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Inside Save A Lot’s Automated Micro-Fulfillment Center Powered by Fabric · Omni Talk Retail

• 0:00
  Hello,
• 0:00
  everyone.
• 0:00
  This
• 0:00
  is
• 0:01
  Omnitalk
• 0:01
  Retail.
• 0:02
  I'm
• 0:02
  Chris
• 0:02
  Walton.
• 0:03
  And
• 0:03
  I'm
• 0:03
  Anne
• 0:03
  Mazinga.
• 0:04
  And
• 0:04
  we
• 0:04
  are
• 0:04
  kicking
• 0:05
  off
• 0:05
  our
• 0:05
  live
• 0:06
  NRF
• 0:06
  coverage
• 0:07
  on
• 0:07
  Saturday
• 0:07
  morning.
• 0:08
  Ann,
• 0:08
  it's
• 0:08
  Saturday
• 0:09
  morning.
• 0:10
  We're
• 0:10
  getting
• 0:10
  the
• 0:10
  early
• 0:11
  bird,
• 0:11
  gets
• 0:11
  the.
• 0:12
  Grocery
• 0:13
  order,
• 0:13
  gets
• 0:13
  the
• 0:13
  robotic
• 0:14
  worm,
• 0:14
  I
• 0:14
  guess
• 0:15
  today.
• 0:15
  And
• 0:15
  as
• 0:15
  you're
• 0:15
  gonna
• 0:16
  see
• 0:16
  in
• 0:16
  a
• 0:16
  second,
• 0:16
  because
• 0:16
  we
• 0:16
  are
• 0:17
  kicking
• 0:17
  off
• 0:17
  our
• 0:17
  coverage
• 0:18
  from
• 0:18
  one
• 0:18
  of
• 0:18
  the
• 0:18
  coolest
• 0:19
  facilities
• 0:20
  we
• 0:20
  have
• 0:20
  toured
• 0:21
  in
• 0:21
  quite
• 0:22
  a
• 0:22
  while,
• 0:22
  Ann
• 0:22
  and
• 0:22
  I
• 0:23
  are
• 0:23
  standing
• 0:24
  right
• 0:24
  in
• 0:25
  Save
• 0:25
  A
• 0:25
  Lot's
• 0:25
  new
• 0:26
  micro
• 0:26
  fulfillment
• 0:27
  warehouse
• 0:27
  in
• 0:28
  Brooklyn
• 0:29
  that
• 0:29
  is
• 0:30
  powered
• 0:30
  by
• 0:30
  Fabric.
• 0:31
  And
• 0:32
  joining
• 0:32
  us
• 0:32
  today
• 0:33
  to
• 0:33
  tell
• 0:33
  us
• 0:33
  what
• 0:33
  it's
• 0:33
  all
• 0:34
  about.
• 0:34
  To
• 0:34
  tell
• 0:34
  all
• 0:34
  of
• 0:35
  you
• 0:35
  what
• 0:35
  it's
• 0:35
  all
• 0:36
  about
• 0:36
  is
• 0:36
  Jonathan
• 0:37
  Murav,
• 0:37
  Fabric's
• 0:38
  VP
• 0:38
  of
• 0:39
  Sales.
• 0:39
  Jonathan,
• 0:39
  welcome
• 0:40
  to
• 0:40
  omnitalk.
• 0:41
  Welcome
• 0:41
  to
• 0:41
  Brooklyn.
• 0:41
  Thanks
• 0:42
  for
• 0:42
  having
• 0:42
  me.
• 0:42
  Thanks,
• 0:42
  man.
• 0:43
  Yeah,
• 0:43
  I've
• 0:43
  only
• 0:43
  been
• 0:43
  here
• 0:43
  a
• 0:43
  few
• 0:44
  times.
• 0:44
  It's
• 0:44
  good.
• 0:45
  It's
• 0:45
  a
• 0:45
  good
• 0:45
  place
• 0:45
  to
• 0:46
  be,
• 0:46
  though,
• 0:46
  on
• 0:46
  a
• 0:46
  Saturday
• 0:47
  morning.
• 0:47
  Snowy
• 0:47
  Saturday
• 0:48
  morning,
• 0:48
  no
• 0:48
  less.
• 0:48
  Very
• 0:49
  snowy
• 0:49
  Saturday
• 0:49
  morning.
• 0:50
  Yeah.
• 0:50
  Well,
• 0:50
  let's
• 0:51
  start.
• 0:51
  Tell
• 0:52
  those
• 0:52
  who
• 0:52
  might
• 0:53
  be
• 0:53
  meeting
• 0:53
  Fabric
• 0:53
  for
• 0:54
  the
• 0:54
  very
• 0:54
  first
• 0:54
  time
• 0:55
  in
• 0:55
  this
• 0:55
  beautiful
• 0:56
  space.
• 0:57
  Tell
• 0:57
  our
• 0:57
  audience
• 0:57
  about
• 0:58
  Fabric
• 0:59
  and
• 0:59
  the
• 0:59
  company's
• 1:00
  kind
• 1:00
  of
• 1:00
  background.
• 1:00
  Yeah,
• 1:01
  sure.
• 1:01
  So
• 1:01
  Fabric's
• 1:02
  a
• 1:02
  fulfillment
• 1:02
  automation
• 1:03
  technology
• 1:03
  company
• 1:04
  focused
• 1:04
  on
• 1:04
  unlocking
• 1:05
  some
• 1:05
  of
• 1:05
  the
• 1:06
  largest
• 1:06
  problems
• 1:06
  in
• 1:07
  retail.
• 1:07
  More
• 1:08
  specifically,
• 1:09
  unlocking
• 1:09
  profitable
• 1:10
  on
• 1:10
  demand
• 1:11
  e
• 1:11
  commerce
• 1:11
  grocery
• 1:13
  delivery
• 1:14
  for
• 1:14
  grocers
• 1:15
  in
• 1:15
  North
• 1:15
  America
• 1:16
  and
• 1:16
  globally.
• 1:17
  And
• 1:17
  how
• 1:17
  long
• 1:17
  have
• 1:18
  you
• 1:18
  been
• 1:18
  working
• 1:18
  with
• 1:18
  Fabric?
• 1:19
  How
• 1:19
  long
• 1:19
  has
• 1:19
  the
• 1:19
  company
• 1:19
  been
• 1:20
  around?
• 1:20
  Yeah,
• 1:20
  so
• 1:20
  the
• 1:20
  company's
• 1:21
  about
• 1:21
  nine
• 1:21
  years
• 1:21
  old
• 1:21
  now.
• 1:22
  I've
• 1:22
  been
• 1:23
  going
• 1:23
  on
• 1:23
  my
• 1:23
  sixth
• 1:24
  year
• 1:24
  now
• 1:25
  with
• 1:25
  the
• 1:25
  company.
• 1:26
  So
• 1:26
  you've
• 1:26
  been
• 1:26
  through
• 1:26
  it
• 1:27
  for
• 1:27
  the
• 1:27
  whole
• 1:27
  journey?
• 1:27
  I've
• 1:28
  been
• 1:28
  around
• 1:28
  for
• 1:28
  a
• 1:28
  long
• 1:29
  time.
• 1:29
  I've
• 1:30
  seen
• 1:30
  it
• 1:30
  all.
• 1:31
  It's
• 1:31
  been
• 1:31
  a
• 1:31
  great
• 1:31
  run.
• 1:33
  And
• 1:34
  have
• 1:35
  had
• 1:35
  leadership
• 1:36
  positions
• 1:36
  across
• 1:36
  operations,
• 1:37
  strategy,
• 1:37
  and
• 1:38
  now
• 1:38
  leading
• 1:39
  the
• 1:39
  sales
• 1:39
  organization.
• 1:40
  And
• 1:40
  tell
• 1:40
  us
• 1:41
  a
• 1:41
  little
• 1:41
  bit
• 1:41
  about
• 1:41
  where
• 1:42
  Fabric
• 1:42
  currently
• 1:43
  has
• 1:43
  installations,
• 1:43
  because
• 1:44
  we're
• 1:44
  going
• 1:44
  to
• 1:44
  talk
• 1:44
  about
• 1:44
  this
• 1:45
  one
• 1:45
  particularly
• 1:45
  because
• 1:45
  there's
• 1:45
  a
• 1:46
  lot
• 1:46
  of
• 1:46
  aspects
• 1:46
  that
• 1:46
  are
• 1:46
  unique.
