Latest / Omni Talk Retail / Why Micro Fulfillment Centers (MFCs) Still Matter With Dematic & Tesco's Transcend Retail Solutions | Spotlight Series

Transcript

Why Micro Fulfillment Centers (MFCs) Still Matter With Dematic & Tesco's Transcend Retail Solutions | Spotlight Series · Omni Talk Retail

• 0:00
  Foreign
• 0:08
  welcome
• 0:09
  to
• 0:09
  the
• 0:09
  latest
• 0:09
  edition
• 0:10
  of
• 0:10
  the
• 0:10
  omnitalk
• 0:11
  Spotlight
• 0:11
  series,
• 0:12
  the
• 0:12
  series
• 0:12
  that
• 0:12
  highlights
• 0:12
  the
• 0:13
  people,
• 0:13
  the
• 0:13
  companies
• 0:14
  and
• 0:14
  the
• 0:14
  technologies
• 0:15
  that
• 0:15
  are
• 0:16
  shaping
• 0:16
  the
• 0:16
  future
• 0:16
  of
• 0:16
  retail.
• 0:17
  I'm
• 0:17
  one
• 0:17
  of
• 0:17
  your
• 0:17
  co
• 0:18
  hosts
• 0:18
  for
• 0:18
  today's
• 0:18
  interview,
• 0:19
  Chris
• 0:19
  Walton.
• 0:20
  And
• 0:20
  I'm
• 0:20
  Anne
• 0:20
  Mazenga.
• 0:21
  And
• 0:22
  today
• 0:22
  we
• 0:22
  are
• 0:22
  bringing
• 0:22
  you
• 0:23
  back
• 0:23
  two
• 0:23
  guests
• 0:24
  from
• 0:24
  two
• 0:24
  different
• 0:25
  companies,
• 0:25
  each
• 0:26
  of
• 0:26
  whom
• 0:26
  we
• 0:26
  have
• 0:27
  interviewed
• 0:27
  on
• 0:27
  separate
• 0:28
  occasions
• 0:28
  previously.
• 0:29
  And
• 0:29
  they're
• 0:30
  going
• 0:30
  to
• 0:30
  help
• 0:30
  us
• 0:30
  dig
• 0:30
  into
• 0:31
  the
• 0:31
  topic
• 0:31
  of
• 0:32
  micro
• 0:32
  fulfillment.
• 0:33
  Is
• 0:33
  micro
• 0:34
  fulfillment
• 0:34
  a
• 0:34
  dead
• 0:34
  concept
• 0:35
  or
• 0:35
  is
• 0:35
  it
• 0:36
  a
• 0:36
  concept
• 0:36
  that
• 0:36
  still
• 0:36
  has
• 0:37
  legs?
• 0:38
  Will
• 0:38
  the
• 0:38
  jury
• 0:38
  still
• 0:39
  be
• 0:39
  out?
• 0:39
  At
• 0:39
  the
• 0:39
  end
• 0:39
  of
• 0:39
  this
• 0:40
  conversation,
• 0:41
  we
• 0:41
  will
• 0:41
  let
• 0:41
  you,
• 0:41
  our
• 0:42
  loyal
• 0:42
  omnitok
• 0:43
  listeners,
• 0:43
  be
• 0:43
  the
• 0:44
  judge.
• 0:44
  So
• 0:44
  to
• 0:44
  help
• 0:44
  us
• 0:45
  answer
• 0:45
  that
• 0:45
  question.
• 0:46
  Yeah,
• 0:46
  I
• 0:46
  know,
• 0:46
  right
• 0:47
  answer.
• 0:47
  So
• 0:47
  ominous,
• 0:48
  Chris.
• 0:49
  I
• 0:49
  know,
• 0:49
  right?
• 0:50
  Tease
• 0:50
  it
• 0:50
  a
• 0:50
  little
• 0:50
  bit
• 0:51
  differently
• 0:51
  this
• 0:51
  time.
• 0:52
  So
• 0:52
  to
• 0:52
  help
• 0:52
  us
• 0:52
  answer
• 0:53
  that
• 0:53
  question,
• 0:53
  it
• 0:54
  is
• 0:54
  with
• 0:54
  great
• 0:54
  pleasure
• 0:55
  that
• 0:55
  we
• 0:55
  introduce
• 0:55
  Today's
• 0:56
  guest,
• 0:56
  the
• 0:57
  CEO
• 0:57
  of
• 0:57
  Transcend
• 0:59
  Retail
• 0:59
  Solutions,
• 1:00
  Dr.
• 1:00
  Oliver
• 1:00
  Fot
• 1:01
  and
• 1:01
  Dematics
• 1:02
  Market
• 1:02
  Development
• 1:03
  director
• 1:04
  Danielle
• 1:04
  Dakin.
• 1:05
  Welcome
• 1:06
  both
• 1:06
  of
• 1:06
  you
• 1:07
  to
• 1:07
  Omni
• 1:07
  Talk.
• 1:07
  It's
• 1:08
  great
• 1:08
  to
• 1:08
  have
• 1:08
  you.
• 1:10
  Thank
• 1:10
  you
• 1:11
  very
• 1:11
  much.
• 1:11
  Thanks
• 1:11
  for
• 1:11
  having
• 1:12
  me
• 1:12
  back
• 1:13
  and
• 1:13
  likewise.
• 1:14
  Thanks
• 1:14
  for
• 1:14
  inviting
• 1:14
  me
• 1:15
  back
• 1:15
  too.
• 1:17
  We're
• 1:17
  so
• 1:18
  excited
• 1:18
  to
• 1:18
  have
• 1:18
  you
• 1:19
  both.
• 1:19
  Thank
• 1:19
  you
• 1:19
  so
• 1:19
  much
• 1:20
  for
• 1:20
  making
• 1:20
  the
• 1:20
  time.
• 1:22
  I
• 1:22
  love
• 1:22
  just
• 1:23
  for
• 1:23
  people
• 1:23
  who
• 1:23
  are
• 1:24
  catching
• 1:24
  this
• 1:25
  interview
• 1:25
  with
• 1:25
  each
• 1:26
  of
• 1:26
  you
• 1:26
  for
• 1:26
  the
• 1:26
  first
• 1:26
  time,
• 1:27
  maybe
• 1:27
  let's
• 1:27
  just
• 1:27
  start
• 1:28
  with
• 1:28
  each
• 1:28
  of
• 1:28
  your
• 1:28
  backgrounds
• 1:29
  and
• 1:29
  your
• 1:30
  a
• 1:30
  little
• 1:30
  bit
• 1:30
  about
• 1:31
  each
• 1:31
  of
• 1:31
  your
• 1:31
  companies.
• 1:32
  And
• 1:32
  Oliver,
• 1:33
  I'll
• 1:33
  start
• 1:33
  with
• 1:34
  you
• 1:34
  and
• 1:34
  specifically
• 1:35
  go
• 1:35
  into
• 1:36
  what
• 1:36
  Transcend
• 1:37
  Retail
• 1:37
  Solutions
• 1:38
  is,
• 1:38
  if
• 1:38
  you
• 1:38
  don't
• 1:38
  mind.
• 1:39
  Oh
• 1:40
  absolutely.
• 1:41
  So
• 1:42
  look,
• 1:42
  I've
• 1:43
  been
• 1:43
  with
• 1:44
  Tesco
• 1:45
  for
• 1:45
  the
• 1:45
  last
• 1:45
  nine
• 1:46
  odd
• 1:46
  years
• 1:47
  and
• 1:47
  previously
• 1:48
  have
• 1:48
  been
• 1:48
  similar
• 1:49
  lengths
• 1:49
  of
• 1:49
  time
• 1:49
  with
• 1:50
  Amazon
• 1:51
  by
• 1:51
  trade.
• 1:52
  I'm
• 1:52
  a
• 1:52
  statistician,
• 1:53
  something,
• 1:54
  you
• 1:54
  know,
• 1:54
  which
• 1:54
  you
• 1:55
  sometimes
• 1:55
  try
• 1:55
  to
• 1:55
  hide.
• 1:56
  But
• 1:57
  I
• 1:57
  fall
• 1:57
  in
• 1:58
  love
• 1:58
  with
• 1:58
  retail
• 2:00
  a
• 2:00
  long,
• 2:00
  long
• 2:00
  time
• 2:00
  ago.
• 2:01
  Right.
• 2:02
  And
• 2:02
  it's
• 2:03
  always
• 2:03
  kind
• 2:03
  of
• 2:03
  retailer
• 2:04
  at
• 2:05
  heart.
• 2:05
  Now
• 2:07
  in
• 2:07
  my
• 2:07
  latest
• 2:08
  role
• 2:08
  now
• 2:08
  I
• 2:09
  run
• 2:09
  Transcend
• 2:10
  Retail
• 2:10
  Solutions.
• 2:11
  We
• 2:11
  are
• 2:11
  a
• 2:12
  company
• 2:12
  fully
• 2:13
  owned
• 2:13
  by
• 2:13
  by
• 2:13
  Tesco
• 2:14
  in
• 2:14
  the
• 2:14
  uk.
• 2:16
  We
• 2:17
  have
• 2:18
  the
• 2:18
  mission
• 2:18
  to
• 2:19
  bring
• 2:19
  the
• 2:19
  tried
• 2:20
  and
• 2:20
  tested
• 2:20
  solutions
• 2:21
  which
• 2:21
  Tesco
• 2:22
  has
• 2:22
  developed
• 2:22
  over
• 2:23
  the
• 2:23
  many,
• 2:23
  many
• 2:23
  years
• 2:25
  to
• 2:26
  the
• 2:26
  rest
• 2:26
  of
• 2:26
  the
• 2:26
  world.
• 2:27
  And
• 2:27
  we
• 2:27
  do
• 2:27
  so
• 2:27
  in,
• 2:28
  in
• 2:28
  retail
• 2:29
  e
• 2:29
  commerce
• 2:30
  particularly
• 2:32
  where
• 2:32
  we've
• 2:32
  got
• 2:33
  a
• 2:33
  bit
• 2:33
  of,
• 2:33
  you
• 2:33
  know,
• 2:34
  a
• 2:34
  history.
• 2:35
  Tesco.com
• 2:35
  launched
• 2:36
  in
• 2:36
  2000
• 2:37
  and
• 2:37
  our
• 2:37
  claim
• 2:37
  to
• 2:37
  fame
• 2:38
  still
• 2:38
  is
• 2:38
  that
• 2:39
  in
• 2:39
  1984
• 2:40
  we
• 2:41
  taken
• 2:41
  the
• 2:42
  first
• 2:42
  online
• 2:43
  grocery
• 2:43
  order
• 2:44
  through
• 2:44
  a
• 2:44
  dial
• 2:45
  up
• 2:45
  box
• 2:45
  and
• 2:45
  through
• 2:46
  a
• 2:46
  television.
• 2:47
  And
• 2:48
  ever
• 2:48
  since
• 2:48
  it's
• 2:48
  done
• 2:49
  probably
• 2:49
  as
• 2:49
  many
• 2:49
  mistakes
• 2:50
  as
• 2:50
  one
• 2:50
  can
• 2:51
  and
• 2:51
  we
• 2:52
  want
• 2:52
  to
• 2:52
  just
• 2:52
  make
• 2:52
  sure
• 2:53
  no
• 2:53
  one
• 2:53
  else
• 2:53
  has
• 2:53
  to
• 2:53
  go
• 2:53
  through
• 2:54
  the
• 2:54
  same
• 2:54
  pain
• 2:55
  and
• 2:55
  want
• 2:55
  to
• 2:55
  share
• 2:56
  what
• 2:56
  we've
• 2:56
  learned
• 2:57
  during
• 2:57
  the
• 2:57
  time
• 2:57
  with,
• 2:57
  with
• 2:58
  others.
• 2:58
  That
• 2:58
  was
• 2:58
  pretty
• 2:59
  new
• 2:59
  thing
• 2:59
  kind
• 2:59
  of
• 2:59
  creating
• 3:00
  a
• 3:00
  company
• 3:00
  outside
• 3:01
  of
• 3:01
  a
• 3:01
  retailer.
• 3:02
  Right.
• 3:02
  I
• 3:02
  mean,
• 3:03
  tell
• 3:03
  us
• 3:03
  a
• 3:03
  little
• 3:03
  bit
• 3:04
  about
• 3:04
  that
• 3:04
  origin.
• 3:05
  You
• 3:05
  know,
• 3:05
  Tesco,
• 3:05
  As
• 3:06
  I
• 3:06
  said,
• 3:06
  Tesco.com
• 3:07
  started
• 3:07
  in
• 3:07
  2000
• 3:08
  and
• 3:08
  has
• 3:09
  been
• 3:09
  growing
• 3:09
  ever
• 3:09
  since.
• 3:10
  And
• 3:10
  UK
• 3:10
  is
• 3:11
  very
• 3:11
  much
• 3:11
  in
• 3:12
  the
• 3:12
  space
• 3:13
  of
• 3:14
  online
• 3:14
  shopping
• 3:15
  is
• 3:15
  just
• 3:15
  something
• 3:15
  which
• 3:16
  is
• 3:17
  deeply
• 3:17
  ingrained
• 3:18
  in
• 3:18
  the
• 3:18
  British
• 3:18
  culture.
• 3:19
  And
• 3:20
  so
• 3:20
  the
• 3:21
  online
• 3:22
  part
• 3:22
  of
• 3:22
  Tesco
• 3:23
  has
• 3:23
  been
• 3:23
  growing
• 3:23
  for,
• 3:23
  for
• 3:24
  many,
• 3:24
  many
• 3:24
  years.
• 3:24
  And
• 3:24
  it
• 3:25
  kind
• 3:25
  of
• 3:25
  makes
• 3:25
  sense
• 3:26
  to,
• 3:26
  to
• 3:27
  bring
• 3:27
  this
• 3:27
  out
• 3:28
  of
• 3:28
  a,
• 3:29
  you
• 3:29
  know,
• 3:29
  of
• 3:29
  an
• 3:29
  over
• 3:30
  100
• 3:30
  year
• 3:30
  old
• 3:30
  retailer
• 3:31
  as
• 3:32
  a
• 3:32
  new
• 3:32
  idea
• 3:33
  to
• 3:33
  provide
• 3:34
  these
• 3:34
  kind
• 3:34
  of
• 3:34
  services.
• 3:35
  So
• 3:35
  it
• 3:35
  is
• 3:35
  something
• 3:36
  we
• 3:36
  only
• 3:36
  done
• 3:37
  very,
• 3:37
  very
• 3:37
  recent
• 3:39
  because
• 3:39
  we
• 3:39
  just
• 3:40
  want
• 3:40
  to
• 3:40
  make
• 3:40
  sure
• 3:40
  we've
• 3:41
  done
• 3:41
  all
• 3:41
  the
• 3:41
  learnings.
• 3:41
  We
• 3:42
  came
• 3:42
  out
• 3:42
  of
• 3:42
  COVID
• 3:42
  and
• 3:43
  thought
• 3:43
  now
• 3:44
  is
• 3:44
  probably
• 3:44
  a
• 3:44
  good
• 3:44
  time
• 3:45
  to
• 3:45
  do
• 3:45
  this.
• 3:46
  Yeah.
• 3:46
  Right.
• 3:47
  Okay.
• 3:48
  Well
• 3:48
  Danielle,
• 3:48
  let's
• 3:48
  go
• 3:49
  to
• 3:49
  you.
• 3:49
  Tell
• 3:49
  us
• 3:49
  a
• 3:50
  little
• 3:50
  bit
• 3:50
  about
• 3:51
  Domatic
• 3:52
  and
• 3:52
  how
• 3:52
  you
• 3:53
  kind
• 3:53
  of
• 3:53
  fit
• 3:53
  in
• 3:54
  here
• 3:54
  in
• 3:54
  this
• 3:54
  whole
• 3:55
  mix.
• 3:55
  Dematic,
• 3:56
  which
• 3:56
  is
• 3:57
  a
• 3:57
  global
• 3:58
  organization
• 3:58
  that
• 3:59
  designs,
• 4:00
  integrates,
• 4:00
  but
• 4:01
  also
• 4:01
  supports
• 4:02
  automated
• 4:03
  solutions
• 4:03
  across
• 4:04
  the,
• 4:04
  the
• 4:04
  supply
• 4:05
  chain
• 4:05
  spectrum.
• 4:06
  And
• 4:07
  we
• 4:07
  work
• 4:08
  across
• 4:08
  many
• 4:08
  different
• 4:09
  industries
• 4:09
  and
• 4:10
  Grocery
• 4:10
  is
• 4:10
  just
• 4:10
  one
• 4:10
  of
• 4:11
  those.
• 4:12
  You
• 4:12
  know,
• 4:12
  we
• 4:12
  work
• 4:13
  with
• 4:13
  the
• 4:13
  wider
• 4:14
  retail
• 4:14
  markets,
• 4:15
  industries
• 4:16
  like
• 4:16
  food
• 4:16
  and
• 4:16
  beverage,
• 4:17
  third
• 4:18
  party
• 4:18
  spare
• 4:19
  parts,
• 4:19
  and
• 4:19
  that's
• 4:19
  just
• 4:20
  to
• 4:20
  name
• 4:20
  a
• 4:20
  few.
• 4:21
  Really?
• 4:21
  Yeah,
• 4:22
  yeah.
