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How Rohlik Group Achieves Profitability In Online Grocery With Veloq CEO Richard McKenzie | 5IM · Omni Talk Retail

• 0:00
  Foreigning
• 0:08
  us
• 0:08
  today
• 0:09
  for
• 0:09
  five
• 0:09
  insightful
• 0:10
  minutes
• 0:10
  is
• 0:10
  a
• 0:10
  guest
• 0:11
  we
• 0:11
  have
• 0:11
  been
• 0:11
  really
• 0:11
  excited
• 0:12
  to
• 0:12
  get
• 0:12
  on
• 0:12
  the
• 0:13
  show
• 0:13
  since
• 0:13
  we
• 0:13
  first
• 0:14
  met
• 0:14
  him
• 0:14
  at
• 0:14
  Grocery
• 0:15
  Shop
• 0:15
  last
• 0:15
  year.
• 0:16
  Richard
• 0:16
  McKenzie,
• 0:17
  the
• 0:17
  chief
• 0:18
  executive
• 0:18
  officer
• 0:19
  at
• 0:19
  Volok,
• 0:19
  a
• 0:20
  division
• 0:20
  of
• 0:20
  the
• 0:20
  Roelik
• 0:21
  Group.
• 0:21
  Richard,
• 0:22
  welcome
• 0:22
  to
• 0:22
  omnitalk.
• 0:23
  And
• 0:23
  let's
• 0:23
  get
• 0:24
  right
• 0:24
  to
• 0:24
  it.
• 0:25
  For
• 0:25
  listeners
• 0:25
  who
• 0:25
  may
• 0:26
  not
• 0:26
  know
• 0:26
  Roelik,
• 0:27
  give
• 0:27
  us
• 0:27
  a
• 0:27
  quick
• 0:27
  overview
• 0:28
  of
• 0:29
  who
• 0:29
  you
• 0:29
  are,
• 0:29
  how
• 0:30
  the
• 0:30
  lock
• 0:30
  fits
• 0:30
  into
• 0:31
  them,
• 0:31
  and
• 0:31
  how
• 0:32
  your
• 0:32
  model
• 0:32
  differs
• 0:33
  from
• 0:33
  typical
• 0:33
  online
• 0:34
  grocers.
• 0:34
  Thank
• 0:35
  you,
• 0:35
  Chris.
• 0:36
  I
• 0:36
  think
• 0:36
  Roelik,
• 0:37
  for
• 0:37
  me,
• 0:37
  is
• 0:38
  a
• 0:38
  bit
• 0:38
  of
• 0:38
  a.
• 0:38
  Is
• 0:39
  a
• 0:39
  bit
• 0:39
  of
• 0:39
  a
• 0:39
  hidden
• 0:39
  gem.
• 0:40
  So
• 0:41
  we
• 0:41
  do
• 0:41
  about
• 0:42
  $2
• 0:42
  billion,
• 0:43
  give
• 0:43
  or
• 0:43
  take
• 0:43
  in
• 0:44
  revenue
• 0:45
  in
• 0:45
  five
• 0:45
  countries
• 0:46
  in
• 0:46
  Europe,
• 0:47
  but
• 0:47
  we're
• 0:47
  growing
• 0:47
  at
• 0:48
  30%
• 0:48
  a
• 0:48
  year,
• 0:48
  which,
• 0:49
  when
• 0:49
  you
• 0:49
  just
• 0:49
  add
• 0:49
  up
• 0:50
  what
• 0:50
  that
• 0:50
  means
• 0:51
  in
• 0:51
  terms
• 0:51
  of
• 0:51
  putting
• 0:52
  on
• 0:52
  growth
• 0:52
  every
• 0:52
  year,
• 0:53
  is,
• 0:53
  frankly,
• 0:53
  quite
• 0:54
  remarkable.
• 0:55
  And
• 0:55
  our
• 0:55
  proposition
• 0:56
  for
• 0:56
  the
• 0:56
  customer
• 0:57
  is
• 0:57
  just
• 0:57
  great.
• 0:59
  So
• 0:59
  we're
• 0:59
  offering
• 0:59
  a
• 0:59
  really
• 1:00
  full
• 1:00
  basket,
• 1:00
  and
• 1:01
  that's
• 1:01
  the
• 1:01
  full
• 1:01
  complexity
• 1:01
  of
• 1:02
  grocery,
• 1:02
  fresh
• 1:02
  bakery,
• 1:03
  fresh
• 1:03
  food,
• 1:04
  and
• 1:04
  everything
• 1:05
  you
• 1:05
  would
• 1:05
  find
• 1:05
  in
• 1:05
  a
• 1:06
  shop.
• 1:06
  And
• 1:06
  we're
• 1:06
  delivering
• 1:07
  it
• 1:07
  fast.