• 1:47
  But
• 1:47
  talk
• 1:47
  about
• 1:48
  what
• 1:48
  you've
• 1:48
  learned
• 1:49
  over
• 1:49
  the
• 1:49
  course
• 1:49
  of
• 1:49
  the
• 1:49
  time
• 1:49
  at
• 1:50
  Fabric
• 1:50
  that's
• 1:50
  enabled
• 1:51
  you
• 1:51
  guys
• 1:51
  to
• 1:52
  put
• 1:52
  this
• 1:52
  installation
• 1:53
  in
• 1:53
  place.
• 1:53
  Yeah.
• 1:54
  So
• 1:54
  I
• 1:54
  think,
• 1:55
  you
• 1:55
  know,
• 1:55
  Fabric
• 1:55
  was
• 1:56
  founded
• 1:56
  as
• 1:56
  a
• 1:56
  technology
• 1:57
  company,
• 1:57
  but
• 1:57
  we're
• 1:58
  not
• 1:58
  only
• 1:58
  a
• 1:58
  technology
• 1:59
  company.
• 2:00
  So
• 2:00
  we
• 2:00
  actually
• 2:00
  started
• 2:01
  as
• 2:01
  a
• 2:01
  company
• 2:01
  that
• 2:02
  actually
• 2:02
  operates
• 2:02
  the
• 2:03
  sites
• 2:03
  that
• 2:03
  we
• 2:03
  build.
• 2:04
  Okay.
• 2:04
  So
• 2:05
  early
• 2:06
  on
• 2:06
  in
• 2:06
  the
• 2:06
  process,
• 2:07
  we
• 2:07
  built
• 2:07
  a
• 2:07
  very
• 2:08
  strong
• 2:08
  operating
• 2:09
  muscle
• 2:09
  and
• 2:10
  that
• 2:10
  what
• 2:10
  allowed
• 2:10
  us
• 2:10
  to
• 2:11
  do
• 2:11
  is
• 2:11
  actually
• 2:11
  feel
• 2:12
  the
• 2:12
  pain
• 2:13
  that
• 2:13
  our
• 2:13
  customers
• 2:14
  are
• 2:14
  feeling.
• 2:14
  The
• 2:14
  operators.
• 2:15
  Yeah,
• 2:15
  that
• 2:15
  the
• 2:15
  operators
• 2:16
  are
• 2:17
  feeling.
• 2:17
  And
• 2:18
  take
• 2:18
  those
• 2:18
  learnings
• 2:19
  and
• 2:19
  put
• 2:20
  them
• 2:20
  back
• 2:20
  into
• 2:20
  Our
• 2:20
  product
• 2:21
  development
• 2:22
  from
• 2:23
  firsthand
• 2:24
  experience.
• 2:25
  Right.
• 2:25
  And
• 2:25
  I
• 2:26
  think
• 2:26
  that's
• 2:26
  a
• 2:26
  really
• 2:26
  powerful
• 2:27
  distinction
• 2:27
  that
• 2:27
  we
• 2:27
  have
• 2:28
  against
• 2:28
  some
• 2:28
  of
• 2:28
  the
• 2:28
  other
• 2:29
  folks
• 2:29
  that
• 2:29
  we
• 2:29
  compete
• 2:29
  with
• 2:30
  in
• 2:30
  the
• 2:30
  space.
• 2:31
  And
• 2:32
  you
• 2:32
  see
• 2:32
  that
• 2:32
  evident
• 2:32
  in
• 2:33
  the
• 2:33
  product
• 2:33
  that
• 2:33
  we've
• 2:34
  deployed.
• 2:35
  And
• 2:35
  our
• 2:35
  customers
• 2:36
  tell
• 2:36
  us,
• 2:36
  wow,
• 2:36
  this
• 2:36
  is
• 2:37
  exactly
• 2:37
  what
• 2:37
  we
• 2:37
  need.
• 2:37
  Yeah,
• 2:38
  so
• 2:38
  you're
• 2:38
  eating
• 2:38
  what
• 2:39
  you
• 2:39
  cook,
• 2:39
  so
• 2:39
  to
• 2:39
  speak.
• 2:39
  That's
• 2:39
  it?
• 2:40
  Yeah,
• 2:40
  that's
• 2:40
  it.
• 2:40
  We
• 2:40
  love
• 2:40
  that.
• 2:41
  We
• 2:41
  love
• 2:41
  people
• 2:41
  that
• 2:41
  eat
• 2:42
  what
• 2:42
  they
• 2:42
  cook.
• 2:42
  It's
• 2:42
  kind
• 2:42
  of
• 2:42
  our
• 2:43
  mantra
• 2:43
  here
• 2:43
  at
• 2:43
  Omnitok.
• 2:44
  All
• 2:44
  right,
• 2:44
  so
• 2:44
  we're
• 2:44
  standing
• 2:45
  in
• 2:45
  this
• 2:46
  pretty
• 2:46
  brand
• 2:46
  new
• 2:47
  Brooklyn
• 2:47
  warehouse
• 2:48
  facility
• 2:48
  that
• 2:48
  you
• 2:49
  guys
• 2:49
  are
• 2:49
  powering
• 2:49
  for.
• 2:49
  Save
• 2:50
  a
• 2:50
  lot.
• 2:50
  It's
• 2:50
  pretty
• 2:51
  impressive.
• 2:51
  You
• 2:51
  guys
• 2:51
  can
• 2:52
  see
• 2:52
  if
• 2:52
  you're
• 2:52
  watching
• 2:52
  like
• 2:53
  there's
• 2:53
  robots
• 2:53
  moving
• 2:54
  here
• 2:54
  behind
• 2:54
  us
• 2:55
  in
• 2:55
  the
• 2:55
  background.
• 2:56
  What
• 2:56
  is
• 2:56
  so
• 2:56
  unique
• 2:57
  about
• 2:57
  this
• 2:57
  site
• 2:58
  particularly?
• 2:59
  Yeah,
• 2:59
  so
• 2:59
  I
• 2:59
  think
• 3:00
  first
• 3:00
  and
• 3:00
  foremost,
• 3:01
  we
• 3:01
  are
• 3:01
  literally
• 3:02
  in
• 3:02
  the
• 3:02
  heart
• 3:02
  of
• 3:02
  Brooklyn,
• 3:03
  New
• 3:03
  York,
• 3:04
  probably
• 3:04
  the
• 3:05
  densest
• 3:05
  part
• 3:05
  of.
• 3:06
  You
• 3:06
  know,
• 3:08
  we
• 3:08
  thought
• 3:08
  that
• 3:08
  when
• 3:08
  we.
• 3:09
  Were
• 3:09
  pulling
• 3:09
  up
• 3:09
  our
• 3:10
  Lyft
• 3:10
  driver
• 3:10
  was
• 3:11
  like,
• 3:11
  do
• 3:11
  you
• 3:11
  know
• 3:11
  where
• 3:12
  you're
• 3:12
  going?
• 3:13
  Yes,
• 3:14
  we
• 3:14
  do
• 3:14
  know
• 3:14
  where
• 3:14
  we're
• 3:15
  going
• 3:15
  because
• 3:15
  yeah,
• 3:15
  there's
• 3:16
  restaurants,
• 3:16
  there's
• 3:16
  housing.
• 3:17
  We
• 3:17
  are
• 3:17
  surrounded
• 3:18
  by
• 3:18
  2
• 3:18
  million
• 3:19
  people.
• 3:19
  We
• 3:20
  are
• 3:20
  within
• 3:20
  30
• 3:21
  minute
• 3:21
  reach
• 3:21
  of
• 3:21
  2
• 3:22
  million
• 3:22
  people.
• 3:22
  Wow.
• 3:23
  Okay,
• 3:24
  so
• 3:24
  this
• 3:24
  facility
• 3:25
  serves
• 3:25
  all
• 3:25
  of
• 3:26
  Brooklyn
• 3:26
  from
• 3:27
  this
• 3:27
  one
• 3:27
  location
• 3:29
  and
• 3:29
  walking
• 3:30
  down
• 3:30
  the
• 3:30
  street,
• 3:30
  you
• 3:31
  would
• 3:31
  never
• 3:31
  imagine
• 3:32
  that
• 3:32
  behind
• 3:32
  the
• 3:32
  two
• 3:33
  rolling
• 3:33
  gate
• 3:34
  doors
• 3:34
  that
• 3:34
  have
• 3:34
  graffiti
• 3:35
  on
• 3:35
  them,
• 3:36
  that
• 3:36
  there's
• 3:37
  this
• 3:37
  state
• 3:37
  of
• 3:37
  the
• 3:37
  art
• 3:39
  robotic
• 3:39
  automation
• 3:40
  technology
• 3:41
  that
• 3:41
  is
• 3:42
  fulfilling
• 3:42
  on
• 3:43
  demand
• 3:43
  30
• 3:43
  minute
• 3:44
  delivery
• 3:45
  to
• 3:45
  the
• 3:45
  whole
• 3:45
  of
• 3:45
  Brooklyn.