• 4:23
  I
• 4:24
  actually
• 4:24
  came
• 4:25
  to
• 4:26
  Dematic
• 4:26
  from
• 4:27
  being
• 4:27
  a
• 4:27
  customer
• 4:28
  with
• 4:28
  a
• 4:28
  3
• 4:28
  PL,
• 4:29
  Kuda
• 4:29
  and
• 4:29
  Nagel,
• 4:30
  and
• 4:31
  I
• 4:31
  was
• 4:31
  actually
• 4:31
  responsible
• 4:32
  there
• 4:32
  for
• 4:33
  integrating
• 4:34
  technology
• 4:35
  to
• 4:35
  drive
• 4:35
  improvements.
• 4:37
  So
• 4:37
  it
• 4:37
  was
• 4:37
  a
• 4:37
  real
• 4:37
  natural
• 4:40
  step
• 4:40
  in
• 4:40
  my
• 4:40
  career
• 4:41
  to
• 4:41
  come
• 4:41
  to
• 4:41
  Domatic
• 4:42
  as
• 4:42
  well.
• 4:43
  But
• 4:43
  the
• 4:44
  interesting
• 4:44
  thing
• 4:44
  is
• 4:45
  that
• 4:45
  it's
• 4:45
  given
• 4:45
  me
• 4:46
  such
• 4:46
  an
• 4:46
  appreciation
• 4:47
  for
• 4:48
  many
• 4:48
  of
• 4:48
  the
• 4:49
  challenges
• 4:49
  that
• 4:49
  our
• 4:49
  customers
• 4:50
  face,
• 4:51
  but
• 4:51
  also,
• 4:51
  you
• 4:52
  know,
• 4:52
  insight
• 4:52
  into
• 4:53
  opportunities
• 4:54
  for
• 4:54
  ways
• 4:54
  of
• 4:54
  doing
• 4:54
  things
• 4:55
  better.
• 4:56
  So
• 4:57
  that
• 4:57
  really
• 4:57
  gels
• 4:58
  so
• 4:58
  well
• 4:58
  into
• 4:59
  the
• 4:59
  role
• 4:59
  that
• 4:59
  I
• 4:59
  do
• 5:00
  today
• 5:00
  at
• 5:00
  Dematic,
• 5:01
  which
• 5:02
  is
• 5:02
  Market
• 5:02
  Development
• 5:03
  Director.
• 5:04
  It
• 5:05
  does
• 5:05
  sound
• 5:05
  like
• 5:05
  a
• 5:05
  big
• 5:06
  title.
• 5:06
  But
• 5:06
  what
• 5:06
  it
• 5:07
  is
• 5:07
  really
• 5:07
  in
• 5:08
  a
• 5:08
  nutshell
• 5:08
  is
• 5:09
  about
• 5:09
  staying
• 5:10
  on
• 5:10
  top
• 5:10
  of
• 5:10
  those
• 5:11
  markets
• 5:11
  that
• 5:11
  I
• 5:12
  talked
• 5:12
  about
• 5:12
  earlier.
• 5:13
  And
• 5:13
  I
• 5:13
  specialize
• 5:14
  in,
• 5:14
  well,
• 5:15
  grocery,
• 5:15
  which
• 5:16
  absolutely
• 5:16
  makes
• 5:16
  sense,
• 5:17
  3
• 5:18
  PL
• 5:18
  and
• 5:18
  retail.
• 5:19
  And
• 5:20
  it
• 5:20
  really
• 5:20
  is
• 5:20
  about
• 5:21
  knowing
• 5:21
  what
• 5:22
  our
• 5:22
  customers
• 5:23
  want
• 5:23
  in
• 5:23
  those
• 5:23
  markets
• 5:24
  that
• 5:24
  we
• 5:24
  can
• 5:25
  help
• 5:25
  them
• 5:25
  as
• 5:25
  best
• 5:25
  we
• 5:25
  can.
• 5:26
  So
• 5:26
  let's
• 5:27
  get
• 5:27
  to
• 5:27
  the
• 5:27
  topic
• 5:27
  at
• 5:27
  hand
• 5:28
  here
• 5:28
  then.
• 5:28
  MFCs.
• 5:29
  You
• 5:29
  know,
• 5:29
  so
• 5:29
  essentially,
• 5:30
  Oliver,
• 5:30
  what
• 5:30
  I
• 5:31
  take
• 5:31
  from
• 5:31
  you
• 5:31
  is
• 5:31
  Transcend.
• 5:32
  Transcend
• 5:33
  is
• 5:33
  basically
• 5:33
  Tesco's
• 5:34
  play
• 5:34
  to
• 5:34
  take
• 5:34
  what
• 5:35
  they
• 5:35
  know
• 5:35
  about
• 5:35
  running
• 5:36
  an
• 5:36
  MFC
• 5:36
  and
• 5:37
  take
• 5:37
  it
• 5:37
  to
• 5:37
  the
• 5:37
  marketplace.
• 5:38
  Right.
• 5:38
  So,
• 5:39
  you
• 5:39
  know,
• 5:40
  the
• 5:40
  concept
• 5:40
  Overall,
• 5:41
  the
• 5:41
  mfc,
• 5:42
  the
• 5:42
  micro
• 5:42
  fulfillment
• 5:43
  center,
• 5:43
  it's
• 5:44
  had
• 5:44
  many
• 5:44
  starts
• 5:45
  and
• 5:45
  stops
• 5:45
  over
• 5:45
  the
• 5:46
  past
• 5:46
  like
• 5:46
  literal
• 5:47
  decade.
• 5:47
  Now
• 5:48
  at
• 5:48
  this
• 5:48
  point,
• 5:48
  I
• 5:48
  think
• 5:48
  Ann
• 5:48
  and
• 5:49
  I've
• 5:49
  been
• 5:49
  doing
• 5:49
  this
• 5:49
  for
• 5:49
  eight
• 5:49
  years
• 5:50
  and
• 5:50
  we've
• 5:50
  been
• 5:50
  talking
• 5:50
  about
• 5:50
  it
• 5:51
  since
• 5:51
  that
• 5:51
  time.
• 5:51
  And
• 5:52
  even
• 5:52
  our
• 5:52
  very
• 5:52
  first
• 5:53
  sponsor
• 5:53
  of
• 5:53
  the
• 5:53
  show,
• 5:54
  Takeoff,
• 5:55
  they
• 5:56
  shut
• 5:56
  down
• 5:56
  shop
• 5:56
  recently.
• 5:57
  Like
• 5:57
  they
• 5:57
  basically
• 5:57
  closed
• 5:58
  up.
• 5:58
  They're
• 5:58
  like,
• 5:58
  you
• 5:58
  know,
• 5:59
  we're
• 5:59
  not
• 5:59
  going
• 5:59
  to
• 5:59
  be
• 5:59
  able
• 5:59
  to
• 5:59
  make
• 6:00
  this
• 6:00
  work.
• 6:00
  So.
• 6:00
  So
• 6:01
  Danielle,
• 6:01
  how
• 6:02
  do
• 6:02
  you
• 6:02
  separate
• 6:03
  fact
• 6:03
  from
• 6:03
  fiction
• 6:05
  for
• 6:05
  us
• 6:05
  around
• 6:06
  MFCs
• 6:06
  in
• 6:06
  the
• 6:07
  current
• 6:07
  state
• 6:07
  of
• 6:07
  the
• 6:07
  market?
• 6:08
  Yeah,
• 6:09
  okay,
• 6:09
  so
• 6:10
  I
• 6:10
  guess
• 6:10
  firstly
• 6:11
  for
• 6:11
  anyone
• 6:11
  listening
• 6:12
  that
• 6:12
  doesn't
• 6:12
  know
• 6:12
  what
• 6:12
  micro
• 6:13
  fulfillment
• 6:14
  is.
• 6:14
  Yeah,
• 6:14
  good
• 6:15
  point.
• 6:15
  Is
• 6:15
  basically
• 6:16
  a
• 6:16
  small
• 6:16
  warehouse
• 6:17
  that
• 6:17
  can
• 6:17
  be
• 6:18
  in
• 6:18
  the
• 6:18
  back
• 6:19
  of
• 6:19
  a
• 6:19
  store,
• 6:19
  below
• 6:20
  it,
• 6:20
  above
• 6:20
  it,
• 6:21
  or
• 6:21
  even
• 6:21
  somewhere
• 6:22
  close
• 6:22
  by.
• 6:22
  So
• 6:23
  just
• 6:23
  so
• 6:23
  that
• 6:23
  people
• 6:24
  are
• 6:24
  aware,
• 6:26
  separating
• 6:27
  fact
• 6:27
  from
• 6:28
  fiction.
• 6:28
  Well,
• 6:28
  you
• 6:29
  know,
• 6:29
  there
• 6:29
  is
• 6:29
  no
• 6:29
  getting
• 6:30
  away
• 6:30
  from
• 6:30
  the
• 6:30
  fact
• 6:30
  that,
• 6:31
  you
• 6:31
  know,
• 6:31
  there
• 6:31
  have
• 6:32
  been
• 6:32
  some
• 6:32
  failures
• 6:32
  in
• 6:32
  the
• 6:32
  market,
• 6:34
  but
• 6:34
  there
• 6:34
  have
• 6:34
  also
• 6:35
  been
• 6:35
  some
• 6:35
  successes.
• 6:36
  And
• 6:36
  Tesco
• 6:37
  is
• 6:38
  a
• 6:38
  real
• 6:38
  prime
• 6:38
  example
• 6:39
  of
• 6:40
  that
• 6:40
  success.
• 6:41
  Now,
• 6:42
  part
• 6:42
  of
• 6:43
  the
• 6:43
  reason
• 6:43
  for
• 6:44
  the
• 6:44
  success,
• 6:44
  and
• 6:44
  I'm
• 6:45
  sure
• 6:45
  that
• 6:45
  Oliver
• 6:45
  will
• 6:46
  go
• 6:46
  into
• 6:46
  more
• 6:46
  detail
• 6:47
  about
• 6:47
  this
• 6:48
  is
• 6:48
  that,
• 6:49
  well,
• 6:49
  firstly,
• 6:50
  you
• 6:50
  know,
• 6:50
  the
• 6:51
  order
• 6:51
  volume
• 6:52
  was
• 6:52
  there
• 6:53
  and
• 6:53
  secondly,
• 6:54
  you
• 6:55
  know,
• 6:55
  there
• 6:55
  was
• 6:55
  a
• 6:55
  focus
• 6:56
  on
• 6:56
  making
• 6:57
  processes
• 6:57
  more
• 6:58
  efficient
• 6:58
  to
• 6:58
  be
• 6:59
  more
• 6:59
  profitable.
• 7:00
  Now,
• 7:01
  from
• 7:01
  an
• 7:01
  E
• 7:01
  Groceries
• 7:02
  market
• 7:03
  perspective,
• 7:04
  market
• 7:04
  share
• 7:05
  is
• 7:05
  actually
• 7:05
  growing.
• 7:07
  If
• 7:07
  we
• 7:07
  go
• 7:07
  back,
• 7:08
  let's
• 7:08
  say,
• 7:08
  to
• 7:08
  Covid
• 7:09
  times,
• 7:09
  you
• 7:09
  know,
• 7:10
  when
• 7:10
  we
• 7:10
  saw
• 7:10
  a
• 7:11
  real
• 7:11
  spike
• 7:11
  in
• 7:11
  volumes
• 7:12
  and
• 7:12
  people
• 7:12
  got
• 7:13
  really
• 7:13
  interested
• 7:14
  in
• 7:14
  micro
• 7:14
  fulfillment
• 7:15
  because
• 7:15
  of
• 7:16
  those
• 7:16
  volume
• 7:16
  spikes
• 7:17
  and
• 7:17
  we
• 7:18
  saw
• 7:18
  something
• 7:18
  incredible
• 7:19
  like
• 7:20
  5
• 7:20
  years
• 7:21
  growth
• 7:21
  in
• 7:22
  a
• 7:22
  real
• 7:22
  short
• 7:23
  period
• 7:23
  of
• 7:23
  time.
• 7:24
  Okay.
• 7:25
  Now
• 7:26
  since
• 7:26
  then,
• 7:27
  you
• 7:28
  know,
• 7:28
  the
• 7:28
  volume
• 7:29
  within
• 7:29
  that
• 7:29
  market
• 7:30
  has
• 7:30
  really
• 7:30
  normalized
• 7:31
  over
• 7:31
  the
• 7:32
  past
• 7:32
  few
• 7:32
  years.
• 7:33
  And
• 7:33
  to
• 7:34
  give
• 7:34
  you
• 7:34
  just
• 7:34
  a
• 7:34
  little
• 7:34
  bit
• 7:34
  of
• 7:35
  context,
• 7:36
  the
• 7:37
  Institute
• 7:38
  of
• 7:38
  Grocery
• 7:38
  Distribution
• 7:39
  is
• 7:39
  actually
• 7:39
  projecting
• 7:41
  market
• 7:41
  growth
• 7:42
  of
• 7:42
  about
• 7:42
  3.8%
• 7:43
  in
• 7:43
  North
• 7:44
  America
• 7:44
  to
• 7:45
  2029,
• 7:46
  the
• 7:46
  online
• 7:47
  channel.
• 7:48
  Now,
• 7:48
  the
• 7:49
  lion
• 7:49
  share
• 7:49
  of
• 7:50
  that
• 7:50
  growth
• 7:50
  is
• 7:50
  going
• 7:50
  to
• 7:51
  be
• 7:51
  kind
• 7:51
  of
• 7:51
  between
• 7:52
  E
• 7:52
  Grocery,
• 7:53
  but
• 7:53
  also
• 7:54
  the
• 7:54
  discounters
• 7:54
  in
• 7:55
  that
• 7:55
  market.
• 7:56
  So
• 7:57
  it's
• 7:57
  going
• 7:57
  to
• 7:57
  be
• 7:57
  really
• 7:58
  important
• 7:58
  for
• 7:58
  grocers
• 7:59
  that
• 8:00
  are
• 8:00
  competing
• 8:01
  in
• 8:01
  that
• 8:01
  space,
• 8:02
  you
• 8:02
  know,
• 8:02
  to
• 8:02
  win
• 8:03
  market
• 8:03
  share
• 8:04
  from
• 8:04
  discounters,
• 8:04
  let's
• 8:05
  say.
• 8:05
  And
• 8:06
  so
• 8:07
  making
• 8:07
  that
• 8:07
  online
• 8:08
  process
• 8:09
  efficient
• 8:09
  and
• 8:10
  profitable
• 8:10
  should
• 8:11
  really
• 8:11
  be
• 8:11
  the
• 8:11
  strategic
• 8:12
  focus
• 8:13
  going
• 8:13
  forward.
• 8:15
  So
• 8:15
  Danielle,
• 8:16
  let
• 8:16
  me
• 8:16
  ask
• 8:16
  you
• 8:16
  a
• 8:16
  question
• 8:16
  on
• 8:17
  that.
• 8:19
  So
• 8:19
  if
• 8:19
  I
• 8:19
  read
• 8:20
  into
• 8:20
  what
• 8:20
  you
• 8:20
  said
• 8:20
  is
• 8:20
  the
• 8:20
  reason
• 8:21
  we're
• 8:21
  seeing
• 8:21
  the
• 8:21
  starts
• 8:21
  and
• 8:21
  the
• 8:22
  stops,
• 8:22
  the
• 8:22
  fact
• 8:22
  that
• 8:23
  maybe
• 8:23
  people
• 8:23
  got
• 8:23
  a
• 8:23
  little
• 8:23
  bit
• 8:23
  ahead
• 8:24
  of
• 8:24
  themselves
• 8:24
  seeing
• 8:25
  the
• 8:25
  growth
• 8:25
  in
• 8:26
  online
• 8:26
  during
• 8:27
  the
• 8:27
  pandemic
• 8:27
  and
• 8:27
  then
• 8:28
  as
• 8:28
  things
• 8:28
  have
• 8:28
  pulled
• 8:29
  back
• 8:29
  or
• 8:29
  kind
• 8:29
  of
• 8:30
  Normalized
• 8:30
  to
• 8:30
  new
• 8:31
  levels.
• 8:31
  They've
• 8:32
  said,
• 8:32
  oh
• 8:32
  man,
• 8:32
  maybe
• 8:33
  we
• 8:33
  went
• 8:33
  too
• 8:33
  fast
• 8:33
  on
• 8:33
  this
• 8:34
  or
• 8:34
  maybe
• 8:34
  we
• 8:35
  didn't
• 8:35
  understand
• 8:35
  our
• 8:35
  volume
• 8:36
  base.
• 8:36
  And
• 8:36
  now
• 8:37
  we
• 8:37
  do.
• 8:37
  And
• 8:37
  so
• 8:37
  now
• 8:38
  we
• 8:38
  can
• 8:38
  take
• 8:38
  another
• 8:38
  look
• 8:39
  at
• 8:39
  a
• 8:39
  micro
• 8:40
  fulfillment
• 8:40
  idea.
• 8:42
  It's
• 8:42
  actually
• 8:42
  a
• 8:42
  bit
• 8:43
  of
• 8:43
  a
• 8:43
  mix.
• 8:43
  So
• 8:43
  yeah,
• 8:44
  volume
• 8:44
  has
• 8:44
  definitely
• 8:45
  been
• 8:45
  the
• 8:46
  driver,
• 8:46
  but
• 8:46
  there's
• 8:47
  also
• 8:47
  the
• 8:47
  customer
• 8:47
  behavior
• 8:48
  side
• 8:48
  of
• 8:48
  things.