• 1:07
  So
• 1:08
  it's
• 1:08
  done
• 1:08
  in
• 1:09
  standard.
• 1:09
  Delivery
• 1:10
  time
• 1:10
  is
• 1:10
  three
• 1:11
  hours.
• 1:12
  We're
• 1:13
  doing
• 1:13
  that
• 1:13
  out
• 1:13
  of
• 1:14
  12
• 1:14
  distribution
• 1:15
  centers,
• 1:15
  which
• 1:16
  we're
• 1:16
  now
• 1:16
  automated.
• 1:18
  And
• 1:18
  those
• 1:19
  distributions,
• 1:19
  as
• 1:19
  they
• 1:20
  kind
• 1:20
  of
• 1:20
  vary
• 1:20
  in
• 1:20
  size,
• 1:21
  but
• 1:21
  they're
• 1:21
  typically
• 1:21
  kind
• 1:22
  of
• 1:22
  50,000
• 1:22
  square
• 1:23
  feet
• 1:23
  to
• 1:23
  100,000
• 1:24
  square
• 1:24
  feet.
• 1:25
  So
• 1:25
  they're
• 1:25
  really
• 1:26
  quite
• 1:26
  compact
• 1:27
  in
• 1:27
  terms
• 1:27
  of
• 1:28
  what
• 1:28
  they
• 1:28
  do.
• 1:29
  Because
• 1:30
  we're
• 1:30
  centralized,
• 1:31
  it
• 1:31
  means
• 1:31
  that
• 1:31
  we
• 1:32
  can
• 1:32
  deliver
• 1:33
  really
• 1:34
  excellent
• 1:34
  customer
• 1:35
  service.
• 1:36
  We're
• 1:36
  getting
• 1:38
  customer
• 1:38
  NPS
• 1:39
  scores.
• 1:40
  Our
• 1:40
  weighted
• 1:40
  average
• 1:41
  across
• 1:41
  our
• 1:41
  markets
• 1:41
  is
• 1:42
  something
• 1:42
  like
• 1:42
  88,
• 1:43
  which,
• 1:43
  again,
• 1:43
  is
• 1:44
  just
• 1:44
  better
• 1:44
  than
• 1:44
  anything
• 1:44
  I've
• 1:45
  seen
• 1:45
  elsewhere.
• 1:47
  Then
• 1:47
  what
• 1:47
  we're
• 1:48
  doing
• 1:48
  with
• 1:48
  Veloc,
• 1:48
  we're
• 1:49
  taking
• 1:49
  that
• 1:49
  technology,
• 1:50
  making,
• 1:50
  making
• 1:50
  it
• 1:50
  available
• 1:52
  and
• 1:52
  so
• 1:53
  that
• 1:53
  we
• 1:53
  can
• 1:53
  work,
• 1:53
  or
• 1:54
  our
• 1:54
  technology
• 1:54
  can
• 1:55
  work
• 1:55
  with
• 1:55
  other
• 1:55
  grocers
• 1:56
  and
• 1:56
  they
• 1:56
  can
• 1:57
  start
• 1:57
  to
• 1:57
  offer
• 1:58
  a
• 1:59
  similar
• 1:59
  type
• 1:59
  of
• 1:59
  service
• 2:00
  that
• 2:00
  we're
• 2:00
  offering
• 2:00
  to
• 2:01
  our
• 2:01
  customers
• 2:01
  and
• 2:01
  has
• 2:01
  been
• 2:02
  so
• 2:02
  successful
• 2:02
  for
• 2:02
  us.
• 2:03
  Well,
• 2:03
  Richard,
• 2:03
  you
• 2:03
  mentioned
• 2:04
  it
• 2:04
  a
• 2:04
  couple
• 2:04
  of
• 2:05
  times.
• 2:05
  Everyone's
• 2:06
  talking
• 2:06
  about
• 2:07
  how
• 2:07
  unprofitable
• 2:08
  online
• 2:08
  grocery
• 2:08
  can
• 2:09
  be,
• 2:09
  but
• 2:09
  you
• 2:09
  mentioned
• 2:10
  twice
• 2:10
  you
• 2:10
  are
• 2:11
  doing
• 2:11
  this
• 2:11
  profitably.
• 2:12
  How
• 2:12
  has
• 2:13
  Roelik
• 2:13
  managed
• 2:14
  to
• 2:14
  do
• 2:14
  this?
• 2:15
  I'd
• 2:15
  say
• 2:15
  there's
• 2:15
  a
• 2:16
  few
• 2:16
  things.
• 2:17
  The
• 2:17
  first,
• 2:17
  actually,
• 2:17
  I
• 2:18
  already
• 2:18
  mentioned
• 2:18
  one,
• 2:19
  is
• 2:20
  it's
• 2:20
  full
• 2:20
  basket.