• 3:46
  That's
• 3:46
  crazy.
• 3:47
  Okay.
• 3:47
  Yeah.
• 3:48
  And
• 3:48
  so,
• 3:48
  and
• 3:49
  so
• 3:49
  like
• 3:50
  it's.
• 3:51
  This
• 3:51
  building
• 3:51
  looks
• 3:51
  pretty
• 3:52
  old
• 3:52
  too.
• 3:52
  Right?
• 3:52
  Like,
• 3:53
  so
• 3:53
  why,
• 3:53
  why
• 3:53
  is
• 3:53
  that
• 3:54
  such
• 3:54
  an
• 3:54
  important
• 3:54
  factor
• 3:55
  here?
• 3:55
  Like
• 3:55
  in
• 3:55
  terms
• 3:55
  of
• 3:56
  what
• 3:56
  you're
• 3:56
  able
• 3:56
  to
• 3:56
  do
• 3:56
  and
• 3:56
  where
• 3:57
  you're
• 3:57
  able
• 3:57
  to
• 3:57
  put
• 3:57
  this?
• 3:58
  Yeah.
• 3:58
  So
• 3:58
  we've
• 3:59
  designed
• 3:59
  a
• 4:00
  modular,
• 4:02
  easy
• 4:02
  to
• 4:03
  deploy
• 4:04
  system
• 4:05
  that
• 4:05
  can
• 4:05
  be
• 4:05
  deployed
• 4:06
  in
• 4:06
  what
• 4:06
  we
• 4:06
  call
• 4:07
  atypical
• 4:07
  spaces.
• 4:08
  Okay.
• 4:08
  Atypical
• 4:08
  spaces.
• 4:09
  So
• 4:09
  we
• 4:09
  were,
• 4:09
  we
• 4:09
  were
• 4:10
  designed
• 4:10
  or
• 4:11
  we
• 4:11
  designed
• 4:12
  a
• 4:12
  system
• 4:12
  to
• 4:12
  be
• 4:13
  able
• 4:13
  to
• 4:13
  be
• 4:14
  deployed
• 4:14
  in
• 4:14
  very
• 4:15
  dense
• 4:15
  urban
• 4:15
  areas.
• 4:16
  Okay.
• 4:17
  Backs
• 4:17
  of
• 4:17
  stores.
• 4:19
  Think
• 4:19
  like
• 4:19
  a
• 4:19
  big
• 4:20
  box
• 4:20
  grocery
• 4:21
  store
• 4:21
  anywhere
• 4:22
  across
• 4:22
  the
• 4:22
  country.
• 4:24
  And
• 4:24
  we
• 4:24
  also
• 4:24
  run
• 4:24
  the
• 4:25
  gamut.
• 4:25
  We
• 4:25
  could
• 4:25
  actually
• 4:25
  go
• 4:26
  into
• 4:26
  like
• 4:26
  very
• 4:27
  large
• 4:27
  warehouses.
• 4:28
  And
• 4:28
  so
• 4:28
  we
• 4:28
  go
• 4:29
  from
• 4:29
  what
• 4:29
  we
• 4:29
  call
• 4:29
  nano
• 4:30
  to
• 4:31
  kind
• 4:31
  of
• 4:31
  a
• 4:31
  more
• 4:31
  macro
• 4:32
  model.
• 4:33
  Right.
• 4:33
  And
• 4:34
  that's
• 4:34
  really
• 4:34
  interesting
• 4:35
  because
• 4:35
  when
• 4:35
  you
• 4:36
  start
• 4:36
  to
• 4:36
  think
• 4:36
  about
• 4:36
  solving
• 4:37
  for
• 4:37
  on
• 4:37
  demand
• 4:37
  grocery,
• 4:39
  proximity
• 4:39
  to
• 4:40
  your
• 4:40
  end
• 4:40
  customer
• 4:41
  is
• 4:41
  absolutely
• 4:41
  key.
• 4:42
  Right.
• 4:42
  You
• 4:42
  can't
• 4:43
  do
• 4:43
  that
• 4:43
  in
• 4:43
  some
• 4:44
  large
• 4:44
  warehouse
• 4:44
  that's
• 4:45
  an
• 4:45
  hour
• 4:45
  outside
• 4:45
  of
• 4:46
  the
• 4:46
  city.
• 4:46
  Right,
• 4:47
  right.
• 4:47
  And
• 4:47
  so
• 4:47
  we
• 4:48
  built
• 4:48
  this
• 4:48
  system
• 4:49
  In
• 4:49
  a
• 4:49
  way
• 4:49
  that
• 4:50
  allows
• 4:50
  us
• 4:50
  to
• 4:50
  deploy
• 4:51
  it
• 4:51
  in
• 4:51
  a
• 4:51
  building
• 4:52
  that's
• 4:52
  literally
• 4:52
  100
• 4:53
  years
• 4:53
  old
• 4:53
  in
• 4:53
  the
• 4:53
  heart
• 4:54
  of
• 4:54
  Brooklyn.
• 4:54
  And
• 4:55
  how
• 4:55
  big
• 4:55
  is
• 4:55
  this
• 4:55
  facility,
• 4:56
  Jonathan?
• 4:56
  And
• 4:56
  then
• 4:56
  also
• 4:57
  I'm
• 4:57
  curious
• 4:57
  too,
• 4:57
  like,
• 4:58
  like
• 4:58
  how
• 4:59
  do
• 4:59
  the
• 4:59
  dynamics
• 4:59
  of
• 4:59
  cold
• 5:00
  and
• 5:00
  fresh
• 5:01
  and
• 5:01
  all
• 5:01
  that.
• 5:01
  Yeah,
• 5:01
  great
• 5:02
  question.
• 5:02
  Yep.
• 5:03
  So
• 5:03
  the
• 5:03
  facility
• 5:04
  is
• 5:04
  7,000
• 5:04
  square
• 5:05
  feet,
• 5:05
  which
• 5:05
  actually
• 5:06
  for
• 5:06
  us
• 5:06
  is
• 5:06
  a
• 5:06
  little
• 5:06
  bit
• 5:07
  larger
• 5:07
  on
• 5:07
  the
• 5:07
  nano
• 5:08
  side
• 5:08
  of
• 5:08
  the
• 5:08
  equation.
• 5:09
  Our
• 5:10
  true
• 5:10
  nanos
• 5:10
  run
• 5:11
  about
• 5:11
  4,000
• 5:11
  square
• 5:12
  feet
• 5:12
  and
• 5:13
  can
• 5:13
  drive
• 5:13
  kind
• 5:13
  of
• 5:14
  top
• 5:14
  line
• 5:14
  sales
• 5:14
  of
• 5:14
  $10
• 5:15
  million
• 5:15
  a
• 5:15
  year
• 5:15
  through
• 5:16
  the
• 5:16
  system,
• 5:16
  which
• 5:16
  is
• 5:17
  really,
• 5:17
  really
• 5:17
  amazing.
• 5:18
  And
• 5:19
  I
• 5:19
  think
• 5:19
  what's
• 5:19
  really
• 5:20
  interesting
• 5:20
  about
• 5:20
  what
• 5:20
  we
• 5:21
  built
• 5:21
  here
• 5:21
  in
• 5:21
  Brooklyn,
• 5:22
  it's
• 5:22
  the
• 5:23
  world's
• 5:23
  first
• 5:24
  fully
• 5:24
  automated
• 5:24
  tri
• 5:25
  temperature
• 5:25
  zone
• 5:26
  automated
• 5:28
  grocery
• 5:28
  facility.
• 5:29
  And
• 5:29
  what
• 5:29
  does
• 5:29
  that
• 5:29
  mean?
• 5:29
  So
• 5:30
  what
• 5:30
  that
• 5:30
  means
• 5:30
  is
• 5:30
  that
• 5:31
  all
• 5:32
  of
• 5:32
  the
• 5:32
  goods
• 5:33
  are
• 5:33
  in
• 5:33
  automation,
• 5:34
  ambient,
• 5:35
  chilled
• 5:36
  and
• 5:36
  frozen,
• 5:37
  all
• 5:38
  stored
• 5:38
  in
• 5:38
  automation
• 5:39
  and
• 5:39
  picked
• 5:39
  via
• 5:39
  all
• 5:40
  in
• 5:40
  these
• 5:40
  bins
• 5:40
  behind
• 5:40
  us.