• 8:49
  So
• 8:50
  when
• 8:50
  the
• 8:50
  volume
• 8:50
  surged
• 8:51
  and
• 8:51
  there
• 8:51
  was
• 8:51
  a
• 8:51
  lot
• 8:51
  of
• 8:52
  online
• 8:53
  shopping
• 8:53
  going
• 8:53
  on,
• 8:54
  grocers
• 8:55
  needed
• 8:55
  to
• 8:55
  deal
• 8:55
  with
• 8:55
  that
• 8:56
  somehow
• 8:56
  and
• 8:56
  win
• 8:57
  that
• 8:57
  market
• 8:57
  share
• 8:57
  as
• 8:58
  well.
• 8:59
  But
• 8:59
  also
• 9:00
  equally,
• 9:00
  over
• 9:00
  the
• 9:01
  past
• 9:01
  few
• 9:01
  years,
• 9:02
  customers
• 9:02
  have
• 9:02
  been
• 9:03
  deciding
• 9:03
  how
• 9:04
  they
• 9:04
  want
• 9:04
  to
• 9:04
  shop
• 9:05
  and
• 9:05
  across
• 9:05
  which
• 9:05
  channels.
• 9:06
  So
• 9:06
  for
• 9:07
  example,
• 9:07
  I
• 9:08
  am
• 9:08
  probably
• 9:09
  a
• 9:09
  grocer's
• 9:09
  nightmare
• 9:10
  as
• 9:10
  a
• 9:10
  customer
• 9:11
  because
• 9:11
  I
• 9:11
  shop
• 9:12
  across
• 9:12
  all
• 9:13
  the
• 9:13
  channels.
• 9:13
  So
• 9:13
  I
• 9:14
  shop
• 9:14
  online,
• 9:15
  I
• 9:15
  go
• 9:15
  in
• 9:15
  store,
• 9:16
  but
• 9:16
  I'll
• 9:16
  also
• 9:16
  shop
• 9:17
  at
• 9:17
  a
• 9:17
  convenience
• 9:18
  and
• 9:18
  at
• 9:18
  a
• 9:19
  discounters.
• 9:20
  Okay.
• 9:21
  Right.
• 9:21
  To
• 9:21
  be
• 9:21
  profitable
• 9:22
  in
• 9:22
  grocery,
• 9:23
  you've
• 9:24
  got
• 9:24
  to
• 9:24
  keep
• 9:24
  hold
• 9:24
  of
• 9:24
  that
• 9:25
  customer
• 9:25
  across
• 9:26
  every
• 9:26
  channel
• 9:27
  that
• 9:27
  they're
• 9:27
  shopping
• 9:27
  in
• 9:28
  so
• 9:28
  that
• 9:29
  you
• 9:29
  keep
• 9:30
  them
• 9:30
  profitable
• 9:30
  within
• 9:31
  your,
• 9:32
  your
• 9:32
  brand,
• 9:33
  if
• 9:33
  that
• 9:34
  makes
• 9:34
  sense.
• 9:34
  Yeah.
• 9:35
  So
• 9:35
  over
• 9:36
  the
• 9:36
  past
• 9:36
  few
• 9:36
  years,
• 9:37
  if
• 9:37
  people
• 9:37
  have
• 9:37
  been
• 9:37
  trying
• 9:38
  online
• 9:39
  across
• 9:39
  different
• 9:39
  grocers,
• 9:40
  they've
• 9:40
  been
• 9:41
  going
• 9:41
  back
• 9:41
  to
• 9:41
  store
• 9:42
  and
• 9:42
  that's
• 9:42
  what
• 9:43
  settled
• 9:43
  is.
• 9:44
  Their
• 9:44
  behavior
• 9:45
  has
• 9:45
  settled
• 9:46
  the
• 9:46
  volumes.
• 9:48
  So
• 9:49
  I
• 9:50
  mean,
• 9:50
  Oliver,
• 9:50
  I
• 9:50
  want
• 9:50
  to
• 9:50
  go
• 9:51
  to
• 9:51
  you
• 9:51
  next.
• 9:51
  I
• 9:51
  mean,
• 9:51
  Danielle
• 9:52
  did
• 9:52
  a
• 9:52
  really
• 9:52
  good
• 9:52
  job
• 9:53
  there
• 9:53
  of
• 9:53
  just
• 9:53
  kind
• 9:53
  of
• 9:54
  giving,
• 9:54
  setting
• 9:55
  the
• 9:55
  table
• 9:55
  of
• 9:55
  like,
• 9:56
  you
• 9:56
  know,
• 9:56
  how
• 9:56
  the,
• 9:57
  how
• 9:58
  grocers
• 9:59
  have
• 9:59
  had
• 9:59
  to
• 9:59
  be
• 9:59
  more
• 10:00
  adaptable
• 10:01
  given
• 10:02
  kind
• 10:02
  of
• 10:02
  the
• 10:02
  changing
• 10:03
  consumer
• 10:04
  demands
• 10:04
  when
• 10:04
  it
• 10:04
  comes
• 10:05
  to
• 10:05
  E
• 10:05
  grocery.
• 10:05
  But
• 10:07
  I'm
• 10:07
  looking
• 10:07
  specifically
• 10:08
  from,
• 10:08
  from
• 10:09
  your
• 10:09
  point
• 10:09
  of
• 10:09
  view,
• 10:09
  from
• 10:09
  Tesco
• 10:10
  and
• 10:10
  Transcend,
• 10:11
  and
• 10:11
  given
• 10:12
  the
• 10:12
  current
• 10:12
  state
• 10:12
  of
• 10:13
  kind
• 10:13
  of
• 10:13
  the
• 10:13
  E
• 10:13
  grocery
• 10:14
  market,
• 10:14
  what,
• 10:15
  what
• 10:15
  then
• 10:15
  has
• 10:15
  to
• 10:16
  be
• 10:16
  true
• 10:16
  inside
• 10:17
  of
• 10:17
  a
• 10:17
  retailer
• 10:18
  for
• 10:18
  micro
• 10:19
  fulfillment
• 10:19
  to
• 10:20
  work?
• 10:22
  As
• 10:23
  Daniel
• 10:24
  already
• 10:24
  said,
• 10:25
  first
• 10:26
  and
• 10:26
  foremost,
• 10:26
  volume
• 10:27
  comes
• 10:27
  to
• 10:27
  mind.
• 10:28
  Right.
• 10:28
  You're
• 10:29
  building
• 10:29
  a
• 10:30
  piece
• 10:30
  of
• 10:30
  automation,
• 10:31
  let's
• 10:32
  say,
• 10:32
  in
• 10:32
  the
• 10:32
  back
• 10:32
  of
• 10:33
  a
• 10:33
  store.
• 10:34
  And
• 10:35
  it
• 10:35
  has
• 10:35
  previously
• 10:36
  always
• 10:36
  been
• 10:37
  hailed,
• 10:37
  you
• 10:37
  know,
• 10:37
  as
• 10:38
  great
• 10:38
  for
• 10:38
  productivity,
• 10:39
  which
• 10:40
  it
• 10:40
  is
• 10:40
  for
• 10:40
  sure.
• 10:41
  Yeah.
• 10:42
  But
• 10:43
  you
• 10:43
  need
• 10:43
  to
• 10:43
  be
• 10:43
  able
• 10:44
  to
• 10:44
  utilize
• 10:45
  these
• 10:45
  machines
• 10:47
  to
• 10:47
  the
• 10:47
  greatest
• 10:48
  extent
• 10:48
  possible.
• 10:48
  And
• 10:49
  the
• 10:49
  more
• 10:49
  you
• 10:49
  utilize,
• 10:50
  the
• 10:50
  more
• 10:50
  thus
• 10:51
  this
• 10:51
  investment
• 10:53
  makes
• 10:53
  sense.
• 10:54
  And
• 10:55
  I
• 10:55
  think
• 10:55
  one
• 10:55
  of
• 10:55
  the
• 10:55
  mistakes
• 10:56
  previously
• 10:56
  always
• 10:57
  has
• 10:57
  been
• 10:57
  that,
• 10:57
  you
• 10:58
  know,
• 10:58
  people
• 10:58
  see
• 10:58
  great
• 10:59
  productivity
• 11:00
  coming
• 11:00
  out
• 11:00
  of
• 11:00
  these,
• 11:01
  but
• 11:01
  you,
• 11:01
  you
• 11:01
  don't
• 11:02
  use
• 11:02
  it
• 11:03
  well
• 11:03
  enough
• 11:03
  and
• 11:03
  not
• 11:03
  for
• 11:04
  long
• 11:04
  enough,
• 11:04
  and
• 11:04
  then
• 11:05
  the
• 11:05
  total
• 11:05
  cost
• 11:06
  of
• 11:06
  these
• 11:06
  things
• 11:07
  goes
• 11:08
  up,
• 11:08
  are
• 11:08
  questionable.
• 11:09
  So
• 11:09
  rule
• 11:10
  number
• 11:10
  one
• 11:11
  for
• 11:11
  me
• 11:11
  to
• 11:11
  make
• 11:12
  micro
• 11:12
  fulfillment
• 11:13
  work
• 11:14
  is
• 11:14
  always
• 11:14
  volume.
• 11:15
  Make
• 11:15
  sure
• 11:16
  you're
• 11:17
  using
• 11:17
  the
• 11:17
  right
• 11:17
  solution
• 11:18
  for
• 11:19
  your
• 11:19
  problem.
• 11:19
  It
• 11:20
  means
• 11:20
  if
• 11:20
  you,
• 11:20
  if
• 11:21
  you
• 11:21
  have
• 11:22
  that
• 11:23
  volume
• 11:24
  or
• 11:24
  you're
• 11:24
  expecting
• 11:25
  that
• 11:25
  volume,
• 11:25
  then
• 11:26
  this
• 11:26
  is
• 11:26
  a
• 11:26
  very,
• 11:27
  very
• 11:27
  good
• 11:27
  conversation
• 11:28
  to
• 11:28
  have.
• 11:28
  Now
• 11:29
  Oliver,
• 11:30
  before
• 11:30
  you
• 11:30
  move
• 11:30
  on,
• 11:31
  I'm
• 11:31
  curious.
• 11:32
  Is
• 11:32
  there
• 11:32
  a
• 11:32
  hurdle
• 11:33
  of
• 11:33
  volume
• 11:34
  like,
• 11:34
  is
• 11:34
  there
• 11:34
  a
• 11:34
  benchmark
• 11:35
  volume
• 11:35
  like
• 11:36
  number
• 11:36
  of
• 11:36
  orders
• 11:37
  per
• 11:37
  day?
• 11:38
  Yeah.
• 11:40
  We
• 11:40
  would
• 11:40
  usually
• 11:41
  think
• 11:41
  about
• 11:41
  is
• 11:42
  something
• 11:42
  in
• 11:42
  the
• 11:42
  region
• 11:43
  of
• 11:43
  500
• 11:43
  or
• 11:44
  so
• 11:44
  orders.
• 11:45
  And
• 11:45
  it
• 11:45
  depends
• 11:46
  on
• 11:46
  the
• 11:46
  market.
• 11:47
  Some
• 11:47
  markets
• 11:47
  with
• 11:47
  higher
• 11:48
  labor
• 11:48
  costs,
• 11:48
  lower
• 11:49
  labor
• 11:49
  cost,
• 11:50
  you
• 11:50
  know,
• 11:51
  labor
• 11:52
  availability.
• 11:52
  Look,
• 11:53
  it's
• 11:53
  not
• 11:53
  all
• 11:53
  about
• 11:54
  cost.
• 11:54
  You
• 11:54
  know,
• 11:55
  sometimes
• 11:55
  question
• 11:56
  of
• 11:56
  automation
• 11:56
  is
• 11:57
  also
• 11:57
  just
• 11:57
  simply
• 11:58
  the
• 11:58
  availability
• 11:59
  of
• 11:59
  people
• 11:59
  to
• 11:59
  work
• 12:00
  in
• 12:00
  manual
• 12:00
  processes.
• 12:01
  Right.
• 12:01
  So
• 12:02
  whilst
• 12:03
  we
• 12:03
  usually
• 12:03
  go
• 12:03
  with
• 12:04
  that
• 12:04
  number,
• 12:04
  there
• 12:04
  is,
• 12:05
  there
• 12:05
  is,
• 12:05
  you
• 12:05
  know,
• 12:06
  a
• 12:06
  blurred
• 12:06
  line
• 12:07
  in
• 12:07
  this
• 12:07
  for
• 12:07
  what
• 12:08
  the
• 12:08
  reality
• 12:08
  of
• 12:09
  your
• 12:09
  personal
• 12:09
  case
• 12:11
  might
• 12:11
  be.
• 12:12
  But
• 12:12
  that's
• 12:13
  where
• 12:13
  they
• 12:13
  start
• 12:13
  to
• 12:13
  make
• 12:13
  sense.
• 12:14
  That's
• 12:14
  what
• 12:15
  you
• 12:15
  know
• 12:15
  when
• 12:15
  from,
• 12:16
  if
• 12:16
  you
• 12:16
  start
• 12:16
  from
• 12:16
  a
• 12:17
  reasonable
• 12:17
  good
• 12:17
  base
• 12:18
  in
• 12:18
  your
• 12:18
  manual
• 12:18
  operation,
• 12:19
  you
• 12:19
  start
• 12:20
  to
• 12:20
  really,
• 12:20
  really
• 12:20
  make
• 12:21
  a
• 12:21
  business
• 12:21
  case
• 12:21
  work
• 12:22
  in
• 12:22
  these
• 12:23
  cases.
• 12:23
  500
• 12:24
  okay.
• 12:25
  Yeah.
• 12:27
  And
• 12:27
  the
• 12:27
  other
• 12:27
  thing
• 12:27
  which
• 12:28
  I
• 12:28
  always
• 12:28
  think
• 12:29
  needs
• 12:30
  to
• 12:30
  hold
• 12:30
  true
• 12:30
  and
• 12:31
  you
• 12:31
  make
• 12:31
  references
• 12:32
  to,
• 12:33
  you
• 12:34
  know,
• 12:34
  to,
• 12:34
  to
• 12:34
  the
• 12:34
  reputation
• 12:35
  Micro
• 12:35
  Fulfillment
• 12:36
  has
• 12:36
  on
• 12:36
  and
• 12:37
  off
• 12:37
  in
• 12:37
  the
• 12:38
  market
• 12:38
  over
• 12:38
  many,
• 12:38
  many
• 12:39
  years
• 12:39
  is,
• 12:40
  you
• 12:40
  know,
• 12:40
  then
• 12:41
  they
• 12:41
  weren't
• 12:41
  easy
• 12:42
  to
• 12:42
  utilize.
• 12:42
  These,
• 12:43
  you
• 12:43
  know,
• 12:43
  these
• 12:43
  solutions
• 12:44
  were
• 12:44
  pretty
• 12:44
  hard
• 12:45
  to,
• 12:46
  to
• 12:46
  learn
• 12:47
  to
• 12:48
  run.
• 12:49
  People
• 12:49
  get
• 12:50
  the
• 12:51
  automation
• 12:51
  that
• 12:52
  the
• 12:52
  hardware
• 12:52
  usually
• 12:53
  works,
• 12:54
  that's
• 12:54
  fine.
• 12:55
  And
• 12:55
  I
• 12:55
  think
• 12:55
  about
• 12:56
  this
• 12:56
  as
• 12:57
  the
• 12:58
  fact
• 12:58
  that
• 12:58
  of
• 12:58
  course
• 12:59
  you
• 12:59
  need
• 12:59
  to
• 12:59
  have
• 13:00
  great
• 13:01
  automation.
• 13:02
  Absolutely.
• 13:03
  But
• 13:03
  if
• 13:03
  you
• 13:03
  forget
• 13:04
  about
• 13:04
  the
• 13:04
  end
• 13:05
  to
• 13:05
  end
• 13:05
  and
• 13:05
  embedding
• 13:06
  of
• 13:06
  this
• 13:07
  hardware
• 13:07
  into
• 13:07
  your
• 13:08
  processes
• 13:08
  and
• 13:09
  into
• 13:09
  a
• 13:09
  stores
• 13:10
  environment,
• 13:11
  then
• 13:12
  things
• 13:12
  usually
• 13:13
  struggled.
• 13:13
  And
• 13:13
  I
• 13:13
  think
• 13:14
  that
• 13:14
  is
• 13:14
  one
• 13:14
  of
• 13:14
  the
• 13:14
  biggest
• 13:15
  drivers
• 13:16
  to,
• 13:17
  even
• 13:17
  if
• 13:17
  you've
• 13:17
  got
• 13:17
  the
• 13:18
  volume
• 13:18
  to
• 13:18
  get
• 13:18
  these
• 13:19
  things
• 13:19
  off
• 13:19
  the
• 13:19
  ground
• 13:19
  has
• 13:20
  been
• 13:20
  the
• 13:20
  fact
• 13:20
  that
• 13:20
  you're
• 13:21
  putting
• 13:21
  this
• 13:21
  into
• 13:22
  a
• 13:22
  store
• 13:22
  in
• 13:22
  a
• 13:22
  retail
• 13:23
  environment.
• 13:24
  People
• 13:24
  have
• 13:24
  been
• 13:25
  working
• 13:25
  there,
• 13:26
  you
• 13:26
  know,
• 13:26
  very
• 13:26
  mixed,
• 13:27
  different
• 13:27
  backgrounds,
• 13:28
  just,
• 13:28
  you
• 13:28
  know,
• 13:28
  as
• 13:29
  a
• 13:29
  nature
• 13:29
  of
• 13:29
  it
• 13:29
  and
• 13:29
  as
• 13:30
  we
• 13:30
  want
• 13:30
  it
• 13:30
  to
• 13:30
  be.
