Latest / Outside the Box with Asendia USA: The International e-Commerce Podcast / 12 part 1: Unlocking Global Growth: Strategies for US e-Commerce Retailers in 2025 -

Transcript

12 part 1: Unlocking Global Growth: Strategies for US e-Commerce Retailers in 2025 - · Outside the Box with Asendia USA: The International e-Commerce Podcast

• 0:00
  Welcome
• 0:00
  to
• 0:00
  Outside
• 0:01
  the
• 0:01
  Box
• 0:01
  with
• 0:01
  Asendia
• 0:02
  USA,
• 0:03
  a
• 0:03
  podcast
• 0:04
  educating
• 0:04
  US
• 0:05
  based
• 0:05
  e
• 0:05
  tailers
• 0:05
  on
• 0:06
  international
• 0:06
  shipping
• 0:07
  topics
• 0:07
  and
• 0:07
  how
• 0:08
  they
• 0:08
  can
• 0:08
  expand
• 0:08
  their
• 0:09
  global
• 0:09
  e
• 0:09
  commerce
• 0:10
  footprint.
• 0:11
  Hello
• 0:11
  everybody
• 0:12
  and
• 0:12
  welcome
• 0:12
  back
• 0:12
  to
• 0:13
  Outside
• 0:13
  the
• 0:13
  Box
• 0:13
  podcast
• 0:14
  with
• 0:14
  Asendia
• 0:15
  USA.
• 0:15
  I'm
• 0:15
  with
• 0:16
  my
• 0:17
  handsome
• 0:17
  co
• 0:17
  host
• 0:18
  John
• 0:18
  Walsh
• 0:19
  over
• 0:19
  there
• 0:19
  in
• 0:19
  the
• 0:19
  corner.
• 0:20
  At
• 0:20
  least
• 0:20
  what
• 0:20
  I
• 0:20
  see
• 0:21
  is
• 0:21
  the
• 0:21
  corner.
• 0:21
  And
• 0:21
  then
• 0:22
  even
• 0:22
  more
• 0:22
  handsome.
• 0:23
  Our
• 0:24
  Asendia
• 0:24
  Worldwide
• 0:25
  CEO
• 0:26
  Simon
• 0:26
  Batt
• 0:26
  is
• 0:27
  on
• 0:27
  as
• 0:27
  our
• 0:27
  special
• 0:27
  guest
• 0:28
  today.
• 0:28
  So
• 0:29
  thank
• 0:29
  you
• 0:29
  for
• 0:29
  joining
• 0:29
  us.
• 0:30
  Simon,
• 0:30
  do
• 0:31
  you
• 0:31
  want
• 0:31
  to
• 0:32
  say
• 0:32
  a
• 0:32
  little
• 0:32
  intro
• 0:33
  about
• 0:33
  yourself
• 0:33
  and
• 0:34
  just
• 0:35
  to
• 0:35
  introduce
• 0:35
  yourself
• 0:35
  to
• 0:36
  the
• 0:37
  viewers?
• 0:38
  Yeah,
• 0:38
  Happy
• 0:38
  to.
• 0:39
  Good
• 0:39
  day
• 0:39
  everybody.
• 0:40
  I
• 0:40
  don't
• 0:40
  know
• 0:40
  if
• 0:40
  it's
• 0:40
  morning
• 0:41
  or
• 0:41
  afternoon
• 0:41
  when
• 0:42
  you're
• 0:42
  listening,
• 0:42
  but
• 0:43
  I'm
• 0:43
  Simon.
• 0:43
  I'm
• 0:43
  the
• 0:44
  global
• 0:44
  CEO
• 0:45
  of
• 0:45
  Asendia.
• 0:46
  A
• 0:47
  bit
• 0:47
  about
• 0:47
  me.