• 2:21
  And
• 2:21
  actually,
• 2:21
  if
• 2:21
  you
• 2:21
  do
• 2:21
  full
• 2:22
  basket,
• 2:22
  you
• 2:22
  get
• 2:23
  a
• 2:23
  big
• 2:23
  basket.
• 2:24
  So,
• 2:24
  you
• 2:24
  know,
• 2:24
  if
• 2:24
  you're
• 2:25
  doing,
• 2:25
  I
• 2:25
  don't
• 2:25
  know,
• 2:26
  $120
• 2:27
  baskets,
• 2:29
  you've
• 2:29
  got
• 2:29
  the
• 2:30
  margin
• 2:30
  there
• 2:30
  to
• 2:31
  pay
• 2:31
  for
• 2:31
  some
• 2:31
  of
• 2:32
  the
• 2:32
  picking
• 2:32
  and
• 2:32
  the
• 2:32
  packing
• 2:33
  and
• 2:33
  even
• 2:33
  the
• 2:33
  delivery.
• 2:35
  The
• 2:35
  important
• 2:35
  thing
• 2:35
  is
• 2:36
  to
• 2:36
  get
• 2:36
  that
• 2:36
  Range,
• 2:37
  So
• 2:37
  you
• 2:37
  get
• 2:37
  the
• 2:38
  full.
• 2:38
  You
• 2:38
  get
• 2:38
  that
• 2:38
  basket
• 2:39
  in
• 2:39
  there.
• 2:40
  The
• 2:40
  second
• 2:41
  thing
• 2:42
  we
• 2:42
  run,
• 2:42
  then
• 2:43
  we
• 2:43
  just
• 2:43
  make
• 2:44
  sure
• 2:44
  the
• 2:44
  fulfillment
• 2:45
  centers
• 2:45
  are
• 2:46
  efficient,
• 2:47
  they're
• 2:47
  automated.
• 2:48
  We
• 2:48
  get
• 2:48
  a
• 2:48
  really
• 2:48
  good
• 2:49
  uph
• 2:50
  of
• 2:50
  the
• 2:50
  labor
• 2:51
  costs
• 2:51
  in
• 2:51
  those
• 2:52
  stay
• 2:52
  down.
• 2:54
  I'd
• 2:54
  say
• 2:54
  the
• 2:55
  third
• 2:55
  thing
• 2:55
  I'd
• 2:55
  also
• 2:56
  highlight
• 2:56
  is
• 2:56
  they've
• 2:57
  got
• 2:57
  to
• 2:57
  be
• 2:57
  the
• 2:57
  right
• 2:57
  size.
• 2:58
  So
• 2:59
  if
• 2:59
  you
• 2:59
  build
• 2:59
  them
• 3:00
  too
• 3:00
  big,
• 3:01
  they're
• 3:01
  not
• 3:01
  utilized,
• 3:03
  and
• 3:03
  you
• 3:03
  just
• 3:03
  end
• 3:04
  up
• 3:04
  with
• 3:04
  the
• 3:04
  kind
• 3:04
  of,
• 3:04
  what's
• 3:04
  been
• 3:05
  called
• 3:05
  monuments.
• 3:06
  So
• 3:07
  for
• 3:07
  us,
• 3:07
  build
• 3:08
  them
• 3:08
  the
• 3:08
  right
• 3:08
  size
• 3:10
  and
• 3:10
  then
• 3:11
  you
• 3:11
  can
• 3:11
  get.
• 3:11
  Also
• 3:11
  you
• 3:12
  can
• 3:12
  get
• 3:12
  them
• 3:12
  closer
• 3:12
  into
• 3:13
  the
• 3:13
  town.
• 3:13
  So
• 3:13
  you're
• 3:13
  managing
• 3:14
  the
• 3:14
  last
• 3:14
  mile,
• 3:15
  you
• 3:15
  know,
• 3:16
  so
• 3:16
  you're
• 3:16
  keeping
• 3:16
  that.
• 3:16
  So
• 3:17
  we.
• 3:17
  We
• 3:17
  build
• 3:18
  them
• 3:18
  really
• 3:18
  compact
• 3:19
  and
• 3:19
  try
• 3:20
  and
• 3:20
  keep
• 3:20
  them
• 3:20
  as
• 3:20
  close
• 3:21
  into
• 3:21
  the
• 3:21
  town
• 3:21
  as
• 3:21
  possible.
