?
• 9:04
  100%.
• 9:04
  And
• 9:04
  I
• 9:05
  think
• 9:05
  what's
• 9:05
  so
• 9:05
  interesting
• 9:05
  in
• 9:05
  retail,
• 9:06
  and
• 9:06
  I'll
• 9:06
  say
• 9:07
  in
• 9:07
  a
• 9:07
  panel
• 9:07
  yesterday,
• 9:07
  I
• 9:08
  think
• 9:08
  retail
• 9:08
  can
• 9:08
  sometimes
• 9:09
  be
• 9:09
  a
• 9:09
  career
• 9:09
  that's
• 9:09
  sort
• 9:09
  of
• 9:09
  looked
• 9:10
  down
• 9:10
  upon
• 9:10
  a
• 9:10
  bit
• 9:10
  versus
• 9:11
  other.
• 9:11
  And.
• 9:12
  And
• 9:12
  I
• 9:12
  think
• 9:12
  actually
• 9:12
  when
• 9:13
  you
• 9:13
  think
• 9:13
  about
• 9:13
  AI,
• 9:14
  retail
• 9:14
  is
• 9:14
  a
• 9:14
  wonderful
• 9:15
  place.
• 9:15
  Right.
• 9:16
  Whether
• 9:16
  that's
• 9:16
  around
• 9:17
  the
• 9:17
  actual
• 9:17
  selling
• 9:18
  and
• 9:18
  learning
• 9:18
  selling
• 9:19
  skills,
• 9:19
  because
• 9:19
  some
• 9:19
  of
• 9:19
  those
• 9:20
  inside
• 9:20
  tasks
• 9:20
  have
• 9:21
  been
• 9:21
  taken
• 9:21
  away
• 9:21
  from
• 9:21
  AI.
• 9:22
  So
• 9:22
  I
• 9:22
  think
• 9:22
  AI
• 9:23
  is
• 9:23
  much.
• 9:23
  It's
• 9:23
  not
• 9:24
  a
• 9:24
  threat,
• 9:24
  it's
• 9:24
  really
• 9:25
  a
• 9:25
  value
• 9:25
  add.
• 9:26
  But
• 9:26
  also
• 9:26
  the
• 9:27
  multitude
• 9:27
  of
• 9:27
  career
• 9:28
  paths
• 9:28
  that
• 9:28
  you
• 9:28
  can
• 9:29
  explore.
• 9:29
  You
• 9:29
  know,
• 9:29
  think
• 9:30
  about
• 9:30
  things
• 9:30
  like
• 9:30
  retail
• 9:30
  media,
• 9:32
  an
• 9:32
  advertising
• 9:33
  career
• 9:33
  path
• 9:33
  in
• 9:34
  a
• 9:34
  retailer.
• 9:34
  Right.
• 9:34
  Who
• 9:34
  would
• 9:34
  have
• 9:34
  thought
• 9:35
  that
• 9:35
  10,
• 9:35
  15
• 9:35
  years
• 9:35
  ago?
• 9:35
  Right?
• 9:36
  Right.
• 9:36
  Yeah,
• 9:36
  100%.
• 9:37
  Yeah.
• 9:37
  It's
• 9:37
  a
• 9:37
  job.
• 9:38
  It's
• 9:38
  a
• 9:38
  job
• 9:38
  where
• 9:38
  you're
• 9:38
  so
• 9:39
  close
• 9:39
  to
• 9:39
  the
• 9:39
  consumer,
• 9:39
  you
• 9:39
  get
• 9:40
  feedback
• 9:40
  all
• 9:40
  the
• 9:40
  time.
• 9:40
  You
• 9:40
  can
• 9:41
  try
• 9:41
  things
• 9:41
  you
• 9:41
  want
• 9:41
  to
• 9:42
  try
• 9:42
  at
• 9:43
  any
• 9:43
  moment
• 9:43
  in
• 9:43
  time.
• 9:44
  That's
• 9:44
  what
• 9:44
  I
• 9:44
  always
• 9:44
  loved
• 9:45
  about
• 9:45
  it.
• 9:45
  But
• 9:45
  it
• 9:45
  is
• 9:46
  complicated.
• 9:46
  And
• 9:46
  for
• 9:46
  some
• 9:47
  reason
• 9:47
  it
• 9:47
  does
• 9:47
  get
• 9:47
  kind
• 9:47
  of
• 9:47
  that
• 9:48
  rub
• 9:48
  or
• 9:48
  that
• 9:48
  stigma.
• 9:49
  Why
• 9:49
  do
• 9:49
  you
• 9:49
  think
• 9:49
  that
• 9:49
  is?
• 9:50
  I
• 9:50
  think
• 9:50
  it's
• 9:50
  because
• 9:51
  of
• 9:51
  the.