• 5:41
  All
• 5:41
  in
• 5:41
  the
• 5:41
  bins
• 5:41
  behind
• 5:42
  us
• 5:42
  across
• 5:42
  multiple
• 5:42
  temperature
• 5:43
  zones.
• 5:43
  Same
• 5:44
  size
• 5:44
  bins,
• 5:45
  roughly.
• 5:46
  Yeah,
• 5:46
  yeah,
• 5:46
  same
• 5:46
  size
• 5:46
  bins,
• 5:47
  roughly
• 5:47
  frozen
• 5:48
  totes
• 5:48
  that
• 5:49
  keep
• 5:49
  the
• 5:49
  goods
• 5:49
  frozen,
• 5:50
  you
• 5:50
  know,
• 5:50
  indefinitely.
• 5:52
  And
• 5:52
  what
• 5:52
  that
• 5:53
  really
• 5:53
  allows
• 5:53
  us
• 5:53
  to
• 5:53
  do
• 5:54
  is
• 5:54
  drive
• 5:54
  a
• 5:55
  really
• 5:55
  lean
• 5:55
  model
• 5:56
  because
• 5:57
  where
• 5:57
  grocers
• 5:57
  struggle
• 5:58
  the
• 5:58
  most
• 5:58
  is
• 5:59
  pulling
• 5:59
  together
• 6:00
  all
• 6:00
  the
• 6:00
  disparate
• 6:01
  elements
• 6:01
  of
• 6:01
  an
• 6:01
  order
• 6:02
  from
• 6:02
  the
• 6:02
  frozen
• 6:03
  section
• 6:04
  of
• 6:04
  the
• 6:04
  shopping
• 6:05
  floor,
• 6:05
  from
• 6:05
  the
• 6:05
  ambient
• 6:05
  section,
• 6:06
  from
• 6:06
  the
• 6:06
  chilled
• 6:06
  section.
• 6:07
  And
• 6:07
  that
• 6:07
  takes
• 6:08
  a
• 6:08
  lot
• 6:08
  of
• 6:08
  labor
• 6:09
  and
• 6:09
  a
• 6:09
  lot
• 6:09
  of
• 6:09
  money.
• 6:10
  And
• 6:10
  that's
• 6:10
  where
• 6:11
  a
• 6:11
  lot
• 6:11
  of
• 6:11
  the
• 6:11
  losing
• 6:12
  economics
• 6:12
  of
• 6:13
  the
• 6:13
  online
• 6:13
  grocery
• 6:14
  model
• 6:14
  reside.
• 6:15
  And
• 6:16
  our
• 6:16
  tri
• 6:16
  temperature
• 6:17
  zone
• 6:17
  really
• 6:17
  cuts
• 6:18
  that
• 6:18
  down
• 6:18
  to
• 6:18
  a
• 6:18
  bare
• 6:19
  bones
• 6:19
  labor
• 6:19
  footprint.
• 6:20
  Wow.
• 6:20
  Yeah.
• 6:21
  Yeah,
• 6:21
  We've
• 6:21
  been
• 6:21
  in,
• 6:22
  in
• 6:22
  facilities
• 6:23
  similar
• 6:23
  to
• 6:23
  this
• 6:23
  before,
• 6:24
  but
• 6:24
  yet
• 6:25
  they
• 6:25
  were
• 6:25
  not.
• 6:26
  You
• 6:26
  could
• 6:26
  do
• 6:27
  the
• 6:27
  ambient
• 6:28
  goods,
• 6:28
  but
• 6:28
  it
• 6:29
  was,
• 6:29
  it
• 6:29
  was
• 6:29
  manual
• 6:30
  after
• 6:31
  that
• 6:31
  process.
• 6:31
  So
• 6:32
  it
• 6:32
  is
• 6:32
  really
• 6:32
  cool
• 6:33
  to
• 6:33
  see,
• 6:33
  you
• 6:33
  know,
• 6:34
  being
• 6:34
  able
• 6:34
  to
• 6:34
  have
• 6:34
  the
• 6:34
  same
• 6:35
  racks,
• 6:35
  the
• 6:35
  same
• 6:35
  kind
• 6:36
  of
• 6:36
  tote
• 6:36
  system
• 6:37
  set
• 6:37
  up
• 6:37
  for
• 6:37
  all
• 6:38
  three
• 6:38
  of
• 6:38
  those
• 6:39
  conditions.
• 6:40
  Well,
• 6:41
  I'd
• 6:41
  love
• 6:41
  to
• 6:41
  hear
• 6:41
  a
• 6:42
  little
• 6:42
  bit
• 6:42
  more
• 6:42
  about
• 6:43
  the
• 6:43
  process
• 6:43
  from
• 6:44
  the
• 6:44
  Save
• 6:44
  A
• 6:44
  Lot
• 6:44
  side.
• 6:45
  Like
• 6:45
  tell
• 6:45
  us
• 6:45
  a
• 6:45
  little
• 6:45
  bit
• 6:45
  about
• 6:46
  what
• 6:46
  Save
• 6:46
  A
• 6:46
  Lot
• 6:46
  Save
• 6:46
  A
• 6:46
  Lot's
• 6:47
  getting
• 6:47
  from
• 6:47
  this
• 6:48
  type
• 6:48
  of
• 6:48
  operation.
• 6:50
  And
• 6:51
  if
• 6:51
  I'm
• 6:51
  understanding
• 6:52
  correctly,
• 6:52
  like
• 6:52
  as
• 6:52
  a
• 6:53
  customer,
• 6:54
  maybe
• 6:54
  walk
• 6:55
  me
• 6:55
  through
• 6:55
  the
• 6:55
  customer
• 6:56
  process
• 6:56
  and
• 6:56
  then
• 6:57
  understanding
• 6:57
  like
• 6:57
  the
• 6:58
  benefits
• 6:58
  from
• 6:58
  Save
• 6:59
  A
• 6:59
  Lot's
• 6:59
  perspective.
• 6:59
  So
• 7:00
  I
• 7:00
  order
• 7:00
  through
• 7:00
  Uber
• 7:01
  Eats.
• 7:01
  Is
• 7:01
  that.
• 7:02
  Yeah.
• 7:02
  So
• 7:02
  the
• 7:02
  end
• 7:03
  customer
• 7:03
  is
• 7:03
  shopping
• 7:04
  exclusively
• 7:04
  on
• 7:04
  UberEats
• 7:05
  today.
• 7:06
  We'll
• 7:06
  probably
• 7:06
  bring
• 7:07
  on
• 7:07
  some
• 7:07
  additional
• 7:07
  marketplaces
• 7:09
  in
• 7:09
  the
• 7:09
  near
• 7:09
  future.
• 7:10
  Sure.
• 7:11
  So
• 7:12
  a
• 7:12
  customer
• 7:12
  will
• 7:13
  go
• 7:13
  on
• 7:13
  the
• 7:13
  Uber
• 7:13
  Eats
• 7:14
  application,
• 7:15
  find
• 7:15
  the
• 7:16
  Save
• 7:16
  A
• 7:16
  Lot
• 7:16
  storefront,
• 7:17
  hopefully
• 7:17
  listed
• 7:18
  right
• 7:18
  at
• 7:18
  the
• 7:18
  top.
• 7:18
  Right.
• 7:19
  And
• 7:20
  I
• 7:20
  think
• 7:20
  we're
• 7:20
  seeing
• 7:20
  that
• 7:20
  more
• 7:20
  and
• 7:21
  more
• 7:21
  now,
• 7:21
  which
• 7:21
  is
• 7:21
  really
• 7:21
  great
• 7:22
  because
• 7:22
  the
• 7:22
  customer
• 7:22
  feedback
• 7:23
  has
• 7:23
  been
• 7:23
  fantastic.
• 7:24
  And
• 7:24
  I
• 7:24
  think
• 7:24
  Uber
• 7:25
  algorithms
• 7:25
  are
• 7:25
  picking
• 7:26
  up
• 7:26
  on
• 7:26
  that.
• 7:27
  And
• 7:28
  they'll
• 7:28
  do
• 7:28
  their
• 7:28
  shop
• 7:29
  like
• 7:29
  you
• 7:29
  do
• 7:29
  on
• 7:30
  any
• 7:30
  other
• 7:30
  application.
• 7:31
  Right.
• 7:31
  They'll
• 7:32
  pick
• 7:32
  what
• 7:32
  they
• 7:32
  want.
