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Transcript

Kingfisher’s DIY Ecommerce Strategy to Reach 30% Online Sales | WRC 2026 · Omni Talk Retail

• 0:00
  Hello,
• 0:00
  everyone.
• 0:00
  This
• 0:01
  is
• 0:01
  omnitalk
• 0:01
  Retail.
• 0:02
  I'm
• 0:02
  Chris
• 0:02
  Walton
• 0:03
  and
• 0:03
  I
• 0:03
  am
• 0:03
  coming
• 0:03
  to
• 0:04
  you
• 0:04
  live
• 0:04
  from
• 0:04
  the
• 0:04
  World
• 0:05
  Retail
• 0:05
  Congress
• 0:05
  in
• 0:06
  Berlin
• 0:06
  from
• 0:07
  the
• 0:07
  Fusion
• 0:08
  Podcast
• 0:08
  studio.
• 0:09
  Now,
• 0:09
  joining
• 0:10
  me
• 0:10
  is
• 0:10
  a
• 0:10
  man
• 0:10
  that
• 0:11
  I
• 0:11
  interviewed
• 0:12
  earlier
• 0:12
  on
• 0:12
  stage
• 0:13
  today,
• 0:13
  and
• 0:13
  that
• 0:13
  is
• 0:14
  Roman
• 0:15
  Rolu.
• 0:15
  Hope
• 0:16
  I
• 0:16
  said
• 0:16
  that
• 0:16
  closely.
• 0:17
  Closely.
• 0:18
  Close
• 0:18
  enough.
• 0:18
  Right.
• 0:19
  And
• 0:19
  he
• 0:20
  is
• 0:20
  the
• 0:20
  group
• 0:20
  digital
• 0:21
  and
• 0:21
  E
• 0:21
  Commerce
• 0:22
  director
• 0:22
  at
• 0:22
  Kingfisher.
• 0:23
  Ramon,
• 0:24
  welcome
• 0:24
  to
• 0:25
  omnitalk.
• 0:25
  It's
• 0:25
  great
• 0:26
  to
• 0:26
  have
• 0:26
  you.
• 0:27
  Great
• 0:27
  to
• 0:27
  be
• 0:27
  there.
• 0:27
  Thank
• 0:27
  you
• 0:27
  very
• 0:28
  much.
• 0:28
  Yeah,
• 0:28
  man.
• 0:29
  Tell
• 0:29
  us
• 0:29
  about.
• 0:29
  Tell
• 0:29
  us
• 0:29
  about
• 0:30
  yourself,
• 0:30
  your
• 0:31
  background,
• 0:31
  and
• 0:31
  also
• 0:31
  about
• 0:32
  Kingfisher
• 0:32
  for
• 0:32
  those
• 0:32
  in
• 0:33
  the
• 0:33
  US
• 0:33
  that
• 0:33
  might
• 0:33
  not
• 0:33
  be
• 0:34
  as
• 0:34
  familiar
• 0:34
  with
• 0:34
  them.
• 0:35
  Yeah.
• 0:35
  So
• 0:35
  I
• 0:35
  have
• 0:36
  25
• 0:36
  years
• 0:37
  experience
• 0:37
  in
• 0:37
  digital.
• 0:39
  Started
• 0:39
  in
• 0:39
  my
• 0:39
  career
• 0:40
  in
• 0:40
  the
• 0:40
  B2B
• 0:40
  business,
• 0:40
  mail
• 0:41
  order
• 0:41
  business,
• 0:42
  and
• 0:42
  then
• 0:42
  moved
• 0:42
  to
• 0:43
  the
• 0:43
  travel
• 0:43
  business,
• 0:43
  which
• 0:44
  I
• 0:44
  spent
• 0:44
  half
• 0:44
  of
• 0:44
  my
• 0:44
  career
• 0:45
  and
• 0:45
  moved
• 0:46
  to
• 0:46
  retail
• 0:46
  only
• 0:47
  10
• 0:47
  years
• 0:47
  ago.
• 0:48
  Only
• 0:48
  10
• 0:48
  years
• 0:48
  ago.
• 0:49
  All
• 0:49
  right,
• 0:49
  let's.
• 0:49
  So
• 0:50
  which.
• 0:50
  Which
• 0:50
  is
• 0:50
  pretty.
• 0:50
  Which
• 0:51
  is
• 0:51
  pretty
• 0:51
  funny
• 0:52
  because
• 0:52
  I
• 0:52
  have
• 0:52
  a
• 0:53
  half
• 0:53
  of
• 0:53
  my
• 0:53
  carry
• 0:53
  in
• 0:54
  the
• 0:54
  travel
• 0:54
  business
• 0:54
  and
• 0:54
  half
• 0:54
  of
• 0:55
  my
• 0:55
  carry
• 0:55
  in
• 0:55
  the
• 0:55
  retail
• 0:56
  business,
• 0:56
  which
• 0:56
  is
• 0:56
  pretty
• 0:57
  unusual.
• 0:58
  Yeah,
• 0:58
  right.
• 0:58
  That's
• 0:59
  funny.
• 0:59
  That
• 0:59
  reminds
• 0:59
  me
• 0:59
  of
• 1:00
  something
• 1:00
  that
• 1:00
  was
• 1:00
  set
• 1:00
  on
• 1:00
  stage,
• 1:00
  but
• 1:01
  that's
• 1:01
  true.
• 1:01
  Inside
• 1:01
  baseball.
• 1:02
  We'll
• 1:02
  talk
• 1:02
  about
• 1:02
  that
• 1:02
  afterwards.
• 1:03
  You
• 1:03
  can
• 1:03
  talk
• 1:03
  about
• 1:03
  baseball
• 1:04
  if
• 1:04
  you
• 1:04
  want.
• 1:04
  Yeah,
• 1:04
  I'm
• 1:05
  a
• 1:05
  big
• 1:05
  baseball
• 1:05
  fan.
• 1:06
  Are
• 1:06
  you
• 1:06
  Red
• 1:06
  Sox
• 1:07
  nation?
• 1:07
  Red
• 1:07
  Sox.
• 1:08
  All
• 1:08
  right.
• 1:08
  You
• 1:08
  got
• 1:08
  a
• 1:08
  good
• 1:08
  team,
• 1:09
  too.
• 1:09
  I
• 1:09
  like
• 1:09
  the
• 1:09
  Red
• 1:09
  Sox.
• 1:10
  Good
• 1:10
  stuff.
• 1:10
  Not.
• 1:10
  Not
• 1:11
  this
• 1:11
  year,
• 1:11
  though,
• 1:11
  right?
• 1:11
  Yeah.
• 1:12
  They
• 1:12
  just
• 1:12
  fired
• 1:12
  their
• 1:12
  manager.
• 1:13
  Yeah,
• 1:13
  No,
• 1:13
  I
• 1:13
  know.
• 1:13
  But
• 1:13
  now
• 1:13
  they.
• 1:14
  Three
• 1:14
  in
• 1:14
  a
• 1:14
  roll.
