Latest / Omni Talk Retail / Bunnings COO Ryan Baker on the Future of DIY Retail and Customer Trust | Global DIY Summit 2026

Transcript

Bunnings COO Ryan Baker on the Future of DIY Retail and Customer Trust | Global DIY Summit 2026 · Omni Talk Retail

• 0:00
  Hello,
• 0:00
  everyone,
• 0:00
  this
• 0:00
  is
• 0:00
  Omnitalk
• 0:01
  Retail.
• 0:01
  I'm
• 0:01
  Chris
• 0:02
  Walton
• 0:02
  and
• 0:02
  I'm
• 0:02
  coming
• 0:03
  to
• 0:03
  you
• 0:03
  live
• 0:03
  from
• 0:03
  the
• 0:03
  Vuzion
• 0:04
  Podcast
• 0:04
  studio
• 0:05
  at
• 0:05
  the
• 0:05
  DIY
• 0:06
  Summit
• 0:06
  in
• 0:07
  Amsterdam.
• 0:08
  And
• 0:08
  joining
• 0:08
  me
• 0:09
  now
• 0:09
  is
• 0:09
  Ryan
• 0:09
  Baker.
• 0:10
  Ryan
• 0:11
  is
• 0:11
  the
• 0:11
  Chief
• 0:11
  Operating
• 0:12
  Officer
• 0:12
  at
• 0:13
  Bunnings
• 0:13
  Group.
• 0:13
  Ryan,
• 0:14
  welcome
• 0:14
  to
• 0:14
  omnitalk.
• 0:15
  Thanks
• 0:15
  very
• 0:15
  much,
• 0:15
  Chris.
• 0:16
  I'm
• 0:16
  looking
• 0:16
  forward
• 0:16
  to
• 0:16
  this
• 0:17
  chat.
• 0:17
  Yeah,
• 0:17
  when
• 0:17
  I
• 0:18
  reached
• 0:18
  out
• 0:18
  to
• 0:18
  you,
• 0:18
  I
• 0:19
  was
• 0:19
  stunned
• 0:19
  because
• 0:20
  you
• 0:20
  said,
• 0:20
  hey,
• 0:20
  I
• 0:20
  listened
• 0:21
  to
• 0:21
  your
• 0:21
  podcast
• 0:21
  down
• 0:21
  in
• 0:22
  Australia.
• 0:22
  I
• 0:22
  do
• 0:22
  all
• 0:23
  the
• 0:23
  way
• 0:23
  in
• 0:23
  Australia.
• 0:23
  But,
• 0:23
  yeah,
• 0:24
  definitely
• 0:24
  enjoy
• 0:24
  the
• 0:24
  podcast.
• 0:25
  And,
• 0:25
  Oleg,
• 0:26
  it's
• 0:26
  always
• 0:26
  great
• 0:26
  to
• 0:26
  hear
• 0:27
  what's
• 0:27
  happening
• 0:27
  in
• 0:27
  the
• 0:27
  world
• 0:27
  of
• 0:28
  retail.
• 0:28
  Yeah,
• 0:28
  thank
• 0:29
  you,
• 0:29
  man.
• 0:29
  Thank
• 0:29
  you.
• 0:29
  Really
• 0:30
  appreciate
• 0:30
  it.
• 0:30
  Well,
• 0:30
  tell
• 0:31
  us
• 0:31
  about
• 0:31
  yourself.
• 0:32
  Your
• 0:32
  career
• 0:32
  is
• 0:32
  also
• 0:33
  really
• 0:33
  interesting.
• 0:33
  I
• 0:33
  was
• 0:33
  looking
• 0:34
  at
• 0:34
  it
• 0:34
  on
• 0:34
  LinkedIn
• 0:35
  and
• 0:35
  also
• 0:35
  about
• 0:36
  Bunnings,
• 0:36
  too,
• 0:36
  for
• 0:36
  those
• 0:37
  back
• 0:37
  home.
• 0:37
  Yeah,
• 0:37
  sure.
• 0:37
  Well,
• 0:38
  I
• 0:38
  might
• 0:38
  start
• 0:38
  with
• 0:39
  Bunnings.
• 0:40
  Basically,
• 0:40
  Bunnings
• 0:41
  is
• 0:41
  very
• 0:41
  similar
• 0:42
  to
• 0:42
  what
• 0:42
  you
• 0:42
  might
• 0:42
  find
• 0:43
  the
• 0:43
  Home
• 0:43
  Depot
• 0:44
  and
• 0:44
  Lowe's
• 0:44
  in
• 0:44
  the
• 0:44
  US,
• 0:45
  or
• 0:46
  Leroy
• 0:46
  Merlin
• 0:46
  or
• 0:47
  B&Q
• 0:47
  in
• 0:47
  the
• 0:48
  UK.
• 0:48
  So
• 0:48
  big
• 0:48
  box
• 0:49
  home
• 0:49
  improvement
• 0:50
  retailer,
• 0:51
  very
• 0:51
  strong
• 0:52
  in
• 0:52
  garden
• 0:52
  lifestyle,
• 0:53
  but
• 0:54
  also
• 0:55
  40%
• 0:55
  of
• 0:56
  our
• 0:56
  sales
• 0:56
  is
• 0:56
  through
• 0:56
  for
• 0:57
  the
• 0:57
  Pro
• 0:57
  customer
• 0:57
  as
• 0:58
  well.
• 0:58
  So
• 0:59
  we're
• 0:59
  very
• 0:59
  strong
• 0:59
  on
• 1:00
  the
• 1:00
  DIY
• 1:00
  customer,
• 1:01
  but
• 1:01
  also
• 1:01
  have
• 1:02
  a
• 1:02
  fantastic
• 1:02
  offer
• 1:02
  for
• 1:03
  the
• 1:03
  pro.
• 1:04
  So
• 1:04
  Bunnings
• 1:05
  is
• 1:05
  the
• 1:05
  most
• 1:05
  trusted
• 1:06
  brand
• 1:06
  in
• 1:06
  Australia,
• 1:07
  which
• 1:08
  we're
• 1:08
  very
• 1:08
  proud
• 1:08
  of,
• 1:09
  and,
• 1:09
  you
• 1:09
  know,
• 1:10
  we're
• 1:10
  a
• 1:10
  very
• 1:10
  strong
• 1:10
  business
• 1:11
  and
• 1:11
  have
• 1:11
  a
• 1:11
  fantastic
• 1:11
  team
• 1:12
  across
• 1:12
  Australia
• 1:12
  and
• 1:13
  New
• 1:13
  Zealand.
• 1:13
  So
• 1:14
  that's
• 1:14
  Bunnings.
• 1:14
  Yeah.
• 1:15
  So
• 1:16
  for
• 1:16
  myself,
• 1:16
  I've
• 1:16
  been
• 1:16
  with
• 1:17
  Bunnings.
• 1:17
  I'll
• 1:17
  be
• 1:17
  25
• 1:18
  years
• 1:18
  in
• 1:18
  September,
• 1:19
  so
• 1:19
  started
• 1:20
  when
• 1:20
  I
• 1:20
  was
• 1:20
  20
• 1:20
  years
• 1:20
  old.
• 1:21
  Wow.
• 1:21
  Started
• 1:22
  on
• 1:22
  the
• 1:22
  shop.
• 1:22
  Where'd
• 1:22
  you
• 1:22
  start?
• 1:23
  On
• 1:23
  the
• 1:23
  shop
• 1:23
  floor.
• 1:23
  Shout
• 1:23
  on
• 1:24
  the
• 1:24
  shop
• 1:24
  floor,
• 1:24
  Yep.
• 1:25
  And
• 1:25
  work
• 1:25
  my
• 1:25
  way
• 1:25
  through
• 1:26
  basically
• 1:26
  every
• 1:27
  operational
• 1:27
  role
• 1:28
  you
• 1:28
  could
• 1:28
  think
• 1:28
  of.
• 1:29
  Started
• 1:29
  leading
• 1:30
  stores,
• 1:30
  leading
• 1:30
  areas,
• 1:31
  leading
• 1:31
  states,
• 1:32
  and
• 1:32
  then
• 1:32
  in
• 1:32
  the
• 1:33
  end,
• 1:33
  led
• 1:33
  all
• 1:33
  of
• 1:33
  the
• 1:33
  stores
• 1:34
  for
• 1:34
  Bunnings.
• 1:35
  Before
• 1:35
  coming
• 1:36
  over,
• 1:36
  as
• 1:36
  you
• 1:36
  say,
• 1:36
  I
• 1:37
  did
• 1:37
  the
• 1:37
  Chief
• 1:37
  Customer
• 1:37
  Officer
• 1:38
  role,
• 1:38
  now
• 1:38
  in
• 1:38
  the
• 1:38
  Chief
• 1:39
  Operating
• 1:39
  Officer
• 1:39
  role.
• 1:40
  So
• 1:40
  in
• 1:40
  that
• 1:41
  role,
• 1:41
  I
• 1:41
  have
• 1:42
  merchandise
• 1:43
  marketing,
• 1:43
  supply
• 1:44
  chain,
• 1:44
  global
• 1:44
  sourcing
• 1:45
  and
• 1:46
  retail
• 1:46
  media.
• 1:47
  So
• 1:47
  a
• 1:47
  nice
• 1:48
  wide
• 1:49
  and
• 1:49
  broad
• 1:50
  remit,
• 1:50
  but
• 1:50
  it's
• 1:51
  one
• 1:51
  that
• 1:51
  certainly
• 1:52
  very
• 1:52
  exciting.
• 1:53
  Yeah,
• 1:53
  just
• 1:54
  those
• 1:54
  things.
• 1:54
  Yeah.
• 1:55
  That's
• 1:55
  what's
• 1:56
  really
• 1:56
  interesting
• 1:56
  to
• 1:56
  me
• 1:56
  is,
• 1:56
  like,
• 1:56
  that's
• 1:57
  a
• 1:57
  really
• 1:57
  broad
• 1:57
  responsibility
• 1:58
  for
• 1:58
  a
• 1:58
  coo.
• 1:59
  So
• 1:59
  what
• 2:00
  was
• 2:00
  the
• 2:00
  theory
• 2:00
  behind
• 2:01
  combining
• 2:01
  all
• 2:01
  of
• 2:01
  those
• 2:02
  functions?
• 2:02
  Yeah,
• 2:02
  look,
• 2:03
  well,
• 2:03
  for
• 2:03
  us,
• 2:03
  it
• 2:03
  was.
• 2:03
  It
• 2:03
  was
• 2:03
  fairly
• 2:04
  simple.
• 2:04
  So
• 2:04
  I
• 2:04
  was
• 2:04
  really
• 2:05
  thinking
• 2:05
  about
• 2:05
  the
• 2:06
  customer
• 2:06
  offer,
• 2:07
  so,
• 2:07
  you
• 2:07
  know,
• 2:08
  really
• 2:08
  thinking
• 2:08
  about.
• 2:08
  So
• 2:09
  in
• 2:09
  my
• 2:09
  remit
• 2:10
  across
• 2:10
  my
• 2:10
  team,
• 2:11
  we
• 2:11
  get
• 2:11
  to
• 2:11
  think
• 2:11
  about
• 2:11
  the
• 2:12
  customer
• 2:12
  all
• 2:12
  day
• 2:12
  long.
• 2:13
  And
• 2:13
  so
• 2:13
  from
• 2:13
  a
• 2:14
  merch
• 2:14
  perspective,
• 2:14
  what's
• 2:14
  the
• 2:15
  offer
• 2:15
  look
• 2:15
  like
• 2:15
  from
• 2:15
  a
• 2:16
  supply
• 2:16
  chain
• 2:16
  point
• 2:16
  of
• 2:17
  view?
• 2:17
  How
• 2:17
  do
• 2:17
  we
• 2:17
  move
• 2:17
  it
• 2:17
  internationally,
• 2:18
  domestically,
• 2:19
  two
• 2:20
  stores
• 2:21
  to
• 2:21
  the
• 2:21
  customer,
• 2:21
  from
• 2:21
  a
• 2:22
  last
• 2:22
  mile
• 2:22
  point
• 2:22
  of
• 2:22
  view,
• 2:23
  how
• 2:23
  are
• 2:23
  we
• 2:23
  going
• 2:23
  to
• 2:24
  market
• 2:24
  with
• 2:24
  marketing
• 2:25
  the
• 2:25
  brand,
• 2:25
  et
• 2:26
  cetera.
• 2:26
  So
• 2:26
  being
• 2:27
  able
• 2:27
  to
• 2:27
  tie
• 2:27
  that
• 2:28
  in
• 2:28
  all
• 2:28
  into
• 2:28
  the
• 2:28
  one
• 2:29
  team
• 2:29
  means
• 2:29
  that
• 2:30
  there's
• 2:30
  no
• 2:30
  conflicting
• 2:30
  priorities.
• 2:31
  We're
• 2:32
  all
• 2:32
  going
• 2:32
  in
• 2:32
  one
• 2:33
  direction
• 2:33
  and
• 2:33
  making
• 2:33
  sure
• 2:34
  that
• 2:34
  the
• 2:34
  customer
• 2:34
  is
• 2:34
  at
• 2:34
  the
• 2:34
  heart
• 2:35
  of
• 2:35
  what
• 2:35
  we're
• 2:35
  doing.