• 13:32
  But
• 13:32
  you
• 13:32
  know,
• 13:33
  I
• 13:33
  always
• 13:33
  describe
• 13:33
  it
• 13:34
  as
• 13:34
  some,
• 13:35
  as
• 13:35
  a
• 13:35
  puzzle
• 13:36
  piece.
• 13:36
  Right.
• 13:37
  Automation
• 13:37
  is
• 13:38
  one
• 13:38
  piece
• 13:38
  of
• 13:38
  the
• 13:39
  puzzle.
• 13:39
  You
• 13:39
  will
• 13:39
  need
• 13:40
  that.
• 13:40
  And
• 13:40
  that
• 13:40
  is
• 13:40
  absolutely
• 13:41
  important.
• 13:42
  But
• 13:42
  if
• 13:43
  you
• 13:43
  don't
• 13:44
  have
• 13:44
  the
• 13:44
  right
• 13:45
  processes
• 13:45
  behind
• 13:46
  it,
• 13:46
  for
• 13:47
  example,
• 13:47
  retail
• 13:48
  processes
• 13:48
  are
• 13:48
  very
• 13:48
  specific.
• 13:49
  You
• 13:49
  talk
• 13:49
  about
• 13:50
  waste,
• 13:50
  you
• 13:50
  talk
• 13:50
  about
• 13:51
  inventory
• 13:51
  holding,
• 13:53
  you
• 13:53
  talk
• 13:54
  about
• 13:54
  replenishment,
• 13:55
  date,
• 13:56
  code,
• 13:56
  all
• 13:56
  of
• 13:56
  those
• 13:56
  kind
• 13:57
  of
• 13:57
  things
• 13:57
  which
• 13:57
  are
• 13:57
  very
• 13:58
  specific
• 13:58
  for
• 13:58
  grocers.
• 14:00
  These
• 14:00
  things
• 14:00
  are
• 14:01
  not
• 14:01
  necessarily
• 14:02
  straightforward,
• 14:03
  then
• 14:03
  you're
• 14:03
  missing
• 14:04
  another
• 14:04
  piece.
• 14:04
  So
• 14:05
  processes
• 14:05
  are
• 14:05
  very
• 14:05
  important.
• 14:07
  The
• 14:07
  right
• 14:07
  software
• 14:08
  with
• 14:08
  this
• 14:09
  is
• 14:09
  really,
• 14:09
  really
• 14:09
  important
• 14:10
  software.
• 14:11
  The
• 14:12
  point
• 14:12
  of
• 14:12
  grid
• 14:12
  software
• 14:13
  is
• 14:13
  to
• 14:13
  take
• 14:15
  decision
• 14:15
  making
• 14:16
  to
• 14:16
  the
• 14:16
  next
• 14:16
  level
• 14:17
  to
• 14:17
  make
• 14:17
  it
• 14:17
  easier
• 14:18
  for
• 14:18
  humans
• 14:18
  to
• 14:19
  make
• 14:19
  the
• 14:19
  right
• 14:20
  call
• 14:20
  Whether
• 14:21
  that
• 14:21
  is
• 14:21
  insights,
• 14:22
  whether
• 14:22
  that's
• 14:23
  decisions
• 14:23
  on
• 14:24
  how
• 14:24
  the
• 14:24
  business
• 14:25
  needs
• 14:26
  to
• 14:26
  be
• 14:26
  steered,
• 14:27
  do
• 14:28
  you
• 14:28
  need
• 14:28
  to
• 14:28
  meet
• 14:28
  people
• 14:29
  around?
• 14:29
  How
• 14:29
  do
• 14:29
  you
• 14:29
  do
• 14:29
  this
• 14:30
  operationally
• 14:30
  day
• 14:31
  to
• 14:31
  day
• 14:31
  up
• 14:32
  to
• 14:32
  how
• 14:32
  do
• 14:33
  we
• 14:33
  broadly
• 14:33
  do
• 14:33
  it
• 14:33
  as
• 14:34
  a
• 14:34
  business
• 14:34
  at
• 14:34
  a
• 14:34
  much,
• 14:35
  much
• 14:35
  higher
• 14:35
  level?
• 14:36
  Having
• 14:37
  the
• 14:37
  right
• 14:37
  decision
• 14:38
  making
• 14:38
  aids,
• 14:39
  having
• 14:39
  the
• 14:39
  right
• 14:40
  insights
• 14:41
  is
• 14:41
  another
• 14:42
  big
• 14:42
  puzzle
• 14:42
  piece.
• 14:43
  And
• 14:43
  the
• 14:43
  last
• 14:43
  one
• 14:44
  for
• 14:44
  me
• 14:45
  next
• 14:45
  to
• 14:45
  automation,
• 14:46
  process
• 14:47
  and
• 14:47
  software
• 14:48
  is
• 14:48
  always
• 14:48
  the
• 14:49
  people.
• 14:50
  Quite
• 14:50
  often
• 14:50
  the
• 14:50
  people
• 14:51
  got
• 14:51
  forgotten
• 14:51
  in
• 14:52
  this.
• 14:52
  Right.
• 14:52
  And,
• 14:53
  and
• 14:53
  we
• 14:53
  talk
• 14:53
  about
• 14:54
  automation,
• 14:54
  but
• 14:54
  automation
• 14:55
  is
• 14:56
  used
• 14:56
  by
• 14:56
  people
• 14:57
  and
• 14:57
  steered
• 14:58
  by
• 14:58
  people
• 14:58
  and
• 14:58
  operated
• 14:59
  by
• 14:59
  people.
• 15:00
  And
• 15:00
  you
• 15:00
  know,
• 15:00
  people
• 15:01
  are
• 15:01
  in
• 15:01
  and
• 15:02
  around
• 15:02
  the
• 15:02
  heart
• 15:03
  of
• 15:03
  this
• 15:03
  engine.
• 15:04
  And
• 15:04
  if
• 15:05
  you're
• 15:05
  not
• 15:05
  clear
• 15:06
  on
• 15:06
  what
• 15:06
  roles
• 15:07
  you
• 15:07
  need,
• 15:07
  if
• 15:07
  you
• 15:07
  don't
• 15:08
  train
• 15:08
  people,
• 15:08
  if
• 15:08
  you
• 15:09
  don't
• 15:09
  empower
• 15:09
  them,
• 15:10
  if
• 15:10
  you
• 15:10
  don't
• 15:10
  simplify
• 15:11
  things
• 15:12
  for
• 15:12
  them
• 15:12
  sufficiently,
• 15:14
  then
• 15:15
  that's
• 15:15
  difficult.
• 15:15
  And
• 15:16
  that's
• 15:16
  where
• 15:16
  we
• 15:16
  think
• 15:17
  like
• 15:17
  being
• 15:17
  there
• 15:18
  and
• 15:18
  bringing
• 15:18
  people
• 15:18
  all
• 15:19
  the
• 15:19
  way
• 15:19
  to
• 15:19
  the
• 15:19
  journey
• 15:20
  that
• 15:20
  until
• 15:21
  it
• 15:21
  becomes
• 15:22
  business
• 15:22
  as
• 15:22
  usual
• 15:23
  is
• 15:24
  ultimately
• 15:24
  critical.
• 15:26
  That's
• 15:26
  why
• 15:27
  end
• 15:27
  to
• 15:27
  end
• 15:27
  is
• 15:28
  as
• 15:28
  important
• 15:29
  than
• 15:29
  having,
• 15:29
  you
• 15:29
  know,
• 15:30
  enough
• 15:30
  volume
• 15:30
  to
• 15:31
  actually
• 15:31
  make
• 15:31
  sense
• 15:31
  out
• 15:31
  of
• 15:32
  these
• 15:32
  machines.
• 15:33
  Yeah,
• 15:33
  Chris,
• 15:33
  I
• 15:34
  think
• 15:34
  that
• 15:34
  really,
• 15:35
  I
• 15:35
  love
• 15:35
  that
• 15:36
  you
• 15:36
  said
• 15:36
  that,
• 15:36
  Oliver,
• 15:36
  because
• 15:37
  Chris,
• 15:37
  it
• 15:37
  just
• 15:38
  reminds
• 15:38
  me
• 15:38
  that,
• 15:39
  you
• 15:39
  know,
• 15:39
  I
• 15:39
  think
• 15:39
  people
• 15:40
  put
• 15:40
  this
• 15:40
  in
• 15:40
  as
• 15:41
  this
• 15:41
  is
• 15:41
  a,
• 15:41
  this
• 15:42
  is
• 15:42
  a
• 15:42
  solution.
• 15:43
  We're
• 15:43
  just
• 15:43
  going
• 15:43
  to
• 15:43
  put
• 15:43
  in
• 15:43
  the
• 15:44
  automation,
• 15:44
  we're
• 15:45
  going
• 15:45
  to
• 15:45
  hit,
• 15:46
  hit,
• 15:46
  go.
• 15:46
  And
• 15:47
  it's
• 15:47
  very
• 15:47
  much
• 15:48
  a
• 15:48
  constantly
• 15:49
  evolving
• 15:50
  process
• 15:51
  as
• 15:51
  you
• 15:51
  train
• 15:52
  people
• 15:52
  to
• 15:52
  do
• 15:52
  this.
• 15:53
  As
• 15:53
  you're,
• 15:53
  as
• 15:53
  Danielle
• 15:54
  was
• 15:54
  saying,
• 15:54
  as
• 15:54
  your
• 15:55
  volume
• 15:55
  increases
• 15:56
  or
• 15:56
  decreases
• 15:57
  and
• 15:57
  you're
• 15:57
  kind
• 15:57
  of
• 15:57
  adapting
• 15:58
  to
• 15:58
  just
• 15:59
  how
• 15:59
  quickly
• 15:59
  customers
• 16:00
  are
• 16:00
  changing
• 16:01
  their,
• 16:01
  their
• 16:01
  behaviors
• 16:02
  and
• 16:02
  then
• 16:02
  the
• 16:02
  operations
• 16:03
  on
• 16:04
  the
• 16:04
  backside
• 16:04
  at
• 16:04
  the
• 16:05
  grocery
• 16:06
  retailer
• 16:07
  as
• 16:07
  a
• 16:07
  result.
• 16:08
  Yeah.
• 16:09
  And
• 16:09
  to
• 16:09
  that
• 16:09
  point
• 16:09
  I
• 16:10
  was
• 16:10
  hoping,
• 16:10
  you
• 16:10
  know,
• 16:10
  Danielle
• 16:11
  could
• 16:11
  add
• 16:11
  some
• 16:11
  color
• 16:11
  on
• 16:12
  that
• 16:12
  too.
• 16:12
  And
• 16:12
  because
• 16:12
  that,
• 16:13
  you
• 16:13
  know,
• 16:13
  she
• 16:13
  mentioned
• 16:13
  in
• 16:13
  her,
• 16:14
  on
• 16:14
  her
• 16:14
  opening
• 16:14
  too
• 16:15
  that
• 16:15
  the
• 16:15
  other
• 16:15
  thing
• 16:16
  that's
• 16:16
  happening
• 16:16
  is
• 16:16
  people
• 16:16
  are
• 16:16
  shopping
• 16:17
  differently.
• 16:17
  So
• 16:18
  like
• 16:18
  the
• 16:18
  autumn,
• 16:18
  the,
• 16:19
  the
• 16:19
  micro
• 16:19
  fulfillment
• 16:19
  center
• 16:20
  might
• 16:20
  be
• 16:20
  facilitating
• 16:21
  E
• 16:21
  commerce
• 16:22
  orders,
• 16:22
  it
• 16:22
  might
• 16:22
  be
• 16:23
  facilitating
• 16:23
  buy
• 16:24
  online
• 16:24
  pickup
• 16:24
  orders,
• 16:25
  it
• 16:25
  might
• 16:25
  be
• 16:25
  facilitating
• 16:26
  third
• 16:26
  party
• 16:27
  pickers
• 16:27
  to
• 16:27
  come
• 16:27
  to
• 16:28
  the
• 16:28
  store
• 16:28
  and
• 16:28
  pick
• 16:28
  up
• 16:28
  orders
• 16:29
  like.
• 16:29
  So
• 16:30
  Danielle,
• 16:30
  how
• 16:30
  does,
• 16:30
  how
• 16:31
  do
• 16:31
  all
• 16:31
  those
• 16:31
  different
• 16:32
  consumer
• 16:32
  preferences
• 16:32
  play
• 16:33
  into
• 16:33
  what
• 16:33
  Oliver
• 16:33
  said
• 16:34
  as
• 16:34
  well
• 16:34
  in
• 16:34
  terms
• 16:34
  of
• 16:35
  the
• 16:35
  success
• 16:36
  or
• 16:36
  the
• 16:36
  puts
• 16:37
  and
• 16:37
  takes
• 16:37
  with
• 16:37
  micro
• 16:37
  fulfillment
• 16:38
  working?
• 16:39
  Yeah,
• 16:39
  I
• 16:39
  mean
• 16:40
  all
• 16:40
  of
• 16:40
  those
• 16:40
  are
• 16:41
  super
• 16:41
  important.
• 16:41
  You
• 16:42
  know,
• 16:42
  the
• 16:43
  customer
• 16:44
  buying
• 16:44
  behavior
• 16:45
  is
• 16:45
  really
• 16:45
  driving
• 16:46
  how
• 16:46
  grocers
• 16:47
  really
• 16:47
  need
• 16:48
  to
• 16:48
  be
• 16:48
  thinking
• 16:49
  and
• 16:49
  ultimately
• 16:50
  I
• 16:51
  think
• 16:51
  then
• 16:51
  the
• 16:52
  something
• 16:52
  like
• 16:52
  micro
• 16:53
  fulfillment
• 16:53
  becomes
• 16:54
  a
• 16:54
  real
• 16:54
  strategic
• 16:55
  decision
• 16:56
  for
• 16:56
  an
• 16:56
  organization.
• 16:57
  You
• 16:58
  know,
• 16:58
  if
• 16:59
  they're
• 16:59
  looking
• 16:59
  to
• 17:00
  boost
• 17:00
  that
• 17:00
  profitability
• 17:01
  you
• 17:02
  know,
• 17:02
  improve
• 17:02
  their
• 17:02
  bottom
• 17:03
  line
• 17:03
  by
• 17:04
  encouraging
• 17:05
  a
• 17:05
  more
• 17:05
  loyal
• 17:06
  customer.
• 17:07
  They've
• 17:07
  really
• 17:07
  got
• 17:08
  to
• 17:08
  think
• 17:08
  about
• 17:08
  the
• 17:08
  ways
• 17:09
  that
• 17:09
  the
• 17:09
  customer
• 17:10
  likes
• 17:10
  to
• 17:10
  shop.
• 17:11
  And
• 17:11
  as
• 17:11
  you
• 17:11
  said,
• 17:11
  Chris,
• 17:12
  you
• 17:12
  know,
• 17:12
  they
• 17:12
  might
• 17:13
  order
• 17:13
  online
• 17:14
  and
• 17:14
  pick
• 17:14
  up
• 17:14
  in
• 17:14
  store
• 17:15
  and
• 17:15
  whilst
• 17:16
  they're
• 17:16
  in
• 17:16
  store
• 17:17
  they
• 17:17
  might
• 17:17
  buy
• 17:17
  some
• 17:17
  extras,
• 17:18
  you
• 17:19
  know,
• 17:19
  and,
• 17:19
  or
• 17:20
  they
• 17:20
  might
• 17:20
  just
• 17:20
  simply
• 17:21
  sometimes
• 17:21
  order
• 17:21
  online.
• 17:22
  So
• 17:22
  the
• 17:23
  challenge
• 17:24
  is
• 17:24
  how
• 17:25
  to
• 17:25
  really
• 17:26
  frame
• 17:27
  that
• 17:27
  journey
• 17:28
  for
• 17:28
  the
• 17:28
  customer
• 17:29
  strategically
• 17:30
  so
• 17:30
  that
• 17:30
  it
• 17:30
  is
• 17:30
  seamless
• 17:31
  for
• 17:31
  them.
• 17:32
  And
• 17:32
  you've
• 17:32
  probably
• 17:33
  heard
• 17:33
  about,
• 17:33
  you
• 17:34
  know,
• 17:34
  the
• 17:34
  buzzword
• 17:35
  omnichannel,
• 17:36
  you
• 17:36
  know,
• 17:36
  and
• 17:36
  that's,
• 17:37
  that's
• 17:37
  a
• 17:37
  real
• 17:37
  thing
• 17:38
  and
• 17:38
  it's
• 17:38
  something
• 17:38
  that
• 17:39
  certainly
• 17:40
  grosses.
• 17:40
  But
• 17:41
  also
• 17:42
  wider
• 17:42
  retailers
• 17:43
  need
• 17:43
  to
• 17:43
  consider
• 17:44
  as
• 17:44
  part
• 17:44
  of
• 17:44
  their
• 17:44
  future
• 17:45
  strategy
• 17:45
  in
• 17:46
  the
• 17:46
  next
• 17:46
  five
• 17:47
  years
• 17:47
  because
• 17:48
  consumer
• 17:49
  behavior
• 17:49
  is
• 17:50
  really
• 17:50
  driving
• 17:51
  that
• 17:52
  customer
• 17:52
  loyalty.
• 17:53
  And
• 17:53
  if
• 17:54
  retailers
• 17:54
  don't
• 17:55
  jump
• 17:55
  on
• 17:55
  that
• 17:56
  and
• 17:56
  really
• 17:56
  satisfy
• 17:57
  those
• 17:57
  needs,
• 17:58
  you're
• 17:58
  going
• 17:58
  to
• 17:58
  miss
• 17:58
  out.