• 0:48
  I've
• 0:48
  been
• 0:48
  in
• 0:48
  this
• 0:49
  industry,
• 0:49
  e
• 0:50
  commerce
• 0:50
  packets
• 0:51
  and
• 0:51
  parcels
• 0:51
  and
• 0:51
  logistics
• 0:52
  for
• 0:52
  actually
• 0:53
  my
• 0:53
  whole
• 0:53
  career
• 0:54
  since
• 0:54
  the
• 0:54
  late
• 0:54
  90s,
• 0:56
  a
• 0:56
  decade
• 0:56
  or
• 0:56
  so
• 0:57
  with
• 0:57
  Royal
• 0:58
  Mail,
• 0:58
  the
• 0:58
  British
• 0:59
  Post
• 0:59
  Office,
• 1:01
  different
• 1:01
  roles,
• 1:02
  but
• 1:02
  largely
• 1:02
  in
• 1:02
  international.
• 1:03
  Ended
• 1:03
  up
• 1:03
  as
• 1:03
  the
• 1:04
  international
• 1:04
  director
• 1:04
  there
• 1:04
  for
• 1:05
  parcels.
• 1:06
  Hopped
• 1:06
  across
• 1:07
  to
• 1:07
  France.
• 1:07
  Worked
• 1:08
  for
• 1:08
  the
• 1:08
  Geopost
• 1:09
  DPD
• 1:10
  parent
• 1:10
  company
• 1:10
  for
• 1:11
  five
• 1:11
  or
• 1:12
  six
• 1:12
  years
• 1:12
  before
• 1:13
  taking
• 1:13
  over
• 1:13
  Aendiaintheukandthenmostrecentlyayearago,a
• 1:17
  year
• 1:17
  anda
• 1:18
  halfago,takingovertheglobalCEOrole.Soyeah,beingin
• 1:23
  thise
• 1:23
  commerce
• 1:24
  packetsandparcelsworld,mywholecareer.Andthat'sme.
• 1:28
  Excellent.
• 1:29
  Just
• 1:29
  a
• 1:29
  bunch
• 1:29
  of
• 1:29
  logistics
• 1:30
  guys.
• 1:30
  Glutton.
• 1:31
  Gluttons
• 1:31
  for
• 1:31
  punishment
• 1:32
  over
• 1:32
  here.
• 1:32
  Exactly.
• 1:33
  There's
• 1:33
  no
• 1:33
  escape.
• 1:34
  Once
• 1:34
  you're
• 1:34
  in,
• 1:34
  you
• 1:35
  can't
• 1:35
  get
• 1:35
  out.
• 1:36
  I
• 1:36
  guess
• 1:37
  it
• 1:37
  seems
• 1:37
  to
• 1:37
  be
• 1:38
  that
• 1:38
  way.
• 1:38
  So,
• 1:39
  John,
• 1:39
  anything
• 1:40
  to
• 1:40
  add
• 1:40
  before
• 1:40
  we
• 1:41
  get
• 1:41
  into
• 1:41
  things
• 1:41
  today?
• 1:42
  Sure.
• 1:42
  Simon,
• 1:43
  the
• 1:43
  most
• 1:43
  serious
• 1:44
  question
• 1:44
  I'll
• 1:44
  have
• 1:44
  for
• 1:44
  you
• 1:45
  today.
• 1:45
  Who's
• 1:45
  your
• 1:45
  favorite
• 1:46
  football
• 1:46
  team?
• 1:47
  Favorite
• 1:47
  football
• 1:48
  team?
• 1:48
  Well,
• 1:48
  depending
• 1:49
  on
• 1:49
  how
• 1:49
  you
• 1:49
  define
• 1:49
  football,
• 1:50
  of
• 1:50
  course,
• 1:50
  John,
• 1:51
  because
• 1:53
  Manchester
• 1:54
  United.
• 1:55
  Let
• 1:55
  me
• 1:55
  look
• 1:56
  at
• 1:56
  that.
• 1:56
  Oh
• 1:56
  no,
• 1:57
  they're
• 1:57
  not
• 1:57
  doing
• 1:57
  so
• 1:57
  well.
• 1:58
  They
• 1:58
  are
• 1:59
  number
• 1:59
  13
• 2:00
  on
• 2:00
  the
• 2:00
  list
• 2:00
  right
• 2:01
  now.