• 2:35
  Ryan,
• 2:36
  is
• 2:36
  that
• 2:36
  because
• 2:37
  I
• 2:37
  haven't
• 2:37
  talked
• 2:37
  about
• 2:37
  this
• 2:38
  in
• 2:38
  a
• 2:38
  while,
• 2:38
  but
• 2:38
  is
• 2:38
  that
• 2:38
  because
• 2:39
  supply
• 2:40
  chain
• 2:40
  in
• 2:40
  today's
• 2:41
  day
• 2:41
  and
• 2:41
  age
• 2:41
  of
• 2:41
  retailing
• 2:42
  is
• 2:42
  honestly
• 2:43
  a
• 2:43
  merchandising
• 2:44
  weapon?
• 2:44
  Like
• 2:45
  it's
• 2:45
  actually
• 2:45
  something
• 2:45
  that
• 2:46
  can
• 2:46
  be
• 2:46
  merchandise
• 2:47
  to
• 2:47
  the
• 2:47
  consumer
• 2:48
  in
• 2:48
  new
• 2:48
  ways
• 2:49
  because
• 2:49
  of
• 2:49
  digital
• 2:50
  commerce
• 2:50
  than
• 2:50
  it
• 2:50
  ever
• 2:51
  could
• 2:51
  before?
• 2:51
  Oh,
• 2:51
  for
• 2:52
  sure.
• 2:52
  Look,
• 2:52
  it's
• 2:52
  a
• 2:53
  critical
• 2:53
  part
• 2:53
  of
• 2:53
  the
• 2:53
  offer.
• 2:55
  You've
• 2:56
  got
• 2:56
  to
• 2:56
  be
• 2:56
  where
• 2:56
  the
• 2:56
  customer
• 2:57
  is
• 2:57
  and
• 2:58
  I'm
• 2:58
  sure
• 2:58
  we'll
• 2:58
  talk
• 2:58
  about
• 2:58
  it
• 2:58
  a
• 2:59
  bit
• 2:59
  in
• 2:59
  this
• 2:59
  podcast,
• 3:00
  but
• 3:00
  you've
• 3:00
  got
• 3:00
  to
• 3:01
  also
• 3:01
  be
• 3:01
  able
• 3:01
  to
• 3:01
  get
• 3:01
  it
• 3:01
  to
• 3:01
  the
• 3:02
  customer.
• 3:02
  And
• 3:03
  right
• 3:03
  now
• 3:04
  it's
• 3:04
  not
• 3:04
  just
• 3:04
  good
• 3:05
  enough
• 3:05
  to
• 3:05
  have
• 3:05
  a
• 3:05
  great
• 3:05
  offer
• 3:05
  in
• 3:06
  store,
• 3:06
  you've
• 3:07
  got
• 3:07
  to
• 3:07
  be
• 3:07
  able
• 3:07
  to
• 3:07
  get
• 3:07
  it
• 3:07
  to
• 3:07
  the
• 3:07
  customer
• 3:08
  if
• 3:08
  that's
• 3:08
  what
• 3:08
  they're
• 3:08
  looking
• 3:08
  for.
• 3:09
  That's
• 3:09
  very
• 3:09
  smart.
• 3:09
  So
• 3:09
  I
• 3:09
  wonder
• 3:10
  if
• 3:10
  we'll
• 3:10
  see
• 3:10
  more
• 3:10
  people
• 3:11
  go
• 3:11
  to
• 3:11
  this
• 3:11
  type
• 3:12
  of
• 3:12
  structure.
• 3:12
  Look,
• 3:12
  it'll
• 3:12
  be
• 3:13
  interesting.
• 3:13
  You
• 3:13
  can
• 3:13
  see
• 3:14
  all
• 3:14
  around
• 3:14
  the
• 3:14
  world
• 3:14
  different
• 3:14
  structures
• 3:15
  and
• 3:15
  I
• 3:15
  think
• 3:16
  every
• 3:16
  retailer
• 3:17
  has
• 3:17
  their
• 3:17
  own
• 3:17
  thoughts
• 3:18
  and
• 3:18
  process
• 3:18
  on
• 3:18
  that.
• 3:19
  This
• 3:19
  has
• 3:19
  worked
• 3:20
  very
• 3:20
  well
• 3:20
  for
• 3:20
  us
• 3:20
  and
• 3:21
  it's
• 3:21
  allowed
• 3:21
  us
• 3:21
  to
• 3:21
  really
• 3:21
  line
• 3:22
  up
• 3:22
  and
• 3:22
  make
• 3:22
  sure
• 3:22
  that
• 3:22
  we're
• 3:23
  chasing
• 3:23
  the
• 3:23
  right
• 3:23
  things.
• 3:23
  One
• 3:24
  has
• 3:24
  worked
• 3:24
  really
• 3:25
  well
• 3:25
  too,
• 3:25
  because
• 3:25
  you
• 3:25
  guys,
• 3:25
  you
• 3:26
  have
• 3:26
  delivered,
• 3:26
  I
• 3:26
  think,
• 3:27
  just
• 3:27
  over
• 3:27
  3%
• 3:28
  revenue
• 3:28
  growth
• 3:29
  over
• 3:29
  the
• 3:29
  past
• 3:29
  year.
• 3:30
  What
• 3:30
  is
• 3:31
  it
• 3:31
  that's
• 3:31
  enabling
• 3:31
  you
• 3:32
  to
• 3:32
  do
• 3:32
  that?
• 3:32
  What
• 3:32
  are
• 3:32
  the
• 3:33
  calling
• 3:33
  card
• 3:34
  points
• 3:34
  of
• 3:34
  differentiation
• 3:35
  for
• 3:35
  Bunnings?
• 3:36
  Yeah,
• 3:36
  sure.
• 3:36
  Look,
• 3:36
  I
• 3:37
  think
• 3:37
  the
• 3:37
  backdrop
• 3:38
  at
• 3:38
  the
• 3:38
  moment
• 3:38
  is
• 3:38
  it's
• 3:38
  not
• 3:39
  the
• 3:39
  easiest
• 3:39
  environment
• 3:40
  out
• 3:41
  there
• 3:41
  in
• 3:41
  the
• 3:41
  market.
• 3:41
  So
• 3:42
  we're
• 3:43
  an
• 3:43
  everyday
• 3:43
  lowest
• 3:44
  priced
• 3:44
  retailer.
• 3:44
  So
• 3:45
  we
• 3:45
  don't
• 3:45
  have
• 3:45
  specials,
• 3:46
  we
• 3:46
  don't
• 3:46
  have
• 3:46
  any
• 3:46
  gimmicks.
• 3:47
  We're
• 3:47
  about
• 3:47
  offering
• 3:47
  the
• 3:47
  best
• 3:48
  price
• 3:48
  every
• 3:48
  day
• 3:49
  and
• 3:49
  value
• 3:50
  right
• 3:50
  now
• 3:50
  is
• 3:51
  king.
• 3:51
  So
• 3:53
  we
• 3:53
  have
• 3:53
  worked
• 3:54
  really
• 3:54
  hard
• 3:54
  to
• 3:54
  make
• 3:54
  sure
• 3:55
  that
• 3:55
  we're
• 3:55
  the
• 3:55
  lowest
• 3:55
  price
• 3:55
  in
• 3:56
  the
• 3:56
  market,
• 3:56
  everywhere
• 3:56
  that
• 3:56
  we
• 3:57
  are.
• 3:58
  And
• 3:58
  that's
• 3:59
  a
• 3:59
  really
• 3:59
  trusted
• 3:59
  proposition.
• 4:00
  That's
• 4:00
  a
• 4:00
  big
• 4:01
  part
• 4:01
  of
• 4:01
  the
• 4:01
  reason
• 4:01
  why
• 4:01
  we
• 4:02
  are
• 4:02
  the
• 4:02
  most
• 4:02
  trusted
• 4:03
  brand
• 4:04
  in
• 4:04
  Australia,
• 4:04
  because
• 4:05
  we
• 4:05
  just
• 4:05
  do
• 4:05
  the
• 4:05
  right
• 4:06
  thing
• 4:06
  for
• 4:06
  the
• 4:06
  customer
• 4:06
  every
• 4:07
  single
• 4:07
  day.
• 4:08
  So
• 4:08
  customers
• 4:10
  are
• 4:10
  shopping
• 4:10
  with
• 4:10
  their
• 4:10
  feet
• 4:11
  and
• 4:11
  they
• 4:11
  come
• 4:11
  into
• 4:11
  where
• 4:11
  the
• 4:11
  value
• 4:12
  is.
• 4:12
  We've
• 4:13
  also
• 4:13
  spent
• 4:13
  a
• 4:13
  lot
• 4:14
  of
• 4:14
  time
• 4:14
  really
• 4:14
  thinking
• 4:14
  about
• 4:15
  the
• 4:15
  addressable
• 4:15
  market.
• 4:16
  So
• 4:16
  for
• 4:16
  us,
• 4:17
  in
• 4:17
  recent
• 4:18
  years,
• 4:18
  we've
• 4:18
  moved
• 4:19
  into
• 4:20
  more
• 4:20
  areas
• 4:20
  like
• 4:20
  pet
• 4:21
  and
• 4:21
  to
• 4:21
  cleaning
• 4:22
  and
• 4:22
  automotive.
• 4:23
  We've
• 4:24
  totally
• 4:24
  revamped
• 4:25
  our
• 4:25
  whole
• 4:25
  tool
• 4:25
  offer.
• 4:26
  So
• 4:26
  thinking
• 4:27
  about
• 4:27
  the
• 4:27
  core
• 4:27
  and
• 4:28
  how
• 4:28
  do
• 4:28
  we
• 4:28
  turbocharge
• 4:29
  that,
• 4:29
  and
• 4:30
  then
• 4:30
  what
• 4:30
  are
• 4:30
  those
• 4:30
  new
• 4:30
  adjacent
• 4:31
  categories
• 4:31
  that
• 4:32
  customers
• 4:32
  are
• 4:32
  saying
• 4:33
  to
• 4:33
  us,
• 4:33
  hey,
• 4:34
  we
• 4:34
  want
• 4:35
  you
• 4:35
  to
• 4:35
  start
• 4:35
  selling
• 4:35
  more
• 4:36
  of
• 4:36
  these
• 4:36
  products.
• 4:36
  You
• 4:36
  think
• 4:37
  about
• 4:37
  the
• 4:37
  pandemic.
• 4:38
  Pet
• 4:38
  ownership
• 4:39
  went
• 4:39
  through
• 4:39
  the
• 4:39
  roof.
• 4:40
  Right.
• 4:40
  So
• 4:40
  that
• 4:40
  really
• 4:41
  opened
• 4:41
  up
• 4:41
  the
• 4:41
  opportunity
• 4:41
  to
• 4:42
  say,
• 4:42
  well,
• 4:42
  hang
• 4:42
  on,
• 4:42
  a
• 4:42
  lot
• 4:42
  of
• 4:43
  customers
• 4:43
  are
• 4:43
  saying
• 4:43
  to
• 4:43
  us,
• 4:44
  we
• 4:44
  want
• 4:44
  you
• 4:44
  to
• 4:44
  be
• 4:44
  involved
• 4:45
  here.
• 4:45
  Right.
• 4:45
  We
• 4:46
  felt
• 4:46
  we
• 4:46
  could
• 4:46
  bring
• 4:46
  a
• 4:47
  really
• 4:47
  great
• 4:47
  offer
• 4:47
  to
• 4:48
  market
• 4:48
  and
• 4:49
  it's
• 4:49
  been
• 4:49
  very
• 4:49
  successful.
• 4:50
  Bought
• 4:50
  in
• 4:51
  new
• 4:51
  customers,
• 4:52
  they're
• 4:52
  shopping
• 4:52
  other
• 4:52
  categories
• 4:53
  and
• 4:53
  that
• 4:54
  kind
• 4:54
  of
• 4:54
  ecosystem.
• 4:55
  And
• 4:55
  flywheel
• 4:55
  continues
• 4:56
  to
• 4:56
  turn.
• 4:56
  I
• 4:56
  have
• 4:56
  some
• 4:57
  more
• 4:57
  questions
• 4:57
  I
• 4:57
  want
• 4:57
  to
• 4:57
  ask
• 4:57
  you
• 4:58
  about
• 4:58
  that
• 4:58
  too,
• 4:58
  but
• 4:58
  I'm
• 4:58
  curious,
• 4:59
  I
• 4:59
  want
• 4:59
  to
• 4:59
  go
• 4:59
  back
• 4:59
  to
• 4:59
  the
• 4:59
  value
• 5:00
  point.
• 5:00
  Yeah.
• 5:01
  Because
• 5:01
  this
• 5:01
  has
• 5:01
  been
• 5:01
  a
• 5:01
  topic
• 5:02
  of
• 5:02
  conversation
• 5:02
  on
• 5:02
  social
• 5:03
  media,
• 5:03
  particularly
• 5:03
  of
• 5:03
  late,
• 5:04
  and
• 5:04
  it's
• 5:04
  also
• 5:04
  been
• 5:04
  a
• 5:04
  topic
• 5:05
  of
• 5:05
  conversation
• 5:05
  for
• 5:05
  me,
• 5:05
  something
• 5:06
  I'm
• 5:06
  really
• 5:06
  passionate
• 5:06
  about.