• 1:14
  Yes.
• 1:15
  Oh,
• 1:15
  right.
• 1:15
  That's
• 1:15
  so
• 1:16
  funny.
• 1:16
  Funny
• 1:17
  how
• 1:17
  that
• 1:17
  works.
• 1:18
  All
• 1:18
  right,
• 1:18
  well,
• 1:18
  what
• 1:18
  brings
• 1:18
  you
• 1:18
  to
• 1:19
  wrc?
• 1:19
  What
• 1:19
  brings
• 1:19
  you
• 1:19
  to
• 1:20
  the
• 1:20
  World
• 1:20
  Retail
• 1:20
  Congress?
• 1:21
  That's.
• 1:21
  That's.
• 1:21
  That's
• 1:22
  my
• 1:22
  first
• 1:22
  time,
• 1:22
  to
• 1:22
  be.
• 1:22
  To
• 1:23
  be
• 1:23
  honest.
• 1:23
  Yeah.
• 1:23
  Very
• 1:24
  impressed
• 1:24
  by
• 1:24
  the
• 1:24
  level
• 1:25
  of
• 1:25
  seniority,
• 1:25
  the
• 1:26
  level
• 1:26
  of
• 1:27
  quality
• 1:27
  of
• 1:27
  content,
• 1:28
  the
• 1:28
  quality
• 1:28
  of
• 1:29
  networking
• 1:29
  discussions.
• 1:31
  We
• 1:31
  had
• 1:31
  a
• 1:31
  great
• 1:31
  session
• 1:32
  on
• 1:32
  AgentIQ
• 1:32
  earlier
• 1:33
  and
• 1:33
  I
• 1:34
  think
• 1:34
  I'm
• 1:34
  going
• 1:34
  to
• 1:34
  come
• 1:34
  back
• 1:34
  next
• 1:34
  year.
• 1:35
  Yeah,
• 1:35
  awesome.
• 1:35
  Yeah,
• 1:36
  no,
• 1:36
  it
• 1:36
  was
• 1:36
  a
• 1:37
  really
• 1:37
  good
• 1:37
  session.
• 1:37
  I
• 1:37
  like.
• 1:37
  What
• 1:38
  do
• 1:38
  you
• 1:38
  like
• 1:38
  about
• 1:38
  it
• 1:38
  particularly?
• 1:39
  What
• 1:39
  do
• 1:39
  you
• 1:39
  think?
• 1:39
  What
• 1:40
  were
• 1:40
  you
• 1:40
  happy
• 1:41
  that
• 1:41
  we
• 1:41
  brought
• 1:42
  away
• 1:42
  for
• 1:42
  the
• 1:42
  audience?
• 1:42
  No,
• 1:43
  I
• 1:43
  think
• 1:43
  it
• 1:43
  was
• 1:43
  good
• 1:43
  because
• 1:44
  we
• 1:44
  had
• 1:44
  a
• 1:44
  different
• 1:45
  point
• 1:45
  of
• 1:45
  view
• 1:45
  between
• 1:45
  a.
• 1:46
  A
• 1:47
  software
• 1:47
  partner,
• 1:49
  a
• 1:49
  tech
• 1:50
  view
• 1:50
  and
• 1:50
  a
• 1:50
  U.S.
• 1:51
  environment.
• 1:52
  And
• 1:52
  obviously
• 1:53
  my
• 1:53
  view,
• 1:53
  which
• 1:53
  is
• 1:53
  more
• 1:53
  like
• 1:54
  you
• 1:54
  said,
• 1:54
  an
• 1:54
  operational
• 1:55
  one
• 1:55
  and
• 1:55
  basically
• 1:56
  leaving
• 1:56
  it
• 1:56
  as
• 1:57
  we
• 1:57
  speak.
• 1:57
  Yeah,
• 1:58
  yeah,
• 1:58
  yeah.
• 1:58
  It's
• 1:58
  funny,
• 1:58
  you
• 1:59
  said
• 1:59
  on
• 1:59
  stage,
• 1:59
  too,
• 1:59
  that
• 2:01
  Kingfisher's
• 2:02
  E
• 2:02
  commerce
• 2:02
  now
• 2:02
  represents
• 2:03
  roughly
• 2:04
  1/5.
• 2:05
  Yeah,
• 2:05
  21%.
• 2:06
  21%,
• 2:06
  right.
• 2:07
  And
• 2:07
  the
• 2:07
  ambition
• 2:08
  is
• 2:08
  to
• 2:08
  actually
• 2:08
  grow
• 2:08
  that
• 2:09
  to
• 2:09
  30%.
• 2:09
  Yes,
• 2:10
  that's
• 2:10
  our
• 2:10
  target.
• 2:11
  What's
• 2:11
  the
• 2:11
  single
• 2:12
  biggest
• 2:12
  unlock
• 2:12
  you
• 2:13
  think
• 2:13
  you
• 2:13
  need
• 2:13
  to
• 2:13
  make
• 2:14
  to
• 2:14
  get
• 2:14
  to
• 2:14
  that
• 2:14
  number?
• 2:15
  So
• 2:15
  the
• 2:16
  single
• 2:16
  unlock
• 2:17
  is
• 2:17
  not
• 2:17
  really
• 2:17
  an
• 2:17
  unlock.
• 2:18
  At
• 2:18
  least
• 2:18
  it's
• 2:18
  an
• 2:18
  acceleration
• 2:19
  is
• 2:20
  putting
• 2:20
  stores
• 2:20
  at
• 2:21
  the
• 2:21
  center
• 2:21
  of
• 2:21
  our
• 2:21
  digital
• 2:21
  strategy.
• 2:22
  So
• 2:23
  we
• 2:23
  have
• 2:24
  clearly
• 2:24
  defined
• 2:25
  that
• 2:25
  the
• 2:25
  fact
• 2:25
  that
• 2:25
  if
• 2:25
  we
• 2:26
  want
• 2:26
  to
• 2:26
  go
• 2:26
  against
• 2:27
  pure
• 2:27
  players
• 2:27
  and
• 2:28
  play
• 2:28
  with
• 2:28
  the
• 2:29
  same
• 2:30
  skills
• 2:30
  and
• 2:30
  the
• 2:30
  same
• 2:30
  rules
• 2:31
  that
• 2:31
  they
• 2:32
  do,
• 2:32
  we're
• 2:32
  going
• 2:32
  to
• 2:32
  lose.
• 2:33
  So
• 2:33
  we're
• 2:33
  going
• 2:34
  to
• 2:34
  use
• 2:34
  and
• 2:34
  maximize
• 2:35
  our
• 2:35
  assets.
• 2:35
  Our
• 2:36
  assets
• 2:36
  are
• 2:36
  stores.
• 2:37
  We
• 2:37
  already
• 2:38
  discussed
• 2:38
  about
• 2:38
  it.