• 2:01
  Yeah,
• 2:01
  unlucky
• 2:02
  for
• 2:02
  some.
• 2:02
  Yeah,
• 2:03
  it's.
• 2:03
  They're
• 2:03
  not,
• 2:03
  they're
• 2:04
  not
• 2:04
  doing
• 2:04
  very
• 2:04
  well.
• 2:04
  They've
• 2:05
  done
• 2:05
  really
• 2:05
  quite
• 2:05
  badly
• 2:05
  for
• 2:06
  about
• 2:06
  the
• 2:06
  last
• 2:06
  decade
• 2:07
  since
• 2:08
  Sir
• 2:08
  Alex
• 2:08
  Ferguson
• 2:09
  retired,
• 2:10
  they've
• 2:10
  been
• 2:10
  cycling
• 2:11
  through
• 2:11
  managers
• 2:12
  every,
• 2:12
  every
• 2:13
  couple
• 2:13
  of
• 2:13
  years.
• 2:13
  So
• 2:14
  new
• 2:14
  one
• 2:14
  coming
• 2:14
  soon.
• 2:15
  So
• 2:15
  we're
• 2:15
  all
• 2:15
  hoping,
• 2:16
  hoping
• 2:16
  for
• 2:16
  a
• 2:16
  better
• 2:16
  performance
• 2:17
  the
• 2:17
  second
• 2:17
  half
• 2:17
  of
• 2:17
  the
• 2:17
  season.
• 2:18
  Love
• 2:19
  the
• 2:19
  Premier
• 2:19
  League.
• 2:19
  It's
• 2:20
  a
• 2:20
  great
• 2:20
  entertainment.
• 2:21
  Really
• 2:21
  is
• 2:22
  really
• 2:22
  good
• 2:22
  leaks.
• 2:23
  So.
• 2:23
  Yeah,
• 2:23
  thanks.
• 2:23
  That's
• 2:24
  the
• 2:24
  most
• 2:24
  serious
• 2:24
  question.
• 2:25
  Absolutely.
• 2:25
  Very
• 2:25
  important.
• 2:26
  I
• 2:26
  like
• 2:26
  it.
• 2:26
  I,
• 2:27
  I
• 2:27
  just
• 2:27
  went
• 2:28
  through
• 2:28
  and
• 2:28
  I
• 2:29
  absolutely
• 2:29
  crammed
• 2:30
  in
• 2:30
  every
• 2:30
  episode
• 2:31
  of
• 2:31
  Ted
• 2:31
  Lasso
• 2:32
  from
• 2:32
  somebody's
• 2:33
  Recommendation
• 2:34
  tv.
• 2:35
  And
• 2:35
  let
• 2:35
  me
• 2:35
  tell
• 2:35
  you,
• 2:36
  that
• 2:36
  is
• 2:36
  the
• 2:36
  most
• 2:37
  soccer
• 2:37
  I've
• 2:37
  ever
• 2:38
  been
• 2:38
  or,
• 2:38
  excuse
• 2:38
  me,
• 2:39
  football
• 2:39
  I
• 2:40
  have
• 2:40
  really
• 2:41
  ever
• 2:42
  paid
• 2:42
  attention
• 2:42
  to
• 2:43
  or
• 2:43
  gotten
• 2:43
  interest.
• 2:43
  And,
• 2:44
  and
• 2:44
  it
• 2:44
  did.
• 2:44
  It
• 2:45
  increased
• 2:45
  my,
• 2:46
  you
• 2:46
  know,
• 2:46
  my
• 2:47
  desire
• 2:47
  to
• 2:48
  really
• 2:48
  watch
• 2:48
  the
• 2:49
  sport
• 2:49
  and
• 2:49
  get
• 2:49
  into
• 2:49
  it
• 2:49
  some
• 2:50
  more.
• 2:50
  So
• 2:50
  very
• 2:51
  good
• 2:51
  stuff.
• 2:52
  Hey
• 2:52
  Simon,
• 2:52
  one
• 2:53
  other
• 2:53
  thing
• 2:53
  for
• 2:53
  Nick,
• 2:54
  Nick
• 2:54
  has
• 2:54
  some
• 2:55
  really
• 2:55
  good
• 2:55
  topics
• 2:56
  to
• 2:56
  cover.