• 3:23
  And
• 3:23
  the
• 3:23
  last
• 3:23
  thing,
• 3:24
  and
• 3:24
  I
• 3:24
  think
• 3:24
  we'll
• 3:24
  come
• 3:24
  on
• 3:24
  to
• 3:24
  this
• 3:25
  a
• 3:25
  bit
• 3:25
  more,
• 3:25
  is
• 3:26
  the
• 3:26
  system,
• 3:27
  you
• 3:27
  know,
• 3:28
  it's
• 3:28
  got
• 3:28
  to
• 3:28
  be
• 3:28
  the
• 3:29
  joining
• 3:30
  all
• 3:30
  this
• 3:30
  up
• 3:30
  between
• 3:31
  the
• 3:31
  last
• 3:31
  mile,
• 3:31
  the
• 3:32
  fulfillment
• 3:32
  center.
• 3:33
  Orchestrating
• 3:34
  all
• 3:34
  of
• 3:34
  this
• 3:34
  is
• 3:34
  difficult.
• 3:35
  And
• 3:36
  you've
• 3:36
  got
• 3:36
  to
• 3:36
  do
• 3:36
  that
• 3:36
  to
• 3:37
  keep
• 3:37
  the
• 3:37
  waste
• 3:37
  down,
• 3:37
  to
• 3:38
  keep
• 3:38
  the
• 3:38
  kind
• 3:38
  of
• 3:38
  the
• 3:39
  unused
• 3:39
  labor
• 3:40
  down.
• 3:40
  So
• 3:41
  just
• 3:41
  kind
• 3:41
  of.
• 3:41
  That
• 3:41
  one
• 3:41
  system,
• 3:42
  I
• 3:42
  think,
• 3:42
  is
• 3:42
  also
• 3:43
  really
• 3:43
  important.
• 3:44
  Right.
• 3:44
  And
• 3:44
  you've
• 3:45
  been
• 3:45
  building
• 3:45
  this
• 3:45
  technology
• 3:45
  for
• 3:46
  over
• 3:46
  the
• 3:46
  course
• 3:46
  of
• 3:46
  the
• 3:46
  last
• 3:47
  decade,
• 3:48
  so
• 3:49
  you've
• 3:49
  worked
• 3:49
  a
• 3:49
  lot
• 3:49
  of
• 3:50
  those
• 3:50
  things
• 3:50
  out.
• 3:51
  As
• 3:51
  you
• 3:52
  offer
• 3:52
  this
• 3:52
  to
• 3:53
  other
• 3:53
  operators,
• 3:54
  what
• 3:54
  would
• 3:55
  you
• 3:55
  say
• 3:55
  makes
• 3:56
  your
• 3:56
  technology,
• 3:57
  the
• 3:57
  underlying
• 3:58
  technology,
• 3:59
  unique?
• 4:01
  Look,
• 4:01
  I
• 4:01
  think
• 4:02
  I
• 4:02
  was
• 4:02
  going
• 4:02
  to
• 4:02
  start
• 4:03
  with
• 4:03
  a
• 4:03
  philosophical
• 4:04
  point
• 4:04
  that
• 4:05
  we.
• 4:06
  We
• 4:06
  started
• 4:07
  here
• 4:07
  kind
• 4:07
  of
• 4:08
  with
• 4:08
  the
• 4:08
  customer
• 4:09
  proposition.
• 4:11
  So,
• 4:11
  you
• 4:11
  know,
• 4:11
  we
• 4:12
  started
• 4:12
  by
• 4:12
  saying,
• 4:12
  what
• 4:13
  do
• 4:13
  you
• 4:13
  have
• 4:13
  to
• 4:13
  do
• 4:13
  to
• 4:13
  win?
• 4:14
  You
• 4:14
  need
• 4:14
  a
• 4:14
  full
• 4:14
  basket,
• 4:15
  you
• 4:15
  need.
• 4:15
  You
• 4:15
  need
• 4:16
  fast
• 4:16
  delivery.
• 4:17
  And
• 4:17
  then
• 4:17
  we
• 4:18
  kind
• 4:18
  of
• 4:18
  work
• 4:18
  backwards
• 4:19
  from
• 4:19
  the
• 4:19
  proposition
• 4:19
  to
• 4:20
  say,
• 4:21
  how
• 4:21
  do
• 4:21
  you
• 4:21
  make
• 4:22
  the
• 4:22
  technology
• 4:22
  work
• 4:23
  for
• 4:23
  that?
• 4:25
  So
• 4:25
  we've
• 4:25
  kind
• 4:25
  of
• 4:25
  gone
• 4:26
  backwards
• 4:26
  to
• 4:26
  say
• 4:26
  actually
• 4:26
  how
• 4:27
  do
• 4:27
  we
• 4:27
  create
• 4:27
  the
• 4:28
  software
• 4:28
  stack
• 4:28
  that
• 4:29
  enables
• 4:30
  the
• 4:30
  orchestration
• 4:30
  of
• 4:30
  the
• 4:31
  bakery,
• 4:31
  getting
• 4:32
  it.