• 2:38
  But
• 2:39
  DIY
• 2:39
  is
• 2:39
  a
• 2:39
  complex
• 2:40
  project
• 2:40
  and
• 2:41
  a
• 2:41
  complex
• 2:41
  industry
• 2:42
  where
• 2:42
  you
• 2:42
  have
• 2:42
  a
• 2:42
  lot
• 2:43
  of
• 2:43
  interaction
• 2:43
  before
• 2:44
  you
• 2:44
  transact.
• 2:45
  And
• 2:45
  we
• 2:45
  want
• 2:45
  to
• 2:45
  make
• 2:45
  sure
• 2:45
  that
• 2:46
  we
• 2:46
  maximize
• 2:46
  our
• 2:46
  stores,
• 2:47
  which
• 2:47
  means
• 2:48
  maximizing
• 2:48
  in
• 2:49
  terms
• 2:49
  of
• 2:49
  customer
• 2:49
  relationship,
• 2:50
  but
• 2:51
  also
• 2:51
  maximizing
• 2:52
  in
• 2:52
  terms
• 2:52
  of
• 2:53
  e
• 2:53
  Commerce
• 2:53
  Fulfillment.
• 2:54
  90%
• 2:55
  of
• 2:55
  our
• 2:55
  e
• 2:56
  commerce
• 2:56
  business
• 2:56
  is
• 2:56
  being
• 2:57
  fulfilled
• 2:57
  by
• 2:57
  stores
• 2:58
  today
• 2:58
  in
• 2:58
  all
• 2:58
  of
• 2:58
  our
• 2:59
  banners.
• 2:59
  So
• 3:00
  we
• 3:00
  have
• 3:00
  BNQ,
• 3:00
  who
• 3:01
  is
• 3:01
  a
• 3:01
  leading
• 3:01
  DIY
• 3:02
  retail
• 3:02
  brand
• 3:02
  in
• 3:02
  the
• 3:03
  UK.
• 3:03
  Screwfix
• 3:04
  is
• 3:04
  leading
• 3:05
  B2B
• 3:05
  retail
• 3:06
  brand
• 3:06
  in
• 3:06
  the
• 3:06
  UK.
• 3:07
  Castorama
• 3:08
  and
• 3:08
  Brico,
• 3:08
  who
• 3:08
  are
• 3:08
  number
• 3:09
  two
• 3:09
  and
• 3:09
  number
• 3:09
  three
• 3:09
  in
• 3:09
  France.
• 3:10
  Castorama,
• 3:11
  Poland
• 3:11
  was
• 3:11
  number
• 3:12
  one
• 3:12
  in
• 3:12
  Poland.
• 3:12
  Brico
• 3:12
  Depot,
• 3:13
  which
• 3:14
  is
• 3:14
  a
• 3:14
  challenger
• 3:15
  in
• 3:15
  Spain
• 3:15
  and
• 3:15
  Portugal.
• 3:16
  Yeah,
• 3:16
  I'm
• 3:17
  always
• 3:17
  amazed
• 3:18
  at
• 3:18
  how
• 3:19
  you
• 3:19
  all,
• 3:19
  particularly
• 3:20
  on
• 3:20
  the
• 3:20
  digital
• 3:21
  side,
• 3:21
  manage
• 3:22
  all
• 3:22
  of
• 3:22
  that
• 3:22
  complexity
• 3:23
  and
• 3:24
  all
• 3:24
  the
• 3:24
  different
• 3:24
  things
• 3:24
  that
• 3:25
  have
• 3:25
  to
• 3:25
  go
• 3:25
  into
• 3:25
  it.
• 3:26
  It's
• 3:26
  unreal
• 3:27
  to
• 3:27
  me
• 3:27
  that
• 3:27
  you
• 3:28
  can,
• 3:28
  as
• 3:29
  one
• 3:29
  human
• 3:29
  being,
• 3:30
  process
• 3:30
  that
• 3:31
  much
• 3:31
  that
• 3:31
  you
• 3:31
  have
• 3:31
  to
• 3:31
  have
• 3:32
  under
• 3:32
  your.
• 3:32
  So
• 3:32
  first
• 3:33
  of
• 3:33
  all,
• 3:33
  let's
• 3:33
  make
• 3:33
  sure
• 3:33
  I'm
• 3:34
  not
• 3:34
  alone.
• 3:35
  I
• 3:35
  have
• 3:35
  a
• 3:35
  team.
• 3:35
  First
• 3:36
  of
• 3:36
  all,
• 3:37
  we
• 3:37
  have
• 3:37
  great
• 3:38
  digital
• 3:38
  banners
• 3:39
  teams
• 3:40
  for
• 3:40
  all
• 3:40
  of
• 3:40
  our
• 3:41
  banners.
• 3:41
  Bnq,
• 3:42
  ca,
• 3:42
  Autorama,
• 3:42
  Screwfix,
• 3:43
  RICO
• 3:44
  Depot.
• 3:44
  Massive,
• 3:45
  massive
• 3:45
  skills.
• 3:46
  We
• 3:46
  have
• 3:46
  developed
• 3:47
  our
• 3:47
  internal
• 3:47
  skills
• 3:48
  for
• 3:48
  the
• 3:48
  past
• 3:48
  10
• 3:49
  years,
• 3:49
  massively,
• 3:49
  because
• 3:50
  we
• 3:50
  do
• 3:50
  believe
• 3:50
  that
• 3:51
  obviously
• 3:51
  we
• 3:51
  rely
• 3:52
  on
• 3:52
  vendors,
• 3:52
  but
• 3:53
  we
• 3:53
  need
• 3:53
  to
• 3:53
  make
• 3:53
  sure
• 3:53
  that
• 3:53
  we
• 3:54
  have
• 3:54
  the
• 3:54
  right
• 3:54
  level
• 3:54
  of
• 3:54
  expertise
• 3:55
  because
• 3:56
  it
• 3:56
  is
• 3:56
  a
• 3:56
  strategic
• 3:57
  pillar
• 3:57
  on
• 3:57
  the
• 3:58
  overall
• 3:58
  kingfisher
• 3:58
  strategy.
• 3:59
  Right.
• 4:00
  So
• 4:00
  the
• 4:00
  key
• 4:00
  point
• 4:01
  going
• 4:01
  back
• 4:01
  to
• 4:01
  the
• 4:01
  question
• 4:01
  though
• 4:02
  is,
• 4:02
  which
• 4:02
  is
• 4:02
  really
• 4:03
  great
• 4:03
  to
• 4:03
  hear
• 4:03
  that
• 4:04
  you
• 4:04
  think
• 4:04
  the
• 4:04
  stores
• 4:04
  are
• 4:05
  actually
• 4:05
  the
• 4:05
  center
• 4:06
  to
• 4:06
  unlocking
• 4:07
  the
• 4:07
  growth
• 4:07
  in
• 4:07
  digital,
• 4:08
  taking
• 4:08
  it
• 4:08
  from
• 4:08
  20
• 4:08
  to
• 4:09
  30%,
• 4:09
  which
• 4:09
  is
• 4:09
  your
• 4:09
  goal.