• 2:57
  Obviously
• 2:58
  you
• 2:58
  became
• 2:58
  the
• 2:58
  global
• 2:59
  CEO,
• 2:59
  I
• 2:59
  think,
• 2:59
  what,
• 2:59
  last
• 3:00
  August,
• 3:00
  right?
• 3:00
  Something
• 3:00
  like
• 3:01
  that?
• 3:01
  Yeah,
• 3:01
  Correct.
• 3:02
  So
• 3:02
  when
• 3:03
  that
• 3:03
  changed
• 3:03
  what
• 3:05
  your
• 3:05
  focus
• 3:06
  before
• 3:06
  that,
• 3:07
  what
• 3:07
  was
• 3:07
  the
• 3:08
  biggest
• 3:08
  change
• 3:08
  you
• 3:08
  had
• 3:08
  to
• 3:08
  do
• 3:09
  becoming
• 3:09
  a
• 3:09
  global
• 3:10
  CEO?
• 3:10
  I'm
• 3:10
  just
• 3:10
  curious
• 3:11
  what
• 3:11
  that
• 3:11
  is
• 3:11
  from
• 3:11
  your
• 3:11
  take.
• 3:12
  Hey,
• 3:12
  that's
• 3:13
  a
• 3:13
  good
• 3:13
  question,
• 3:13
  John.
• 3:14
  We
• 3:14
  could
• 3:14
  take
• 3:14
  up
• 3:14
  a
• 3:14
  bit
• 3:14
  of
• 3:15
  a
• 3:15
  bunch
• 3:15
  of
• 3:15
  time
• 3:16
  on
• 3:16
  that
• 3:16
  one.
• 3:17
  It's
• 3:17
  about
• 3:17
  perspective.
• 3:18
  So
• 3:19
  that
• 3:19
  perspective
• 3:20
  because
• 3:20
  of
• 3:20
  course
• 3:21
  when
• 3:21
  you're
• 3:21
  running
• 3:22
  a
• 3:22
  single
• 3:23
  company
• 3:23
  in
• 3:23
  a
• 3:23
  single
• 3:24
  market
• 3:24
  with
• 3:24
  a
• 3:24
  single
• 3:25
  set
• 3:25
  of
• 3:25
  customers,
• 3:25
  you've
• 3:26
  got
• 3:26
  a
• 3:26
  particular
• 3:26
  frame
• 3:27
  that
• 3:27
  you
• 3:27
  look
• 3:27
  at
• 3:28
  your
• 3:28
  world
• 3:29
  through.
• 3:29
  And
• 3:30
  within
• 3:31
  Asendia,
• 3:31
  of
• 3:31
  course
• 3:31
  we've
• 3:32
  got
• 3:32
  multiple
• 3:32
  countries,
• 3:33
  multiple
• 3:33
  companies
• 3:34
  and
• 3:34
  it's
• 3:34
  not
• 3:35
  the
• 3:35
  same
• 3:35
  everywhere.
• 3:35
  You
• 3:35
  know,
• 3:36
  the
• 3:36
  customers
• 3:36
  have
• 3:36
  different
• 3:37
  requirements,
• 3:37
  the
• 3:37
  markets
• 3:38
  are
• 3:38
  different,
• 3:38
  the
• 3:39
  profiles
• 3:39
  are
• 3:39
  different.
• 3:40
  And
• 3:40
  so
• 3:41
  the
• 3:41
  biggest
• 3:41
  change
• 3:42
  for
• 3:42
  me
• 3:42
  was
• 3:43
  not
• 3:43
  taking
• 3:43
  anything
• 3:44
  for
• 3:44
  granted.
• 3:44
  It
• 3:45
  was
• 3:45
  about
• 3:45
  relearning
• 3:46
  what
• 3:47
  the
• 3:47
  group
• 3:47
  of
• 3:48
  companies
• 3:49
  consisted
• 3:50
  of
• 3:50
  and
• 3:50
  how
• 3:51
  those
• 3:51
  different
• 3:51
  perspectives
• 3:52
  and
• 3:52
  different
• 3:52
  frames
• 3:54
  look
• 3:54
  like.