• 5:07
  So.
• 5:07
  And
• 5:07
  not
• 5:07
  knowing
• 5:08
  the
• 5:08
  Australian
• 5:08
  market,
• 5:09
  you
• 5:09
  know,
• 5:09
  very
• 5:09
  well
• 5:10
  at
• 5:10
  all,
• 5:10
  you
• 5:10
  know,
• 5:10
  having
• 5:11
  never
• 5:11
  been
• 5:11
  to
• 5:11
  Australia,
• 5:12
  never
• 5:12
  claimed
• 5:12
  to
• 5:12
  know
• 5:13
  the
• 5:13
  market
• 5:13
  well,
• 5:13
  if
• 5:13
  you.
• 5:13
  Ever
• 5:14
  coming
• 5:14
  down
• 5:14
  that
• 5:14
  way,
• 5:14
  make
• 5:15
  sure
• 5:15
  you
• 5:15
  let
• 5:15
  me
• 5:15
  know.
• 5:15
  I'm
• 5:15
  definitely
• 5:16
  looking
• 5:16
  you
• 5:16
  up,
• 5:16
  man.
• 5:16
  I'm
• 5:17
  definitely
• 5:17
  looking
• 5:17
  you
• 5:17
  up.
• 5:17
  But
• 5:18
  so
• 5:19
  value
• 5:19
  for
• 5:19
  you,
• 5:19
  is
• 5:19
  it
• 5:20
  solely,
• 5:20
  Is
• 5:20
  it
• 5:21
  mainly
• 5:21
  about
• 5:21
  price
• 5:22
  or
• 5:22
  is
• 5:22
  there
• 5:22
  other
• 5:23
  things
• 5:23
  that
• 5:23
  go
• 5:23
  into
• 5:23
  the
• 5:24
  value
• 5:24
  equation
• 5:25
  for
• 5:25
  you
• 5:25
  in
• 5:25
  the
• 5:25
  marketplace?
• 5:28
  It's
• 5:28
  the
• 5:28
  whole
• 5:28
  part
• 5:29
  of
• 5:29
  the
• 5:29
  value
• 5:29
  chain,
• 5:29
  really.
• 5:30
  But
• 5:30
  price
• 5:30
  is
• 5:31
  the
• 5:31
  first
• 5:31
  and
• 5:31
  foremost.
• 5:32
  That's
• 5:32
  the
• 5:32
  battleground
• 5:32
  to
• 5:33
  start
• 5:33
  with.
• 5:33
  There's
• 5:33
  no
• 5:34
  point
• 5:34
  saying
• 5:34
  that
• 5:34
  you're
• 5:34
  a
• 5:35
  great
• 5:35
  value
• 5:35
  operator
• 5:36
  if
• 5:36
  your
• 5:36
  pricing's
• 5:36
  out.
• 5:37
  For
• 5:37
  us,
• 5:37
  our
• 5:38
  pricing
• 5:38
  has
• 5:38
  got
• 5:38
  to
• 5:38
  be
• 5:38
  spot
• 5:39
  on
• 5:39
  and
• 5:39
  we
• 5:39
  spend
• 5:39
  so
• 5:40
  much
• 5:40
  time
• 5:40
  and
• 5:40
  attention
• 5:40
  on
• 5:41
  that.
• 5:41
  We
• 5:41
  also
• 5:42
  have
• 5:42
  a
• 5:42
  guarantee
• 5:43
  for
• 5:43
  customers.
• 5:44
  If
• 5:44
  customers
• 5:44
  ever
• 5:45
  find
• 5:45
  anything
• 5:45
  cheaper,
• 5:46
  then
• 5:46
  we'll
• 5:46
  just
• 5:46
  beat
• 5:46
  it
• 5:46
  by
• 5:46
  10%.
• 5:47
  So
• 5:48
  actually
• 5:48
  the
• 5:48
  customers,
• 5:49
  if
• 5:49
  they
• 5:49
  do
• 5:49
  see
• 5:50
  something
• 5:50
  cheaper,
• 5:51
  if
• 5:51
  another
• 5:51
  retailer
• 5:52
  does
• 5:52
  something,
• 5:52
  then
• 5:53
  customers
• 5:53
  will
• 5:53
  come
• 5:53
  and
• 5:53
  tell
• 5:53
  us
• 5:54
  and
• 5:55
  we'll
• 5:55
  make
• 5:55
  sure
• 5:55
  we
• 5:55
  beat
• 5:55
  it
• 5:55
  by
• 5:55
  10%.
• 5:56
  But
• 5:56
  then
• 5:56
  the
• 5:57
  customers
• 5:57
  are
• 5:57
  still
• 5:57
  coming
• 5:58
  to
• 5:58
  us
• 5:58
  at
• 5:58
  the
• 5:58
  end
• 5:58
  of
• 5:58
  the
• 5:59
  day
• 5:59
  as
• 5:59
  well.
• 5:59
  And
• 6:00
  then
• 6:00
  as
• 6:00
  you
• 6:00
  start
• 6:00
  to
• 6:00
  wrap
• 6:01
  around
• 6:01
  those
• 6:01
  different
• 6:01
  areas,
• 6:02
  the
• 6:02
  way
• 6:02
  in
• 6:03
  which
• 6:03
  we
• 6:03
  get
• 6:03
  it
• 6:03
  to
• 6:03
  customers
• 6:04
  home,
• 6:05
  you
• 6:05
  know,
• 6:05
  the
• 6:05
  big
• 6:05
  box
• 6:06
  format
• 6:06
  that
• 6:06
  we
• 6:06
  have,
• 6:08
  that
• 6:08
  all
• 6:08
  kind
• 6:08
  of
• 6:08
  flows
• 6:09
  together
• 6:09
  on
• 6:09
  what
• 6:09
  value
• 6:10
  really
• 6:10
  looks
• 6:10
  like.
• 6:10
  Got
• 6:10
  it
• 6:11
  got
• 6:11
  it.
• 6:11
  But
• 6:11
  it
• 6:11
  is.
• 6:12
  It
• 6:12
  is
• 6:12
  core
• 6:12
  part
• 6:13
  and
• 6:13
  parcel
• 6:13
  to
• 6:13
  price.
• 6:14
  You're
• 6:14
  not
• 6:14
  going
• 6:14
  to
• 6:14
  get
• 6:14
  beat
• 6:14
  on
• 6:14
  price.
• 6:15
  No
• 6:15
  way.
• 6:15
  No.
• 6:15
  No
• 6:16
  way,
• 6:16
  no
• 6:16
  way.
• 6:16
  Wow.
• 6:17
  Love
• 6:17
  it.
• 6:18
  And
• 6:18
  right
• 6:18
  on
• 6:18
  the
• 6:18
  front
• 6:18
  of
• 6:18
  our
• 6:19
  building.
• 6:19
  Its
• 6:19
  lowest
• 6:19
  price
• 6:20
  is
• 6:20
  just
• 6:20
  the
• 6:20
  beginning,
• 6:21
  really.
• 6:21
  So
• 6:21
  you
• 6:21
  can't
• 6:21
  walk
• 6:22
  away
• 6:22
  from
• 6:22
  it.
• 6:22
  That
• 6:22
  is
• 6:23
  our
• 6:23
  key
• 6:23
  proposition.
• 6:23
  Gotta
• 6:24
  love
• 6:24
  this
• 6:24
  job.
• 6:24
  I
• 6:25
  said
• 6:25
  this
• 6:25
  yesterday
• 6:25
  when
• 6:25
  I
• 6:25
  was
• 6:26
  interviewing
• 6:27
  Harry
• 6:28
  from
• 6:28
  the
• 6:28
  finish
• 6:29
  from
• 6:29
  Casco.
• 6:30
  I'm
• 6:30
  just
• 6:31
  learning
• 6:31
  so
• 6:31
  much
• 6:31
  about
• 6:31
  retail
• 6:32
  globally
• 6:32
  at
• 6:32
  this
• 6:33
  conference,
• 6:33
  more
• 6:33
  so
• 6:33
  than
• 6:33
  I
• 6:34
  probably
• 6:34
  ever
• 6:34
  have.
• 6:34
  All
• 6:35
  right,
• 6:35
  let's
• 6:35
  shift
• 6:35
  to
• 6:35
  online,
• 6:36
  because
• 6:36
  you've
• 6:36
  had
• 6:37
  a
• 6:37
  lot
• 6:37
  of
• 6:37
  success
• 6:37
  there
• 6:38
  as
• 6:38
  well.
• 6:39
  What's
• 6:39
  driving
• 6:39
  that?
• 6:40
  Yeah,
• 6:40
  sure.
• 6:41
  Look,
• 6:41
  I
• 6:41
  think
• 6:41
  from
• 6:42
  a
• 6:42
  home
• 6:42
  improvement
• 6:42
  industry
• 6:43
  point
• 6:43
  of
• 6:43
  view,
• 6:43
  it
• 6:44
  first
• 6:44
  and
• 6:44
  foremost
• 6:45
  starts
• 6:45
  with
• 6:46
  inspiring
• 6:46
  the
• 6:47
  customer.
• 6:47
  So.
• 6:47
  So
• 6:48
  you've
• 6:48
  got
• 6:48
  to
• 6:48
  inspire
• 6:49
  the
• 6:49
  customer
• 6:50
  to
• 6:50
  want
• 6:50
  to
• 6:50
  take
• 6:50
  on
• 6:51
  projects
• 6:51
  around
• 6:51
  the
• 6:51
  home.
• 6:52
  So
• 6:52
  many
• 6:52
  retailers
• 6:53
  are
• 6:53
  selling
• 6:53
  products
• 6:54
  for
• 6:54
  us.
• 6:54
  And
• 6:55
  you
• 6:55
  were
• 6:55
  speaking
• 6:56
  about
• 6:56
  it
• 6:56
  yesterday
• 6:57
  on
• 6:58
  the
• 6:58
  pod
• 6:58
  was
• 6:58
  really
• 6:59
  dialed
• 6:59
  in.
• 6:59
  I
• 7:00
  did,
• 7:00
  definitely.
• 7:00
  But
• 7:01
  for
• 7:01
  us
• 7:01
  as
• 7:02
  projects.
• 7:02
  So
• 7:03
  customers
• 7:03
  are
• 7:04
  doing
• 7:04
  projects,
• 7:04
  whether
• 7:05
  they
• 7:05
  be
• 7:05
  painting
• 7:06
  the
• 7:06
  kids
• 7:06
  room,
• 7:06
  whether
• 7:07
  it
• 7:07
  be
• 7:07
  building
• 7:07
  a
• 7:07
  veggie
• 7:08
  patch,
• 7:08
  whether
• 7:08
  it
• 7:08
  be
• 7:08
  whatever
• 7:09
  it
• 7:09
  might
• 7:09
  be,
• 7:10
  customers
• 7:10
  are
• 7:10
  coming
• 7:10
  to
• 7:11
  us
• 7:11
  for
• 7:11
  projects.
• 7:12
  So
• 7:12
  our
• 7:12
  job,
• 7:13
  first
• 7:13
  and
• 7:13
  foremost
• 7:13
  is
• 7:14
  to
• 7:14
  inspire
• 7:14
  the
• 7:14
  projects,
• 7:15
  give
• 7:16
  you
• 7:16
  some
• 7:16
  confidence
• 7:16
  to
• 7:17
  take
• 7:17
  it
• 7:17
  on.
• 7:17
  So
• 7:18
  how
• 7:18
  to
• 7:18
  videos
• 7:18
  are
• 7:19
  so
• 7:19
  critical
• 7:19
  for
• 7:19
  us.
• 7:20
  And
• 7:21
  so
• 7:21
  we
• 7:21
  want
• 7:22
  you
• 7:22
  to
• 7:22
  get
• 7:22
  excited
• 7:22
  about
• 7:23
  painting
• 7:23
  your
• 7:23
  kids
• 7:23
  room.
• 7:24
  Then
• 7:24
  we
• 7:24
  want
• 7:24
  to
• 7:24
  show
• 7:24
  you
• 7:25
  the
• 7:25
  how
• 7:25
  to
• 7:25
  videos
• 7:25
  and
• 7:25
  say,
• 7:26
  hey,
• 7:26
  anyone
• 7:26
  can
• 7:26
  do
• 7:26
  this.
• 7:27
  Here's
• 7:27
  step
• 7:27
  by
• 7:27
  step
• 7:28
  how
• 7:28
  you
• 7:28
  do
• 7:28
  it.
• 7:29
  You
• 7:29
  give
• 7:29
  it
• 7:29
  a
• 7:29
  go,
• 7:30
  you
• 7:30
  get
• 7:30
  some
• 7:30
  confidence,
• 7:31
  you
• 7:31
  do
• 7:31
  more.
• 7:32
  And
• 7:32
  that's
• 7:32
  very
• 7:32
  much
• 7:32
  what
• 7:33
  the
• 7:33
  home
• 7:33
  improvement
• 7:33
  industry
• 7:33
  is
• 7:34
  about.
• 7:34
  It's
• 7:34
  all
• 7:34
  about
• 7:34
  helping
• 7:35
  customers
• 7:36
  get
• 7:36
  confident.