• 4:32
  Getting
• 4:32
  everything
• 4:32
  out
• 4:33
  of
• 4:33
  the
• 4:33
  door
• 4:33
  really
• 4:34
  quick.
• 4:34
  And
• 4:34
  that's
• 4:35
  kind
• 4:35
  of.
• 4:35
  I
• 4:35
  think
• 4:36
  just
• 4:36
  what's
• 4:36
  different
• 4:37
  is
• 4:37
  actually
• 4:37
  our
• 4:37
  technology
• 4:38
  has
• 4:38
  come
• 4:38
  kind
• 4:38
  of
• 4:38
  customer
• 4:39
  backwards,
• 4:40
  rather
• 4:40
  than
• 4:40
  saying,
• 4:40
  what
• 4:41
  can
• 4:41
  we
• 4:41
  now
• 4:41
  do
• 4:41
  with
• 4:41
  this
• 4:42
  technology?
• 4:44
  I'd
• 4:44
  say
• 4:44
  the
• 4:44
  second
• 4:45
  point
• 4:45
  is
• 4:46
  we're
• 4:46
  grocers.
• 4:48
  We're
• 4:48
  fundamentally
• 4:49
  grocers.
• 4:50
  And
• 4:50
  we
• 4:50
  built
• 4:50
  it
• 4:50
  kind
• 4:51
  of
• 4:51
  with
• 4:51
  that
• 4:52
  operator
• 4:52
  mindset.
• 4:53
  So
• 4:54
  we've
• 4:54
  got
• 4:54
  one
• 4:56
  software
• 4:56
  brain,
• 4:57
  for
• 4:57
  want
• 4:57
  of
• 4:57
  a
• 4:57
  better
• 4:57
  word,
• 4:58
  that
• 4:59
  makes
• 4:59
  this
• 4:59
  kind
• 4:59
  of
• 5:00
  easy
• 5:00
  to
• 5:00
  operate.
• 5:01
  And
• 5:01
  you'll
• 5:01
  know
• 5:01
  that
• 5:01
  these
• 5:02
  centers.
• 5:03
  A
• 5:03
  grocer
• 5:04
  is
• 5:04
  good
• 5:04
  at
• 5:04
  running
• 5:04
  a
• 5:04
  shop,
• 5:05
  it's
• 5:05
  good
• 5:05
  at
• 5:06
  running
• 5:06
  a
• 5:06
  distribution
• 5:06
  center.
• 5:07
  Running
• 5:07
  fulfillment
• 5:07
  centers
• 5:08
  are
• 5:08
  a
• 5:08
  little
• 5:08
  bit
• 5:08
  different.
• 5:09
  So
• 5:09
  We've
• 5:09
  had
• 5:10
  to
• 5:10
  kind
• 5:10
  of
• 5:10
  build
• 5:10
  this
• 5:11
  software
• 5:12
  that
• 5:12
  really
• 5:12
  kind
• 5:12
  of
• 5:13
  enables
• 5:13
  that
• 5:13
  to
• 5:14
  happen
• 5:14
  in
• 5:14
  this
• 5:14
  kind
• 5:15
  of
• 5:15
  joined
• 5:15
  up
• 5:15
  way.
• 5:17
  Which
• 5:18
  just
• 5:18
  to
• 5:18
  give
• 5:18
  you
• 5:19
  an
• 5:19
  idea
• 5:19
  of
• 5:19
  the
• 5:19
  complexity,
• 5:20
  we
• 5:20
  run
• 5:20
  seven
• 5:21
  picking
• 5:21
  zones
• 5:22
  in
• 5:22
  most
• 5:22
  our
• 5:22
  fulfillment
• 5:23
  centers.
• 5:25
  This
• 5:25
  software
• 5:26
  will
• 5:26
  orchestrate
• 5:27
  simultaneous
• 5:28
  picking
• 5:28
  of
• 5:28
  all
• 5:28
  of
• 5:29
  those
• 5:29
  zones.
• 5:30
  So
• 5:30
  it's
• 5:31
  then
• 5:31
  brought
• 5:31
  together
• 5:31
  and
• 5:31
  consolidated
• 5:32
  in
• 5:32
  the
• 5:32
  back
• 5:32
  of
• 5:33
  the
• 5:33
  van
• 5:33
  about
• 5:34
  30
• 5:34
  minutes
• 5:35
  after
• 5:35
  the
• 5:35
  fulfillment
• 5:35
  centers
• 5:36
  receive
• 5:36
  the
• 5:36
  order.