• 3:54
  So
• 3:55
  trying
• 3:55
  not
• 3:56
  to
• 3:56
  take
• 3:56
  a
• 3:56
  UK
• 3:57
  frame
• 3:57
  and
• 3:57
  naturally
• 3:58
  apply
• 3:58
  it
• 3:58
  to
• 3:58
  every
• 3:59
  other
• 3:59
  country
• 4:00
  and
• 4:00
  company
• 4:01
  was
• 4:02
  super
• 4:02
  important.
• 4:02
  And
• 4:03
  I
• 4:03
  think
• 4:03
  it's
• 4:03
  a.
• 4:04
  Yeah,
• 4:05
  I
• 4:05
  think
• 4:05
  it's,
• 4:05
  it's,
• 4:06
  it
• 4:06
  stood
• 4:06
  me
• 4:06
  in
• 4:07
  good
• 4:07
  stead
• 4:07
  to
• 4:07
  try
• 4:07
  and
• 4:07
  make
• 4:08
  sure
• 4:08
  that
• 4:08
  you
• 4:08
  understand
• 4:09
  the
• 4:09
  nuances
• 4:09
  because
• 4:09
  things
• 4:10
  are
• 4:10
  different.
• 4:10
  Things
• 4:11
  are
• 4:11
  different.
• 4:11
  So
• 4:11
  that,
• 4:11
  that
• 4:11
  was
• 4:12
  probably
• 4:12
  the
• 4:12
  biggest
• 4:13
  difference
• 4:13
  in
• 4:13
  trying
• 4:13
  to
• 4:14
  move
• 4:14
  from
• 4:14
  a
• 4:15
  single
• 4:15
  country
• 4:16
  CEO
• 4:16
  role
• 4:16
  to
• 4:16
  a,
• 4:17
  to
• 4:17
  a
• 4:17
  global.
• 4:18
  Global
• 4:18
  role.
• 4:19
  That's
• 4:19
  awesome.
• 4:19
  That's
• 4:20
  awesome
• 4:20
  insight.
• 4:20
  Thank
• 4:21
  you
• 4:21
  sir.
• 4:23
  I
• 4:23
  almost
• 4:23
  want
• 4:23
  to
• 4:23
  just
• 4:24
  dive
• 4:24
  right
• 4:24
  into
• 4:25
  some
• 4:25
  shopper
• 4:25
  behavior
• 4:26
  stuff
• 4:26
  on
• 4:26
  that.
• 4:26
  But
• 4:27
  I
• 4:27
  think
• 4:27
  we
• 4:28
  need
• 4:28
  to
• 4:28
  hold
• 4:28
  off
• 4:28
  for
• 4:28
  a
• 4:29
  moment
• 4:29
  and
• 4:30
  stay
• 4:31
  somewhat
• 4:31
  organized
• 4:32
  here
• 4:33
  for
• 4:33
  the
• 4:33
  wheels
• 4:34
  fall
• 4:34
  off.
• 4:34
  Right
• 4:34
  John?
• 4:35
  So
• 4:36
  I
• 4:36
  think
• 4:36
  it
• 4:36
  just,
• 4:37
  it
• 4:37
  warrants,
• 4:38
  you
• 4:38
  know,
• 4:38
  going
• 4:38
  into.
• 4:39
  We
• 4:39
  talk
• 4:40
  about
• 4:40
  in
• 4:40
  every
• 4:40
  episode
• 4:41
  and
• 4:41
  hopefully
• 4:41
  you've
• 4:41
  been
• 4:41
  listening
• 4:42
  to
• 4:42
  every
• 4:42
  episode
• 4:42
  we've
• 4:43
  dropped
• 4:43
  which
• 4:43
  I
• 4:43
  expect
• 4:44
  every
• 4:44
  viewer
• 4:44
  and
• 4:45
  listener
• 4:45
  to
• 4:45
  have
• 4:45
  done
• 4:45
  so
• 4:46
  and
• 4:47
  so
• 4:48
  our
• 4:49
  perspective
• 4:49
  is
• 4:50
  typically
• 4:50
  coming
• 4:50
  from
• 4:50
  a
• 4:50
  US
• 4:51
  based
• 4:51
  logistics
• 4:52
  company
• 4:52
  perspective.