• 7:33
  That
• 7:33
  order
• 7:33
  comes
• 7:34
  into
• 7:34
  this
• 7:34
  facility,
• 7:35
  the
• 7:36
  robots
• 7:36
  get
• 7:36
  to
• 7:36
  work
• 7:37
  to
• 7:37
  start
• 7:37
  collecting.
• 7:37
  All
• 7:38
  the
• 7:38
  elements
• 7:38
  of
• 7:38
  that
• 7:38
  order
• 7:39
  will
• 7:40
  have
• 7:40
  pickers
• 7:40
  who
• 7:40
  actually
• 7:41
  select
• 7:41
  those
• 7:41
  goods
• 7:42
  at
• 7:42
  the
• 7:42
  station,
• 7:42
  making
• 7:43
  sure
• 7:43
  that
• 7:43
  the
• 7:43
  goods
• 7:43
  are
• 7:44
  of
• 7:44
  high
• 7:44
  quality,
• 7:45
  of
• 7:45
  precious
• 7:46
  quality
• 7:46
  to
• 7:46
  go
• 7:46
  out
• 7:46
  to
• 7:46
  the
• 7:47
  end
• 7:47
  customer.
• 7:48
  They
• 7:48
  bag
• 7:48
  them.
• 7:49
  And
• 7:49
  then
• 7:50
  right
• 7:50
  over
• 7:50
  here
• 7:50
  we
• 7:50
  have
• 7:50
  an
• 7:50
  Uber
• 7:51
  Eats
• 7:51
  driver
• 7:51
  who
• 7:52
  just
• 7:52
  arrived,
• 7:53
  literally
• 7:53
  just
• 7:53
  walked
• 7:54
  in,
• 7:54
  just
• 7:54
  walked
• 7:54
  in,
• 7:55
  and
• 7:56
  within
• 7:57
  a
• 7:57
  few
• 7:57
  minutes
• 7:57
  they
• 7:57
  come
• 7:58
  to
• 7:58
  pick
• 7:58
  it
• 7:58
  up.
• 7:59
  You
• 7:59
  know,
• 7:59
  a
• 7:59
  typical
• 7:59
  order
• 8:00
  of
• 8:00
  50
• 8:00
  items
• 8:00
  gets
• 8:01
  picked
• 8:01
  within
• 8:01
  five
• 8:01
  minutes.
• 8:02
  So.
• 8:02
  And
• 8:02
  Save
• 8:03
  A
• 8:03
  Lot
• 8:03
  doesn't
• 8:03
  have
• 8:03
  a
• 8:04
  lot
• 8:04
  of
• 8:04
  bricks
• 8:04
  and
• 8:04
  mortar
• 8:04
  locations
• 8:05
  in
• 8:05
  this
• 8:06
  area.
• 8:06
  So
• 8:07
  explain
• 8:07
  a
• 8:07
  little
• 8:07
  bit
• 8:08
  about
• 8:08
  what
• 8:08
  this
• 8:08
  is
• 8:08
  now
• 8:09
  enabling.
• 8:09
  Like
• 8:09
  if
• 8:10
  I'm
• 8:10
  an
• 8:10
  Uber
• 8:10
  Eats
• 8:11
  customer
• 8:11
  and
• 8:11
  I
• 8:11
  go
• 8:11
  on
• 8:11
  and
• 8:12
  I
• 8:12
  see
• 8:12
  that
• 8:12
  I
• 8:13
  have
• 8:13
  eggs
• 8:13
  in
• 8:14
  there,
• 8:14
  a
• 8:14
  good
• 8:14
  price,
• 8:15
  and
• 8:15
  I'm
• 8:15
  ready
• 8:15
  to
• 8:15
  pull
• 8:16
  the
• 8:16
  trigger.
• 8:16
  And
• 8:17
  now
• 8:17
  I'm
• 8:17
  shopping
• 8:18
  Save
• 8:18
  A
• 8:18
  Lot
• 8:18
  and
• 8:18
  I'm.
• 8:19
  Yeah,
• 8:19
  so.
• 8:20
  So
• 8:20
  what
• 8:20
  this
• 8:20
  has
• 8:20
  enabled
• 8:21
  for
• 8:21
  Save
• 8:21
  A
• 8:21
  Lot
• 8:21
  is
• 8:22
  the
• 8:22
  ability
• 8:22
  to
• 8:22
  go
• 8:22
  into
• 8:23
  a
• 8:23
  market.
• 8:23
  Yeah.
• 8:25
  Literally
• 8:25
  the
• 8:25
  largest
• 8:26
  market
• 8:26
  in
• 8:26
  the
• 8:26
  country.
• 8:27
  Right.
• 8:27
  Which
• 8:28
  happens
• 8:28
  also
• 8:28
  to
• 8:28
  be
• 8:28
  the
• 8:29
  most
• 8:29
  expensive
• 8:29
  market
• 8:29
  in
• 8:29
  the
• 8:30
  country
• 8:31
  in
• 8:31
  a
• 8:31
  way
• 8:31
  that
• 8:31
  makes
• 8:31
  economic
• 8:32
  sense
• 8:32
  for
• 8:32
  them.
• 8:33
  Right.
• 8:33
  So
• 8:34
  if
• 8:34
  you
• 8:34
  think
• 8:34
  from
• 8:34
  a
• 8:34
  grocer's
• 8:35
  point
• 8:35
  of
• 8:35
  view,
• 8:36
  they
• 8:36
  need
• 8:37
  to
• 8:37
  now
• 8:37
  go
• 8:37
  into
• 8:37
  Brooklyn,
• 8:38
  if
• 8:38
  that's
• 8:38
  where
• 8:38
  they
• 8:38
  want
• 8:38
  to
• 8:38
  be.
• 8:39
  Yeah.
• 8:39
  Find
• 8:39
  two
• 8:40
  acres
• 8:40
  of
• 8:40
  land
• 8:40
  with
• 8:41
  a
• 8:41
  lot
• 8:41
  of
• 8:41
  parking
• 8:41
  spaces,
• 8:42
  you
• 8:43
  know,
• 8:43
  pay
• 8:43
  tens
• 8:44
  of
• 8:44
  thousands
• 8:44
  of
• 8:45
  dollars
• 8:45
  a
• 8:45
  month.
• 8:46
  Right.
• 8:46
  For
• 8:47
  that
• 8:47
  facility.
• 8:48
  And
• 8:49
  that
• 8:49
  just
• 8:50
  doesn't
• 8:50
  work
• 8:50
  with
• 8:51
  the
• 8:51
  Save
• 8:51
  A
• 8:51
  Lot
• 8:51
  business
• 8:52
  model
• 8:52
  as
• 8:52
  a
• 8:52
  discount
• 8:53
  grocer.
• 8:53
  Right,
• 8:54
  right.
• 8:54
  And
• 8:55
  so
• 8:55
  what
• 8:55
  we've
• 8:55
  given
• 8:56
  them
• 8:56
  the
• 8:56
  ability
• 8:56
  to
• 8:57
  do
• 8:57
  is
• 8:57
  enter
• 8:58
  a
• 8:58
  new
• 8:58
  market
• 8:59
  in
• 8:59
  an
• 8:59
  economic
• 9:01
  way
• 9:01
  that
• 9:01
  makes
• 9:01
  economic
• 9:02
  sense
• 9:02
  to
• 9:02
  them.
• 9:02
  Yep.
• 9:03
  Get
• 9:04
  brand
• 9:04
  exposure
• 9:04
  to
• 9:05
  the
• 9:05
  large.
• 9:05
  In
• 9:05
  the
• 9:05
  largest
• 9:06
  market
• 9:06
  in
• 9:06
  the
• 9:06
  country.
• 9:07
  Yeah.
• 9:08
  And
• 9:08
  hopefully
• 9:08
  also
• 9:08
  drive
• 9:09
  like
• 9:09
  significant
• 9:09
  top
• 9:10
  line
• 9:10
  sales
• 9:10
  because
• 9:10
  they're
• 9:11
  in
• 9:11
  this
• 9:11
  really
• 9:11
  dense
• 9:12
  area
• 9:12
  where
• 9:13
  there's
• 9:13
  high
• 9:13
  demand
• 9:13
  for
• 9:14
  the
• 9:14
  types
• 9:14
  of
• 9:14
  groceries
• 9:15
  that
• 9:15
  they're
• 9:15
  offering
• 9:15
  to
• 9:15
  the
• 9:16
  market.
• 9:16
  So,
• 9:17
  Jonathan,
• 9:17
  so
• 9:17
  for
• 9:17
  context,
• 9:18
  where
• 9:18
  is
• 9:18
  the
• 9:18
  nearest
• 9:19
  Save
• 9:19
  A
• 9:19
  Lot
• 9:19
  store?