• 17:59
  Well,
• 18:00
  and
• 18:00
  Danielle,
• 18:00
  once
• 18:01
  people
• 18:01
  made
• 18:01
  the
• 18:02
  investment
• 18:02
  in
• 18:03
  the,
• 18:03
  the
• 18:04
  physical
• 18:04
  automation
• 18:06
  hardware,
• 18:07
  I
• 18:07
  mean,
• 18:07
  Oliver
• 18:08
  mentioned
• 18:08
  software
• 18:09
  updates.
• 18:09
  Like,
• 18:09
  is
• 18:09
  that
• 18:09
  what
• 18:10
  retailers
• 18:10
  are
• 18:11
  doing
• 18:11
  in
• 18:11
  this
• 18:11
  situation
• 18:12
  is
• 18:12
  they're
• 18:12
  like,
• 18:13
  they're
• 18:13
  just
• 18:13
  tweaking
• 18:13
  software
• 18:14
  to
• 18:14
  kind
• 18:14
  of
• 18:14
  help
• 18:15
  them
• 18:15
  adapt
• 18:16
  and
• 18:16
  change
• 18:16
  to
• 18:17
  those
• 18:17
  behaviors
• 18:18
  or,
• 18:19
  I
• 18:19
  mean,
• 18:19
  how
• 18:19
  does
• 18:19
  that
• 18:20
  kind
• 18:20
  of
• 18:20
  work?
• 18:20
  How
• 18:20
  do,
• 18:21
  how
• 18:21
  are
• 18:21
  they
• 18:21
  adjusting
• 18:22
  to
• 18:22
  that
• 18:22
  in
• 18:22
  real
• 18:22
  time
• 18:23
  in
• 18:23
  the
• 18:23
  back
• 18:23
  of
• 18:23
  house?
• 18:24
  Yeah,
• 18:25
  I
• 18:25
  mean,
• 18:25
  Oliver
• 18:25
  will
• 18:25
  probably
• 18:26
  tell
• 18:26
  you
• 18:26
  a
• 18:26
  bit
• 18:27
  more
• 18:27
  about
• 18:27
  how
• 18:27
  the
• 18:28
  retailers
• 18:28
  are
• 18:28
  using
• 18:29
  the
• 18:29
  data
• 18:30
  behind
• 18:30
  the
• 18:30
  scenes.
• 18:31
  But
• 18:31
  certainly
• 18:32
  automation
• 18:32
  like
• 18:33
  micro
• 18:33
  fulfillment
• 18:34
  can
• 18:34
  give
• 18:34
  you
• 18:35
  a
• 18:35
  certain
• 18:36
  level
• 18:36
  of
• 18:36
  statistics
• 18:37
  on
• 18:37
  the
• 18:37
  order
• 18:38
  profiles,
• 18:38
  etc.
• 18:39
  But
• 18:40
  at
• 18:40
  the
• 18:40
  end
• 18:40
  of
• 18:40
  the
• 18:40
  day,
• 18:41
  what
• 18:41
  the
• 18:41
  grocer
• 18:41
  needs
• 18:42
  is
• 18:42
  that
• 18:42
  end
• 18:42
  to
• 18:43
  end
• 18:43
  data
• 18:43
  on
• 18:44
  the
• 18:44
  shopper's
• 18:44
  behavior
• 18:45
  through
• 18:45
  all
• 18:45
  of
• 18:45
  those
• 18:46
  different
• 18:46
  channels.
• 18:47
  So
• 18:47
  quite
• 18:48
  often
• 18:49
  retailers
• 18:50
  can
• 18:51
  just
• 18:51
  keep
• 18:52
  warehousing
• 18:52
  data
• 18:53
  separate,
• 18:53
  retail
• 18:54
  in
• 18:54
  store
• 18:55
  data
• 18:55
  separate.
• 18:56
  But
• 18:56
  what's
• 18:57
  needed
• 18:57
  is
• 18:57
  that
• 18:58
  real
• 18:58
  umbrella
• 18:59
  system
• 18:59
  to
• 18:59
  be
• 19:00
  able
• 19:00
  to
• 19:00
  extract
• 19:00
  all
• 19:00
  of
• 19:01
  that
• 19:01
  good
• 19:01
  information,
• 19:02
  not
• 19:03
  only
• 19:03
  to
• 19:03
  learn
• 19:03
  about
• 19:04
  customer
• 19:05
  behavior
• 19:05
  and
• 19:05
  what
• 19:05
  they
• 19:06
  need
• 19:06
  going
• 19:06
  forward,
• 19:07
  but
• 19:07
  to
• 19:07
  actually
• 19:08
  understand
• 19:08
  how
• 19:08
  you
• 19:09
  can
• 19:09
  continue
• 19:10
  to
• 19:10
  improve
• 19:11
  your
• 19:11
  operations.
• 19:12
  So
• 19:12
  you
• 19:12
  probably
• 19:13
  heard
• 19:13
  like
• 19:13
  continuous
• 19:14
  improvement
• 19:15
  roadmaps
• 19:16
  and
• 19:16
  actually,
• 19:17
  you
• 19:17
  know,
• 19:17
  to
• 19:17
  really
• 19:19
  get
• 19:20
  benefits
• 19:20
  on
• 19:20
  your
• 19:20
  bottom
• 19:21
  line
• 19:21
  and
• 19:21
  save
• 19:22
  money
• 19:22
  over
• 19:22
  the
• 19:22
  years,
• 19:23
  you've
• 19:23
  got
• 19:23
  to
• 19:23
  be
• 19:23
  continuously
• 19:24
  improving
• 19:25
  your
• 19:25
  operations
• 19:25
  and
• 19:26
  find
• 19:26
  better
• 19:26
  ways
• 19:27
  of
• 19:27
  working.
• 19:27
  And
• 19:28
  that's
• 19:28
  exactly
• 19:28
  what
• 19:29
  Tesco
• 19:29
  has
• 19:29
  been
• 19:29
  doing,
• 19:30
  you
• 19:30
  know,
• 19:30
  with
• 19:31
  having
• 19:31
  the
• 19:31
  automation
• 19:32
  kit
• 19:32
  in,
• 19:32
  they've
• 19:33
  been,
• 19:33
  you
• 19:33
  know,
• 19:33
  really
• 19:33
  working
• 19:34
  with
• 19:34
  it
• 19:34
  to
• 19:35
  get
• 19:35
  the
• 19:35
  best
• 19:35
  out
• 19:35
  of
• 19:36
  it.
• 19:37
  Yeah,
• 19:37
  but
• 19:37
  at
• 19:37
  the
• 19:38
  end
• 19:38
  of
• 19:38
  the
• 19:38
  day
• 19:38
  too,
• 19:38
  I
• 19:38
  mean,
• 19:38
  it's
• 19:38
  not
• 19:39
  just
• 19:39
  software.
• 19:39
  I
• 19:39
  mean,
• 19:40
  there's
• 19:40
  a
• 19:40
  lot
• 19:40
  of
• 19:40
  physical
• 19:41
  infrastructure
• 19:42
  questions
• 19:42
  that
• 19:42
  come
• 19:42
  into
• 19:43
  play
• 19:43
  here
• 19:43
  and
• 19:43
  software
• 19:44
  capital
• 19:44
  perspective
• 19:45
  is
• 19:45
  a
• 19:45
  lot
• 19:45
  Less
• 19:45
  expensive
• 19:46
  than
• 19:46
  the
• 19:46
  actual
• 19:47
  automation,
• 19:47
  the
• 19:47
  redesign
• 19:48
  of
• 19:48
  the
• 19:48
  buildings
• 19:49
  to
• 19:49
  make
• 19:49
  this
• 19:49
  work.
• 19:50
  Depending
• 19:50
  on
• 19:50
  all
• 19:50
  the
• 19:51
  different
• 19:51
  dynamics
• 19:52
  you
• 19:52
  have
• 19:52
  to
• 19:52
  play
• 19:52
  from
• 19:52
  the
• 19:52
  consumer
• 19:53
  standpoint,
• 19:53
  is
• 19:53
  this
• 19:53
  for
• 19:54
  delivery,
• 19:54
  is
• 19:54
  it
• 19:54
  for
• 19:54
  pickup,
• 19:55
  you
• 19:55
  know,
• 19:55
  et
• 19:55
  cetera?
• 19:55
  What,
• 19:56
  you
• 19:56
  know,
• 19:56
  what
• 19:56
  are
• 19:56
  the
• 19:56
  dynamics
• 19:57
  of
• 19:57
  the
• 19:57
  building
• 19:57
  where
• 19:57
  you're
• 19:57
  going
• 19:58
  to
• 19:58
  put
• 19:58
  this?
• 19:58
  But
• 19:58
  so
• 19:59
  Oliver,
• 19:59
  to
• 20:00
  that
• 20:00
  point
• 20:00
  I
• 20:00
  want
• 20:00
  to
• 20:00
  press
• 20:01
  you
• 20:01
  a
• 20:01
  little
• 20:01
  bit
• 20:01
  more.
• 20:02
  You
• 20:02
  gave
• 20:02
  us
• 20:02
  a
• 20:02
  hurdle.
• 20:03
  You
• 20:03
  said
• 20:04
  basically
• 20:04
  500.
• 20:05
  You
• 20:05
  got
• 20:05
  to
• 20:05
  do
• 20:05
  500
• 20:06
  orders
• 20:06
  basically
• 20:06
  in
• 20:07
  a
• 20:07
  market
• 20:07
  or
• 20:07
  from
• 20:07
  a
• 20:07
  store
• 20:08
  to
• 20:08
  make
• 20:08
  this
• 20:08
  work.
• 20:09
  So,
• 20:09
  um,
• 20:10
  you
• 20:10
  know,
• 20:11
  but
• 20:11
  for
• 20:12
  the
• 20:12
  executives
• 20:12
  listening,
• 20:14
  why
• 20:15
  do
• 20:15
  I,
• 20:16
  given
• 20:16
  all
• 20:16
  the
• 20:16
  dynamics
• 20:17
  at
• 20:17
  play
• 20:17
  here,
• 20:18
  why
• 20:19
  should
• 20:19
  I
• 20:19
  invest
• 20:19
  in
• 20:19
  a
• 20:20
  micro
• 20:20
  fulfillment
• 20:21
  versus
• 20:21
  sortation
• 20:22
  centers?
• 20:23
  Just
• 20:23
  having
• 20:23
  third
• 20:23
  party
• 20:24
  pickers
• 20:24
  do
• 20:24
  the
• 20:24
  picking,
• 20:25
  just
• 20:25
  having
• 20:25
  my
• 20:25
  own
• 20:25
  employees
• 20:26
  do
• 20:26
  the
• 20:26
  picking
• 20:26
  from
• 20:27
  the
• 20:27
  shelves.
• 20:27
  You
• 20:27
  know,
• 20:28
  basically
• 20:28
  relative
• 20:29
  to
• 20:29
  all
• 20:29
  the,
• 20:29
  all
• 20:29
  the
• 20:29
  other
• 20:29
  options
• 20:30
  out
• 20:30
  there,
• 20:30
  why
• 20:30
  should
• 20:30
  I
• 20:30
  invest
• 20:31
  in
• 20:31
  MFCs?
• 20:32
  Or
• 20:32
  is
• 20:33
  that,
• 20:33
  you
• 20:33
  know,
• 20:34
  another
• 20:34
  way?
• 20:34
  I
• 20:34
  could
• 20:35
  ask
• 20:35
  myself
• 20:35
  that
• 20:35
  question
• 20:36
  too.
• 20:36
  Is
• 20:36
  that
• 20:36
  the
• 20:36
  wrong
• 20:36
  question
• 20:37
  to
• 20:37
  begin
• 20:37
  with?
• 20:37
  Because
• 20:37
  it's
• 20:38
  not
• 20:38
  really
• 20:38
  an
• 20:38
  either
• 20:38
  or
• 20:39
  situation,
• 20:39
  I'm
• 20:40
  guessing.
• 20:40
  But
• 20:40
  you,
• 20:41
  what
• 20:41
  do
• 20:41
  you
• 20:41
  think?
• 20:43
  I
• 20:43
  think
• 20:43
  it's
• 20:43
  a
• 20:43
  very
• 20:44
  good
• 20:44
  question.
• 20:45
  And
• 20:45
  I
• 20:45
  mean
• 20:46
  when
• 20:46
  you
• 20:46
  think
• 20:46
  about
• 20:47
  these
• 20:47
  degrees
• 20:47
  of
• 20:48
  investment,
• 20:48
  for
• 20:49
  me
• 20:49
  the
• 20:49
  question
• 20:49
  always
• 20:50
  is
• 20:50
  how
• 20:51
  wrong
• 20:51
  can
• 20:51
  I
• 20:52
  be
• 20:52
  and
• 20:52
  still
• 20:53
  be
• 20:53
  right?
• 20:54
  And
• 20:54
  that
• 20:54
  is
• 20:55
  these
• 20:55
  are
• 20:55
  financial
• 20:56
  investments
• 20:57
  and
• 20:58
  things
• 20:58
  will
• 20:58
  change,
• 20:58
  right?
• 20:59
  You
• 20:59
  know,
• 20:59
  they
• 21:00
  will
• 21:00
  turn
• 21:00
  out
• 21:00
  differently.
• 21:01
  The
• 21:01
  markets
• 21:01
  are
• 21:01
  so
• 21:02
  dynamic
• 21:02
  and
• 21:03
  speed
• 21:03
  is
• 21:03
  one
• 21:04
  of
• 21:04
  these
• 21:05
  which
• 21:05
  always
• 21:05
  comes
• 21:06
  to
• 21:06
  my
• 21:06
  mind
• 21:06
  first.
• 21:07
  Speed
• 21:07
  of
• 21:07
  delivery,
• 21:08
  expectation
• 21:08
  of
• 21:09
  customers.
• 21:10
  You
• 21:10
  know,
• 21:11
  everything
• 21:11
  gets
• 21:12
  faster
• 21:12
  and
• 21:12
  faster.
• 21:14
  You
• 21:14
  know,
• 21:14
  these
• 21:15
  dynamics
• 21:16
  are
• 21:16
  real
• 21:16
  and
• 21:17
  things
• 21:17
  shift
• 21:18
  around.
• 21:18
  And
• 21:19
  that
• 21:20
  way
• 21:20
  is
• 21:20
  where
• 21:20
  I
• 21:21
  think
• 21:21
  that
• 21:22
  one
• 21:22
  has
• 21:22
  to
• 21:22
  just
• 21:23
  think
• 21:23
  about
• 21:23
  this
• 21:23
  in
• 21:24
  a
• 21:24
  way
• 21:24
  that
• 21:24
  making
• 21:25
  these
• 21:26
  investments
• 21:26
  needs
• 21:26
  to
• 21:27
  be
• 21:27
  flexible
• 21:27
  enough
• 21:28
  so
• 21:28
  that
• 21:28
  they
• 21:29
  work
• 21:29
  for
• 21:29
  many
• 21:29
  different
• 21:30
  outcomes
• 21:31
  and
• 21:31
  still
• 21:31
  be
• 21:32
  the
• 21:32
  right,
• 21:32
  you
• 21:33
  know,
• 21:33
  the
• 21:33
  right
• 21:34
  solution.
• 21:34
  So
• 21:35
  if
• 21:35
  you
• 21:35
  look
• 21:35
  at
• 21:36
  how,
• 21:36
  how
• 21:37
  Tesco
• 21:37
  goes
• 21:38
  about
• 21:38
  this
• 21:38
  automation
• 21:39
  in
• 21:40
  the
• 21:40
  UK,
• 21:40
  we
• 21:40
  still
• 21:41
  pick
• 21:41
  about
• 21:41
  85%
• 21:42
  of
• 21:43
  all
• 21:43
  our
• 21:43
  volume
• 21:43
  manually
• 21:44
  in
• 21:44
  store.
• 21:45
  And
• 21:46
  that's,
• 21:46
  you
• 21:47
  know,
• 21:47
  for
• 21:47
  many,
• 21:47
  many
• 21:48
  regions
• 21:49
  is
• 21:49
  100
• 21:49
  the
• 21:50
  right
• 21:50
  decision
• 21:50
  to
• 21:51
  do.
• 21:51
  You're
• 21:51
  close
• 21:51
  to
• 21:51
  the
• 21:52
  customer
• 21:52
  so
• 21:52
  you
• 21:53
  can
• 21:53
  still
• 21:53
  be
• 21:53
  very
• 21:54
  quick,
• 21:54
  right?
• 21:55
  You
• 21:55
  can
• 21:55
  reach
• 21:55
  them
• 21:56
  same
• 21:56
  day,
• 21:56
  next
• 21:57
  day,
• 21:57
  all
• 21:58
  of
• 21:58
  these
• 21:58
  things
• 21:59
  work.
• 22:00
  We
• 22:01
  have
• 22:01
  a,
• 22:01
  you
• 22:01
  know,
• 22:02
  the
• 22:02
  Tesco
• 22:02
  Bush
• 22:03
  proposition,
• 22:03
  which
• 22:05
  as
• 22:06
  you
• 22:06
  know,
• 22:06
  a
• 22:07
  small
• 22:07
  basket
• 22:07
  immediacy
• 22:09
  offered
• 22:09
  to
• 22:09
  customers
• 22:10
  from
• 22:10
  as
• 22:11
  little
• 22:11
  as
• 22:11
  20
• 22:12
  minutes.