• 4:53
  As
• 4:53
  Simon,
• 4:53
  we
• 4:54
  did
• 4:54
  a
• 4:54
  pre
• 4:54
  call
• 4:54
  talk
• 4:55
  last
• 4:55
  week
• 4:55
  as
• 4:55
  he
• 4:55
  mentioned
• 4:56
  an
• 4:56
  Asset
• 4:56
  Light
• 4:56
  organization
• 4:57
  which
• 4:57
  we
• 4:58
  are
• 4:59
  today
• 5:00
  is
• 5:00
  extra
• 5:00
  special
• 5:00
  I
• 5:01
  would
• 5:01
  say
• 5:02
  because
• 5:02
  we're
• 5:02
  going
• 5:02
  to
• 5:02
  have
• 5:02
  a
• 5:03
  much
• 5:03
  more
• 5:03
  global
• 5:03
  perspective.
• 5:04
  This
• 5:05
  is
• 5:05
  what
• 5:05
  I
• 5:06
  believe
• 5:06
  to
• 5:06
  be
• 5:06
  our
• 5:06
  12th
• 5:07
  episode.
• 5:08
  My
• 5:08
  producers
• 5:09
  can
• 5:09
  edit
• 5:10
  this
• 5:10
  out
• 5:10
  if
• 5:10
  I'm
• 5:11
  incorrect.
• 5:13
  Either
• 5:13
  way
• 5:14
  it's
• 5:14
  special
• 5:15
  because
• 5:15
  this
• 5:15
  is
• 5:15
  going
• 5:15
  to
• 5:15
  be
• 5:15
  the
• 5:16
  episode
• 5:16
  that's
• 5:16
  going
• 5:16
  to
• 5:16
  drop
• 5:16
  before
• 5:17
  getting
• 5:17
  into
• 5:17
  2025.
• 5:19
  And
• 5:19
  so
• 5:19
  this
• 5:20
  is
• 5:20
  going
• 5:20
  to
• 5:20
  be
• 5:21
  something
• 5:21
  where
• 5:21
  outside
• 5:22
  of
• 5:22
  just
• 5:22
  us
• 5:22
  focusing
• 5:23
  on
• 5:23
  what
• 5:23
  we're
• 5:23
  doing,
• 5:24
  when
• 5:24
  we
• 5:24
  look
• 5:24
  at
• 5:24
  us
• 5:25
  outbound,
• 5:25
  we're
• 5:25
  going
• 5:25
  to
• 5:26
  be
• 5:26
  talking
• 5:26
  about
• 5:26
  from
• 5:27
  a
• 5:27
  global
• 5:27
  CEO
• 5:28
  perspective
• 5:28
  of
• 5:29
  what
• 5:29
  we
• 5:29
  see
• 5:29
  in
• 5:29
  terms
• 5:29
  of
• 5:30
  market
• 5:30
  trends,
• 5:31
  potentially
• 5:32
  forecasting
• 5:33
  different
• 5:33
  projects
• 5:34
  or
• 5:35
  just
• 5:35
  different
• 5:35
  things
• 5:36
  going
• 5:36
  on
• 5:36
  in
• 5:36
  the
• 5:37
  direct
• 5:37
  consumer
• 5:38
  logistics
• 5:38
  space
• 5:39
  in
• 5:39
  general.
• 5:39
  I'm
• 5:39
  very
• 5:40
  thankful,
• 5:40
  we're
• 5:40
  both
• 5:41
  very
• 5:41
  thankful
• 5:41
  that
• 5:41
  Simon
• 5:42
  is
• 5:42
  on
• 5:42
  today
• 5:42
  to
• 5:42
  join
• 5:42
  us.