• 5:37
  And
• 5:38
  that's
• 5:38
  just
• 5:38
  a
• 5:38
  complicated
• 5:40
  set
• 5:40
  of
• 5:40
  operations
• 5:41
  to
• 5:41
  run.
• 5:41
  And
• 5:42
  I
• 5:42
  think
• 5:42
  that's,
• 5:43
  to
• 5:43
  me
• 5:43
  what
• 5:43
  we
• 5:43
  kind
• 5:44
  of,
• 5:44
  what
• 5:44
  makes
• 5:45
  it
• 5:45
  different.
• 5:45
  You
• 5:46
  know,
• 5:46
  we've
• 5:46
  seen
• 5:46
  a
• 5:46
  lot
• 5:46
  of
• 5:46
  grocers,
• 5:47
  particularly
• 5:47
  here
• 5:47
  in
• 5:47
  the
• 5:47
  United
• 5:48
  States,
• 5:48
  of
• 5:48
  recent,
• 5:49
  that
• 5:50
  have
• 5:50
  hit
• 5:50
  the
• 5:50
  recent
• 5:50
  headlines
• 5:51
  that
• 5:51
  have
• 5:51
  struggled
• 5:52
  with
• 5:52
  automation
• 5:53
  or
• 5:53
  even
• 5:53
  paused
• 5:53
  major
• 5:54
  automation
• 5:55
  projects.
• 5:55
  Why
• 5:56
  do
• 5:56
  you
• 5:56
  think
• 5:56
  Rolex
• 5:57
  approach
• 5:57
  works
• 5:58
  when
• 5:58
  those
• 5:58
  haven't
• 5:59
  worked
• 6:00
  in
• 6:00
  the
• 6:00
  past?
• 6:00
  Yeah,
• 6:01
  it's
• 6:01
  a,
• 6:01
  it's
• 6:02
  a
• 6:02
  very
• 6:02
  good
• 6:02
  question.
• 6:02
  And
• 6:02
  let's,
• 6:03
  let's
• 6:03
  be
• 6:03
  totally
• 6:04
  honest.
• 6:04
  It's
• 6:04
  been
• 6:04
  a
• 6:05
  journey
• 6:05
  for
• 6:05
  us.
• 6:05
  Now
• 6:06
  we
• 6:06
  start
• 6:07
  this
• 6:07
  automation
• 6:08
  journey
• 6:08
  kind
• 6:08
  of
• 6:08
  four
• 6:09
  or
• 6:09
  five
• 6:09
  years
• 6:09
  ago.
• 6:10
  And
• 6:11
  I
• 6:11
  think
• 6:11
  one
• 6:11
  of
• 6:11
  the
• 6:11
  first
• 6:12
  things
• 6:12
  we
• 6:12
  learned
• 6:12
  is
• 6:12
  it
• 6:13
  is
• 6:13
  not
• 6:13
  just
• 6:13
  about
• 6:14
  the
• 6:14
  automation.
• 6:16
  You've
• 6:16
  got
• 6:16
  to
• 6:16
  actually
• 6:17
  think
• 6:17
  about
• 6:17
  this
• 6:18
  in
• 6:18
  a
• 6:18
  really
• 6:18
  joined
• 6:19
  up
• 6:19
  way.
• 6:20
  So
• 6:21
  being
• 6:21
  candid,
• 6:22
  when
• 6:22
  you
• 6:22
  take
• 6:23
  the
• 6:23
  standard
• 6:24
  software
• 6:24
  off
• 6:24
  the
• 6:25
  shelf,
• 6:25
  you
• 6:25
  get
• 6:25
  with
• 6:25
  it.
• 6:26
  It
• 6:26
  is
• 6:26
  just
• 6:26
  not
• 6:26
  built
• 6:27
  for
• 6:27
  grocery.
• 6:28
  It
• 6:29
  doesn't
• 6:29
  do
• 6:30
  the
• 6:30
  orchestration,
• 6:30
  it
• 6:31
  doesn't
• 6:31
  do
• 6:31
  the
• 6:31
  speed.
• 6:32
  It
• 6:32
  doesn't
• 6:32
  really
• 6:32
  think
• 6:33
  about
• 6:34
  what's
• 6:34
  perishable,
• 6:35
  what
• 6:35
  the
• 6:35
  shelf
• 6:35
  life
• 6:35
  is,
• 6:36
  what
• 6:37
  the
• 6:37
  temperature
• 6:37
  zones
• 6:38
  are.
• 6:39
  It
• 6:40
  doesn't
• 6:40
  manage
• 6:40
  that
• 6:41
  complexity
• 6:41
  of
• 6:41
  grocery.