• 22:13
  Now
• 22:13
  these
• 22:13
  are
• 22:14
  very
• 22:14
  different
• 22:14
  things
• 22:15
  and
• 22:15
  of
• 22:15
  course
• 22:15
  there
• 22:16
  is
• 22:17
  ways
• 22:17
  to
• 22:17
  automate
• 22:18
  these
• 22:18
  things.
• 22:18
  But
• 22:19
  if
• 22:19
  you
• 22:19
  do
• 22:19
  that
• 22:19
  at
• 22:20
  scale
• 22:20
  across
• 22:20
  the
• 22:20
  country
• 22:21
  to
• 22:22
  reach
• 22:22
  every
• 22:22
  area,
• 22:23
  not
• 22:24
  one
• 22:24
  size
• 22:25
  fits
• 22:25
  all.
• 22:25
  And
• 22:26
  I
• 22:26
  think
• 22:26
  that's
• 22:26
  one
• 22:27
  very,
• 22:27
  very
• 22:27
  important
• 22:28
  Thing
• 22:28
  in
• 22:28
  this,
• 22:29
  you
• 22:29
  consider
• 22:29
  a
• 22:30
  topology,
• 22:31
  a
• 22:31
  network
• 22:31
  of,
• 22:32
  of
• 22:33
  the
• 22:33
  stores
• 22:33
  of
• 22:34
  these
• 22:34
  fulfillment
• 22:34
  solutions,
• 22:35
  then
• 22:36
  there
• 22:36
  is
• 22:36
  a
• 22:36
  case
• 22:37
  for
• 22:37
  manual
• 22:37
  operations.
• 22:39
  There
• 22:39
  is
• 22:39
  a
• 22:39
  case,
• 22:40
  you
• 22:40
  know,
• 22:40
  in
• 22:41
  Tesco's
• 22:41
  example
• 22:42
  for
• 22:42
  standalone
• 22:43
  buildings,
• 22:43
  we
• 22:44
  have,
• 22:44
  you
• 22:44
  know,
• 22:45
  six
• 22:45
  of
• 22:45
  these
• 22:45
  in
• 22:45
  and
• 22:45
  around
• 22:46
  London,
• 22:46
  but
• 22:47
  simply
• 22:47
  we
• 22:47
  don't
• 22:47
  have
• 22:48
  enough
• 22:49
  stores
• 22:50
  to
• 22:51
  fulfill
• 22:51
  all
• 22:51
  these
• 22:52
  orders
• 22:52
  manually.
• 22:52
  And
• 22:53
  you
• 22:53
  know,
• 22:53
  London
• 22:54
  is
• 22:54
  a
• 22:54
  different
• 22:54
  thing,
• 22:55
  right?
• 22:55
  London
• 22:55
  is
• 22:55
  a
• 22:55
  very
• 22:56
  high
• 22:56
  density
• 22:57
  city
• 22:58
  with
• 22:58
  very
• 22:58
  different
• 22:59
  customer
• 22:59
  behaviors
• 23:00
  in
• 23:00
  many
• 23:00
  ways
• 23:00
  and
• 23:01
  also
• 23:01
  many
• 23:02
  different
• 23:02
  competitors
• 23:03
  in
• 23:03
  this
• 23:03
  space.
• 23:04
  However,
• 23:05
  we,
• 23:05
  we
• 23:06
  do
• 23:06
  think
• 23:06
  that
• 23:07
  micro
• 23:07
  fulfillment
• 23:08
  is
• 23:08
  a
• 23:08
  great
• 23:08
  thing
• 23:09
  in
• 23:09
  between.
• 23:09
  Right.
• 23:10
  It,
• 23:10
  it
• 23:10
  is
• 23:11
  allowing
• 23:11
  you,
• 23:12
  because
• 23:12
  of
• 23:12
  its
• 23:12
  moderate
• 23:13
  micro
• 23:14
  size
• 23:14
  still
• 23:14
  to
• 23:15
  be
• 23:15
  close
• 23:15
  to
• 23:15
  the
• 23:15
  customer.
• 23:17
  So
• 23:17
  you
• 23:17
  have
• 23:18
  these
• 23:18
  great
• 23:18
  benefits
• 23:19
  of
• 23:19
  not
• 23:19
  only
• 23:19
  speed
• 23:20
  but
• 23:20
  also
• 23:20
  the
• 23:21
  cost
• 23:21
  of
• 23:21
  reaching
• 23:22
  the
• 23:22
  customer
• 23:22
  is
• 23:22
  still,
• 23:23
  you
• 23:23
  know,
• 23:24
  as,
• 23:24
  you
• 23:24
  know,
• 23:24
  as
• 23:24
  small
• 23:25
  as
• 23:25
  it
• 23:25
  would
• 23:25
  be
• 23:25
  if
• 23:25
  you,
• 23:26
  if
• 23:26
  you
• 23:26
  pick
• 23:26
  still
• 23:27
  from
• 23:27
  storm.
• 23:28
  But
• 23:28
  you
• 23:28
  get
• 23:28
  the
• 23:28
  efficiencies
• 23:29
  you
• 23:30
  get
• 23:30
  out
• 23:30
  of
• 23:30
  these
• 23:30
  bigger
• 23:31
  buildings
• 23:31
  because
• 23:31
  that's
• 23:32
  what
• 23:32
  this
• 23:32
  automation
• 23:33
  breaks.
• 23:33
  And
• 23:34
  I
• 23:34
  do
• 23:34
  always
• 23:35
  love
• 23:35
  the
• 23:35
  notion
• 23:36
  of,
• 23:36
  you
• 23:37
  know,
• 23:37
  balancing
• 23:38
  the
• 23:38
  best
• 23:38
  of
• 23:38
  both
• 23:39
  worlds.
• 23:39
  And
• 23:40
  in
• 23:40
  actual
• 23:40
  fact
• 23:40
  these
• 23:40
  big
• 23:41
  boxes
• 23:41
  struggle
• 23:41
  with
• 23:42
  the
• 23:42
  final
• 23:42
  mile.
• 23:43
  And
• 23:43
  I
• 23:44
  think
• 23:44
  that
• 23:44
  is
• 23:44
  a,
• 23:45
  you
• 23:45
  know,
• 23:45
  a
• 23:45
  great
• 23:45
  way
• 23:46
  to
• 23:46
  think
• 23:46
  about
• 23:46
  this.
• 23:46
  It's
• 23:47
  a
• 23:47
  nice
• 23:47
  hybrid.
• 23:47
  It
• 23:48
  sits
• 23:48
  firmly
• 23:48
  in
• 23:48
  the
• 23:48
  middle.
• 23:50
  The
• 23:50
  Tesco
• 23:51
  word
• 23:51
  for
• 23:52
  MFC
• 23:53
  when
• 23:53
  we
• 23:53
  started
• 23:53
  this
• 23:54
  is
• 23:54
  actually
• 23:54
  ufc,
• 23:55
  we
• 23:55
  call
• 23:55
  them
• 23:55
  Urban
• 23:56
  Fulfillment
• 23:56
  Center.
• 23:56
  The
• 23:57
  word
• 23:57
  MFC
• 23:57
  was,
• 23:58
  wasn't
• 23:58
  around
• 23:58
  when
• 23:59
  we
• 23:59
  started
• 23:59
  this
• 23:59
  few
• 24:00
  years
• 24:00
  back.
• 24:00
  Wasn't,
• 24:01
  wasn't
• 24:01
  quite
• 24:01
  set
• 24:02
  to
• 24:02
  that
• 24:02
  standard.
• 24:02
  And,
• 24:03
  and
• 24:03
  it
• 24:04
  just
• 24:04
  describes
• 24:04
  where
• 24:04
  we
• 24:05
  think
• 24:05
  these
• 24:05
  things
• 24:05
  are
• 24:06
  a
• 24:06
  great
• 24:06
  use
• 24:07
  case.
• 24:07
  Not
• 24:08
  all
• 24:08
  size
• 24:10
  cities
• 24:10
  and
• 24:11
  you
• 24:11
  know,
• 24:11
  countrysides
• 24:12
  will
• 24:12
  fit
• 24:12
  this
• 24:12
  type
• 24:12
  of
• 24:13
  solution,
• 24:13
  but
• 24:14
  it
• 24:14
  is
• 24:14
  going
• 24:14
  into
• 24:15
  the
• 24:15
  middle,
• 24:16
  middle
• 24:16
  to
• 24:16
  larger
• 24:16
  cities,
• 24:17
  into
• 24:17
  urban
• 24:17
  areas
• 24:18
  where
• 24:18
  these
• 24:18
  things
• 24:18
  are
• 24:18
  great
• 24:19
  solutions
• 24:19
  for.
• 24:21
  Wow.
• 24:21
  So
• 24:22
  okay,
• 24:22
  so
• 24:22
  that
• 24:22
  surprised
• 24:22
  me.
• 24:23
  So
• 24:23
  you
• 24:23
  actually
• 24:23
  like
• 24:24
  the
• 24:24
  moniker
• 24:25
  Urban
• 24:26
  fc.
• 24:28
  So
• 24:28
  how
• 24:28
  does
• 24:28
  that
• 24:28
  translate
• 24:28
  to
• 24:29
  the
• 24:29
  US
• 24:29
  market
• 24:29
  then?
• 24:30
  Because
• 24:30
  I
• 24:30
  would
• 24:30
  think
• 24:30
  it
• 24:30
  would
• 24:30
  still
• 24:31
  be
• 24:31
  more
• 24:31
  just
• 24:32
  from
• 24:32
  the
• 24:32
  statistics
• 24:33
  point
• 24:33
  of
• 24:33
  view
• 24:33
  being
• 24:33
  more
• 24:33
  about
• 24:34
  where
• 24:34
  do
• 24:35
  the
• 24:35
  conditions
• 24:36
  meet,
• 24:36
  what's
• 24:37
  required
• 24:37
  to
• 24:37
  make
• 24:38
  these
• 24:38
  successful.
• 24:39
  So
• 24:39
  how
• 24:39
  do
• 24:39
  you
• 24:39
  think
• 24:39
  about
• 24:40
  the
• 24:40
  urban
• 24:40
  dynamic
• 24:40
  then
• 24:41
  when
• 24:41
  you
• 24:41
  start
• 24:41
  thinking
• 24:42
  about
• 24:42
  transcend
• 24:42
  and
• 24:42
  coming
• 24:43
  over
• 24:43
  to
• 24:43
  U.S.
• 24:44
  Yeah,
• 24:45
  the
• 24:45
  U.S.
• 24:45
  i
• 24:46
  mean
• 24:46
  there's
• 24:47
  quite
• 24:47
  a
• 24:47
  lot
• 24:47
  of
• 24:47
  big
• 24:48
  boxes
• 24:48
  out
• 24:48
  there
• 24:49
  in
• 24:49
  the
• 24:49
  US
• 24:51
  But
• 24:51
  I
• 24:51
  think
• 24:51
  traditionally
• 24:52
  the
• 24:52
  US
• 24:52
  lends
• 24:53
  itself
• 24:53
  based
• 24:54
  on
• 24:54
  the
• 24:54
  household
• 24:55
  density
• 24:56
  to
• 24:57
  these
• 24:57
  smaller
• 24:58
  entities.
• 24:58
  Right.
• 24:59
  Simply
• 24:59
  by
• 24:59
  the
• 25:00
  fact
• 25:00
  that
• 25:00
  they
• 25:00
  are
• 25:00
  more
• 25:01
  contained,
• 25:01
  they
• 25:02
  fit
• 25:02
  into
• 25:02
  a
• 25:02
  store,
• 25:02
  they
• 25:03
  fit
• 25:03
  next
• 25:03
  to
• 25:03
  a
• 25:03
  store,
• 25:03
  they
• 25:03
  fit
• 25:04
  into
• 25:04
  a
• 25:04
  car
• 25:04
  park,
• 25:06
  but
• 25:07
  you
• 25:07
  don't
• 25:08
  have
• 25:08
  to
• 25:08
  drive
• 25:09
  so,
• 25:09
  so
• 25:09
  far
• 25:09
  away,
• 25:10
  which
• 25:10
  particularly
• 25:10
  in
• 25:10
  the
• 25:11
  US
• 25:11
  is
• 25:11
  a
• 25:11
  big
• 25:11
  question.
• 25:12
  Right.
• 25:12
  You've
• 25:13
  got
• 25:13
  too
• 25:13
  much
• 25:13
  capacity
• 25:14
  in
• 25:14
  one
• 25:14
  place.
• 25:15
  The
• 25:16
  next
• 25:16
  town
• 25:17
  city
• 25:17
  is
• 25:18
  quite
• 25:18
  a
• 25:18
  long
• 25:18
  way
• 25:18
  or
• 25:19
  away
• 25:19
  often.
• 25:20
  Right.
• 25:20
  And
• 25:20
  that's
• 25:20
  where
• 25:21
  this
• 25:21
  solution,
• 25:21
  I
• 25:21
  think
• 25:22
  is
• 25:22
  actually
• 25:22
  quite,
• 25:23
  quite
• 25:23
  helpful.
• 25:24
  Now
• 25:24
  again,
• 25:24
  there
• 25:24
  might
• 25:24
  be
• 25:24
  places
• 25:25
  which
• 25:25
  don't
• 25:25
  have
• 25:25
  enough
• 25:26
  volume
• 25:26
  in
• 25:26
  a
• 25:26
  manual
• 25:26
  solution
• 25:27
  is
• 25:27
  the
• 25:27
  right
• 25:27
  thing.
• 25:28
  There
• 25:28
  might
• 25:29
  be
• 25:29
  one
• 25:29
  of
• 25:29
  these
• 25:29
  mega
• 25:30
  cities
• 25:30
  where
• 25:30
  you
• 25:31
  could
• 25:31
  have
• 25:31
  two
• 25:31
  or
• 25:31
  three
• 25:32
  or
• 25:32
  four
• 25:32
  of
• 25:32
  these
• 25:33
  micro
• 25:33
  fulfillment
• 25:34
  sites
• 25:34
  and
• 25:34
  still
• 25:34
  have
• 25:34
  it
• 25:35
  nicely
• 25:35
  balanced,
• 25:36
  more
• 25:36
  resilient.
• 25:37
  You
• 25:38
  know,
• 25:38
  I
• 25:38
  think
• 25:38
  it
• 25:38
  is
• 25:39
  a
• 25:39
  great
• 25:39
  solution
• 25:40
  for
• 25:40
  the
• 25:41
  U.S.
• 25:41
  many
• 25:42
  cities
• 25:42
  in,
• 25:42
  you
• 25:43
  know,
• 25:43
  in
• 25:44
  Europe,
• 25:44
  for
• 25:44
  example,
• 25:45
  a
• 25:45
  great
• 25:47
  possibility
• 25:48
  for
• 25:48
  this.
• 25:48
  And
• 25:48
  that's
• 25:49
  where,
• 25:49
  you
• 25:49
  know,
• 25:49
  we
• 25:49
  see,
• 25:50
  if
• 25:50
  you
• 25:50
  look
• 25:50
  around
• 25:51
  and
• 25:51
  we
• 25:51
  see
• 25:51
  what,
• 25:51
  what
• 25:51
  works.
• 25:52
  That's
• 25:52
  where
• 25:52
  we
• 25:52
  see
• 25:53
  most
• 25:53
  of
• 25:53
  these
• 25:53
  working
• 25:54
  best
• 25:55
  because
• 25:55
  of
• 25:55
  the
• 25:55
  conditions
• 25:56
  of
• 25:56
  environments
• 25:57
  of
• 25:57
  where
• 25:58
  they
• 25:58
  sit
• 25:58
  in.
• 26:00
  That
• 26:00
  makes
• 26:00
  sense.
• 26:01
  And
• 26:01
  Danielle,
• 26:02
  I
• 26:02
  mean,
• 26:02
  I'd
• 26:03
  love
• 26:03
  to
• 26:03
  hear
• 26:03
  your
• 26:03
  perspective
• 26:04
  based
• 26:04
  on
• 26:04
  kind
• 26:05
  of
• 26:05
  the
• 26:05
  use
• 26:06
  cases
• 26:06
  that
• 26:07
  Oliver
• 26:07
  just
• 26:07
  outlined.
• 26:08
  And
• 26:09
  if
• 26:09
  we
• 26:09
  buying
• 26:10
  into
• 26:10
  this
• 26:10
  theory
• 26:10
  that,
• 26:10
  you
• 26:11
  know,
• 26:11
  MFC
• 26:11
  still
• 26:11
  have
• 26:12
  a
• 26:12
  place
• 26:12
  in
• 26:12
  the
• 26:13
  market,
• 26:14
  why
• 26:15
  has
• 26:15
  Domatic
• 26:16
  decided
• 26:16
  to
• 26:16
  link
• 26:17
  up
• 26:17
  with
• 26:17
  Transcend
• 26:18
  and
• 26:18
  what
• 26:18
  kind
• 26:18
  of,
• 26:19
  especially
• 26:19
  as
• 26:19
  you're
• 26:19
  thinking
• 26:20
  about
• 26:20
  coming
• 26:20
  into
• 26:20
  the
• 26:21
  US
• 26:21
  market,
• 26:21
  what
• 26:22
  are
• 26:22
  you
• 26:22
  uniquely
• 26:23
  kind
• 26:23
  of
• 26:23
  positioned
• 26:24
  to
• 26:24
  help
• 26:25
  support
• 26:26
  as
• 26:26
  Domatic
• 26:27
  in
• 26:27
  this
• 26:27
  partnership?
• 26:28
  Yeah,
• 26:29
  definitely.