• 4:10
  And.
• 4:10
  And
• 4:10
  you
• 4:10
  think
• 4:10
  of
• 4:10
  that
• 4:10
  really
• 4:11
  in
• 4:11
  two
• 4:11
  ways
• 4:11
  that
• 4:11
  I
• 4:11
  took
• 4:12
  from
• 4:12
  you.
• 4:12
  So
• 4:12
  one,
• 4:13
  fulfillment
• 4:13
  side,
• 4:14
  the
• 4:14
  true
• 4:14
  omnichannel
• 4:15
  nature.
• 4:15
  Yes.
• 4:16
  If
• 4:16
  you
• 4:17
  take
• 4:17
  the
• 4:17
  marketplace,
• 4:18
  we
• 4:18
  were
• 4:18
  the
• 4:18
  first
• 4:19
  one
• 4:19
  in
• 4:19
  the
• 4:19
  UK
• 4:19
  to
• 4:20
  launch,
• 4:20
  click
• 4:20
  and
• 4:21
  collect
• 4:21
  and
• 4:21
  return
• 4:21
  available
• 4:22
  on
• 4:22
  a
• 4:22
  marketplace
• 4:22
  business.
• 4:23
  If
• 4:24
  you
• 4:24
  take
• 4:24
  continental
• 4:24
  Europe,
• 4:25
  which
• 4:25
  is
• 4:25
  more
• 4:25
  advanced
• 4:26
  than
• 4:26
  the
• 4:26
  UK
• 4:26
  in
• 4:27
  terms
• 4:27
  of
• 4:27
  marketplace
• 4:28
  business,
• 4:28
  roughly
• 4:29
  none
• 4:29
  of
• 4:29
  the
• 4:30
  large
• 4:31
  omnichannel
• 4:32
  marketplace
• 4:32
  operators
• 4:33
  do
• 4:33
  provide
• 4:33
  a
• 4:34
  service
• 4:34
  where
• 4:34
  you
• 4:35
  can
• 4:35
  click
• 4:35
  and
• 4:36
  collect
• 4:36
  in
• 4:36
  the
• 4:36
  store.
• 4:37
  It's
• 4:38
  pretty
• 4:38
  new.
• 4:38
  So
• 4:38
  some
• 4:39
  of
• 4:39
  them
• 4:39
  have
• 4:39
  a
• 4:39
  marketplace
• 4:40
  for
• 4:40
  10
• 4:40
  years
• 4:40
  and
• 4:40
  they
• 4:41
  have
• 4:41
  not
• 4:41
  launched
• 4:41
  the
• 4:41
  click
• 4:41
  and
• 4:42
  collect
• 4:42
  service.
• 4:42
  We
• 4:42
  launched
• 4:43
  it
• 4:43
  six
• 4:44
  months
• 4:44
  ago
• 4:44
  at
• 4:44
  BNQ.
• 4:45
  And
• 4:45
  return.
• 4:46
  We
• 4:46
  launched
• 4:46
  it
• 4:46
  18
• 4:47
  months
• 4:47
  ago.
• 4:47
  So
• 4:48
  basically
• 4:48
  we
• 4:48
  allow
• 4:48
  our
• 4:49
  consumers
• 4:49
  to
• 4:49
  return
• 4:50
  in
• 4:50
  a
• 4:50
  store
• 4:51
  a
• 4:51
  product
• 4:51
  that
• 4:51
  they
• 4:51
  have
• 4:51
  bought
• 4:52
  online
• 4:52
  through
• 4:52
  a
• 4:52
  third
• 4:52
  party
• 4:53
  vendor.
• 4:53
  Right.
• 4:53
  Wow.
• 4:54
  Okay.
• 4:54
  And
• 4:54
  then
• 4:55
  the
• 4:55
  other
• 4:55
  piece
• 4:55
  of
• 4:55
  it
• 4:55
  too
• 4:55
  was
• 4:56
  around,
• 4:56
  you
• 4:57
  know,
• 4:57
  it
• 4:57
  sounds
• 4:57
  like
• 4:57
  deepening
• 4:58
  the
• 4:58
  relationship
• 4:58
  with
• 4:58
  the
• 4:58
  customer
• 4:59
  because
• 4:59
  you
• 4:59
  understand
• 5:00
  the
• 5:00
  customer
• 5:00
  in
• 5:00
  the
• 5:00
  store,
• 5:00
  you
• 5:01
  have
• 5:01
  that
• 5:01
  much
• 5:01
  more
• 5:01
  data
• 5:01
  around
• 5:02
  them
• 5:02
  and
• 5:02
  you
• 5:02
  can
• 5:03
  enrich
• 5:03
  their
• 5:04
  experience
• 5:04
  too,
• 5:05
  in
• 5:05
  the
• 5:05
  store,
• 5:05
  day
• 5:05
  to
• 5:06
  day.
• 5:06
  How
• 5:06
  are
• 5:06
  you
• 5:06
  thinking
• 5:06
  about
• 5:07
  that?
• 5:07
  So
• 5:08
  what
• 5:08
  we
• 5:08
  start
• 5:08
  to
• 5:09
  do
• 5:09
  is
• 5:09
  to
• 5:09
  make
• 5:09
  sure
• 5:10
  that
• 5:10
  first
• 5:10
  of
• 5:10
  all,
• 5:10
  for
• 5:10
  the
• 5:10
  store
• 5:11
  associate,
• 5:12
  the
• 5:12
  marketplace
• 5:13
  is
• 5:13
  not
• 5:13
  like
• 5:14
  an
• 5:14
  alternate
• 5:15
  channel.
• 5:15
  It's
• 5:15
  part
• 5:16
  of
• 5:16
  its
• 5:16
  strategy.
• 5:16
  Which
• 5:17
  means
• 5:17
  that,
• 5:17
  for
• 5:17
  example,
• 5:17
  you
• 5:17
  go
• 5:18
  in
• 5:18
  a
• 5:18
  B
• 5:18
  and
• 5:18
  Q
• 5:19
  store
• 5:19
  or
• 5:19
  Castorama
• 5:20
  store
• 5:20
  and
• 5:20
  you
• 5:20
  want
• 5:21
  to
• 5:21
  do
• 5:21
  a
• 5:21
  kitchen
• 5:21
  project
• 5:22
  and
• 5:22
  basically
• 5:23
  you're
• 5:23
  going
• 5:23
  to
• 5:24
  select
• 5:24
  all
• 5:24
  the
• 5:24
  components
• 5:25
  of
• 5:25
  your
• 5:25
  kitchen
• 5:25
  project.
• 5:25
  Sometimes
• 5:26
  within
• 5:26
  the
• 5:27
  project
• 5:27
  there
• 5:27
  is
• 5:28
  an
• 5:29
  element
• 5:29
  where
• 5:29
  basically
• 5:30
  our
• 5:30
  1P
• 5:30
  offer
• 5:31
  does
• 5:32
  not
• 5:32
  suit
• 5:32
  the
• 5:32
  customer.