• 7:37
  Do
• 7:37
  those
• 7:37
  projects
• 7:38
  feel
• 7:38
  good
• 7:38
  about
• 7:39
  themselves
• 7:39
  and
• 7:40
  make
• 7:40
  their
• 7:40
  home
• 7:40
  the
• 7:40
  best
• 7:40
  it
• 7:41
  can
• 7:41
  be.
• 7:42
  So
• 7:42
  as
• 7:42
  we
• 7:42
  think
• 7:42
  about
• 7:42
  that,
• 7:43
  inspiration's
• 7:44
  big,
• 7:44
  and
• 7:45
  then
• 7:45
  that
• 7:45
  whole
• 7:45
  journey
• 7:45
  starts
• 7:46
  online.
• 7:46
  A
• 7:46
  lot
• 7:47
  of
• 7:47
  that
• 7:47
  starts
• 7:47
  online,
• 7:47
  you
• 7:48
  know,
• 7:48
  whether
• 7:48
  that
• 7:49
  might
• 7:49
  be
• 7:49
  watching
• 7:49
  TV
• 7:49
  shows,
• 7:50
  those
• 7:50
  kind
• 7:50
  of
• 7:50
  renovation
• 7:51
  shows,
• 7:51
  whether
• 7:51
  you're
• 7:52
  on
• 7:52
  Pinterest,
• 7:52
  whether
• 7:53
  you're
• 7:53
  just
• 7:53
  on
• 7:53
  social
• 7:53
  media
• 7:54
  somewhere
• 7:54
  looking
• 7:54
  at
• 7:54
  something,
• 7:55
  hey,
• 7:55
  I
• 7:55
  love
• 7:56
  that.
• 7:56
  And
• 7:56
  then
• 7:57
  we
• 7:57
  start
• 7:57
  to
• 7:57
  drive
• 7:57
  that
• 7:58
  into
• 7:58
  our
• 7:58
  ecosystem,
• 7:59
  whether
• 7:59
  customers
• 8:00
  then
• 8:00
  want
• 8:00
  to
• 8:00
  go
• 8:01
  and
• 8:01
  transact
• 8:02
  there,
• 8:02
  and
• 8:02
  then
• 8:02
  we've
• 8:03
  got
• 8:03
  to
• 8:03
  be
• 8:03
  fantastic
• 8:04
  at
• 8:04
  what
• 8:04
  we
• 8:04
  do,
• 8:05
  or
• 8:05
  we
• 8:06
  love
• 8:06
  customers
• 8:06
  coming
• 8:06
  in
• 8:07
  the
• 8:07
  store.
• 8:07
  So
• 8:07
  for
• 8:07
  us,
• 8:07
  it's
• 8:08
  not
• 8:08
  one
• 8:08
  or
• 8:08
  the
• 8:08
  other.
• 8:09
  It
• 8:09
  has
• 8:09
  to
• 8:09
  be
• 8:10
  seamless.
• 8:10
  There's
• 8:11
  always
• 8:11
  work
• 8:11
  to
• 8:11
  do.
• 8:12
  And
• 8:13
  for
• 8:13
  us,
• 8:13
  now,
• 8:14
  we've
• 8:14
  made
• 8:14
  a
• 8:14
  lot
• 8:15
  of
• 8:15
  progress,
• 8:15
  but
• 8:16
  we're
• 8:16
  nowhere
• 8:16
  near
• 8:16
  where
• 8:17
  we
• 8:17
  want
• 8:17
  to
• 8:17
  be.
• 8:17
  We
• 8:17
  want
• 8:17
  it
• 8:18
  to
• 8:18
  be
• 8:18
  more
• 8:18
  seamless.
• 8:18
  We
• 8:18
  Want
• 8:19
  it
• 8:19
  to
• 8:19
  be
• 8:19
  much
• 8:19
  easier
• 8:19
  for
• 8:19
  our
• 8:20
  customers.
• 8:21
  But
• 8:21
  we've
• 8:21
  made
• 8:21
  a
• 8:22
  lot
• 8:22
  of
• 8:22
  progress
• 8:22
  in
• 8:22
  the
• 8:22
  last
• 8:23
  couple
• 8:23
  of
• 8:23
  years
• 8:23
  in
• 8:23
  particular.
• 8:24
  Right?
• 8:24
  Yeah.
• 8:24
  Man,
• 8:24
  you've
• 8:25
  got
• 8:25
  me
• 8:25
  thinking
• 8:25
  again.
• 8:25
  This
• 8:26
  business.
• 8:27
  People
• 8:27
  always
• 8:27
  talk
• 8:27
  in
• 8:27
  retail.
• 8:28
  Fashion
• 8:28
  is
• 8:28
  the
• 8:29
  content
• 8:29
  business,
• 8:29
  but
• 8:30
  DIY
• 8:30
  is
• 8:31
  just
• 8:31
  as
• 8:31
  much
• 8:31
  the
• 8:31
  content
• 8:32
  business
• 8:32
  as
• 8:33
  fashion
• 8:33
  is.
• 8:34
  Look,
• 8:34
  I'm
• 8:34
  sure
• 8:34
  I'm
• 8:35
  biased,
• 8:35
  but
• 8:35
  this
• 8:36
  is
• 8:36
  the
• 8:36
  best
• 8:36
  industry
• 8:36
  to
• 8:36
  be
• 8:37
  in
• 8:37
  because
• 8:37
  everything
• 8:38
  you
• 8:38
  are
• 8:38
  doing
• 8:38
  is
• 8:39
  trying
• 8:39
  to
• 8:39
  help
• 8:39
  your
• 8:39
  customers
• 8:40
  make
• 8:40
  their
• 8:40
  home,
• 8:41
  their
• 8:41
  business
• 8:41
  better.
• 8:41
  Right.
• 8:42
  And
• 8:42
  that's
• 8:42
  really
• 8:43
  what
• 8:43
  we
• 8:43
  get
• 8:43
  out
• 8:43
  of
• 8:43
  bed
• 8:43
  to
• 8:43
  talk
• 8:44
  about
• 8:44
  and
• 8:44
  do
• 8:44
  through
• 8:44
  the
• 8:45
  day.
• 8:45
  So
• 8:45
  it's
• 8:46
  a
• 8:46
  great
• 8:46
  industry
• 8:46
  to
• 8:47
  be
• 8:47
  in
• 8:47
  from
• 8:47
  that
• 8:47
  perspective
• 8:48
  and
• 8:48
  to
• 8:48
  potentially.
• 8:49
  Save
• 8:49
  a
• 8:49
  lot
• 8:49
  of
• 8:49
  money
• 8:49
  doing
• 8:50
  it.
• 8:50
  For
• 8:50
  sure.
• 8:50
  When
• 8:50
  you
• 8:51
  go
• 8:51
  back
• 8:51
  to
• 8:51
  your
• 8:51
  value
• 8:51
  proposition.
• 8:52
  All
• 8:52
  right,
• 8:52
  I'm
• 8:52
  curious.
• 8:52
  One
• 8:53
  of
• 8:53
  the
• 8:53
  parts
• 8:53
  of
• 8:53
  that
• 8:54
  is
• 8:54
  you
• 8:54
  launched
• 8:54
  a
• 8:55
  services
• 8:55
  marketplace.
• 8:56
  What
• 8:56
  is
• 8:57
  that?
• 8:57
  What
• 8:57
  is
• 8:57
  a
• 8:57
  services
• 8:58
  marketplace?
• 8:59
  This
• 8:59
  is
• 8:59
  really
• 9:00
  about
• 9:00
  helping.
• 9:00
  So
• 9:01
  we
• 9:01
  have
• 9:01
  a
• 9:01
  lot
• 9:02
  of
• 9:02
  customers
• 9:02
  that
• 9:02
  want
• 9:02
  to
• 9:02
  do
• 9:02
  it
• 9:03
  themselves,
• 9:03
  but
• 9:04
  there
• 9:04
  is
• 9:04
  a
• 9:04
  growing
• 9:05
  trend
• 9:05
  of
• 9:05
  customers
• 9:06
  who
• 9:06
  want
• 9:07
  someone
• 9:07
  to
• 9:07
  do
• 9:07
  it
• 9:07
  for
• 9:08
  them.
• 9:08
  Yep,
• 9:08
  keep
• 9:08
  hearing
• 9:08
  that.
• 9:09
  And
• 9:09
  so
• 9:09
  for
• 9:09
  us,
• 9:10
  we've
• 9:10
  set
• 9:10
  up
• 9:10
  a
• 9:10
  services
• 9:11
  marketplace
• 9:11
  that
• 9:12
  helps
• 9:12
  customers,
• 9:13
  our
• 9:13
  customers
• 9:14
  get
• 9:14
  lined
• 9:15
  up
• 9:15
  with
• 9:15
  our
• 9:16
  other.
• 9:17
  Our
• 9:17
  other
• 9:17
  customers,
• 9:18
  our
• 9:18
  trade
• 9:18
  customers,
• 9:19
  to
• 9:19
  be
• 9:19
  able
• 9:20
  to
• 9:20
  go
• 9:20
  and
• 9:20
  say,
• 9:20
  I
• 9:21
  need
• 9:21
  a
• 9:21
  door
• 9:21
  hung.
• 9:22
  And
• 9:22
  then
• 9:22
  you
• 9:22
  can
• 9:22
  use
• 9:23
  the
• 9:23
  customers
• 9:23
  that
• 9:23
  are
• 9:23
  already
• 9:24
  shopping
• 9:24
  with
• 9:24
  us
• 9:24
  in
• 9:24
  our
• 9:24
  ecosystem.
• 9:25
  So
• 9:25
  we're
• 9:25
  connecting
• 9:26
  them
• 9:26
  together.
• 9:27
  And
• 9:27
  so
• 9:27
  it's
• 9:27
  really
• 9:28
  about
• 9:28
  trying
• 9:28
  to
• 9:28
  help
• 9:29
  our
• 9:29
  own
• 9:30
  pro
• 9:30
  customers
• 9:31
  with
• 9:31
  our
• 9:32
  DIY
• 9:32
  customers,
• 9:32
  or
• 9:33
  do
• 9:33
  it
• 9:33
  for
• 9:33
  me
• 9:33
  customers
• 9:34
  been
• 9:34
  able
• 9:34
  to
• 9:34
  do
• 9:35
  those
• 9:35
  projects.
• 9:35
  So
• 9:36
  a
• 9:36
  lot
• 9:36
  in
• 9:37
  this
• 9:37
  space
• 9:37
  is
• 9:37
  about,
• 9:37
  geez,
• 9:38
  who
• 9:38
  do
• 9:38
  I
• 9:38
  go
• 9:38
  with?
• 9:39
  How
• 9:39
  do
• 9:39
  I
• 9:39
  know
• 9:39
  they're
• 9:40
  reputable?
• 9:41
  We
• 9:41
  do
• 9:41
  a
• 9:41
  lot
• 9:41
  of
• 9:41
  that
• 9:42
  work
• 9:42
  to
• 9:42
  make
• 9:42
  sure
• 9:42
  that
• 9:43
  they're
• 9:43
  really
• 9:43
  strong,
• 9:43
  reputable
• 9:44
  businesses.
• 9:45
  You
• 9:45
  go
• 9:45
  through
• 9:45
  the
• 9:46
  marketplace,
• 9:46
  you
• 9:47
  line
• 9:47
  it
• 9:47
  up,
• 9:47
  they'll
• 9:47
  come
• 9:48
  and
• 9:48
  do
• 9:48
  the
• 9:48
  work
• 9:48
  for
• 9:48
  you.
• 9:49
  And,
• 9:49
  you
• 9:49
  know,
• 9:50
  that's
• 9:50
  something
• 9:50
  that's
• 9:50
  building
• 9:51
  a
• 9:51
  lot
• 9:51
  for
• 9:51
  us
• 9:51
  over
• 9:52
  time.
• 9:52
  You
• 9:52
  do.
• 9:52
  So
• 9:53
  you
• 9:53
  have
• 9:53
  to
• 9:53
  do
• 9:53
  that
• 9:53
  vetting
• 9:54
  yourselves?
• 9:55
  Yeah,
• 9:55
  we
• 9:55
  do.
• 9:55
  Wow.
• 9:56
  That's
• 9:56
  got
• 9:56
  to
• 9:56
  be
• 9:56
  okay.
• 9:56
  That's
• 9:57
  pretty.
• 9:57
  That's
• 9:57
  pretty
• 9:57
  impressive.
• 9:58
  Yeah.
• 9:58
  Is
• 9:58
  that
• 9:58
  pretty
• 9:59
  unique
• 9:59
  in
• 9:59
  the.
• 9:59
  In
• 10:00
  the
• 10:00
  industry,
• 10:00
  globally?
• 10:01
  Look,
• 10:01
  I've
• 10:02
  seen
• 10:02
  people
• 10:02
  dabble
• 10:02
  in
• 10:02
  that,.
• 10:03
  But
• 10:03
  it's
• 10:04
  unique
• 10:04
  for
• 10:04
  a
• 10:04
  retailer
• 10:05
  to
• 10:05
  do
• 10:05
  it.