• 26:30
  I
• 26:30
  mean,
• 26:30
  you
• 26:30
  know,
• 26:31
  Domatic
• 26:31
  partnered
• 26:32
  with
• 26:32
  Tesco
• 26:33
  to
• 26:33
  install,
• 26:34
  I
• 26:34
  think
• 26:34
  it
• 26:34
  was
• 26:34
  nine
• 26:35
  micro
• 26:35
  fulfillment
• 26:36
  centers
• 26:36
  in
• 26:36
  the
• 26:36
  UK
• 26:37
  using
• 26:37
  our
• 26:38
  shuttle
• 26:38
  technology.
• 26:39
  So,
• 26:39
  you
• 26:39
  know,
• 26:40
  that's
• 26:40
  a
• 26:40
  real
• 26:40
  success
• 26:41
  story
• 26:41
  in
• 26:41
  the
• 26:41
  grocery
• 26:42
  industry.
• 26:43
  And
• 26:43
  you
• 26:44
  know,
• 26:44
  grocers
• 26:44
  can
• 26:45
  achieve
• 26:46
  pick
• 26:46
  rates
• 26:46
  with
• 26:47
  our
• 26:47
  equipment
• 26:47
  of
• 26:48
  up
• 26:48
  to
• 26:48
  something
• 26:48
  like
• 26:49
  700
• 26:50
  items
• 26:51
  per
• 26:51
  hour
• 26:51
  for
• 26:52
  about
• 26:52
  900
• 26:53
  orders
• 26:53
  a
• 26:53
  day.
• 26:54
  And
• 26:55
  whereas
• 26:55
  in
• 26:56
  a
• 26:56
  manual
• 26:56
  pick
• 26:57
  operation,
• 26:57
  let's
• 26:58
  say
• 26:58
  in
• 26:59
  store,
• 26:59
  you
• 26:59
  might
• 26:59
  be
• 27:00
  achieving
• 27:00
  at
• 27:00
  best
• 27:01
  something
• 27:01
  around
• 27:01
  190
• 27:02
  items
• 27:03
  per
• 27:03
  hour
• 27:03
  for
• 27:04
  around
• 27:04
  the
• 27:04
  500
• 27:04
  orders
• 27:05
  a
• 27:05
  day
• 27:05
  that
• 27:06
  Oliver
• 27:06
  mentioned
• 27:07
  earlier.
• 27:08
  Now,
• 27:08
  you
• 27:09
  know,
• 27:09
  Domatic
• 27:10
  does
• 27:11
  want
• 27:11
  to
• 27:11
  continue
• 27:12
  to
• 27:12
  partner
• 27:12
  with
• 27:12
  Tesco
• 27:13
  through
• 27:13
  Transcend
• 27:14
  because,
• 27:14
  well,
• 27:15
  you
• 27:15
  know,
• 27:15
  we
• 27:15
  believe
• 27:16
  that
• 27:16
  the
• 27:16
  solution,
• 27:17
  combined
• 27:18
  with
• 27:18
  Tesco's
• 27:18
  experience
• 27:19
  in
• 27:19
  using
• 27:19
  the
• 27:20
  automation
• 27:20
  can
• 27:21
  really
• 27:21
  make
• 27:21
  an
• 27:21
  impact
• 27:22
  to
• 27:22
  a
• 27:22
  grocer's
• 27:23
  bottom
• 27:23
  line,
• 27:24
  you
• 27:24
  know,
• 27:24
  and
• 27:24
  that's
• 27:24
  part
• 27:25
  of
• 27:25
  the
• 27:25
  work
• 27:25
  that
• 27:25
  we
• 27:26
  do
• 27:26
  is
• 27:26
  supporting,
• 27:27
  you
• 27:27
  know,
• 27:28
  our
• 27:28
  customers
• 27:29
  across
• 27:29
  various
• 27:30
  industries
• 27:30
  to
• 27:31
  solve
• 27:31
  for
• 27:31
  their
• 27:31
  problems,
• 27:32
  their
• 27:32
  pain
• 27:32
  points.
• 27:33
  Right.
• 27:33
  And
• 27:34
  just
• 27:34
  having
• 27:34
  Oliver's
• 27:35
  expertise
• 27:36
  that
• 27:36
  he
• 27:36
  shared
• 27:36
  already
• 27:37
  in
• 27:37
  this
• 27:37
  podcast,
• 27:37
  Podcast
• 27:38
  too,
• 27:38
  as
• 27:38
  helpful
• 27:39
  as,
• 27:39
  as
• 27:40
  so
• 27:40
  many
• 27:40
  grocers,
• 27:41
  especially
• 27:41
  here
• 27:41
  in
• 27:42
  the
• 27:42
  US
• 27:42
  are
• 27:42
  really
• 27:42
  trying
• 27:43
  to
• 27:43
  struggling
• 27:43
  to
• 27:43
  figure
• 27:44
  that
• 27:44
  out.
• 27:44
  Oliver,
• 27:45
  anything
• 27:45
  that
• 27:46
  you
• 27:46
  would
• 27:46
  add
• 27:47
  about
• 27:47
  the
• 27:48
  partnership
• 27:48
  that
• 27:48
  you
• 27:49
  think
• 27:49
  kind
• 27:49
  of
• 27:49
  makes
• 27:50
  that,
• 27:50
  that
• 27:50
  special
• 27:51
  and
• 27:51
  really
• 27:52
  of
• 27:52
  value
• 27:53
  to
• 27:53
  the
• 27:53
  retailers
• 27:54
  that
• 27:54
  you
• 27:54
  work
• 27:54
  with?
• 27:56
  Oh,
• 27:56
  absolutely.
• 27:57
  We've
• 27:57
  obviously
• 27:57
  got
• 27:57
  a
• 27:58
  long
• 27:58
  history
• 27:58
  working
• 27:59
  together
• 27:59
  with
• 27:59
  Thematic
• 28:00
  and
• 28:00
  always
• 28:00
  felt
• 28:01
  like
• 28:01
  a
• 28:01
  great
• 28:01
  partnership
• 28:03
  for
• 28:04
  us
• 28:04
  is
• 28:05
  the
• 28:05
  thinking
• 28:06
  is
• 28:06
  to
• 28:06
  go
• 28:06
  away
• 28:07
  from
• 28:07
  a
• 28:08
  piece
• 28:08
  of
• 28:08
  mechanical
• 28:09
  engineering
• 28:10
  of
• 28:10
  the
• 28:10
  piece
• 28:11
  of
• 28:11
  automation
• 28:12
  to
• 28:12
  a
• 28:12
  solution.
• 28:13
  Right.
• 28:13
  And
• 28:13
  I
• 28:14
  think
• 28:14
  if
• 28:14
  you
• 28:15
  bring
• 28:15
  both
• 28:15
  of
• 28:15
  us
• 28:15
  together,
• 28:16
  the
• 28:16
  beauty
• 28:17
  is
• 28:17
  that
• 28:17
  you
• 28:18
  end
• 28:18
  up
• 28:18
  with
• 28:19
  an
• 28:19
  end
• 28:19
  to
• 28:19
  end
• 28:20
  solution.
• 28:21
  You
• 28:21
  know,
• 28:21
  you
• 28:21
  get
• 28:22
  the
• 28:22
  automation
• 28:22
  but
• 28:23
  you
• 28:23
  get
• 28:23
  totes,
• 28:24
  you
• 28:24
  get
• 28:24
  trolleys,
• 28:25
  you
• 28:25
  get
• 28:25
  training,
• 28:26
  you
• 28:26
  get,
• 28:27
  you
• 28:27
  know,
• 28:27
  care
• 28:27
  for
• 28:28
  the
• 28:28
  people,
• 28:28
  you
• 28:28
  get
• 28:29
  someone
• 28:29
  there
• 28:29
  holding
• 28:29
  your
• 28:30
  hand,
• 28:30
  you
• 28:31
  get
• 28:31
  all
• 28:31
  those
• 28:31
  puzzle
• 28:32
  pieces
• 28:33
  and
• 28:33
  I
• 28:33
  think
• 28:33
  it
• 28:34
  complements
• 28:35
  that
• 28:35
  set
• 28:35
  very
• 28:36
  nicely.
• 28:38
  Us
• 28:39
  being
• 28:40
  a
• 28:41
  grocer,
• 28:42
  being
• 28:42
  a
• 28:42
  retailer
• 28:43
  at
• 28:43
  heart,
• 28:44
  Dematic
• 28:45
  being
• 28:46
  one
• 28:46
  of
• 28:47
  the
• 28:47
  most
• 28:47
  experienced
• 28:48
  players
• 28:49
  in
• 28:49
  the
• 28:49
  automation
• 28:50
  market
• 28:51
  just
• 28:51
  brings
• 28:51
  two
• 28:52
  good
• 28:52
  strengths
• 28:52
  together
• 28:53
  and
• 28:53
  that's
• 28:53
  what
• 28:53
  we
• 28:54
  like
• 28:54
  about
• 28:54
  this.
• 28:55
  We
• 28:55
  generally
• 28:56
  think
• 28:56
  this
• 28:57
  goes
• 28:58
  one
• 28:58
  step
• 28:59
  up,
• 28:59
  this
• 28:59
  goes
• 28:59
  from,
• 29:00
  you
• 29:01
  know,
• 29:01
  a
• 29:01
  piece
• 29:02
  of
• 29:02
  equipment
• 29:02
  to
• 29:03
  a
• 29:03
  solution
• 29:04
  and
• 29:04
  tried
• 29:04
  and
• 29:04
  tested
• 29:05
  solution.
• 29:05
  Yeah,
• 29:06
  you've
• 29:06
  got
• 29:06
  the
• 29:07
  dream
• 29:07
  team.
• 29:08
  Yes,
• 29:08
  yeah,
• 29:09
  yeah.
• 29:10
  I
• 29:10
  mean
• 29:10
  I
• 29:10
  can't
• 29:10
  think
• 29:10
  of
• 29:11
  two
• 29:11
  better
• 29:11
  partners
• 29:11
  really
• 29:11
  on
• 29:12
  an
• 29:12
  international
• 29:12
  stage
• 29:13
  to
• 29:13
  try
• 29:13
  to
• 29:13
  make
• 29:13
  something
• 29:14
  like
• 29:14
  this
• 29:14
  work.
• 29:14
  But
• 29:15
  you
• 29:15
  know,
• 29:15
  at
• 29:15
  the
• 29:15
  end
• 29:15
  of
• 29:15
  the
• 29:15
  day,
• 29:15
  like,
• 29:16
  and
• 29:16
  like
• 29:16
  I
• 29:16
  said
• 29:16
  at
• 29:17
  the
• 29:17
  outset,
• 29:17
  Anna
• 29:17
  and
• 29:17
  I
• 29:17
  are
• 29:17
  agnostic
• 29:18
  to
• 29:18
  this
• 29:18
  question
• 29:19
  and
• 29:19
  we've
• 29:19
  got
• 29:19
  no
• 29:19
  dog
• 29:20
  in
• 29:20
  this
• 29:20
  fight.
• 29:21
  So,
• 29:21
  so
• 29:21
  Oliver,
• 29:22
  I
• 29:22
  want
• 29:22
  to,
• 29:23
  I
• 29:23
  want
• 29:23
  to
• 29:23
  press
• 29:24
  you
• 29:24
  one
• 29:24
  final
• 29:24
  time
• 29:25
  before
• 29:25
  we
• 29:25
  let
• 29:25
  you
• 29:26
  both
• 29:26
  go
• 29:28
  because
• 29:28
  honestly
• 29:29
  we've
• 29:29
  seen
• 29:29
  the
• 29:29
  likes
• 29:29
  of
• 29:30
  companies
• 29:30
  like
• 29:31
  Ocado,
• 29:32
  which
• 29:32
  are
• 29:32
  very
• 29:32
  successful
• 29:33
  in
• 29:33
  E
• 29:34
  commerce,
• 29:34
  try
• 29:35
  to
• 29:35
  come
• 29:35
  to
• 29:35
  the
• 29:35
  US
• 29:36
  via
• 29:36
  Kroger
• 29:37
  and
• 29:37
  let's
• 29:38
  just
• 29:38
  say
• 29:38
  that
• 29:39
  there's
• 29:39
  mixed
• 29:40
  success
• 29:40
  at
• 29:40
  best
• 29:40
  with
• 29:41
  that
• 29:41
  so
• 29:41
  far
• 29:41
  and
• 29:42
  albeit
• 29:42
  it's
• 29:43
  a
• 29:43
  different
• 29:43
  automated
• 29:43
  solution.
• 29:45
  So
• 29:45
  why
• 29:45
  do
• 29:45
  you
• 29:46
  think
• 29:46
  Tesco
• 29:46
  and
• 29:47
  Transcend
• 29:48
  will
• 29:48
  be
• 29:48
  different
• 29:49
  and
• 29:49
  find
• 29:49
  success
• 29:50
  in
• 29:50
  the
• 29:50
  US
• 29:50
  market?
• 29:51
  And
• 29:51
  do
• 29:51
  you
• 29:51
  have
• 29:51
  any
• 29:51
  examples
• 29:52
  you
• 29:52
  can
• 29:52
  share
• 29:52
  of,
• 29:53
  of,
• 29:53
  of
• 29:54
  success
• 29:54
  outside
• 29:54
  of
• 29:55
  the
• 29:55
  UK
• 29:55
  at
• 29:55
  this
• 29:55
  point
• 29:55
  too?
• 29:57
  I
• 29:58
  think
• 29:58
  the,
• 30:00
  the
• 30:00
  US
• 30:01
  is
• 30:01
  a
• 30:01
  very
• 30:01
  interesting
• 30:02
  market.
• 30:02
  It's
• 30:02
  not
• 30:02
  the
• 30:02
  only
• 30:03
  market,
• 30:03
  you
• 30:03
  know,
• 30:04
  where
• 30:05
  people
• 30:06
  have
• 30:06
  built
• 30:06
  really,
• 30:06
  really
• 30:07
  big
• 30:07
  fulfillment
• 30:08
  centers,
• 30:08
  huge
• 30:09
  fulfillment
• 30:09
  centers
• 30:10
  based
• 30:11
  on
• 30:11
  the,
• 30:12
  on
• 30:12
  the,
• 30:13
  yeah,
• 30:13
  just
• 30:14
  on,
• 30:14
  on,
• 30:14
  on
• 30:14
  the
• 30:14
  success
• 30:15
  of
• 30:15
  that,
• 30:15
  that
• 30:16
  of
• 30:16
  those
• 30:16
  solutions
• 30:17
  which
• 30:17
  no
• 30:17
  doubt
• 30:18
  is
• 30:18
  a
• 30:18
  great
• 30:19
  solution.
• 30:20
  But
• 30:20
  what
• 30:20
  happens
• 30:21
  quite
• 30:21
  often
• 30:21
  is,
• 30:22
  and
• 30:22
  as
• 30:23
  Daniel
• 30:23
  described
• 30:24
  it
• 30:24
  earlier,
• 30:24
  are
• 30:25
  you
• 30:25
  able
• 30:25
  to
• 30:25
  fill
• 30:26
  those,
• 30:26
  you
• 30:27
  know,
• 30:27
  these
• 30:27
  boxes,
• 30:28
  are
• 30:28
  they,
• 30:28
  are
• 30:29
  they
• 30:29
  the
• 30:29
  right
• 30:29
  size
• 30:30
  now?
• 30:31
  Eventually
• 30:31
  there
• 30:31
  might
• 30:32
  be
• 30:32
  and
• 30:32
  there's
• 30:32
  some
• 30:33
  time
• 30:33
  for
• 30:33
  everything
• 30:35
  for
• 30:36
  us.
• 30:36
  We
• 30:36
  think
• 30:37
  that
• 30:38
  a
• 30:38
  micro
• 30:38
  fulfillment
• 30:39
  solution
• 30:40
  is
• 30:40
  an
• 30:40
  ideal
• 30:41
  solution
• 30:41
  for
• 30:42
  the,
• 30:42
  you
• 30:42
  know,
• 30:43
  for
• 30:43
  the
• 30:43
  broad
• 30:44
  problem
• 30:45
  in
• 30:45
  countries
• 30:45
  like
• 30:46
  the
• 30:46
  US
• 30:47
  where
• 30:47
  we
• 30:48
  know
• 30:48
  that
• 30:48
  some
• 30:49
  of,
• 30:49
  you
• 30:49
  know,
• 30:50
  a
• 30:50
  lot
• 30:50
  of
• 30:51
  the
• 30:51
  topology
• 30:51
  in,
• 30:52
  in
• 30:52
  the
• 30:52
  US
• 30:53
  lends
• 30:53
  itself
• 30:54
  to
• 30:54
  more,
• 30:55
  many
• 30:56
  more
• 30:56
  smaller
• 30:57
  fulfillment
• 30:58
  places,
• 30:58
  fulfillment
• 30:59
  nodes,
• 30:59
  than
• 31:00
  one
• 31:00
  big
• 31:00
  one.
• 31:01
  And
• 31:01
  that's
• 31:02
  a,
• 31:02
  a
• 31:03
  question
• 31:03
  of,
• 31:04
  you
• 31:04
  know,
• 31:04
  mainly
• 31:05
  of
• 31:05
  the
• 31:05
  final
• 31:06
  mile,
• 31:06
  is
• 31:06
  a
• 31:06
  question
• 31:07
  of
• 31:07
  utilizing
• 31:08
  the
• 31:08
  assets
• 31:08
  very
• 31:09
  well.
• 31:09
  It's
• 31:09
  a
• 31:09
  question
• 31:09
  of
• 31:10
  modularity
• 31:10
  and
• 31:11
  scalability
• 31:12
  and
• 31:12
  flexibility
• 31:14
  is
• 31:15
  a
• 31:15
  question
• 31:15
  of
• 31:15
  capital
• 31:16
  outlay.