• 5:33
  Color,
• 5:34
  size,
• 5:34
  style,
• 5:35
  whatever,
• 5:35
  or
• 5:35
  stock.
• 5:37
  The
• 5:37
  reflex
• 5:38
  of
• 5:38
  the
• 5:38
  associate
• 5:38
  is
• 5:39
  to
• 5:39
  provide
• 5:39
  an
• 5:40
  access
• 5:40
  to
• 5:41
  the
• 5:41
  hundreds
• 5:42
  and
• 5:42
  thousands
• 5:42
  of
• 5:43
  opportunities
• 5:43
  that
• 5:43
  we
• 5:43
  have
• 5:44
  on
• 5:44
  our
• 5:44
  marketplace
• 5:45
  and
• 5:46
  propose
• 5:46
  this
• 5:46
  to
• 5:47
  the,
• 5:47
  to
• 5:47
  the
• 5:47
  customer
• 5:48
  in
• 5:48
  order
• 5:48
  to
• 5:49
  complete
• 5:49
  the
• 5:49
  project.
• 5:50
  Instead
• 5:51
  of
• 5:51
  saying,
• 5:51
  sorry,
• 5:52
  I
• 5:52
  don't
• 5:52
  have
• 5:52
  this
• 5:52
  tab
• 5:53
  on
• 5:53
  my
• 5:54
  portfolio,
• 5:55
  you
• 5:55
  need
• 5:56
  to
• 5:56
  go
• 5:56
  somewhere
• 5:56
  else.
• 5:56
  No,
• 5:57
  we
• 5:57
  have
• 5:57
  some
• 5:57
  third
• 5:57
  party
• 5:58
  vendors.
• 5:58
  Let's
• 5:58
  see
• 5:59
  if
• 5:59
  it
• 5:59
  fits.
• 5:59
  Oh,
• 6:00
  it
• 6:00
  fits.
• 6:00
  Then
• 6:00
  we
• 6:00
  integrate
• 6:01
  it
• 6:01
  within
• 6:02
  the
• 6:02
  same
• 6:02
  basket.
• 6:03
  So
• 6:03
  we
• 6:03
  are
• 6:03
  currently
• 6:04
  seeing
• 6:04
  how
• 6:04
  we
• 6:04
  can
• 6:05
  integrate
• 6:05
  3P
• 6:06
  within
• 6:06
  a
• 6:07
  1P
• 6:07
  basket.
• 6:08
  In
• 6:08
  a
• 6:08
  store,
• 6:09
  which
• 6:09
  is
• 6:09
  a
• 6:09
  really
• 6:09
  important
• 6:10
  point
• 6:10
  that
• 6:10
  I
• 6:10
  don't
• 6:10
  think
• 6:11
  many
• 6:11
  people
• 6:11
  in
• 6:11
  the
• 6:11
  US
• 6:12
  understand.
• 6:12
  I
• 6:12
  want
• 6:12
  to
• 6:12
  make
• 6:12
  sure
• 6:13
  that
• 6:13
  I
• 6:13
  heighten
• 6:14
  it
• 6:14
  up
• 6:14
  is
• 6:14
  that
• 6:15
  you
• 6:15
  said
• 6:15
  basically
• 6:16
  the
• 6:16
  marketplace
• 6:17
  allows
• 6:17
  you
• 6:17
  to
• 6:17
  be
• 6:18
  in
• 6:18
  stock
• 6:18
  in
• 6:19
  a
• 6:19
  store
• 6:19
  potentially,
• 6:20
  or
• 6:20
  in
• 6:20
  an
• 6:20
  online
• 6:20
  transaction
• 6:21
  when
• 6:21
  you're
• 6:22
  not
• 6:22
  necessarily
• 6:22
  in
• 6:23
  stock
• 6:23
  as
• 6:23
  the
• 6:23
  first
• 6:24
  party
• 6:24
  provider
• 6:24
  of
• 6:25
  that
• 6:25
  item.
• 6:25
  Yeah.
• 6:26
  So
• 6:27
  when
• 6:27
  you
• 6:27
  have
• 6:27
  a
• 6:27
  large
• 6:28
  3P
• 6:29
  opportunity.
• 6:30
  At
• 6:30
  BNQ,
• 6:31
  we
• 6:31
  have
• 6:31
  3.5
• 6:31
  million
• 6:32
  Skusarama.
• 6:33
  In
• 6:33
  France,
• 6:33
  we
• 6:33
  have
• 6:34
  close
• 6:34
  to
• 6:35
  1.5
• 6:35
  million.
• 6:36
  If
• 6:36
  you
• 6:36
  take
• 6:37
  a.
• 6:37
  Our
• 6:37
  1P
• 6:37
  offer,
• 6:38
  which
• 6:38
  is
• 6:38
  our
• 6:38
  own
• 6:38
  brands,
• 6:39
  plus
• 6:39
  the
• 6:39
  national
• 6:40
  brands,
• 6:40
  we
• 6:40
  basically
• 6:41
  have
• 6:41
  between
• 6:41
  40
• 6:42
  and
• 6:42
  70,000
• 6:42
  SKUs.
• 6:43
  Yeah,
• 6:43
  that's
• 6:43
  about
• 6:43
  what
• 6:43
  I
• 6:43
  said.
• 6:44
  Okay.
• 6:44
  So
• 6:44
  which
• 6:44
  means
• 6:45
  that
• 6:45
  when
• 6:45
  you,
• 6:45
  when
• 6:46
  you
• 6:46
  do
• 6:46
  select
• 6:46
  a
• 6:47
  product,
• 6:47
  sometimes
• 6:48
  you
• 6:49
  have
• 6:49
  some.
• 6:49
  Obviously
• 6:50
  we
• 6:50
  are
• 6:50
  very
• 6:50
  keen
• 6:50
  on
• 6:50
  making
• 6:50
  sure
• 6:51
  that
• 6:51
  our
• 6:51
  Stock
• 6:51
  is
• 6:51
  very
• 6:52
  reliable.
• 6:52
  But
• 6:52
  sometimes
• 6:52
  you're
• 6:53
  out
• 6:53
  of
• 6:53
  stock
• 6:54
  on
• 6:54
  the
• 6:54
  same
• 6:54
  SKU
• 6:55
  or
• 6:55
  at
• 6:55
  least
• 6:55
  on
• 6:55
  the
• 6:56
  same
• 6:56
  service
• 6:56
  and
• 6:57
  value.
• 6:57
  Sometimes
• 6:58
  a
• 6:58
  vendor
• 6:59
  does
• 6:59
  provide
• 6:59
  the
• 6:59
  stock
• 7:00
  and
• 7:00
  is
• 7:00
  available
• 7:01
  in
• 7:01
  24,
• 7:01
  48
• 7:02
  hours
• 7:02
  delivery.