• 9:20
  It's
• 9:20
  about
• 9:20
  an
• 9:20
  hour
• 9:20
  from
• 9:21
  here.
• 9:22
  That's
• 9:22
  like
• 9:22
  two.
• 9:23
  And
• 9:23
  then
• 9:23
  beyond
• 9:24
  that,
• 9:24
  it's
• 9:24
  like
• 9:24
  probably
• 9:25
  10
• 9:25
  hours
• 9:25
  away
• 9:25
  is
• 9:26
  the
• 9:26
  nearest
• 9:26
  one.
• 9:26
  So
• 9:26
  this
• 9:26
  is
• 9:27
  truly
• 9:27
  like
• 9:28
  in
• 9:28
  terms
• 9:28
  of
• 9:28
  brand
• 9:28
  exposure,
• 9:29
  it's
• 9:30
  a
• 9:30
  brand
• 9:30
  new
• 9:31
  market
• 9:31
  for
• 9:32
  them.
• 9:32
  Right.
• 9:33
  A
• 9:33
  lot
• 9:33
  of
• 9:33
  customer
• 9:34
  education
• 9:34
  has
• 9:34
  gone
• 9:34
  into
• 9:35
  it.
• 9:35
  And
• 9:36
  after
• 9:36
  about
• 9:37
  12
• 9:37
  weeks
• 9:37
  now
• 9:37
  we're
• 9:38
  happy
• 9:38
  to
• 9:38
  say
• 9:38
  that
• 9:38
  we're
• 9:39
  seeing
• 9:39
  like
• 9:39
  really
• 9:40
  compelling
• 9:40
  traction
• 9:41
  from
• 9:41
  the
• 9:41
  market.
• 9:41
  And
• 9:42
  what
• 9:42
  is
• 9:42
  the
• 9:42
  addressable
• 9:43
  market
• 9:43
  size
• 9:43
  that
• 9:44
  you
• 9:44
  think
• 9:44
  that
• 9:45
  you're
• 9:45
  able
• 9:45
  to
• 9:46
  meet
• 9:47
  from
• 9:47
  this
• 9:47
  type
• 9:47
  of
• 9:47
  installation?
• 9:48
  Yeah,
• 9:48
  so,
• 9:49
  you
• 9:49
  know,
• 9:49
  there
• 9:49
  are
• 9:49
  2
• 9:49
  million
• 9:50
  people
• 9:50
  who
• 9:50
  live
• 9:50
  in
• 9:51
  Brooklyn.
• 9:52
  You
• 9:52
  know,
• 9:53
  we
• 9:53
  think
• 9:53
  we're
• 9:53
  probably
• 9:54
  interesting
• 9:54
  for
• 9:54
  at
• 9:54
  least
• 9:55
  six
• 9:55
  to
• 9:55
  700,000,
• 9:56
  600,
• 9:56
  7,000
• 9:57
  of
• 9:57
  those
• 9:57
  people.
• 9:58
  Now
• 9:58
  when
• 9:58
  you're
• 9:59
  talking
• 9:59
  about
• 9:59
  that
• 9:59
  relative
• 10:00
  to
• 10:00
  the
• 10:00
  volume
• 10:01
  that
• 10:01
  this
• 10:01
  site
• 10:01
  needs
• 10:01
  to
• 10:02
  get
• 10:02
  out
• 10:02
  to
• 10:02
  kind
• 10:02
  of
• 10:02
  meet
• 10:03
  interesting
• 10:03
  economics.
• 10:05
  You
• 10:05
  know,
• 10:05
  this
• 10:05
  site's
• 10:06
  designed
• 10:06
  to
• 10:06
  do
• 10:06
  about
• 10:07
  350
• 10:07
  orders
• 10:07
  a
• 10:08
  day.
• 10:08
  Okay.
• 10:08
  So
• 10:08
  there
• 10:09
  is
• 10:09
  just
• 10:09
  a
• 10:09
  lot,
• 10:09
  you
• 10:09
  know,
• 10:10
  very
• 10:11
  like
• 10:11
  you
• 10:11
  can
• 10:11
  get
• 10:11
  to
• 10:12
  a
• 10:12
  very
• 10:12
  low
• 10:12
  percentage
• 10:13
  of
• 10:13
  penetration
• 10:14
  in
• 10:14
  the
• 10:14
  market
• 10:15
  and
• 10:15
  still
• 10:15
  make
• 10:15
  this
• 10:16
  a
• 10:16
  really
• 10:16
  compelling
• 10:17
  offering.
• 10:17
  Right,
• 10:18
  right.
• 10:18
  Wow.
• 10:19
  It's
• 10:19
  super
• 10:19
  interesting.
• 10:20
  So
• 10:21
  last
• 10:21
  question
• 10:21
  we
• 10:21
  have
• 10:22
  for
• 10:22
  you,
• 10:22
  we'll
• 10:22
  get
• 10:22
  you
• 10:22
  out
• 10:22
  here
• 10:22
  on
• 10:23
  this
• 10:23
  because
• 10:23
  I
• 10:23
  think
• 10:23
  it's
• 10:23
  a
• 10:23
  good
• 10:23
  capstone
• 10:24
  question
• 10:24
  is,
• 10:25
  you
• 10:25
  know,
• 10:25
  we've
• 10:26
  seen
• 10:26
  a
• 10:26
  lot
• 10:26
  of
• 10:26
  starts
• 10:27
  and
• 10:27
  stops
• 10:27
  in
• 10:27
  the
• 10:27
  micro
• 10:28
  fulfillment
• 10:28
  arena
• 10:29
  over
• 10:29
  the
• 10:29
  last.
• 10:30
  Since
• 10:30
  we've
• 10:30
  been
• 10:30
  doing
• 10:30
  this
• 10:31
  eight
• 10:31
  years.
• 10:32
  Yeah.
• 10:33
  But
• 10:33
  it's
• 10:33
  always
• 10:33
  been
• 10:33
  something
• 10:34
  that
• 10:34
  we've
• 10:34
  been
• 10:34
  interested
• 10:35
  in,
• 10:35
  keenly
• 10:35
  followed.
• 10:36
  We've
• 10:36
  been
• 10:36
  interested
• 10:37
  to
• 10:37
  keenly
• 10:37
  follow
• 10:37
  it
• 10:37
  as
• 10:38
  well.
• 10:38
  This
• 10:39
  is
• 10:39
  really
• 10:39
  unique,
• 10:40
  really
• 10:40
  new.
• 10:41
  What
• 10:42
  is
• 10:42
  your
• 10:42
  take
• 10:42
  on
• 10:42
  the
• 10:43
  continued
• 10:43
  evolution
• 10:44
  of
• 10:44
  micro
• 10:44
  fulfillment
• 10:45
  as
• 10:45
  a
• 10:45
  concept?
• 10:45
  Where
• 10:45
  do
• 10:45
  you
• 10:46
  think
• 10:46
  it's
• 10:46
  going
• 10:46
  to
• 10:46
  go
• 10:46
  next?
• 10:47
  Yeah,
• 10:47
  so
• 10:47
  I
• 10:47
  mean,
• 10:48
  fabric's
• 10:48
  been
• 10:48
  at
• 10:48
  the
• 10:48
  forefront
• 10:49
  of
• 10:49
  this
• 10:50
  new
• 10:50
  and
• 10:50
  innovative
• 10:51
  industry
• 10:51
  now
• 10:52
  for
• 10:52
  nine
• 10:53
  years.
• 10:53
  I
• 10:54
  actually
• 10:54
  think
• 10:54
  we
• 10:54
  were
• 10:55
  the
• 10:55
  ones
• 10:55
  who
• 10:55
  coined
• 10:55
  and
• 10:56
  copyrighted
• 10:56
  mfc.
• 10:57
  Oh
• 10:57
  yeah,
• 10:57
  right.
• 10:59
  Patent
• 11:00
  pending.
• 11:00
  Yeah.
• 11:01
  No,
• 11:01
  no,
• 11:01
  I'll
• 11:02
  take
• 11:02
  your
• 11:02
  word
• 11:02
  for
• 11:02
  it.
• 11:03
  I'm
• 11:03
  kidding.
• 11:04
  Don't
• 11:04
  fact
• 11:04
  check
• 11:05
  me
• 11:05
  on
• 11:05
  that.
• 11:05
  No,
• 11:05
  I
• 11:05
  think
• 11:05
  it's
• 11:06
  true.