• 31:17
  Right.
• 31:17
  You
• 31:18
  know,
• 31:18
  one,
• 31:18
  you
• 31:18
  know,
• 31:19
  one
• 31:19
  first
• 31:19
  small
• 31:19
  size
• 31:20
  is
• 31:20
  a
• 31:21
  very,
• 31:21
  very
• 31:21
  different
• 31:22
  thing
• 31:23
  to
• 31:23
  invest
• 31:23
  into
• 31:23
  than,
• 31:24
  than
• 31:24
  one
• 31:24
  big
• 31:24
  one.
• 31:26
  And
• 31:26
  it
• 31:26
  allows
• 31:27
  a
• 31:27
  certain
• 31:28
  progression
• 31:29
  in
• 31:29
  this.
• 31:29
  And
• 31:30
  this
• 31:30
  progression
• 31:31
  over
• 31:32
  the
• 31:32
  network,
• 31:32
  I
• 31:33
  think
• 31:33
  is
• 31:33
  really,
• 31:33
  really
• 31:34
  valuable
• 31:34
  because
• 31:34
  you
• 31:35
  can
• 31:35
  grow
• 31:35
  over
• 31:35
  time
• 31:36
  at
• 31:37
  the
• 31:37
  right
• 31:37
  time
• 31:38
  in
• 31:39
  who
• 31:39
  you
• 31:40
  are
• 31:40
  and
• 31:40
  who
• 31:40
  you
• 31:40
  want
• 31:40
  to
• 31:40
  be
• 31:40
  and
• 31:41
  how
• 31:41
  big
• 31:41
  your
• 31:41
  volumes
• 31:42
  are,
• 31:42
  and
• 31:42
  you've
• 31:43
  got
• 31:43
  more
• 31:43
  flexibility
• 31:45
  in
• 31:45
  this.
• 31:45
  And
• 31:45
  I
• 31:45
  think
• 31:46
  that
• 31:46
  makes
• 31:46
  the
• 31:46
  US
• 31:47
  very,
• 31:47
  very
• 31:47
  special
• 31:47
  because
• 31:48
  by,
• 31:48
  by,
• 31:48
  as
• 31:49
  I
• 31:49
  said
• 31:49
  it
• 31:49
  earlier,
• 31:49
  by
• 31:49
  the
• 31:50
  household
• 31:50
  density,
• 31:51
  by
• 31:51
  the
• 31:51
  way
• 31:51
  the
• 31:52
  US
• 31:52
  Is
• 31:52
  built,
• 31:53
  I
• 31:54
  think
• 31:54
  micro
• 31:54
  fulfillment
• 31:56
  as
• 31:56
  a
• 31:56
  general
• 31:57
  topic
• 31:57
  is
• 31:58
  going
• 31:59
  to
• 31:59
  have
• 31:59
  a
• 31:59
  revival
• 32:00
  and
• 32:00
  people
• 32:00
  will
• 32:01
  get
• 32:02
  to
• 32:02
  like
• 32:02
  it,
• 32:03
  particularly
• 32:05
  as
• 32:05
  labor
• 32:06
  availability
• 32:07
  in
• 32:07
  many
• 32:07
  countries
• 32:08
  always
• 32:08
  becomes
• 32:09
  more
• 32:09
  and
• 32:09
  more
• 32:09
  of
• 32:10
  a
• 32:10
  challenge.
• 32:10
  And
• 32:11
  that's
• 32:11
  to
• 32:11
  your
• 32:11
  point,
• 32:11
  over,
• 32:12
  you
• 32:12
  know,
• 32:12
  what
• 32:13
  are
• 32:13
  good
• 32:13
  examples?
• 32:14
  Where
• 32:14
  do
• 32:14
  these
• 32:14
  things
• 32:15
  work
• 32:16
  naturally?
• 32:17
  They
• 32:17
  work,
• 32:18
  you
• 32:18
  know,
• 32:20
  more
• 32:21
  easily
• 32:21
  almost
• 32:22
  to
• 32:22
  say
• 32:23
  in
• 32:23
  countries
• 32:23
  which
• 32:24
  have
• 32:24
  lower,
• 32:25
  higher
• 32:25
  pay
• 32:26
  rates.
• 32:26
  Right.
• 32:26
  Where
• 32:26
  labor
• 32:27
  is
• 32:27
  very
• 32:27
  expensive,
• 32:28
  but
• 32:28
  that
• 32:28
  often
• 32:29
  goes
• 32:29
  in
• 32:29
  line
• 32:29
  with
• 32:29
  where
• 32:30
  labor
• 32:30
  is
• 32:30
  hard
• 32:31
  to
• 32:31
  get
• 32:31
  with
• 32:31
  this
• 32:32
  lower
• 32:32
  availability.
• 32:33
  Right.
• 32:34
  And,
• 32:35
  and
• 32:35
  that
• 32:35
  is
• 32:35
  where
• 32:36
  we
• 32:36
  usually
• 32:36
  see
• 32:37
  across
• 32:37
  the
• 32:37
  board
• 32:38
  for
• 32:39
  us
• 32:39
  and
• 32:39
  for
• 32:39
  others,
• 32:40
  see,
• 32:40
  see
• 32:40
  examples
• 32:41
  where
• 32:41
  these
• 32:41
  things
• 32:42
  work
• 32:42
  very
• 32:42
  well.
• 32:42
  And,
• 32:43
  and
• 32:43
  that
• 32:43
  is
• 32:44
  where
• 32:44
  the,
• 32:44
  the
• 32:44
  future
• 32:45
  of
• 32:45
  this
• 32:45
  will
• 32:46
  lie
• 32:46
  for
• 32:46
  sure.
• 32:46
  Yeah.
• 32:47
  Right.
• 32:48
  And,
• 32:48
  and
• 32:48
  yeah,
• 32:48
  and
• 32:48
  that
• 32:48
  inflection
• 32:49
  point's
• 32:49
  being
• 32:49
  getting
• 32:50
  easier
• 32:50
  and
• 32:50
  easier
• 32:50
  to
• 32:50
  cross
• 32:51
  on
• 32:51
  the
• 32:51
  labor
• 32:51
  side
• 32:52
  too.
• 32:52
  The
• 32:52
  other.
• 32:53
  That's
• 32:53
  interesting.
• 32:53
  The
• 32:53
  way
• 32:54
  you
• 32:54
  describe
• 32:54
  that
• 32:54
  actually
• 32:54
  helps
• 32:55
  me
• 32:55
  understand
• 32:55
  potentially
• 32:56
  why
• 32:56
  Okado
• 32:57
  and
• 32:57
  Kroger
• 32:58
  have
• 32:58
  not
• 32:58
  had
• 32:59
  the
• 32:59
  success
• 32:59
  that
• 32:59
  they
• 33:00
  probably
• 33:00
  both
• 33:00
  would
• 33:00
  want
• 33:01
  at
• 33:01
  this
• 33:01
  point.
• 33:02
  So,
• 33:02
  Danielle,
• 33:02
  any
• 33:03
  final
• 33:03
  words
• 33:03
  here
• 33:05
  to
• 33:06
  close
• 33:06
  us
• 33:06
  out?
• 33:08
  Just
• 33:08
  that
• 33:09
  whilst
• 33:10
  there
• 33:10
  are
• 33:11
  common
• 33:11
  challenges,
• 33:11
  let's
• 33:12
  say
• 33:12
  across
• 33:12
  the
• 33:13
  grocery
• 33:13
  industry,
• 33:14
  every
• 33:14
  business
• 33:15
  has
• 33:15
  unique
• 33:15
  needs
• 33:16
  at
• 33:16
  the
• 33:16
  end
• 33:16
  of
• 33:16
  the
• 33:17
  day.
• 33:17
  So
• 33:17
  I
• 33:17
  always
• 33:18
  say,
• 33:18
  look,
• 33:18
  the
• 33:18
  proof
• 33:18
  of
• 33:19
  the
• 33:19
  pudding
• 33:19
  is
• 33:20
  always
• 33:20
  in
• 33:20
  the
• 33:20
  eating.
• 33:21
  So
• 33:22
  go
• 33:22
  and
• 33:23
  see
• 33:23
  the
• 33:24
  sites
• 33:24
  that
• 33:24
  Tesco
• 33:25
  has,
• 33:25
  you
• 33:25
  know,
• 33:26
  that
• 33:26
  are
• 33:26
  operating,
• 33:27
  that
• 33:27
  are
• 33:27
  live.
• 33:28
  Go
• 33:28
  see
• 33:28
  the
• 33:28
  technology
• 33:29
  in
• 33:29
  action.
• 33:29
  You
• 33:29
  know,
• 33:30
  you
• 33:30
  can
• 33:30
  contact
• 33:30
  Thematic
• 33:31
  or
• 33:31
  Transcend,
• 33:32
  you
• 33:32
  know,
• 33:33
  and
• 33:33
  we'd
• 33:33
  be
• 33:33
  happy
• 33:33
  to,
• 33:34
  to
• 33:34
  show
• 33:34
  you
• 33:34
  how
• 33:34
  it
• 33:35
  actually
• 33:35
  works.
• 33:36
  Yeah,
• 33:37
  how
• 33:37
  can,
• 33:37
  how.
• 33:37
  So
• 33:38
  you
• 33:38
  have,
• 33:38
  you
• 33:38
  have
• 33:38
  live
• 33:39
  tours
• 33:39
  of
• 33:39
  this
• 33:39
  that
• 33:40
  people
• 33:40
  can
• 33:40
  see
• 33:40
  in
• 33:40
  operation.
• 33:42
  How
• 33:42
  do
• 33:42
  people
• 33:42
  take
• 33:42
  advantage
• 33:43
  of
• 33:43
  that?
• 33:43
  Oliver?
• 33:44
  Oh,
• 33:45
  absolutely.
• 33:46
  We
• 33:46
  would
• 33:46
  love
• 33:46
  to
• 33:46
  show
• 33:46
  you
• 33:46
  around.
• 33:48
  Please.
• 33:48
  You
• 33:48
  know,
• 33:49
  absolutely.
• 33:49
  We
• 33:49
  are,
• 33:50
  we
• 33:50
  are
• 33:50
  Very
• 33:51
  happy
• 33:51
  to,
• 33:51
  to
• 33:51
  let
• 33:52
  people
• 33:52
  look
• 33:52
  behind
• 33:53
  the
• 33:53
  scene.
• 33:53
  We've
• 33:54
  actually
• 33:54
  got
• 33:55
  very
• 33:55
  big
• 33:55
  glass
• 33:56
  windows
• 33:57
  in,
• 33:57
  in
• 33:57
  our
• 33:58
  stores
• 33:58
  where
• 33:58
  you
• 33:58
  can
• 33:58
  have
• 33:59
  a
• 33:59
  peek
• 33:59
  inside.
• 33:59
  But
• 34:00
  we'll,
• 34:00
  we'll
• 34:01
  show
• 34:01
  you
• 34:01
  around
• 34:01
  and
• 34:02
  we'll
• 34:02
  show
• 34:02
  you
• 34:02
  what
• 34:02
  they
• 34:03
  can
• 34:03
  do
• 34:03
  and,
• 34:03
  and
• 34:04
  show
• 34:04
  you
• 34:04
  that
• 34:04
  they
• 34:05
  actually
• 34:05
  work.
• 34:05
  So
• 34:06
  yeah,
• 34:06
  they're
• 34:06
  more
• 34:06
  than
• 34:07
  welcome.
• 34:07
  Get
• 34:07
  in
• 34:08
  touch
• 34:08
  and
• 34:08
  we'll,
• 34:09
  we'll
• 34:09
  arrange
• 34:10
  something.
• 34:10
  Please
• 34:10
  do
• 34:11
  visit
• 34:11
  us
• 34:11
  in
• 34:11
  the,
• 34:11
  in
• 34:11
  the
• 34:12
  UK
• 34:12
  anytime.
• 34:14
  And
• 34:14
  for
• 34:14
  people
• 34:15
  listening,
• 34:15
  what
• 34:15
  is
• 34:15
  the
• 34:15
  best
• 34:16
  way
• 34:16
  for
• 34:16
  them
• 34:16
  to
• 34:16
  get
• 34:16
  in
• 34:16
  touch
• 34:17
  with
• 34:17
  either
• 34:17
  one
• 34:17
  of
• 34:17
  you?
• 34:18
  Danielle,
• 34:18
  why
• 34:18
  don't
• 34:18
  you
• 34:18
  go
• 34:18
  first?
• 34:19
  Yeah,
• 34:19
  sure.
• 34:20
  So
• 34:20
  if
• 34:20
  you
• 34:20
  head
• 34:20
  over
• 34:21
  to
• 34:21
  our
• 34:21
  website,
• 34:22
  dematic.com
• 34:23
  and
• 34:24
  go
• 34:24
  to
• 34:24
  the
• 34:25
  contact
• 34:25
  Us
• 34:26
  page,
• 34:26
  just
• 34:26
  fill
• 34:27
  in
• 34:27
  the
• 34:27
  form
• 34:27
  and
• 34:27
  somebody
• 34:28
  will
• 34:28
  be
• 34:28
  in
• 34:28
  touch
• 34:29
  to
• 34:29
  help
• 34:29
  you.
• 34:29
  Yeah,
• 34:30
  and,
• 34:31
  and
• 34:31
  Oliver,
• 34:31
  what's
• 34:31
  the
• 34:31
  best
• 34:31
  way
• 34:32
  to
• 34:32
  get
• 34:32
  in
• 34:32
  touch
• 34:32
  with
• 34:32
  you?
• 34:32
  Because
• 34:33
  Anna
• 34:33
  and
• 34:33
  I
• 34:33
  are
• 34:33
  coming
• 34:34
  to
• 34:34
  London
• 34:34
  here
• 34:34
  pretty
• 34:34
  soon,
• 34:35
  so
• 34:35
  I
• 34:35
  might
• 34:35
  actually
• 34:35
  want
• 34:36
  to
• 34:36
  take
• 34:36
  you
• 34:36
  up
• 34:36
  on
• 34:37
  this
• 34:37
  tour
• 34:37
  offer
• 34:37
  if
• 34:38
  I
• 34:38
  can
• 34:38
  make
• 34:38
  it
• 34:38
  work
• 34:38
  in
• 34:39
  the
• 34:39
  schedule.
• 34:39
  What's
• 34:39
  the
• 34:39
  best
• 34:39
  way
• 34:40
  for
• 34:40
  people
• 34:40
  to
• 34:40
  reach
• 34:40
  you?
• 34:41
  Oh,
• 34:42
  please
• 34:42
  do,
• 34:42
  please
• 34:42
  do
• 34:43
  come
• 34:43
  around.
• 34:44
  TranscendRetailSolutions.com
• 34:46
  is
• 34:46
  always
• 34:47
  a
• 34:47
  good
• 34:47
  place
• 34:47
  to
• 34:48
  have
• 34:48
  a
• 34:48
  look
• 34:48
  around
• 34:48
  what
• 34:49
  we
• 34:49
  do,
• 34:49
  what
• 34:49
  else
• 34:49
  we
• 34:50
  do
• 34:50
  outside
• 34:50
  of
• 34:51
  Micro
• 34:51
  Fulfillment
• 34:52
  Solutions.
• 34:53
  Have
• 34:53
  a
• 34:53
  look
• 34:53
  over
• 34:53
  there.
• 34:54
  You
• 34:54
  can
• 34:54
  reach
• 34:55
  me
• 34:55
  on
• 34:55
  there
• 34:55
  as
• 34:56
  well
• 34:57
  and
• 34:57
  also
• 34:58
  find
• 34:58
  me
• 34:58
  on
• 34:58
  LinkedIn.
• 34:59
  If
• 34:59
  you
• 34:59
  look
• 34:59
  for
• 34:59
  Oliver
• 35:00
  Forked
• 35:00
  and
• 35:00
  Transcend,
• 35:01
  you'll
• 35:02
  find
• 35:02
  me,
• 35:02
  no
• 35:02
  doubt.
• 35:03
  Please
• 35:03
  drop
• 35:03
  me
• 35:03
  a
• 35:04
  note
• 35:04
  and
• 35:04
  we'll
• 35:04
  arrange
• 35:05
  something.
• 35:06
  That
• 35:06
  sounds
• 35:07
  amazing.
• 35:08
  Thank
• 35:08
  you
• 35:09
  both.
• 35:09
  Oliver,
• 35:10
  Danielle,
• 35:10
  so
• 35:10
  much
• 35:11
  for
• 35:11
  taking
• 35:11
  time
• 35:11
  with
• 35:11
  us
• 35:12
  today.
• 35:13
  Thank
• 35:13
  you
• 35:13
  to
• 35:13
  everyone
• 35:14
  who
• 35:14
  joined
• 35:15
  us
• 35:15
  and
• 35:15
  who
• 35:15
  are
• 35:15
  who's
• 35:16
  listening
• 35:16
  in
• 35:17
  today.
• 35:17
  That
• 35:17
  wraps
• 35:18
  us
• 35:18
  up.
• 35:19
  And
• 35:19
  as
• 35:19
  always,
• 35:20
  on
• 35:20
  behalf
• 35:21
  of
• 35:21
  all
• 35:21
  of
• 35:21
  us
• 35:21
  here
• 35:21
  at
• 35:21
  OMN
• 35:22
  Talk,
• 35:22
  be
• 35:22
  careful
• 35:23
  out
• 35:23
  there.