• 7:03
  Let's
• 7:03
  make
• 7:03
  sure
• 7:04
  that
• 7:04
  we
• 7:04
  use
• 7:04
  this
• 7:05
  in
• 7:05
  order
• 7:06
  to
• 7:06
  maximize
• 7:07
  and
• 7:07
  to
• 7:07
  satisfy.
• 7:08
  The
• 7:08
  customer
• 7:08
  or
• 7:09
  pick
• 7:09
  up
• 7:09
  in
• 7:09
  store.
• 7:10
  Exactly
• 7:10
  right.
• 7:11
  That's
• 7:11
  the
• 7:11
  whole
• 7:11
  thing
• 7:11
  here.
• 7:12
  Yeah.
• 7:12
  Wow,
• 7:13
  that's
• 7:13
  really
• 7:13
  cool.
• 7:14
  All
• 7:14
  right,
• 7:14
  so
• 7:14
  you
• 7:14
  mentioned.
• 7:15
  Let's
• 7:15
  keep
• 7:15
  talking
• 7:15
  about
• 7:16
  marketplaces
• 7:16
  because
• 7:16
  marketplace.
• 7:17
  The
• 7:17
  other
• 7:17
  thing
• 7:17
  is
• 7:17
  the
• 7:18
  retail
• 7:18
  media
• 7:18
  side
• 7:18
  of
• 7:19
  that.
• 7:19
  How
• 7:19
  do
• 7:20
  you
• 7:20
  think
• 7:20
  about
• 7:20
  the
• 7:20
  relationship
• 7:20
  between
• 7:21
  marketplaces
• 7:21
  and
• 7:22
  retail
• 7:22
  media
• 7:22
  particularly?
• 7:23
  So
• 7:24
  our
• 7:24
  target
• 7:24
  is
• 7:25
  to
• 7:25
  have
• 7:25
  3%
• 7:25
  of
• 7:26
  our
• 7:26
  retail
• 7:27
  media
• 7:27
  should
• 7:27
  represent
• 7:28
  3%
• 7:28
  of
• 7:28
  our
• 7:29
  total
• 7:29
  e
• 7:29
  commerce
• 7:29
  GMV.
• 7:30
  That's
• 7:31
  our
• 7:31
  target,
• 7:31
  which
• 7:31
  is
• 7:32
  pretty
• 7:32
  significant.
• 7:33
  If
• 7:33
  you
• 7:33
  take
• 7:34
  the
• 7:34
  split
• 7:34
  between
• 7:35
  1p
• 7:35
  and
• 7:35
  3p.
• 7:36
  3P
• 7:37
  vendors
• 7:38
  are
• 7:38
  more
• 7:38
  educated,
• 7:39
  more
• 7:39
  advanced
• 7:40
  than
• 7:40
  1p
• 7:40
  vendors.
• 7:41
  Why?
• 7:42
  For
• 7:42
  one
• 7:42
  reason,
• 7:42
  because
• 7:43
  they're
• 7:44
  already
• 7:44
  using
• 7:44
  Amazon.
• 7:45
  And
• 7:46
  when
• 7:46
  you
• 7:46
  go
• 7:46
  on
• 7:46
  Amazon
• 7:47
  ads,
• 7:47
  they
• 7:47
  know
• 7:48
  the
• 7:48
  platform
• 7:49
  is
• 7:49
  working.
• 7:49
  They
• 7:49
  know
• 7:50
  if
• 7:50
  they
• 7:50
  put
• 7:50
  some
• 7:51
  marketing
• 7:51
  budget,
• 7:52
  what
• 7:52
  kind
• 7:52
  of
• 7:52
  impact
• 7:52
  is
• 7:53
  going
• 7:53
  to
• 7:53
  be
• 7:53
  generating
• 7:53
  in
• 7:54
  terms
• 7:54
  of
• 7:54
  sales.
• 7:54
  Which
• 7:55
  means
• 7:55
  that
• 7:55
  they
• 7:55
  know
• 7:55
  that
• 7:56
  they
• 7:56
  can
• 7:56
  calculate
• 7:57
  and
• 7:57
  they
• 7:57
  are
• 7:58
  basically
• 7:58
  autonomy.
• 7:59
  They
• 7:59
  have
• 7:59
  full
• 7:59
  autonomy
• 8:00
  on
• 8:01
  their
• 8:01
  service.
• 8:02
  Differently
• 8:02
  with
• 8:03
  large
• 8:03
  brands
• 8:04
  that
• 8:04
  operate
• 8:05
  and
• 8:05
  we
• 8:05
  buy
• 8:06
  from
• 8:06
  them,
• 8:07
  sometimes
• 8:07
  they
• 8:07
  are
• 8:07
  not
• 8:08
  fully
• 8:08
  educated
• 8:09
  in
• 8:09
  order
• 8:09
  to
• 8:10
  use
• 8:10
  the
• 8:10
  platform
• 8:10
  on
• 8:11
  their
• 8:11
  own.
• 8:11
  So
• 8:11
  we
• 8:11
  do
• 8:12
  need
• 8:12
  to
• 8:12
  provide
• 8:12
  a
• 8:12
  managed
• 8:13
  service.
• 8:13
  Okay.
• 8:14
  And
• 8:14
  it
• 8:14
  takes
• 8:14
  time
• 8:15
  and
• 8:15
  obviously
• 8:16
  there
• 8:16
  is
• 8:16
  a
• 8:16
  learning
• 8:17
  curve
• 8:17
  on
• 8:17
  their
• 8:17
  side.
• 8:18
  Wow.
• 8:18
  All
• 8:18
  right.
• 8:19
  All
• 8:19
  right,
• 8:19
  so
• 8:20
  I
• 8:20
  can
• 8:20
  let
• 8:21
  you
• 8:21
  go.
• 8:21
  I
• 8:21
  mean,
• 8:21
  we
• 8:22
  just
• 8:22
  got
• 8:22
  off
• 8:22
  stage
• 8:22
  talking
• 8:23
  about
• 8:23
  it,
• 8:23
  so
• 8:23
  I
• 8:23
  got
• 8:23
  to
• 8:23
  share
• 8:23
  with
• 8:24
  the
• 8:24
  audience
• 8:24
  back
• 8:24
  home
• 8:25
  some
• 8:25
  of
• 8:25
  what
• 8:25
  we
• 8:25
  talked
• 8:25
  about.
• 8:26
  So
• 8:26
  AI,
• 8:26
  right.
• 8:27
  Home
• 8:27
  improvement,
• 8:28
  high
• 8:28
  consideration
• 8:29
  category,
• 8:29
  high
• 8:30
  complexity
• 8:30
  category.
• 8:31
  How
• 8:32
  different
• 8:32
  is
• 8:32
  the
• 8:32
  AI
• 8:33
  personalization
• 8:34
  challenge
• 8:35
  in
• 8:35
  DIY
• 8:36
  versus
• 8:38
  like
• 8:38
  grocery
• 8:38
  apparel?
• 8:39
  Let's
• 8:39
  say
• 8:39
  yes,
• 8:40
  if
• 8:41
  you
• 8:41
  take.