• 10:06
  But
• 10:06
  those
• 10:07
  platforms
• 10:07
  are
• 10:07
  out
• 10:07
  there,
• 10:08
  so,
• 10:08
  you
• 10:08
  know,
• 10:09
  we've
• 10:09
  certainly
• 10:09
  been
• 10:09
  able
• 10:09
  to
• 10:10
  learn
• 10:10
  from
• 10:10
  a
• 10:10
  lot
• 10:11
  of
• 10:11
  what
• 10:11
  others
• 10:11
  are
• 10:11
  doing.
• 10:12
  You
• 10:12
  know,
• 10:12
  for
• 10:13
  us,
• 10:13
  it
• 10:13
  isn't
• 10:13
  the
• 10:13
  biggest
• 10:13
  part
• 10:14
  of
• 10:14
  our
• 10:14
  business.
• 10:14
  It's
• 10:14
  an
• 10:14
  area
• 10:15
  that
• 10:15
  we're
• 10:15
  continuing
• 10:15
  to
• 10:15
  learn
• 10:16
  in,
• 10:16
  and
• 10:16
  we're
• 10:16
  taking
• 10:17
  on
• 10:17
  different
• 10:17
  paths
• 10:18
  as
• 10:18
  we
• 10:18
  go.
• 10:18
  But
• 10:19
  we
• 10:19
  do
• 10:19
  see
• 10:19
  it
• 10:20
  as
• 10:20
  an
• 10:20
  opportunity
• 10:20
  for
• 10:20
  us
• 10:20
  going
• 10:21
  forward
• 10:21
  and
• 10:21
  it
• 10:21
  helps
• 10:22
  reward
• 10:22
  our
• 10:22
  own
• 10:23
  pro
• 10:23
  customers
• 10:24
  that
• 10:24
  have
• 10:24
  been
• 10:24
  shopping
• 10:24
  with
• 10:24
  us,
• 10:25
  that
• 10:25
  are
• 10:25
  loyal
• 10:25
  with
• 10:25
  us
• 10:25
  as
• 10:25
  well.
• 10:26
  Right,
• 10:26
  right,
• 10:26
  right.
• 10:27
  All
• 10:27
  right,
• 10:27
  let's
• 10:27
  change.
• 10:27
  Let's
• 10:28
  change
• 10:28
  gears
• 10:28
  here.
• 10:28
  Now
• 10:29
  let's
• 10:29
  go
• 10:29
  to
• 10:29
  the
• 10:29
  other
• 10:29
  area
• 10:29
  under
• 10:30
  your
• 10:30
  remit,
• 10:30
  which
• 10:30
  we
• 10:31
  talked
• 10:31
  about
• 10:31
  in
• 10:31
  the
• 10:31
  beginning,
• 10:31
  which
• 10:31
  was
• 10:32
  supply
• 10:32
  chain.
• 10:33
  So
• 10:33
  when
• 10:33
  you
• 10:33
  think
• 10:34
  about
• 10:34
  supply
• 10:34
  chain,
• 10:35
  what
• 10:35
  has
• 10:35
  been
• 10:36
  something
• 10:36
  that
• 10:37
  you've
• 10:37
  implemented
• 10:37
  that
• 10:37
  has
• 10:38
  had
• 10:38
  a
• 10:38
  pretty
• 10:38
  significant
• 10:39
  impact
• 10:39
  on
• 10:39
  the
• 10:39
  business,
• 10:39
  say,
• 10:40
  over
• 10:40
  the
• 10:40
  past
• 10:40
  three
• 10:40
  years?
• 10:41
  Is
• 10:41
  there
• 10:41
  one
• 10:41
  or
• 10:41
  two
• 10:41
  things
• 10:42
  that
• 10:42
  you.
• 10:42
  Look,
• 10:43
  I
• 10:43
  think
• 10:43
  the
• 10:43
  biggest
• 10:43
  part
• 10:44
  of
• 10:44
  supply
• 10:44
  chain
• 10:44
  that's
• 10:44
  had
• 10:45
  the
• 10:45
  biggest
• 10:45
  impact
• 10:45
  is
• 10:46
  that
• 10:46
  last
• 10:47
  mile
• 10:47
  fulfillment.
• 10:48
  A
• 10:48
  couple
• 10:48
  of
• 10:48
  years
• 10:48
  ago,
• 10:49
  we
• 10:49
  were
• 10:49
  three
• 10:50
  to
• 10:50
  five
• 10:50
  days
• 10:50
  delivery.
• 10:51
  That's
• 10:51
  where
• 10:51
  we
• 10:51
  were
• 10:51
  at.
• 10:52
  So
• 10:53
  now
• 10:53
  you
• 10:53
  can
• 10:53
  get
• 10:54
  next
• 10:54
  day,
• 10:54
  same
• 10:55
  day,
• 10:56
  within
• 10:56
  two
• 10:56
  hours,
• 10:57
  really.
• 10:57
  And
• 10:57
  in
• 10:58
  the
• 10:58
  last
• 10:58
  couple
• 10:58
  of
• 10:58
  months,
• 10:58
  we
• 10:59
  actually
• 10:59
  launched
• 10:59
  on
• 10:59
  Uber
• 11:00
  Eats.
• 11:00
  And
• 11:01
  so
• 11:01
  on
• 11:01
  average,
• 11:01
  customers
• 11:02
  are
• 11:02
  getting
• 11:02
  that
• 11:02
  order
• 11:03
  within
• 11:03
  an
• 11:03
  hour.
• 11:04
  So
• 11:04
  it's
• 11:05
  really
• 11:05
  changed
• 11:06
  the
• 11:06
  way
• 11:06
  in
• 11:06
  which
• 11:06
  customers
• 11:07
  shop.
• 11:07
  And
• 11:07
  if
• 11:07
  you
• 11:07
  think
• 11:07
  about
• 11:08
  like
• 11:08
  a
• 11:09
  fantastic
• 11:09
  retailer
• 11:10
  like
• 11:10
  Amazon,
• 11:11
  that's
• 11:11
  where
• 11:11
  they
• 11:11
  have
• 11:12
  been
• 11:12
  very
• 11:12
  strong.
• 11:13
  So
• 11:13
  for
• 11:13
  us
• 11:13
  now
• 11:13
  it's
• 11:14
  about.
• 11:14
  We've
• 11:15
  got
• 11:15
  stores
• 11:16
  from
• 11:17
  an
• 11:17
  Australian
• 11:17
  point
• 11:17
  of
• 11:17
  view.
• 11:17
  We've
• 11:18
  got
• 11:18
  a
• 11:18
  store
• 11:18
  within
• 11:19
  20
• 11:19
  minutes
• 11:19
  of
• 11:20
  80%
• 11:20
  of
• 11:20
  the
• 11:20
  population.
• 11:22
  So
• 11:22
  we've
• 11:22
  got
• 11:22
  the
• 11:22
  physical
• 11:22
  footprint.
• 11:23
  This
• 11:23
  was
• 11:23
  about
• 11:24
  us
• 11:24
  tying
• 11:24
  that
• 11:25
  in
• 11:25
  and
• 11:25
  using
• 11:25
  that
• 11:25
  as
• 11:26
  a
• 11:26
  competitive
• 11:26
  advantage,
• 11:27
  putting
• 11:28
  a
• 11:28
  supply
• 11:28
  chain
• 11:28
  offer
• 11:29
  around
• 11:29
  that
• 11:29
  or
• 11:29
  a
• 11:29
  last
• 11:29
  mile
• 11:30
  offer
• 11:30
  that
• 11:30
  can
• 11:31
  really
• 11:31
  get
• 11:31
  it
• 11:31
  to
• 11:31
  customers.
• 11:32
  And
• 11:32
  from
• 11:32
  where
• 11:32
  we
• 11:32
  were
• 11:33
  a
• 11:33
  couple
• 11:33
  of
• 11:33
  years
• 11:33
  ago
• 11:33
  to
• 11:34
  where
• 11:34
  we
• 11:34
  are
• 11:34
  today,
• 11:34
  and
• 11:34
  as
• 11:35
  I
• 11:35
  say,
• 11:35
  the
• 11:36
  job's
• 11:36
  never
• 11:36
  done.
• 11:37
  We
• 11:37
  want
• 11:37
  to
• 11:37
  continue
• 11:38
  to
• 11:38
  be
• 11:38
  better.
• 11:38
  But
• 11:39
  even
• 11:39
  just
• 11:39
  this
• 11:40
  partnership
• 11:40
  now
• 11:40
  with
• 11:41
  Uber
• 11:41
  Eats
• 11:42
  has
• 11:42
  brought
• 11:43
  in
• 11:43
  new
• 11:43
  customers.
• 11:44
  These
• 11:44
  are
• 11:44
  a
• 11:44
  lot.
• 11:44
  These
• 11:45
  are
• 11:45
  often
• 11:45
  younger
• 11:45
  customers.
• 11:46
  Haven't
• 11:47
  even
• 11:47
  thought
• 11:47
  about
• 11:47
  maybe
• 11:47
  Bunnings
• 11:48
  in
• 11:48
  the
• 11:48
  past,
• 11:48
  or
• 11:49
  all
• 11:49
  of
• 11:49
  a
• 11:50
  sudden
• 11:50
  they're
• 11:50
  in
• 11:50
  the
• 11:50
  middle
• 11:50
  of
• 11:50
  a
• 11:51
  project
• 11:51
  and,
• 11:51
  oh,
• 11:51
  I
• 11:52
  didn't
• 11:52
  get
• 11:52
  that
• 11:52
  paintbrush.
• 11:53
  Now
• 11:54
  you
• 11:54
  don't
• 11:54
  have
• 11:54
  to
• 11:54
  leave.
• 11:55
  You
• 11:55
  can
• 11:55
  keep
• 11:55
  going.
• 11:56
  It'll
• 11:56
  be
• 11:56
  delivered
• 11:56
  to
• 11:56
  you
• 11:56
  within
• 11:57
  an
• 11:57
  hour
• 11:57
  and
• 11:57
  away
• 11:57
  you
• 11:57
  go.
• 11:58
  And
• 11:58
  it
• 11:59
  has
• 11:59
  been
• 12:00
  very
• 12:01
  successful.
• 12:01
  And
• 12:01
  I
• 12:02
  think
• 12:02
  it's
• 12:02
  gonna
• 12:02
  be
• 12:02
  one
• 12:02
  of
• 12:02
  these
• 12:02
  ones
• 12:03
  that's
• 12:03
  gonna
• 12:03
  continue
• 12:03
  to
• 12:04
  gain
• 12:04
  momentum.
• 12:04
  But
• 12:05
  if
• 12:05
  all
• 12:05
  of
• 12:05
  a
• 12:05
  sudden
• 12:05
  now
• 12:06
  you
• 12:06
  can
• 12:06
  get
• 12:06
  it
• 12:06
  within
• 12:06
  an
• 12:06
  hour.
• 12:06
  And
• 12:07
  for
• 12:07
  us,
• 12:07
  we've
• 12:07
  made
• 12:07
  sure
• 12:08
  it's
• 12:08
  in
• 12:08
  store
• 12:08
  pricing.
• 12:09
  So
• 12:09
  you
• 12:09
  know
• 12:09
  how
• 12:09
  on
• 12:09
  some
• 12:09
  of
• 12:10
  these
• 12:10
  platforms
• 12:11
  you'll
• 12:11
  pay
• 12:11
  a
• 12:11
  bit
• 12:11
  more
• 12:11
  or
• 12:12
  whatever?
• 12:12
  No,
• 12:12
  no,
• 12:13
  you
• 12:13
  will
• 12:13
  pay
• 12:14
  the
• 12:14
  same
• 12:14
  price
• 12:14
  on
• 12:14
  there
• 12:14
  as
• 12:15
  you
• 12:15
  would
• 12:15
  if
• 12:15
  you
• 12:15
  came
• 12:15
  into
• 12:15
  the
• 12:16
  store,
• 12:16
  which
• 12:16
  is
• 12:17
  part
• 12:17
  of
• 12:17
  that
• 12:17
  trust
• 12:17
  equation
• 12:18
  that
• 12:18
  we
• 12:18
  spoke
• 12:18
  about
• 12:18
  earlier.
• 12:18
  And
• 12:18
  you
• 12:19
  guys
• 12:19
  have
• 12:19
  the
• 12:19
  leverage
• 12:19
  to
• 12:19
  do
• 12:19
  it.
• 12:20
  Yeah,
• 12:20
  that.
• 12:20
  Wow.
• 12:21
  Yeah.
• 12:21
  So,
• 12:21
  okay,
• 12:22
  so
• 12:22
  a
• 12:22
  couple
• 12:22
  takeaways
• 12:23
  there
• 12:23
  for
• 12:23
  me
• 12:23
  is
• 12:23
  like,
• 12:24
  because
• 12:24
  we've
• 12:24
  been
• 12:24
  talking
• 12:24
  about
• 12:25
  this
• 12:25
  a
• 12:25
  lot
• 12:25
  in
• 12:25
  the
• 12:25
  States.
• 12:26
  So
• 12:27
  there
• 12:27
  is
• 12:27
  a
• 12:27
  push
• 12:27
  to
• 12:28
  get
• 12:28
  faster
• 12:28
  than
• 12:29
  same
• 12:29
  day.