• 11:06
  I
• 11:06
  think
• 11:06
  it's
• 11:06
  true.
• 11:07
  So
• 11:08
  we've
• 11:08
  kind
• 11:08
  of
• 11:08
  had
• 11:08
  a
• 11:08
  front
• 11:09
  row
• 11:09
  seat
• 11:09
  to
• 11:09
  the
• 11:09
  evolution
• 11:11
  now
• 11:11
  like
• 11:11
  any
• 11:12
  new
• 11:12
  industry
• 11:13
  and
• 11:13
  any
• 11:14
  new
• 11:14
  technology
• 11:15
  and
• 11:15
  any
• 11:15
  new
• 11:15
  innovation,
• 11:16
  it's
• 11:17
  going
• 11:17
  to
• 11:17
  go
• 11:17
  through
• 11:17
  its
• 11:18
  ebbs
• 11:18
  and
• 11:18
  flows
• 11:19
  in
• 11:19
  terms
• 11:19
  of
• 11:20
  maturity,
• 11:21
  rate
• 11:21
  of
• 11:21
  market
• 11:21
  adoption,
• 11:22
  first
• 11:23
  movers
• 11:23
  and
• 11:24
  then
• 11:24
  followers.
• 11:25
  Yeah,
• 11:25
  right.
• 11:26
  And
• 11:27
  I
• 11:27
  think,
• 11:27
  you
• 11:27
  know
• 11:28
  what
• 11:28
  we're,
• 11:28
  you
• 11:29
  know,
• 11:29
  I
• 11:29
  truly
• 11:29
  feel
• 11:29
  that
• 11:30
  we're
• 11:30
  at
• 11:30
  this
• 11:30
  inflection
• 11:31
  point
• 11:31
  where
• 11:32
  both
• 11:33
  the
• 11:33
  grocers
• 11:34
  and
• 11:34
  the
• 11:35
  technology
• 11:36
  are
• 11:36
  now
• 11:36
  ready
• 11:37
  for
• 11:38
  meaningful
• 11:38
  scale.
• 11:39
  Right.
• 11:40
  And
• 11:40
  now
• 11:40
  that's,
• 11:40
  you
• 11:41
  know,
• 11:41
  after
• 11:41
  a
• 11:41
  nine
• 11:42
  year
• 11:42
  journey.
• 11:42
  Right.
• 11:43
  And
• 11:43
  it's
• 11:43
  taken
• 11:43
  some
• 11:44
  time,
• 11:44
  but.
• 11:44
  Right.
• 11:44
  And
• 11:45
  I
• 11:45
  think
• 11:46
  like
• 11:46
  the
• 11:46
  marketplace
• 11:47
  adoption
• 11:47
  too
• 11:47
  has
• 11:47
  got
• 11:47
  to
• 11:48
  be
• 11:48
  up
• 11:48
  from
• 11:48
  the
• 11:48
  consumer
• 11:49
  side
• 11:49
  too,
• 11:49
  more
• 11:50
  so
• 11:50
  than
• 11:50
  it
• 11:50
  was.
• 11:50
  Where
• 11:51
  it
• 11:51
  makes
• 11:51
  it
• 11:51
  easier
• 11:52
  to
• 11:52
  go.
• 11:52
  Into
• 11:52
  a
• 11:52
  new
• 11:53
  market
• 11:53
  demand
• 11:54
  aggregation
• 11:54
  marketplaces
• 11:55
  out
• 11:55
  There
• 11:56
  in
• 11:56
  place.
• 11:57
  Yeah.
• 11:57
  Really
• 11:58
  amazing
• 11:58
  point.
• 11:59
  That's
• 11:59
  been
• 11:59
  a
• 11:59
  big
• 11:59
  boost
• 12:00
  as
• 12:00
  well.
• 12:00
  Sure.
• 12:00
  Yeah.
• 12:01
  How
• 12:01
  did
• 12:01
  the
• 12:02
  pandemic
• 12:02
  impact
• 12:03
  things,
• 12:03
  good
• 12:03
  or
• 12:04
  bad,
• 12:04
  in
• 12:04
  terms
• 12:04
  of
• 12:04
  the
• 12:04
  evolution
• 12:05
  of
• 12:05
  the
• 12:05
  mfc?
• 12:06
  Yeah.
• 12:06
  I
• 12:06
  mean,
• 12:06
  obviously
• 12:07
  it
• 12:07
  accelerated
• 12:07
  kind
• 12:08
  of
• 12:08
  market
• 12:08
  penetration
• 12:09
  for
• 12:09
  E
• 12:09
  commerce
• 12:09
  grocery.
• 12:10
  First
• 12:10
  and
• 12:10
  foremost,
• 12:11
  it
• 12:11
  bought
• 12:12
  a
• 12:12
  lot
• 12:12
  of
• 12:12
  eyeballs
• 12:12
  to
• 12:13
  that
• 12:13
  segment.
• 12:13
  I
• 12:14
  think
• 12:14
  the
• 12:14
  penetration
• 12:14
  rate
• 12:15
  was
• 12:15
  like
• 12:15
  4%
• 12:16
  before
• 12:16
  the
• 12:16
  pandemic.
• 12:17
  Now
• 12:18
  it's
• 12:18
  like
• 12:18
  north
• 12:18
  of
• 12:18
  10%,
• 12:19
  12%.
• 12:20
  And
• 12:20
  during
• 12:20
  the
• 12:20
  pandemic,
• 12:21
  as
• 12:21
  high
• 12:21
  as
• 12:22
  like,
• 12:22
  25%.
• 12:23
  And
• 12:24
  obviously,
• 12:24
  on
• 12:24
  a
• 12:24
  store
• 12:24
  by
• 12:25
  store
• 12:25
  basis,
• 12:25
  you
• 12:26
  know,
• 12:26
  that
• 12:26
  penetration
• 12:26
  can
• 12:26
  go
• 12:27
  to
• 12:27
  20,
• 12:27
  30%.
• 12:28
  Right.
• 12:29
  So
• 12:29
  first
• 12:29
  and
• 12:29
  foremost,
• 12:30
  it
• 12:30
  just
• 12:30
  bought
• 12:30
  a
• 12:30
  lot
• 12:30
  of
• 12:31
  eyeballs
• 12:31
  to
• 12:31
  the
• 12:31
  segment.
• 12:33
  And
• 12:33
  that's
• 12:34
  created,
• 12:34
  I
• 12:34
  think,
• 12:36
  an
• 12:37
  impetus
• 12:37
  for
• 12:37
  grocers
• 12:38
  to
• 12:38
  start
• 12:38
  to
• 12:38
  move.
• 12:39
  Yeah.
• 12:40
  Because
• 12:40
  this
• 12:40
  has
• 12:40
  become
• 12:40
  a
• 12:41
  more
• 12:41
  meaningful
• 12:41
  part
• 12:41
  of
• 12:42
  their
• 12:42
  P
• 12:42
  and
• 12:42
  L.
• 12:43
  Right.
• 12:43
  Which
• 12:43
  they
• 12:43
  can
• 12:44
  no
• 12:44
  longer
• 12:44
  afford
• 12:45
  to
• 12:45
  ignore
• 12:46
  because
• 12:46
  they're
• 12:46
  actually
• 12:46
  losing
• 12:47
  money
• 12:47
  on
• 12:47
  these
• 12:47
  orders.
• 12:48
  Right.
• 12:48
  And
• 12:48
  so
• 12:48
  it
• 12:49
  starts
• 12:49
  to
• 12:49
  eat
• 12:49
  into
• 12:49
  their
• 12:49
  gross
• 12:50
  margins.
• 12:50
  And
• 12:50
  so
• 12:51
  now
• 12:51
  it's
• 12:51
  kind
• 12:51
  of
• 12:51
  compelled
• 12:51
  the
• 12:52
  grocers
• 12:52
  to
• 12:52
  start
• 12:52
  to
• 12:52
  move
• 12:53
  in
• 12:53
  a
• 12:53
  more
• 12:53
  aggressive
• 12:53
  way.
• 12:54
  And,
• 12:54
  Jonathan,
• 12:54
  is
• 12:55
  that
• 12:55
  something
• 12:55
  that
• 12:55
  you
• 12:55
  would
• 12:56
  say
• 12:56
  is
• 12:56
  one
• 12:57
  of
• 12:57
  the
• 12:57
  most
• 12:57
  important
• 12:58
  things
• 12:58
  when
• 12:58
  you're
• 12:58
  talking
• 12:58
  to
• 12:59
  new
• 12:59
  potential
• 12:59
  clients?