• 5:43
  And
• 5:43
  again,
• 5:44
  our
• 5:44
  focus
• 5:44
  is
• 5:44
  really
• 5:45
  helping
• 5:45
  enterprise
• 5:46
  brands,
• 5:46
  whether
• 5:47
  it's
• 5:47
  online
• 5:47
  only
• 5:48
  brands,
• 5:48
  marketplace
• 5:49
  sellers,
• 5:49
  subscription
• 5:50
  based
• 5:50
  businesses,
• 5:51
  three
• 5:51
  PLs
• 5:52
  or
• 5:52
  E
• 5:52
  commerce
• 5:52
  fulfillment
• 5:53
  companies
• 5:53
  to
• 5:53
  really
• 5:53
  help
• 5:54
  improve
• 5:54
  or
• 5:54
  navigate
• 5:55
  the
• 5:55
  cross
• 5:56
  border
• 5:56
  delivery
• 5:56
  space.
• 5:57
  And
• 5:58
  again,
• 5:58
  today's
• 5:58
  gonna
• 5:58
  be
• 5:58
  just
• 5:59
  not
• 5:59
  so
• 5:59
  much
• 5:59
  us
• 6:00
  to
• 6:00
  cross
• 6:00
  border
• 6:01
  focus,
• 6:01
  but
• 6:01
  it's
• 6:01
  gonna
• 6:01
  be
• 6:01
  a
• 6:02
  global
• 6:02
  focus.
• 6:02
  So
• 6:03
  I
• 6:03
  hope
• 6:03
  everybody
• 6:03
  finds
• 6:04
  it
• 6:04
  helpful.
• 6:04
  So
• 6:04
  let's
• 6:05
  kind
• 6:05
  of
• 6:05
  get
• 6:05
  ready
• 6:05
  to
• 6:06
  dig
• 6:06
  in.
• 6:06
  So
• 6:07
  Simon,
• 6:07
  the
• 6:08
  big,
• 6:08
  it's
• 6:08
  a
• 6:08
  very
• 6:08
  big
• 6:09
  open
• 6:09
  ended
• 6:09
  question
• 6:10
  which
• 6:10
  I
• 6:10
  think
• 6:10
  will
• 6:10
  stimulate
• 6:11
  some
• 6:11
  good
• 6:11
  conversation,
• 6:12
  but
• 6:12
  let's
• 6:12
  just
• 6:12
  get
• 6:12
  right
• 6:13
  into
• 6:13
  it.
• 6:13
  So
• 6:14
  from
• 6:14
  your
• 6:14
  perspective,
• 6:15
  how
• 6:15
  do
• 6:15
  we
• 6:16
  as
• 6:16
  Asendia
• 6:16
  and
• 6:17
  Asendia
• 6:17
  Worldwide,
• 6:18
  Asendia
• 6:18
  North
• 6:19
  America,
• 6:19
  Asendia
• 6:20
  worldwide,
• 6:20
  everything
• 6:21
  Asendia
• 6:21
  really
• 6:22
  help
• 6:22
  customers
• 6:23
  grow
• 6:23
  globally
• 6:24
  and
• 6:24
  improve
• 6:25
  their
• 6:25
  post
• 6:26
  purchase
• 6:26
  journey.
• 6:27
  So
• 6:27
  when
• 6:28
  we're
• 6:28
  talking
• 6:29
  about
• 6:29
  foreign
• 6:29
  conversion
• 6:30
  rates,
• 6:30
  repeat
• 6:31
  global
• 6:31
  shoppers,
• 6:32
  what
• 6:33
  Yeah,
• 6:35
  it's
• 6:35
  a
• 6:35
  good
• 6:35
  question
• 6:36
  Nick,
• 6:36
  and
• 6:36
  you're
• 6:36
  right
• 6:36
  in
• 6:37
  the
• 6:37
  sense
• 6:37
  that
• 6:38
  it
• 6:38
  kind
• 6:38
  of
• 6:38
  frames
• 6:39
  so
• 6:39
  many
• 6:39
  things
• 6:40
  I
• 6:40
  guess
• 6:40
  we'll
• 6:41
  dive
• 6:41
  into.