• 12:29
  There
• 12:29
  is
• 12:30
  a
• 12:30
  push
• 12:30
  to
• 12:30
  go
• 12:30
  even
• 12:31
  faster
• 12:31
  than
• 12:31
  three
• 12:31
  hours
• 12:32
  hence.
• 12:32
  Well,
• 12:32
  look
• 12:32
  at
• 12:32
  Walmart,
• 12:33
  if
• 12:33
  you
• 12:33
  think
• 12:33
  about
• 12:34
  what
• 12:34
  they're
• 12:34
  doing
• 12:34
  and
• 12:35
  they
• 12:35
  have
• 12:35
  been
• 12:35
  super
• 12:36
  successful.
• 12:36
  And
• 12:36
  for
• 12:36
  us,
• 12:37
  we're
• 12:37
  always
• 12:38
  out
• 12:38
  looking
• 12:38
  globally
• 12:39
  at
• 12:39
  best
• 12:39
  practice
• 12:40
  to
• 12:40
  make
• 12:41
  sure
• 12:41
  that
• 12:41
  we
• 12:41
  are
• 12:42
  stretching
• 12:43
  ourselves.
• 12:43
  Because
• 12:43
  if
• 12:43
  you
• 12:43
  just
• 12:44
  look
• 12:44
  around
• 12:44
  in
• 12:44
  your
• 12:44
  own
• 12:45
  market
• 12:45
  and
• 12:45
  you're
• 12:45
  doing
• 12:45
  something
• 12:46
  pretty
• 12:46
  well,
• 12:47
  you
• 12:47
  know,
• 12:47
  we
• 12:47
  always
• 12:48
  want
• 12:48
  to
• 12:48
  make
• 12:48
  sure
• 12:48
  the
• 12:48
  complacency
• 12:49
  doesn't
• 12:49
  come
• 12:49
  in.
• 12:50
  So
• 12:50
  you
• 12:50
  look
• 12:50
  to
• 12:50
  global
• 12:51
  best
• 12:51
  practice.
• 12:52
  We
• 12:52
  travel
• 12:52
  a
• 12:52
  lot
• 12:52
  around
• 12:53
  the
• 12:53
  world
• 12:53
  to
• 12:53
  go
• 12:53
  and
• 12:53
  see
• 12:53
  what
• 12:53
  that
• 12:54
  is.
• 12:54
  We're
• 12:54
  a
• 12:54
  very
• 12:54
  curious
• 12:54
  business,
• 12:55
  but
• 12:55
  it
• 12:56
  allows
• 12:56
  you
• 12:56
  to
• 12:56
  go,
• 12:57
  wow,
• 12:57
  what
• 12:57
  Walmart's
• 12:58
  doing
• 12:58
  there,
• 12:58
  that
• 12:58
  is
• 12:59
  really
• 12:59
  impressive.
• 12:59
  Okay,
• 13:00
  well,
• 13:00
  what
• 13:00
  could
• 13:01
  that
• 13:01
  mean
• 13:01
  for
• 13:01
  us?
• 13:01
  It's
• 13:02
  a
• 13:02
  different
• 13:02
  industry,
• 13:03
  but
• 13:03
  it's
• 13:03
  still
• 13:03
  looking
• 13:04
  after
• 13:04
  customers.
• 13:05
  Right.
• 13:05
  So
• 13:05
  we
• 13:06
  get
• 13:06
  inspiration
• 13:06
  from
• 13:07
  some
• 13:07
  of
• 13:07
  these
• 13:07
  fantastic
• 13:08
  retailers
• 13:08
  around
• 13:08
  the
• 13:08
  world,
• 13:09
  and
• 13:09
  it
• 13:09
  helps
• 13:09
  us
• 13:10
  bring
• 13:10
  the
• 13:10
  best
• 13:10
  offer
• 13:10
  to
• 13:10
  our
• 13:11
  customers
• 13:11
  that
• 13:11
  we
• 13:11
  can.
• 13:11
  Right,
• 13:12
  right.
• 13:12
  And
• 13:12
  the
• 13:12
  other
• 13:12
  thing
• 13:12
  it
• 13:12
  told
• 13:13
  me
• 13:14
  or
• 13:14
  that
• 13:14
  it
• 13:15
  calls
• 13:15
  to
• 13:15
  mind
• 13:15
  for
• 13:15
  me
• 13:15
  too,
• 13:15
  is
• 13:16
  there
• 13:16
  are
• 13:16
  certain
• 13:17
  DIY
• 13:17
  emergencies.
• 13:18
  And
• 13:18
  so
• 13:19
  you're
• 13:19
  gonna
• 13:19
  need
• 13:19
  to
• 13:20
  be
• 13:20
  available
• 13:20
  that
• 13:21
  quickly
• 13:21
  for
• 13:21
  those
• 13:21
  customers.
• 13:22
  And
• 13:22
  then
• 13:22
  the
• 13:23
  other
• 13:23
  point
• 13:23
  is
• 13:23
  the
• 13:23
  generational
• 13:24
  thing,
• 13:24
  like
• 13:25
  I
• 13:25
  think
• 13:25
  retailers
• 13:26
  sometimes
• 13:26
  underestimate.
• 13:27
  I'm
• 13:27
  curious
• 13:27
  if
• 13:27
  you
• 13:27
  guys
• 13:28
  did
• 13:28
  too
• 13:29
  underestimate
• 13:29
  the
• 13:30
  impact
• 13:30
  from
• 13:30
  a
• 13:30
  marketing
• 13:31
  perspective.
• 13:31
  It
• 13:31
  sounds
• 13:32
  like
• 13:32
  you
• 13:32
  did
• 13:32
  in
• 13:32
  terms
• 13:32
  of
• 13:33
  reaching
• 13:33
  that
• 13:33
  new
• 13:34
  swath
• 13:35
  of
• 13:35
  consumers
• 13:35
  that
• 13:35
  are
• 13:36
  out
• 13:36
  there
• 13:36
  on
• 13:36
  these
• 13:37
  platforms
• 13:37
  that
• 13:38
  maybe
• 13:38
  just
• 13:38
  don't
• 13:38
  know
• 13:38
  you
• 13:39
  otherwise.
• 13:39
  Oh,
• 13:39
  look,
• 13:40
  this
• 13:40
  is
• 13:40
  a
• 13:40
  big
• 13:40
  part
• 13:40
  for
• 13:41
  us.
• 13:41
  We
• 13:41
  have
• 13:41
  a
• 13:42
  whole
• 13:42
  campaign
• 13:42
  that's
• 13:43
  really
• 13:43
  focused
• 13:43
  in
• 13:43
  on
• 13:43
  that
• 13:43
  next
• 13:44
  generation
• 13:44
  coming
• 13:44
  through.
• 13:45
  Cause
• 13:45
  that's
• 13:45
  gonna
• 13:45
  be
• 13:46
  the
• 13:46
  next
• 13:46
  generation.
• 13:47
  They're
• 13:47
  going
• 13:47
  to
• 13:47
  be
• 13:47
  homeowners,
• 13:48
  etc.
• 13:48
  But
• 13:48
  how
• 13:49
  do
• 13:49
  you
• 13:49
  resonate
• 13:49
  with
• 13:50
  a
• 13:50
  lot
• 13:50
  of
• 13:50
  this
• 13:50
  cohort
• 13:51
  of
• 13:51
  renting?
• 13:51
  Yeah.
• 13:52
  So
• 13:52
  what's
• 13:53
  a
• 13:53
  DIY
• 13:53
  project
• 13:54
  look
• 13:54
  like
• 13:54
  for
• 13:54
  them?
• 13:54
  Yeah,
• 13:55
  so
• 13:55
  it's
• 13:55
  got
• 13:55
  to
• 13:55
  be
• 13:55
  removable
• 13:56
  products
• 13:56
  that
• 13:56
  they
• 13:56
  can
• 13:57
  take
• 13:57
  with
• 13:57
  them
• 13:57
  when
• 13:57
  they
• 13:58
  move
• 13:58
  to
• 13:58
  the
• 13:58
  next
• 13:58
  rental
• 13:59
  or
• 13:59
  whatever
• 13:59
  the
• 13:59
  case
• 13:59
  might
• 13:59
  be.
• 14:00
  We've
• 14:00
  built
• 14:00
  out
• 14:00
  a
• 14:00
  huge
• 14:00
  amount
• 14:01
  of
• 14:01
  range
• 14:01
  now
• 14:01
  that
• 14:02
  can
• 14:02
  do
• 14:02
  that.
• 14:03
  Okay.
• 14:03
  So
• 14:03
  there's
• 14:04
  a
• 14:04
  lot
• 14:04
  of
• 14:04
  things
• 14:04
  that
• 14:04
  just
• 14:04
  stick
• 14:05
  on
• 14:05
  the
• 14:05
  wall
• 14:05
  or
• 14:05
  whatever.
• 14:06
  The
• 14:06
  case
• 14:06
  might
• 14:06
  be
• 14:06
  removable.
• 14:07
  You
• 14:07
  think
• 14:07
  about
• 14:08
  all
• 14:08
  the
• 14:08
  hooks,
• 14:08
  all
• 14:08
  the
• 14:08
  stuff
• 14:08
  you
• 14:09
  can
• 14:09
  do
• 14:09
  in
• 14:09
  Your
• 14:09
  bathroom,
• 14:10
  all
• 14:10
  that's
• 14:10
  removable,
• 14:10
  and
• 14:11
  you
• 14:11
  take
• 14:11
  it
• 14:11
  with
• 14:11
  you.
• 14:12
  Right.
• 14:12
  And
• 14:12
  even
• 14:13
  the
• 14:13
  moving
• 14:13
  category
• 14:14
  itself,
• 14:14
  boxes
• 14:14
  and
• 14:15
  tape,
• 14:15
  and
• 14:15
  that's
• 14:16
  a
• 14:16
  massive
• 14:16
  category
• 14:16
  for
• 14:17
  us
• 14:17
  now.
• 14:18
  So
• 14:18
  that's
• 14:18
  actually
• 14:18
  what
• 14:18
  we
• 14:19
  see
• 14:19
  as
• 14:19
  one
• 14:19
  of
• 14:19
  the
• 14:19
  gateways
• 14:20
  into
• 14:20
  some
• 14:20
  of
• 14:20
  these
• 14:20
  kind
• 14:21
  of
• 14:21
  renter
• 14:21
  cohort.
• 14:22
  You
• 14:22
  can
• 14:22
  hire
• 14:23
  the
• 14:23
  truck
• 14:23
  from
• 14:23
  us
• 14:23
  to
• 14:24
  move.
• 14:25
  You
• 14:25
  can
• 14:25
  also
• 14:25
  get
• 14:25
  all
• 14:25
  the
• 14:26
  boxes
• 14:26
  and
• 14:26
  all
• 14:26
  the
• 14:26
  other
• 14:26
  bits
• 14:26
  and
• 14:27
  pieces
• 14:27
  or
• 14:27
  the
• 14:27
  cleaning
• 14:27
  to
• 14:28
  do
• 14:28
  the
• 14:28
  pre
• 14:28
  and
• 14:29
  the
• 14:29
  post
• 14:29
  kind
• 14:29
  of
• 14:30
  move
• 14:30
  in.
• 14:30
  And
• 14:31
  that's
• 14:31
  a
• 14:31
  good
• 14:31
  way
• 14:32
  to
• 14:32
  get
• 14:32
  started.
• 14:32
  And
• 14:32
  then
• 14:33
  you
• 14:34
  get
• 14:34
  people
• 14:34
  used
• 14:34
  to
• 14:34
  coming
• 14:34
  into
• 14:35
  Bunnings
• 14:35
  and,
• 14:35
  you
• 14:36
  know,
• 14:36
  you
• 14:36
  know,
• 14:36
  Home
• 14:36
  Depot
• 14:37
  and
• 14:37
  Lowe's,
• 14:37
  you
• 14:38
  go
• 14:38
  in,
• 14:38
  you.
• 14:39
  You're
• 14:40
  very
• 14:40
  rarely
• 14:40
  leaving
• 14:40
  with
• 14:40
  exactly
• 14:41
  what
• 14:41
  you
• 14:41
  came
• 14:41
  for,
• 14:42
  because
• 14:42
  you'll
• 14:42
  see
• 14:42
  a
• 14:42
  lot
• 14:42
  of
• 14:42
  other
• 14:43
  great
• 14:43
  products
• 14:43
  or
• 14:44
  innovative
• 14:44
  things
• 14:44
  or
• 14:45
  something
• 14:45
  at
• 14:45
  a
• 14:46
  fantastic
• 14:46
  price
• 14:46
  point.
• 14:47
  So
• 14:47
  making
• 14:48
  sure
• 14:48
  that
• 14:48
  we've
• 14:48
  really
• 14:49
  dialed
• 14:49
  into
• 14:49
  that
• 14:50
  place
• 14:51
  and
• 14:51
  those
• 14:52
  customers,
• 14:53
  it's
• 14:54
  a
• 14:54
  big
• 14:54
  focus
• 14:54
  for
• 14:55
  us.