• 6:43
  So
• 6:43
  we've
• 6:44
  gone
• 6:44
  through
• 6:44
  that
• 6:45
  journey
• 6:45
  over
• 6:46
  five
• 6:47
  years
• 6:47
  of
• 6:48
  taking
• 6:49
  the
• 6:49
  software,
• 6:49
  progressively
• 6:50
  rewriting
• 6:51
  it
• 6:52
  and
• 6:52
  making
• 6:52
  it
• 6:53
  grocery
• 6:53
  first.
• 6:54
  And
• 6:55
  I
• 6:55
  think
• 6:55
  that
• 6:55
  to
• 6:56
  me
• 6:56
  has
• 6:56
  kind
• 6:56
  of
• 6:56
  been
• 6:56
  the
• 6:57
  key
• 6:57
  for
• 6:57
  us.
• 6:58
  It's
• 6:58
  taking
• 6:59
  the
• 6:59
  technology
• 6:59
  and
• 7:00
  making
• 7:00
  it
• 7:00
  grocery
• 7:00
  first.
• 7:01
  Because
• 7:01
  frankly,
• 7:02
  most
• 7:02
  people
• 7:02
  haven't
• 7:03
  thought
• 7:03
  grocery
• 7:04
  in
• 7:04
  the
• 7:04
  scheme
• 7:05
  of
• 7:05
  warehousing
• 7:05
  is
• 7:06
  relatively
• 7:06
  small.
• 7:08
  We
• 7:08
  wanted
• 7:09
  to
• 7:09
  make
• 7:09
  that
• 7:09
  thing
• 7:09
  that
• 7:10
  worked
• 7:10
  for
• 7:10
  grocery
• 7:11
  and
• 7:11
  then,
• 7:12
  you
• 7:12
  know,
• 7:12
  we
• 7:12
  eat
• 7:12
  our
• 7:13
  own
• 7:13
  lunch.
• 7:13
  We're
• 7:14
  the
• 7:14
  operators
• 7:14
  here
• 7:15
  and
• 7:16
  we
• 7:16
  have
• 7:16
  to
• 7:16
  make
• 7:16
  it
• 7:16
  work.
• 7:17
  Let's
• 7:17
  be
• 7:17
  honest,
• 7:17
  we
• 7:18
  wouldn't
• 7:18
  have
• 7:18
  had
• 7:18
  a
• 7:18
  business
• 7:18
  if
• 7:18
  we
• 7:19
  didn't,
• 7:19
  if
• 7:19
  we
• 7:19
  didn't
• 7:19
  have
• 7:19
  this
• 7:19
  working.
• 7:20
  And
• 7:20
  I
• 7:20
  think
• 7:20
  that's
• 7:20
  kind
• 7:21
  of
• 7:21
  part
• 7:21
  of
• 7:21
  the
• 7:21
  reason
• 7:21
  we're
• 7:22
  here.
• 7:22
  And
• 7:22
  now
• 7:22
  as
• 7:22
  CEO
• 7:23
  of
• 7:23
  A
• 7:23
  lock,
• 7:23
  I
• 7:23
  mean,
• 7:24
  you're
• 7:24
  trying
• 7:24
  to
• 7:24
  make
• 7:24
  this
• 7:24
  technology
• 7:25
  available
• 7:25
  to
• 7:26
  others.
• 7:26
  So
• 7:26
  let's
• 7:26
  get
• 7:26
  you
• 7:26
  out
• 7:26
  of
• 7:27
  here
• 7:27
  on
• 7:27
  this.
• 7:27
  Like
• 7:27
  why,
• 7:28
  why
• 7:28
  are
• 7:28
  you
• 7:28
  doing
• 7:28
  that?
• 7:29
  Because
• 7:29
  you
• 7:29
  said
• 7:29
  you
• 7:29
  eat
• 7:30
  what
• 7:30
  you
• 7:30
  cook,
• 7:30
  but
• 7:30
  why
• 7:30
  are
• 7:30
  you
• 7:30
  trying
• 7:31
  to
• 7:31
  make
• 7:31
  this
• 7:31
  available
• 7:31
  to
• 7:32
  others?
• 7:32
  Now,
• 7:33
  look,
• 7:33
  I
• 7:33
  think
• 7:34
  for
• 7:34
  us,
• 7:36
  the
• 7:36
  problems
• 7:37
  we've
• 7:37
  solved
• 7:38
  with
• 7:38
  Roelic
• 7:40
  are
• 7:41
  actually
• 7:41
  genuinely
• 7:42
  the
• 7:42
  same
• 7:42
  problems
• 7:42
  as
• 7:43
  a
• 7:43
  lot
• 7:43
  of
• 7:43
  grocers
• 7:43
  around
• 7:43
  the
• 7:44
  world
• 7:44
  have.