• 9:51
  Of
• 9:51
  the
• 9:52
  significant.
• 9:52
  You
• 9:53
  know,
• 9:53
  if
• 9:53
  you
• 9:53
  think
• 9:53
  about
• 9:53
  a
• 9:54
  branded
• 9:54
  business
• 9:54
  or
• 9:54
  a
• 9:54
  branded
• 9:55
  business
• 9:55
  that's
• 9:55
  in
• 9:55
  one
• 9:55
  vertical,
• 9:56
  you're
• 9:56
  super
• 9:57
  focused.
• 9:57
  Right.
• 9:57
  In
• 9:57
  one
• 9:58
  particular
• 9:58
  area,
• 9:58
  maybe
• 9:58
  the
• 9:59
  impulse
• 9:59
  space
• 10:00
  here
• 10:00
  we're
• 10:00
  covering
• 10:00
  so
• 10:01
  many
• 10:01
  different
• 10:01
  categories,
• 10:02
  so
• 10:02
  many
• 10:02
  different
• 10:02
  customers,
• 10:03
  and
• 10:03
  so
• 10:04
  many
• 10:04
  touch
• 10:04
  points,
• 10:04
  as
• 10:04
  you
• 10:05
  say.
• 10:05
  Right.
• 10:05
  That
• 10:05
  actually
• 10:05
  can
• 10:06
  have
• 10:06
  the
• 10:06
  tendency
• 10:06
  to
• 10:07
  make
• 10:07
  it
• 10:07
  quite
• 10:07
  complicated.
• 10:07
  Yeah,
• 10:08
  yeah.
• 10:08
  And
• 10:08
  you
• 10:08
  and
• 10:08
  I
• 10:09
  are
• 10:09
  kind
• 10:09
  of
• 10:09
  living
• 10:09
  proof
• 10:09
  to
• 10:10
  what
• 10:10
  you
• 10:10
  said
• 10:10
  too.
• 10:10
  I
• 10:10
  mean,
• 10:10
  if
• 10:10
  you
• 10:10
  look
• 10:11
  back
• 10:11
  at
• 10:11
  our
• 10:11
  business
• 10:11
  school,
• 10:11
  which
• 10:11
  was
• 10:12
  like
• 10:12
  probably
• 10:12
  900
• 10:12
  people,
• 10:12
  there's
• 10:13
  like
• 10:13
  probably
• 10:13
  a
• 10:13
  handful
• 10:14
  of
• 10:14
  us
• 10:14
  that
• 10:14
  went
• 10:14
  into
• 10:14
  retail.
• 10:15
  Right?
• 10:15
  Exactly.
• 10:16
  Exactly.
• 10:16
  Here
• 10:17
  we
• 10:17
  are,
• 10:17
  together
• 10:18
  again.
• 10:18
  All
• 10:18
  right,
• 10:19
  man.
• 10:19
  Well,
• 10:19
  Andres,
• 10:19
  thank
• 10:20
  you
• 10:20
  so
• 10:20
  much.
• 10:20
  Very
• 10:21
  welcome.
• 10:21
  Thank
• 10:21
  you
• 10:21
  for
• 10:21
  inviting
• 10:22
  me.
• 10:22
  Yeah,
• 10:22
  it
• 10:22
  was
• 10:22
  great
• 10:23
  talking
• 10:23
  to
• 10:23
  you.
• 10:23
  Hopefully
• 10:23
  we'll
• 10:23
  do
• 10:23
  this
• 10:24
  again
• 10:24
  sometime.
• 10:24
  We'd
• 10:25
  love
• 10:25
  to.
• 10:25
  The
• 10:25
  CEO
• 10:26
  of
• 10:26
  Naivas,
• 10:27
  the
• 10:27
  East
• 10:27
  African
• 10:28
  grocer
• 10:28
  who's
• 10:28
  doing
• 10:29
  very
• 10:29
  well,
• 10:29
  it
• 10:29
  sounds
• 10:30
  like.
• 10:30
  So
• 10:31
  thanks
• 10:31
  to
• 10:31
  him,
• 10:31
  thanks
• 10:32
  to
• 10:32
  Vusion
• 10:32
  for
• 10:32
  sponsoring
• 10:33
  our
• 10:33
  coverage
• 10:33
  here
• 10:33
  at
• 10:33
  the
• 10:34
  World
• 10:34
  Retail
• 10:34
  Congress.
• 10:34
  And
• 10:35
  to
• 10:35
  all
• 10:35
  of
• 10:35
  you
• 10:35
  out
• 10:36
  there,
• 10:36
  as
• 10:36
  always,
• 10:37
  be
• 10:37
  careful
• 10:37
  out
• 10:38
  there.