• 14:55
  But
• 14:55
  I
• 14:55
  love
• 14:55
  how
• 14:55
  you're
• 14:56
  thinking
• 14:56
  about
• 14:56
  it
• 14:56
  from
• 14:56
  a
• 14:56
  merchandising
• 14:57
  perspective,
• 14:57
  too,
• 14:57
  because
• 14:58
  for
• 14:58
  me,
• 14:58
  I'm
• 14:58
  not
• 14:58
  a
• 14:59
  big
• 14:59
  DIYer,
• 15:00
  and
• 15:00
  I
• 15:01
  find
• 15:02
  the
• 15:02
  Home
• 15:02
  Depot
• 15:02
  or
• 15:02
  the
• 15:03
  Lowe's
• 15:03
  experience
• 15:03
  very
• 15:03
  intimidating.
• 15:05
  But
• 15:05
  if
• 15:05
  it
• 15:05
  was
• 15:06
  designed
• 15:06
  or
• 15:06
  architected
• 15:07
  in
• 15:07
  a
• 15:07
  way
• 15:07
  to
• 15:08
  get
• 15:08
  me
• 15:08
  as
• 15:09
  the
• 15:09
  person
• 15:09
  that
• 15:09
  is
• 15:09
  unfamiliar
• 15:10
  with
• 15:10
  the
• 15:10
  space,
• 15:11
  by
• 15:12
  showing
• 15:12
  me
• 15:12
  products
• 15:12
  like
• 15:13
  Moving,
• 15:13
  for
• 15:13
  example,
• 15:14
  or
• 15:14
  highlighting
• 15:14
  that
• 15:14
  in
• 15:15
  some
• 15:15
  way,
• 15:15
  that
• 15:15
  would
• 15:16
  capture
• 15:16
  me,
• 15:16
  and
• 15:16
  particularly
• 15:17
  if
• 15:17
  you're
• 15:17
  on
• 15:17
  these
• 15:17
  other
• 15:17
  platforms,
• 15:18
  too.
• 15:18
  So
• 15:19
  that's
• 15:19
  really
• 15:19
  interesting.
• 15:21
  All
• 15:21
  right,
• 15:21
  I
• 15:21
  got
• 15:21
  to
• 15:21
  ask
• 15:22
  you
• 15:22
  this,
• 15:22
  you
• 15:23
  know,
• 15:23
  because
• 15:23
  you've
• 15:23
  got
• 15:24
  me
• 15:24
  thinking
• 15:24
  about
• 15:24
  it.
• 15:24
  Like,
• 15:24
  you
• 15:25
  talking
• 15:25
  to
• 15:25
  you,
• 15:25
  it
• 15:26
  makes
• 15:26
  it
• 15:26
  sound
• 15:26
  like
• 15:27
  it's
• 15:27
  so
• 15:27
  easy.
• 15:28
  It's
• 15:28
  so
• 15:28
  natural
• 15:28
  for
• 15:29
  you
• 15:29
  guys,
• 15:29
  and
• 15:30
  there's
• 15:30
  such
• 15:30
  a
• 15:30
  palpable.
• 15:31
  I
• 15:31
  can
• 15:32
  tell,
• 15:32
  love
• 15:32
  of
• 15:32
  the
• 15:32
  industry
• 15:32
  from
• 15:33
  talking
• 15:33
  to
• 15:33
  you.
• 15:33
  Yeah.
• 15:34
  How
• 15:34
  easy
• 15:35
  was
• 15:35
  it?
• 15:35
  Like,
• 15:36
  were
• 15:36
  there
• 15:36
  battle
• 15:37
  scars
• 15:37
  along
• 15:37
  the
• 15:37
  way?
• 15:38
  Like,
• 15:38
  what
• 15:38
  were
• 15:39
  some
• 15:39
  of
• 15:39
  the
• 15:39
  tough
• 15:39
  challenges
• 15:40
  that
• 15:40
  you
• 15:40
  had
• 15:40
  to
• 15:40
  get
• 15:41
  over
• 15:41
  as
• 15:41
  you
• 15:41
  look
• 15:41
  back
• 15:42
  over,
• 15:42
  like,
• 15:42
  the
• 15:42
  last
• 15:42
  five
• 15:43
  or
• 15:43
  10
• 15:43
  years?
• 15:44
  There's
• 15:45
  lots
• 15:45
  of
• 15:45
  scars.
• 15:45
  Yeah.
• 15:46
  And
• 15:46
  there
• 15:46
  has
• 15:46
  to
• 15:46
  be.
• 15:47
  If
• 15:47
  everything
• 15:48
  you're
• 15:48
  doing
• 15:48
  is
• 15:48
  a
• 15:49
  perfect
• 15:49
  success,
• 15:50
  then
• 15:50
  you're
• 15:50
  not
• 15:50
  pushing
• 15:50
  the
• 15:51
  boat
• 15:51
  out
• 15:51
  too
• 15:51
  far.
• 15:52
  But
• 15:52
  for
• 15:52
  us,
• 15:52
  you
• 15:53
  know,
• 15:53
  moving
• 15:53
  into
• 15:53
  online,
• 15:54
  like,
• 15:54
  our
• 15:54
  stores
• 15:55
  have
• 15:55
  always
• 15:55
  been
• 15:55
  the
• 15:56
  absolute
• 15:56
  heart
• 15:56
  of
• 15:57
  what
• 15:57
  we've
• 15:57
  done.
• 15:58
  As
• 15:58
  we
• 15:58
  went
• 15:58
  and
• 15:58
  pushed
• 15:59
  more
• 15:59
  and
• 15:59
  more
• 15:59
  into
• 16:00
  the
• 16:00
  omnichannel
• 16:01
  space,
• 16:02
  we
• 16:02
  had
• 16:02
  to
• 16:03
  bring
• 16:03
  the
• 16:03
  business
• 16:03
  on
• 16:03
  the
• 16:03
  journey
• 16:04
  to
• 16:04
  say,
• 16:04
  hey,
• 16:05
  this
• 16:05
  isn't
• 16:05
  just
• 16:05
  about
• 16:06
  replicating
• 16:07
  that
• 16:07
  offer
• 16:07
  or
• 16:08
  trying
• 16:08
  to
• 16:08
  discourage
• 16:09
  customers
• 16:09
  to
• 16:09
  come
• 16:09
  into
• 16:09
  stores
• 16:10
  or
• 16:10
  whatever
• 16:10
  the
• 16:10
  case
• 16:10
  might
• 16:11
  be.
• 16:11
  This
• 16:11
  is
• 16:12
  about
• 16:12
  being
• 16:12
  where
• 16:12
  the
• 16:12
  customer
• 16:13
  is.
• 16:13
  Now,
• 16:13
  that's
• 16:14
  not
• 16:14
  easy.
• 16:14
  When
• 16:14
  you've
• 16:15
  got
• 16:15
  a
• 16:15
  format
• 16:15
  that's
• 16:15
  been
• 16:16
  around,
• 16:16
  very
• 16:16
  successful
• 16:17
  for
• 16:17
  30
• 16:17
  years,
• 16:18
  you
• 16:18
  got
• 16:18
  to
• 16:18
  create
• 16:18
  the
• 16:19
  own
• 16:19
  burning
• 16:20
  platform
• 16:20
  for
• 16:20
  yourself
• 16:21
  rather
• 16:21
  than
• 16:21
  be
• 16:22
  waiting
• 16:22
  for
• 16:22
  someone
• 16:22
  else
• 16:23
  to
• 16:23
  do
• 16:23
  it
• 16:23
  to
• 16:23
  you.
• 16:25
  So
• 16:25
  that
• 16:25
  whole
• 16:25
  online
• 16:25
  piece
• 16:26
  supply
• 16:27
  chain,
• 16:27
  that
• 16:28
  has
• 16:28
  been
• 16:28
  really
• 16:28
  heavy
• 16:29
  lifting
• 16:29
  and
• 16:29
  we've
• 16:29
  still
• 16:29
  got
• 16:30
  a
• 16:30
  long
• 16:30
  way
• 16:30
  to
• 16:30
  go,
• 16:31
  Chris.
• 16:32
  So
• 16:32
  as
• 16:32
  you
• 16:32
  think
• 16:32
  about
• 16:33
  those
• 16:33
  investments,
• 16:34
  it's
• 16:34
  easy
• 16:35
  to
• 16:35
  not
• 16:35
  make
• 16:35
  them,
• 16:35
  it's
• 16:36
  easy
• 16:36
  to
• 16:36
  talk
• 16:36
  yourself
• 16:37
  out
• 16:37
  of
• 16:37
  them,
• 16:37
  but
• 16:38
  you've
• 16:38
  got
• 16:38
  to
• 16:38
  make
• 16:38
  investments
• 16:39
  today
• 16:39
  that
• 16:39
  might
• 16:39
  not
• 16:39
  give
• 16:40
  you
• 16:40
  the
• 16:40
  best
• 16:40
  financial
• 16:41
  return
• 16:41
  today,
• 16:42
  but
• 16:42
  you've
• 16:42
  got
• 16:42
  to
• 16:43
  be
• 16:43
  in
• 16:43
  this
• 16:43
  for
• 16:43
  the
• 16:43
  long
• 16:43
  term.
• 16:44
  And
• 16:44
  I
• 16:44
  think
• 16:44
  that's
• 16:44
  where
• 16:45
  I
• 16:45
  see
• 16:46
  retailers
• 16:46
  around
• 16:46
  the
• 16:47
  world.
• 16:47
  If
• 16:47
  they're
• 16:47
  thinking
• 16:48
  quarter
• 16:48
  to
• 16:48
  quarter,
• 16:49
  you
• 16:49
  quickly
• 16:50
  find
• 16:50
  yourself
• 16:50
  in
• 16:50
  a
• 16:51
  tough
• 16:51
  position.
• 16:51
  If
• 16:51
  you
• 16:52
  think
• 16:52
  in
• 16:52
  the
• 16:52
  long
• 16:52
  term,
• 16:53
  strong,
• 16:53
  sustainable
• 16:54
  results.
• 16:55
  How
• 16:55
  do
• 16:55
  I
• 16:56
  see
• 16:56
  what
• 16:56
  else
• 16:56
  is
• 16:56
  happening
• 16:57
  around
• 16:57
  the
• 16:57
  world
• 16:57
  and
• 16:57
  in
• 16:57
  my
• 16:58
  market,
• 16:58
  and
• 16:58
  how
• 16:58
  do
• 16:59
  we
• 16:59
  position
• 16:59
  ourselves
• 16:59
  to
• 17:00
  be
• 17:00
  just
• 17:00
  as
• 17:00
  relevant,
• 17:01
  if
• 17:01
  not
• 17:01
  more
• 17:01
  relevant
• 17:02
  tomorrow
• 17:02
  than
• 17:02
  we
• 17:02
  are
• 17:03
  today?
• 17:03
  Then
• 17:04
  you're
• 17:04
  in
• 17:04
  pretty
• 17:04
  good
• 17:04
  shape.
• 17:05
  Yeah,
• 17:05
  yeah,
• 17:06
  yeah.
• 17:06
  No,
• 17:06
  I
• 17:06
  mean,
• 17:06
  what
• 17:07
  you're
• 17:07
  saying
• 17:07
  there
• 17:07
  too
• 17:07
  is
• 17:09
  I
• 17:09
  think
• 17:09
  you
• 17:09
  also
• 17:09
  have
• 17:09
  to
• 17:10
  be
• 17:10
  willing
• 17:10
  to
• 17:10
  challenge
• 17:11
  the
• 17:11
  prevailing
• 17:12
  business
• 17:12
  model,
• 17:12
  economics
• 17:13
  of
• 17:13
  what
• 17:14
  you're
• 17:14
  doing
• 17:14
  because,
• 17:15
  like,
• 17:15
  the
• 17:15
  big
• 17:15
  box
• 17:16
  is
• 17:16
  kind
• 17:16
  of
• 17:16
  antithetical
• 17:17
  to
• 17:17
  all
• 17:18
  the
• 17:18
  things
• 17:18
  we've
• 17:18
  been
• 17:18
  talking
• 17:19
  about
• 17:19
  here,
• 17:20
  but
• 17:20
  yet
• 17:20
  for
• 17:20
  some
• 17:20
  reason
• 17:21
  it
• 17:21
  all
• 17:21
  works
• 17:22
  and
• 17:22
  creates
• 17:22
  a
• 17:23
  good
• 17:23
  whole.
• 17:23
  Like
• 17:23
  there's,
• 17:24
  it's,
• 17:24
  it's
• 17:24
  a
• 17:25
  summation
• 17:25
  of
• 17:25
  the
• 17:25
  parts
• 17:25
  that
• 17:26
  matters.
• 17:26
  And
• 17:26
  so
• 17:27
  I
• 17:27
  think
• 17:27
  that's
• 17:27
  the
• 17:27
  interesting
• 17:28
  takeaway
• 17:28
  I
• 17:28
  have
• 17:28
  from
• 17:28
  what
• 17:29
  you
• 17:29
  just
• 17:29
  said.
• 17:29
  All
• 17:29
  right,
• 17:30
  so
• 17:30
  on
• 17:30
  that
• 17:30
  note,
• 17:30
  I'm
• 17:30
  gonna
• 17:31
  get
• 17:31
  you
• 17:31
  out
• 17:31
  of
• 17:31
  here
• 17:31
  on
• 17:31
  this
• 17:31
  last
• 17:32
  question.