• 8:42
  I'm
• 8:42
  going
• 8:42
  to
• 8:42
  take
• 8:42
  an
• 8:42
  example.
• 8:43
  If
• 8:43
  you
• 8:43
  take
• 8:43
  all
• 8:44
  the
• 8:44
  example
• 8:44
  that
• 8:44
  went
• 8:45
  out
• 8:45
  at
• 8:45
  the
• 8:45
  NRF
• 8:46
  in
• 8:46
  January
• 8:46
  where
• 8:47
  basically,
• 8:47
  if
• 8:47
  you
• 8:47
  take
• 8:48
  all
• 8:48
  the
• 8:48
  examples
• 8:49
  of
• 8:49
  ucp,
• 8:49
  acp,
• 8:50
  they
• 8:50
  always
• 8:50
  give
• 8:51
  a
• 8:51
  very
• 8:51
  simple
• 8:52
  transaction
• 8:53
  model.
• 8:53
  Basically
• 8:54
  you
• 8:55
  ask
• 8:55
  your
• 8:55
  agent
• 8:56
  in
• 8:56
  order
• 8:56
  to
• 8:56
  put
• 8:57
  one
• 8:57
  item
• 8:58
  in
• 8:58
  the
• 8:58
  basket
• 8:59
  and
• 8:59
  do
• 8:59
  the
• 8:59
  checkout.
• 9:00
  For
• 9:00
  me.
• 9:00
  Yeah,
• 9:01
  that's
• 9:01
  very
• 9:02
  good.
• 9:02
  In
• 9:03
  diy,
• 9:03
  it
• 9:04
  doesn't
• 9:04
  work
• 9:04
  that
• 9:04
  way.
• 9:04
  You
• 9:05
  very
• 9:05
  rarely
• 9:05
  go
• 9:06
  into
• 9:06
  a
• 9:06
  home
• 9:06
  improvement
• 9:07
  store
• 9:07
  just
• 9:08
  for
• 9:08
  one
• 9:08
  product.
• 9:11
  Most
• 9:11
  of
• 9:12
  the
• 9:12
  time
• 9:12
  you
• 9:12
  go
• 9:12
  for
• 9:12
  a
• 9:12
  project
• 9:13
  or
• 9:14
  a
• 9:14
  complex
• 9:15
  combination
• 9:15
  of
• 9:16
  products,
• 9:16
  accessories
• 9:17
  and
• 9:17
  stuff.
• 9:18
  Doing
• 9:19
  this
• 9:19
  through
• 9:19
  agent
• 9:20
  today
• 9:21
  doesn't
• 9:21
  work.
• 9:22
  Which
• 9:22
  means
• 9:23
  that
• 9:23
  the
• 9:23
  agent
• 9:24
  that
• 9:24
  we
• 9:24
  provide
• 9:24
  either
• 9:25
  externally
• 9:25
  through
• 9:26
  those
• 9:26
  platforms
• 9:26
  or
• 9:27
  within
• 9:27
  our
• 9:27
  own
• 9:27
  platform
• 9:28
  with
• 9:28
  our
• 9:28
  own
• 9:28
  agents.
• 9:29
  We
• 9:29
  launched
• 9:29
  Elocasto
• 9:30
  and
• 9:30
  lo
• 9:30
  bnq
• 9:31
  providing
• 9:31
  that
• 9:32
  and
• 9:33
  making
• 9:33
  sure
• 9:33
  that
• 9:33
  it
• 9:34
  does
• 9:34
  provide
• 9:34
  a
• 9:35
  full
• 9:35
  customer
• 9:35
  journey
• 9:36
  service
• 9:36
  and
• 9:36
  a
• 9:37
  support
• 9:37
  to
• 9:38
  the
• 9:38
  consumer.
• 9:39
  That's
• 9:39
  extremely
• 9:40
  critical
• 9:40
  in
• 9:40
  diy,
• 9:41
  and
• 9:41
  that's
• 9:41
  where
• 9:41
  we're
• 9:42
  investing
• 9:42
  our
• 9:42
  money
• 9:42
  on.
• 9:42
  Right,
• 9:43
  Right.
• 9:43
  Great
• 9:43
  point.
• 9:44
  And
• 9:44
  so
• 9:44
  to
• 9:44
  that
• 9:45
  point,
• 9:45
  to
• 9:45
  end
• 9:45
  on
• 9:45
  this,
• 9:45
  I'm
• 9:46
  curious,
• 9:46
  and
• 9:47
  I
• 9:47
  didn't
• 9:47
  get
• 9:47
  to
• 9:47
  ask
• 9:47
  you
• 9:48
  this
• 9:48
  on
• 9:48
  stage.
• 9:50
  Where
• 9:50
  do
• 9:50
  you
• 9:50
  think
• 9:50
  AI
• 9:51
  is
• 9:51
  overhyped?
• 9:54
  Are
• 9:54
  you,
• 9:54
  like,
• 9:55
  deliberately
• 9:55
  saying,
• 9:55
  hey,
• 9:56
  that's
• 9:56
  cool,
• 9:56
  but
• 9:57
  we're
• 9:57
  going
• 9:57
  to
• 9:57
  do
• 9:57
  that
• 9:57
  later?
• 9:58
  We're
• 9:58
  going
• 9:58
  to
• 9:58
  get
• 9:58
  to
• 9:58
  that
• 9:58
  later.
• 9:59
  We're
• 9:59
  not
• 9:59
  going
• 9:59
  to
• 9:59
  look
• 9:59
  at
• 10:00
  that
• 10:00
  yet
• 10:01
  from
• 10:01
  the
• 10:01
  chair
• 10:01
  atop
• 10:01
  which
• 10:02
  you
• 10:02
  sit.
• 10:03
  So
• 10:04
  let's
• 10:04
  say
• 10:04
  overhype,
• 10:05
  not
• 10:05
  too
• 10:05
  much,
• 10:05
  but
• 10:06
  I
• 10:06
  would
• 10:06
  say
• 10:07
  not.
• 10:07
  What
• 10:07
  is
• 10:07
  the
• 10:08
  priority
• 10:08
  is
• 10:08
  a
• 10:08
  checkout.
• 10:09
  It's
• 10:09
  a
• 10:09
  checkout
• 10:10
  checkout.
• 10:10
  Right.
• 10:10
  Because
• 10:11
  we
• 10:11
  do
• 10:11
  believe
• 10:11
  that
• 10:12
  the
• 10:12
  level
• 10:13
  and
• 10:13
  the
• 10:13
  volume
• 10:14
  of
• 10:15
  consumers
• 10:16
  in
• 10:16
  Europe
• 10:17
  that
• 10:17
  are
• 10:17
  ready
• 10:18
  to
• 10:19
  rely
• 10:19
  fully,
• 10:20
  rely
• 10:21
  100%
• 10:21
  on
• 10:22
  an
• 10:22
  agent
• 10:22
  in
• 10:23
  order
• 10:23
  to
• 10:23
  do
• 10:23
  everything,
• 10:24
  including
• 10:24
  the
• 10:25
  checkout.