• 7:46
  How
• 7:46
  do
• 7:46
  you
• 7:46
  deliver
• 7:46
  an
• 7:46
  excellent
• 7:47
  customer
• 7:47
  proposition
• 7:48
  efficiently?
• 7:48
  Make
• 7:48
  it
• 7:48
  profitable?
• 7:52
  E
• 7:52
  Commerce
• 7:52
  is
• 7:53
  that
• 7:53
  thing
• 7:53
  that
• 7:54
  grocers
• 7:54
  have
• 7:54
  tried
• 7:54
  to
• 7:55
  ignore,
• 7:55
  but
• 7:56
  actually,
• 7:56
  as
• 7:57
  the
• 7:57
  customer
• 7:57
  wants
• 7:57
  it,
• 7:58
  the
• 7:58
  customer's
• 7:58
  driving
• 7:59
  this.
• 7:59
  And
• 7:59
  you're
• 7:59
  seeing
• 7:59
  growth
• 8:00
  everywhere
• 8:00
  around
• 8:00
  the
• 8:01
  world,
• 8:01
  and
• 8:01
  particularly
• 8:02
  in
• 8:02
  the
• 8:02
  US
• 8:04
  So
• 8:05
  we
• 8:05
  will
• 8:06
  create
• 8:06
  more
• 8:06
  value,
• 8:07
  and
• 8:07
  our
• 8:07
  platform
• 8:08
  will
• 8:08
  create
• 8:08
  more
• 8:09
  value
• 8:09
  if
• 8:09
  we
• 8:09
  can
• 8:10
  get
• 8:10
  more
• 8:10
  people
• 8:10
  operating
• 8:11
  it.
• 8:11
  So
• 8:12
  from
• 8:12
  our
• 8:12
  point
• 8:12
  of
• 8:12
  view,
• 8:13
  this
• 8:13
  is
• 8:13
  now
• 8:14
  a
• 8:14
  new
• 8:14
  growth
• 8:14
  lever
• 8:15
  for
• 8:16
  the
• 8:16
  ROELIT
• 8:16
  group.
• 8:17
  We
• 8:18
  can
• 8:18
  now
• 8:18
  use
• 8:19
  this
• 8:19
  to
• 8:19
  actually
• 8:19
  enhance
• 8:20
  our
• 8:20
  growth.
• 8:21
  But
• 8:21
  from
• 8:21
  a
• 8:22
  point
• 8:22
  of
• 8:23
  view
• 8:23
  of
• 8:23
  our
• 8:23
  partners,
• 8:25
  they
• 8:26
  get
• 8:26
  a
• 8:26
  provider
• 8:27
  who's
• 8:27
  got
• 8:27
  skin
• 8:28
  in
• 8:28
  the
• 8:28
  game
• 8:28
  because
• 8:29
  this
• 8:29
  is
• 8:29
  something.
• 8:30
  This
• 8:30
  is
• 8:30
  our
• 8:31
  technology
• 8:31
  that
• 8:31
  we
• 8:32
  make
• 8:32
  work,
• 8:32
  and
• 8:32
  we
• 8:32
  have
• 8:32
  to
• 8:33
  make
• 8:33
  work.
• 8:34
  So
• 8:35
  for
• 8:35
  us,
• 8:35
  it's
• 8:35
  a
• 8:35
  kind
• 8:35
  of.
• 8:36
  It's
• 8:36
  a
• 8:36
  perfect
• 8:36
  fit.
• 8:37
  And
• 8:38
  frankly,
• 8:38
  we
• 8:38
  also
• 8:39
  just
• 8:39
  want
• 8:39
  to
• 8:39
  prove
• 8:40
  we
• 8:40
  have
• 8:40
  a
• 8:40
  strong
• 8:41
  belief
• 8:41
  that
• 8:41
  E
• 8:41
  Commerce
• 8:42
  Grocery
• 8:42
  can
• 8:43
  be
• 8:43
  successful,
• 8:44
  profitable,
• 8:45
  and
• 8:45
  we
• 8:45
  just
• 8:46
  want
• 8:46
  to
• 8:46
  prove
• 8:46
  that
• 8:46
  works.
• 8:47
  All
• 8:47
  right,
• 8:47
  well,
• 8:48
  we
• 8:48
  are
• 8:48
  anxious
• 8:48
  to
• 8:49
  see
• 8:49
  how
• 8:49
  it
• 8:49
  goes
• 8:50
  for
• 8:50
  you,
• 8:50
  Richard.
• 8:50
  So
• 8:51
  thank
• 8:51
  you
• 8:51
  very
• 8:51
  much
• 8:51
  for
• 8:52
  appearing
• 8:52
  on
• 8:52
  today's
• 8:53
  program.
• 8:54
  My
• 8:54
  pleasure.
• 8:54
  Thank
• 8:54
  you.