• 17:32
  Your,
• 17:32
  your
• 17:33
  managing
• 17:33
  director
• 17:34
  has
• 17:34
  said
• 17:34
  that
• 17:34
  the
• 17:34
  transformation
• 17:35
  is
• 17:35
  at
• 17:36
  Bunnings
• 17:36
  that
• 17:36
  we've
• 17:37
  been
• 17:37
  talking
• 17:37
  about
• 17:37
  here
• 17:38
  has
• 17:38
  been
• 17:38
  fairly
• 17:39
  underestimated
• 17:40
  by
• 17:40
  the
• 17:40
  industry
• 17:40
  overall.
• 17:41
  So
• 17:42
  why
• 17:42
  does,
• 17:42
  why
• 17:43
  is
• 17:43
  that,
• 17:43
  and
• 17:43
  what
• 17:44
  is
• 17:44
  the
• 17:44
  message
• 17:44
  you'd
• 17:44
  like
• 17:45
  to
• 17:45
  leave
• 17:45
  for
• 17:45
  everyone
• 17:45
  here
• 17:46
  at
• 17:46
  this
• 17:46
  summit
• 17:47
  that
• 17:47
  they
• 17:47
  should
• 17:47
  know
• 17:47
  about
• 17:47
  Bunnings
• 17:48
  as
• 17:48
  well
• 17:48
  as
• 17:48
  all
• 17:49
  the
• 17:49
  audience
• 17:49
  back
• 17:49
  home?
• 17:50
  Yeah,
• 17:50
  sure.
• 17:50
  Look,
• 17:51
  I
• 17:51
  think
• 17:51
  it
• 17:51
  has
• 17:51
  been
• 17:52
  underestimated.
• 17:52
  That's
• 17:53
  mainly
• 17:53
  because
• 17:53
  we
• 17:54
  don't
• 17:54
  stand
• 17:54
  up
• 17:54
  and
• 17:54
  talk
• 17:55
  a
• 17:55
  lot
• 17:55
  about
• 17:55
  it,
• 17:55
  if
• 17:56
  you
• 17:56
  know
• 17:56
  what
• 17:56
  I
• 17:56
  mean.
• 17:57
  We're
• 17:58
  quite
• 17:58
  often
• 17:58
  not
• 17:58
  the
• 17:58
  ones
• 17:59
  out
• 17:59
  there
• 17:59
  saying,
• 17:59
  look
• 17:59
  at
• 17:59
  this
• 18:00
  and
• 18:00
  look
• 18:00
  what
• 18:00
  we're
• 18:00
  doing.
• 18:01
  And
• 18:01
  we
• 18:01
  go
• 18:02
  about
• 18:02
  and
• 18:02
  make
• 18:02
  these
• 18:02
  things
• 18:03
  happen
• 18:03
  in
• 18:03
  a
• 18:03
  pragmatic
• 18:04
  and
• 18:04
  practical
• 18:04
  way.
• 18:05
  So
• 18:05
  if
• 18:05
  you
• 18:05
  think
• 18:05
  about
• 18:05
  AI
• 18:06
  for
• 18:06
  example,
• 18:07
  we've
• 18:07
  done
• 18:07
  a
• 18:07
  lot
• 18:07
  in
• 18:07
  that
• 18:08
  space,
• 18:08
  but
• 18:09
  it's
• 18:09
  around
• 18:09
  helping
• 18:10
  our
• 18:10
  team
• 18:10
  members
• 18:10
  with
• 18:11
  tools
• 18:11
  to
• 18:12
  be
• 18:12
  able
• 18:12
  to
• 18:12
  get
• 18:12
  all
• 18:12
  the
• 18:12
  right
• 18:13
  information
• 18:13
  for
• 18:13
  our
• 18:13
  customers,
• 18:14
  it's
• 18:14
  about
• 18:14
  helping
• 18:15
  customers.
• 18:15
  Like
• 18:15
  on
• 18:16
  our
• 18:16
  website
• 18:16
  now,
• 18:17
  we've
• 18:18
  got
• 18:18
  an
• 18:18
  AI
• 18:19
  program
• 18:19
  called
• 18:19
  Buddy.
• 18:20
  You
• 18:20
  can
• 18:20
  type
• 18:20
  in
• 18:20
  your
• 18:21
  project
• 18:21
  and
• 18:21
  it'll
• 18:22
  tell
• 18:22
  you
• 18:22
  all
• 18:23
  the
• 18:23
  things
• 18:23
  you
• 18:23
  need,
• 18:23
  how
• 18:24
  you
• 18:24
  go
• 18:24
  about
• 18:24
  it,
• 18:25
  the
• 18:25
  how
• 18:25
  to
• 18:25
  videos
• 18:26
  all
• 18:26
  the
• 18:26
  way
• 18:26
  through
• 18:26
  to
• 18:27
  add
• 18:27
  it
• 18:28
  all
• 18:28
  to
• 18:28
  cart
• 18:28
  and
• 18:28
  transact.
• 18:29
  Right.
• 18:30
  That's
• 18:30
  on
• 18:31
  the
• 18:31
  Google
• 18:31
  platform,
• 18:31
  the
• 18:31
  Gemini
• 18:32
  platform,
• 18:32
  and
• 18:32
  we're
• 18:33
  one
• 18:33
  of
• 18:33
  the
• 18:33
  first
• 18:33
  retailers
• 18:34
  in
• 18:34
  the
• 18:34
  world
• 18:34
  to
• 18:34
  go
• 18:34
  on
• 18:35
  that.
• 18:35
  Okay.
• 18:35
  But
• 18:36
  this
• 18:36
  is
• 18:36
  just
• 18:36
  about
• 18:36
  us
• 18:36
  getting
• 18:37
  out
• 18:37
  there,
• 18:37
  doing
• 18:38
  the
• 18:38
  right
• 18:38
  things,
• 18:38
  not
• 18:38
  making
• 18:39
  a
• 18:39
  big
• 18:39
  song
• 18:39
  and
• 18:39
  dance
• 18:40
  about
• 18:40
  it.
• 18:40
  If
• 18:40
  you
• 18:40
  think
• 18:40
  about
• 18:41
  from
• 18:41
  a
• 18:41
  productivity
• 18:42
  point
• 18:42
  of
• 18:42
  view
• 18:42
  or
• 18:43
  the
• 18:43
  inventory
• 18:43
  planning,
• 18:44
  a
• 18:44
  lot
• 18:44
  of
• 18:44
  the
• 18:44
  supply
• 18:45
  chain
• 18:45
  stuff
• 18:45
  is
• 18:45
  mathematical
• 18:46
  in
• 18:46
  the
• 18:46
  background,
• 18:46
  so
• 18:47
  we
• 18:47
  can
• 18:47
  do
• 18:47
  a
• 18:47
  lot
• 18:47
  there.
• 18:48
  So
• 18:48
  it's
• 18:48
  not
• 18:48
  the
• 18:49
  shiniest
• 18:49
  and
• 18:49
  most
• 18:49
  glamorous
• 18:50
  areas,
• 18:51
  but
• 18:51
  they're
• 18:51
  the
• 18:51
  real
• 18:51
  areas.
• 18:52
  They're
• 18:52
  the
• 18:52
  areas
• 18:53
  that
• 18:53
  actually
• 18:53
  make
• 18:53
  a
• 18:53
  real
• 18:53
  difference
• 18:54
  to
• 18:54
  your
• 18:54
  business,
• 18:55
  make
• 18:55
  a
• 18:55
  real
• 18:55
  difference
• 18:55
  to
• 18:56
  your
• 18:56
  productivity.
• 18:57
  And
• 18:57
  then
• 18:57
  we're
• 18:57
  using
• 18:58
  that
• 18:58
  to
• 18:58
  then
• 18:58
  go
• 18:58
  and
• 18:58
  invest
• 18:59
  back
• 18:59
  into
• 18:59
  the
• 18:59
  business.
• 19:00
  That's
• 19:00
  kind
• 19:00
  of
• 19:00
  the
• 19:00
  way
• 19:01
  we're
• 19:01
  thinking
• 19:01
  about
• 19:01
  how
• 19:02
  this
• 19:02
  works.
• 19:02
  So
• 19:04
  it
• 19:05
  might
• 19:05
  not
• 19:05
  feel
• 19:05
  like
• 19:06
  the
• 19:06
  shiniest
• 19:06
  thing
• 19:06
  or
• 19:07
  for
• 19:07
  people
• 19:07
  to
• 19:07
  go.
• 19:07
  I've
• 19:08
  never
• 19:08
  heard
• 19:08
  a
• 19:08
  retailer
• 19:09
  do
• 19:09
  that
• 19:09
  before.
• 19:10
  They're
• 19:10
  actually
• 19:10
  just
• 19:11
  really
• 19:11
  good,
• 19:11
  pragmatic
• 19:12
  and
• 19:12
  practical
• 19:12
  ways
• 19:12
  to
• 19:12
  bring
• 19:13
  it
• 19:13
  to
• 19:13
  life.
• 19:13
  Because
• 19:13
  AI
• 19:14
  in
• 19:14
  itself
• 19:14
  is
• 19:14
  not
• 19:14
  a
• 19:14
  strategy,
• 19:15
  it's
• 19:16
  an
• 19:16
  enabler
• 19:16
  to
• 19:16
  be
• 19:16
  able
• 19:16
  to
• 19:17
  go
• 19:17
  and
• 19:17
  make
• 19:17
  the
• 19:17
  customer
• 19:17
  offer
• 19:17
  better
• 19:18
  or
• 19:18
  make
• 19:18
  us
• 19:18
  more
• 19:18
  productive.
• 19:19
  And
• 19:20
  so
• 19:20
  that's
• 19:20
  kind
• 19:20
  of
• 19:21
  how
• 19:21
  we
• 19:21
  think
• 19:21
  about
• 19:21
  it.
• 19:22
  And
• 19:22
  I
• 19:22
  think
• 19:22
  that's
• 19:22
  why
• 19:23
  we're
• 19:24
  not
• 19:24
  usually
• 19:24
  out
• 19:24
  there
• 19:24
  beating
• 19:25
  our
• 19:25
  chest
• 19:25
  about
• 19:25
  what
• 19:25
  we're
• 19:26
  doing.
• 19:26
  Right,
• 19:26
  right.
• 19:27
  Yeah.
• 19:27
  And
• 19:27
  it
• 19:28
  also
• 19:28
  calls
• 19:28
  to
• 19:29
  mind
• 19:29
  for
• 19:29
  me,
• 19:29
  I
• 19:29
  think,
• 19:30
  as
• 19:30
  I've
• 19:30
  been
• 19:30
  doing
• 19:30
  this
• 19:30
  for
• 19:30
  eight
• 19:31
  years,
• 19:31
  you're
• 19:31
  getting
• 19:31
  a
• 19:32
  sense
• 19:32
  more
• 19:32
  and
• 19:32
  more
• 19:32
  that
• 19:33
  the
• 19:33
  understanding
• 19:33
  of
• 19:34
  what
• 19:34
  good
• 19:34
  omnichannel
• 19:35
  retailing
• 19:35
  really
• 19:36
  is
• 19:36
  at
• 19:36
  its
• 19:36
  core
• 19:37
  is
• 19:37
  getting
• 19:37
  more
• 19:38
  well
• 19:38
  understood
• 19:39
  throughout
• 19:39
  the
• 19:39
  industry,
• 19:39
  too.
• 19:40
  With
• 19:40
  you,
• 19:41
  you
• 19:41
  all
• 19:41
  at
• 19:41
  Bunnings
• 19:41
  leading
• 19:42
  the
• 19:42
  way
• 19:42
  too,
• 19:43
  on
• 19:43
  that
• 19:43
  front.
• 19:43
  Well,
• 19:43
  thank
• 19:44
  you
• 19:44
  so
• 19:44
  much,
• 19:44
  Chris.
• 19:45
  This
• 19:45
  was
• 19:45
  a
• 19:45
  blast.
• 19:45
  If
• 19:46
  I
• 19:46
  ever
• 19:46
  am
• 19:46
  in
• 19:46
  Australia,
• 19:46
  I'm
• 19:47
  definitely
• 19:47
  looking
• 19:47
  forward.
• 19:48
  This
• 19:48
  has
• 19:48
  been
• 19:48
  super
• 19:49
  fun.
• 19:49
  All
• 19:49
  right.
• 19:50
  And
• 19:50
  thanks
• 19:50
  to
• 19:50
  the
• 19:50
  DIY
• 19:51
  Summit
• 19:51
  and
• 19:52
  to
• 19:52
  the
• 19:52
  VUSION
• 19:52
  and
• 19:53
  to
• 19:53
  Vuzion
• 19:53
  for
• 19:55
  partnering
• 19:55
  with
• 19:56
  us
• 19:56
  on
• 19:56
  all
• 19:56
  this
• 19:56
  great
• 19:56
  content.
• 19:57
  So
• 19:57
  we
• 19:57
  could
• 19:57
  bring
• 19:58
  you
• 19:58
  fantastic
• 19:58
  interviews
• 19:59
  with
• 19:59
  folks
• 19:59
  like
• 19:59
  Ryan
• 20:00
  here.
• 20:00
  And
• 20:01
  until
• 20:01
  next
• 20:01
  time,
• 20:01
  as
• 20:02
  always,
• 20:02
  be
• 20:02
  careful
• 20:03
  out
• 20:03
  there.