• 10:26
  I
• 10:26
  don't
• 10:26
  think
• 10:27
  it's
• 10:27
  for
• 10:27
  today,
• 10:28
  might
• 10:28
  be
• 10:28
  for
• 10:28
  tomorrow,
• 10:29
  but
• 10:29
  I
• 10:29
  think
• 10:29
  we
• 10:29
  have
• 10:30
  some
• 10:30
  other
• 10:30
  priorities
• 10:30
  to
• 10:31
  tackle
• 10:31
  with,
• 10:31
  which
• 10:31
  is
• 10:32
  today's
• 10:32
  priorities
• 10:33
  and
• 10:33
  today's
• 10:33
  focus.
• 10:34
  Got
• 10:34
  it.
• 10:34
  So
• 10:34
  kind
• 10:35
  of
• 10:35
  keeping
• 10:35
  your
• 10:35
  eye
• 10:35
  on
• 10:35
  it,
• 10:35
  keeping
• 10:36
  tabs
• 10:36
  on
• 10:36
  it,
• 10:36
  but
• 10:37
  not
• 10:37
  a
• 10:37
  focus.
• 10:37
  And
• 10:38
  so
• 10:38
  by
• 10:38
  that.
• 10:38
  So
• 10:38
  making
• 10:38
  sure
• 10:39
  so
• 10:39
  not
• 10:39
  the
• 10:40
  truly,
• 10:40
  the
• 10:41
  true
• 10:41
  ability
• 10:41
  to
• 10:41
  agentically
• 10:42
  check
• 10:42
  out,
• 10:42
  to
• 10:43
  integrate
• 10:43
  checkout
• 10:44
  is
• 10:44
  not
• 10:44
  something
• 10:44
  you
• 10:44
  guys
• 10:45
  are
• 10:45
  keenly
• 10:46
  focused
• 10:46
  on
• 10:46
  right
• 10:46
  now.
• 10:47
  And
• 10:47
  it
• 10:47
  sounds
• 10:48
  like
• 10:48
  that's
• 10:48
  the
• 10:48
  prevailing
• 10:48
  sentiment
• 10:49
  here,
• 10:49
  because
• 10:49
  somebody
• 10:49
  else
• 10:50
  said
• 10:50
  that
• 10:50
  to
• 10:50
  us
• 10:50
  on
• 10:51
  stage
• 10:51
  as
• 10:51
  well,
• 10:52
  and
• 10:52
  it
• 10:53
  seems
• 10:53
  like
• 10:53
  that's
• 10:53
  what
• 10:53
  we're
• 10:54
  seeing
• 10:54
  in
• 10:54
  the
• 10:54
  US
• 10:54
  Too,
• 10:54
  because
• 10:54
  there's
• 10:55
  a
• 10:55
  lot
• 10:55
  of
• 10:55
  things
• 10:55
  that
• 10:55
  have
• 10:55
  to
• 10:55
  be
• 10:56
  ironed
• 10:56
  out
• 10:56
  before.
• 10:57
  Before
• 10:57
  we
• 10:57
  can
• 10:57
  get
• 10:57
  to
• 10:57
  that
• 10:57
  point.
• 10:58
  So.
• 10:58
  That's
• 10:58
  good
• 10:58
  to
• 10:58
  hear
• 10:58
  you
• 10:58
  say
• 10:59
  that,
• 10:59
  man.
• 10:59
  You
• 10:59
  are.
• 11:00
  You
• 11:00
  are
• 11:00
  super
• 11:01
  knowledgeable,
• 11:01
  Dude.
• 11:02
  Like,
• 11:02
  I
• 11:02
  love
• 11:02
  this
• 11:02
  car.
• 11:03
  This
• 11:03
  was
• 11:03
  great,
• 11:03
  man.
• 11:04
  God,
• 11:04
  I
• 11:04
  can
• 11:04
  learn
• 11:04
  so
• 11:04
  much.
• 11:05
  For
• 11:05
  me,
• 11:05
  I
• 11:05
  love
• 11:05
  this
• 11:05
  dude
• 11:05
  expression.
• 11:06
  You
• 11:06
  know
• 11:06
  what
• 11:06
  he.
• 11:07
  You
• 11:07
  know
• 11:07
  what?
• 11:08
  You
• 11:08
  know
• 11:08
  what
• 11:08
  he
• 11:08
  reminds
• 11:09
  me
• 11:09
  of?
• 11:09
  What?
• 11:10
  The
• 11:10
  Big
• 11:10
  Lebowski.
• 11:11
  Right?
• 11:12
  That's
• 11:12
  right.
• 11:14
  Well,
• 11:14
  you're
• 11:14
  my
• 11:14
  Big
• 11:14
  Lebowski
• 11:15
  today,
• 11:15
  my
• 11:15
  friend.
• 11:16
  You're
• 11:16
  my
• 11:16
  Big
• 11:16
  Lebowski.
• 11:17
  All
• 11:17
  right,
• 11:17
  well,
• 11:18
  so
• 11:18
  thank
• 11:18
  you
• 11:18
  so
• 11:18
  much.
• 11:19
  Thank
• 11:19
  you.
• 11:20
  It's
• 11:20
  such
• 11:20
  a
• 11:20
  great
• 11:20
  pleasure
• 11:21
  getting
• 11:21
  to
• 11:21
  meet
• 11:21
  you
• 11:21
  finally.
• 11:22
  We've
• 11:22
  talked
• 11:22
  about
• 11:23
  doing
• 11:23
  this
• 11:23
  for
• 11:23
  a
• 11:23
  while.
• 11:23
  We
• 11:24
  were
• 11:24
  able
• 11:24
  to
• 11:24
  make
• 11:24
  it
• 11:24
  work.
• 11:25
  Hopefully
• 11:25
  we
• 11:25
  can
• 11:25
  do
• 11:25
  it
• 11:26
  again
• 11:26
  sometime.
• 11:27
  And.
• 11:27
  Yeah.
• 11:28
  And
• 11:28
  on
• 11:28
  behalf
• 11:28
  of
• 11:28
  all
• 11:28
  of
• 11:28
  us
• 11:28
  at
• 11:29
  omnitalk,
• 11:29
  and
• 11:29
  thanks
• 11:30
  to
• 11:30
  Vuzion
• 11:30
  for
• 11:31
  sponsoring
• 11:31
  our
• 11:31
  coverage
• 11:32
  here
• 11:32
  at
• 11:32
  the
• 11:32
  World
• 11:32
  Retail
• 11:33
  Congress.
• 11:33
  But
• 11:33
  on
• 11:33
  behalf
• 11:33
  of
• 11:33
  all
• 11:34
  of
• 11:34
  us
• 11:34
  at
• 11:34
  Omnitalk,
• 11:35
  be
• 11:35
  careful
• 11:36
  out
• 11:36
  there.