• 13:00
  Like,
• 13:00
  is
• 13:00
  that
• 13:00
  the
• 13:00
  most
• 13:01
  important
• 13:01
  problem
• 13:02
  that
• 13:02
  they're
• 13:02
  trying
• 13:02
  to
• 13:03
  solve
• 13:03
  right
• 13:03
  now
• 13:03
  and
• 13:04
  why
• 13:04
  they're
• 13:04
  kind
• 13:04
  of
• 13:04
  reaching
• 13:05
  out
• 13:05
  to
• 13:05
  fabric?
• 13:06
  Yes,
• 13:06
  I
• 13:06
  think,
• 13:06
  like,
• 13:07
  you
• 13:07
  know,
• 13:07
  in
• 13:07
  terms
• 13:07
  of,
• 13:07
  like,
• 13:08
  prioritization,
• 13:09
  I
• 13:09
  mean,
• 13:09
  first
• 13:09
  and
• 13:10
  foremost
• 13:10
  is
• 13:11
  how
• 13:11
  can
• 13:11
  I
• 13:11
  be
• 13:11
  more
• 13:12
  competitive
• 13:12
  and
• 13:13
  gain
• 13:13
  market
• 13:13
  share
• 13:13
  against
• 13:14
  the
• 13:14
  guy
• 13:15
  across
• 13:15
  the
• 13:15
  street?
• 13:15
  Oh,
• 13:16
  really?
• 13:16
  Okay.
• 13:16
  Right.
• 13:16
  All
• 13:17
  right.
• 13:17
  Two
• 13:17
  is
• 13:18
  like,
• 13:18
  how
• 13:18
  could
• 13:19
  I
• 13:19
  optimize
• 13:19
  my
• 13:19
  existing
• 13:20
  P
• 13:20
  and
• 13:20
  L
• 13:21
  and,
• 13:22
  you
• 13:22
  know,
• 13:23
  just
• 13:23
  make
• 13:24
  more
• 13:24
  with
• 13:24
  less,
• 13:25
  be
• 13:25
  more
• 13:25
  efficient.
• 13:26
  Yeah.
• 13:26
  So
• 13:26
  it's
• 13:27
  market
• 13:27
  share
• 13:27
  first
• 13:27
  and
• 13:27
  then
• 13:28
  profitability
• 13:29
  second.
• 13:29
  That's
• 13:29
  interesting.
• 13:29
  I
• 13:30
  wouldn't
• 13:30
  have
• 13:30
  thought
• 13:30
  that.
• 13:30
  Yeah.
• 13:30
  Because
• 13:31
  grocers
• 13:31
  are
• 13:32
  really
• 13:32
  concerned
• 13:32
  about,
• 13:33
  you
• 13:33
  know,
• 13:33
  know,
• 13:34
  how
• 13:34
  do
• 13:34
  they
• 13:34
  compete
• 13:34
  against,
• 13:35
  you
• 13:35
  know,
• 13:36
  the
• 13:36
  next
• 13:36
  guy.
• 13:36
  Right,
• 13:36
  right,
• 13:37
  right.
• 13:37
  Yeah.
• 13:37
  It's
• 13:37
  a
• 13:37
  very,
• 13:38
  very
• 13:38
  competitive
• 13:38
  space.
• 13:39
  Yeah.
• 13:40
  All
• 13:40
  right.
• 13:40
  Well,
• 13:41
  man,
• 13:41
  this
• 13:41
  was
• 13:42
  so
• 13:42
  awesome.
• 13:42
  Yeah.
• 13:43
  This
• 13:43
  is
• 13:43
  such
• 13:43
  a
• 13:44
  great
• 13:44
  kickoff
• 13:44
  to
• 13:44
  our
• 13:44
  coverage
• 13:45
  at
• 13:45
  nrf.
• 13:45
  It's
• 13:46
  Saturday
• 13:46
  morning.
• 13:46
  I
• 13:47
  mean,
• 13:47
  I
• 13:47
  imagine
• 13:47
  people
• 13:47
  are
• 13:47
  going
• 13:48
  to
• 13:48
  be
• 13:48
  watching
• 13:48
  this,
• 13:48
  probably
• 13:48
  going
• 13:49
  to
• 13:49
  want
• 13:49
  to
• 13:49
  reach
• 13:50
  out,
• 13:50
  get
• 13:50
  tours
• 13:51
  themselves
• 13:51
  for
• 13:51
  those
• 13:51
  that
• 13:51
  are
• 13:51
  here
• 13:52
  in
• 13:52
  New
• 13:52
  York,
• 13:52
  maybe
• 13:52
  even
• 13:53
  after
• 13:53
  the
• 13:53
  show,
• 13:53
  after
• 13:53
  the
• 13:54
  conference
• 13:54
  as
• 13:54
  well.
• 13:54
  For
• 13:55
  sure.
• 13:55
  People
• 13:55
  are
• 13:55
  interested
• 13:56
  and
• 13:56
  they
• 13:56
  want
• 13:56
  to
• 13:56
  do
• 13:56
  that.
• 13:56
  What's
• 13:57
  the
• 13:57
  best
• 13:57
  way
• 13:57
  for
• 13:57
  them
• 13:57
  to
• 13:58
  do
• 13:58
  that?
• 13:58
  Jonathan?
• 13:58
  Yeah,
• 13:58
  sure.
• 13:59
  So
• 13:59
  you
• 13:59
  can
• 13:59
  find
• 13:59
  me
• 13:59
  on
• 14:00
  LinkedIn.
• 14:01
  Jonathan.
• 14:01
  J
• 14:01
  O
• 14:02
  N
• 14:02
  A
• 14:02
  T
• 14:02
  H
• 14:02
  A
• 14:02
  N.
• 14:03
  Last
• 14:03
  name
• 14:04
  Morav.
• 14:04
  M
• 14:04
  O
• 14:05
  R
• 14:05
  A
• 14:05
  V.
• 14:05
  Find
• 14:05
  me
• 14:06
  on
• 14:06
  my
• 14:06
  LinkedIn,
• 14:06
  shoot
• 14:06
  me
• 14:06
  a
• 14:07
  DM.
• 14:08
  You
• 14:08
  can
• 14:08
  shoot
• 14:08
  me
• 14:09
  an
• 14:09
  email,
• 14:10
  Jonathan
• 14:10
  moravetfabric.com
• 14:12
  or
• 14:13
  you
• 14:13
  can
• 14:13
  just
• 14:13
  find
• 14:13
  us
• 14:13
  on
• 14:14
  our
• 14:14
  website,
• 14:14
  getfabric.com
• 14:15
  and
• 14:15
  send
• 14:15
  us
• 14:15
  a
• 14:16
  message
• 14:16
  through
• 14:16
  there.
• 14:17
  Thank
• 14:17
  you
• 14:17
  so
• 14:17
  much.
• 14:18
  Yeah,
• 14:18
  Jonathan,
• 14:18
  thank
• 14:18
  you
• 14:19
  so
• 14:19
  much.
• 14:19
  Thanks
• 14:19
  for
• 14:19
  opening
• 14:19
  the
• 14:20
  doors
• 14:20
  to
• 14:20
  us
• 14:20
  today.
• 14:20
  We're
• 14:21
  happy
• 14:21
  to
• 14:21
  have
• 14:21
  you.
• 14:22
  Saturday
• 14:22
  morning
• 14:22
  in
• 14:23
  January
• 14:23
  in
• 14:23
  New
• 14:23
  York.
• 14:24
  It's
• 14:24
  cold
• 14:24
  in
• 14:24
  here,
• 14:24
  too,
• 14:26
  right?
• 14:26
  It's
• 14:27
  nice,
• 14:27
  but
• 14:27
  it's
• 14:27
  nice.
• 14:27
  It's
• 14:28
  very
• 14:28
  nice
• 14:28
  in
• 14:28
  here
• 14:28
  compared
• 14:28
  to
• 14:29
  outside.
• 14:29
  So
• 14:29
  thank
• 14:29
  you
• 14:30
  for
• 14:30
  opening
• 14:30
  the
• 14:30
  doors.
• 14:30
  My
• 14:31
  pleasure.
• 14:31
  It's
• 14:31
  been
• 14:31
  a
• 14:31
  great
• 14:32
  experience.
• 14:32
  Great
• 14:32
  getting
• 14:33
  to
• 14:33
  talk
• 14:33
  to
• 14:33
  you
• 14:33
  and
• 14:33
  Anne,
• 14:34
  as
• 14:34
  always.
• 14:34
  Be
• 14:35
  careful
• 14:35
  out
• 14:35
  there.