• 6:41
  But
• 6:41
  I
• 6:41
  suppose
• 6:42
  fundamentally
• 6:43
  there's
• 6:43
  a
• 6:43
  couple
• 6:43
  of
• 6:44
  things.
• 6:44
  The
• 6:44
  first
• 6:44
  one
• 6:45
  is
• 6:45
  to
• 6:45
  say
• 6:45
  that
• 6:46
  of
• 6:46
  course
• 6:46
  what
• 6:46
  we
• 6:47
  do
• 6:47
  and
• 6:48
  our
• 6:48
  job
• 6:48
  as
• 6:49
  logisticians
• 6:49
  is
• 6:51
  to
• 6:51
  take
• 6:52
  the
• 6:52
  post
• 6:52
  purchase
• 6:53
  item
• 6:53
  that's
• 6:54
  been
• 6:54
  sold
• 6:54
  by
• 6:54
  the
• 6:54
  retailer
• 6:55
  and
• 6:55
  then
• 6:56
  they're
• 6:56
  entrusting
• 6:56
  it
• 6:57
  to
• 6:57
  us
• 6:57
  to
• 6:57
  get
• 6:57
  it
• 6:57
  into
• 6:57
  the
• 6:58
  hands
• 6:58
  of
• 6:58
  their
• 6:59
  shopper.
• 6:59
  And
• 6:59
  it's
• 6:59
  a
• 7:00
  responsibility
• 7:01
  we
• 7:01
  take
• 7:02
  very
• 7:02
  seriously.
• 7:02
  So
• 7:03
  it
• 7:03
  goes
• 7:03
  without
• 7:03
  saying
• 7:04
  that
• 7:04
  what
• 7:05
  we
• 7:05
  do
• 7:05
  in
• 7:05
  terms
• 7:05
  of
• 7:06
  building
• 7:06
  up
• 7:06
  our
• 7:06
  global
• 7:07
  network
• 7:07
  of
• 7:08
  getting
• 7:08
  it
• 7:08
  from
• 7:08
  point
• 7:09
  A
• 7:09
  to
• 7:09
  point
• 7:09
  B
• 7:10
  is
• 7:10
  done
• 7:10
  with
• 7:11
  very
• 7:12
  trusted,
• 7:12
  very
• 7:12
  well
• 7:13
  thought
• 7:13
  through
• 7:14
  and
• 7:14
  considered
• 7:15
  vendors.
• 7:16
  We
• 7:16
  don't
• 7:16
  do
• 7:16
  this
• 7:17
  on
• 7:17
  the
• 7:17
  back
• 7:17
  of
• 7:17
  a
• 7:18
  packet.
• 7:19
  It's
• 7:19
  well
• 7:19
  thought
• 7:19
  through
• 7:20
  because
• 7:20
  we
• 7:20
  understand
• 7:20
  that
• 7:21
  experience
• 7:22
  is
• 7:22
  part
• 7:22
  of
• 7:23
  the
• 7:23
  brand
• 7:23
  experience
• 7:24
  for
• 7:24
  the
• 7:24
  retailer
• 7:25
  with
• 7:26
  the
• 7:26
  shopper.
• 7:26
  And
• 7:26
  so
• 7:26
  that's
• 7:27
  kind
• 7:27
  of,
• 7:27
  I
• 7:27
  guess
• 7:27
  the
• 7:27
  raison
• 7:28
  d'etre
• 7:28
  of
• 7:29
  what
• 7:29
  we
• 7:29
  do.
• 7:30
  It's
• 7:30
  also
• 7:30
  about
• 7:30
  choice.
• 7:31
  It's
• 7:31
  very
• 7:31
  much
• 7:32
  recognizing
• 7:33
  like
• 7:33
  we
• 7:33
  Said
• 7:33
  actually
• 7:33
  at
• 7:34
  the
• 7:34
  beginning,
• 7:35
  customers
• 7:35
  are
• 7:35
  different.
• 7:36
  So
• 7:37
  if
• 7:37
  you're
• 7:37
  selling
• 7:37
  something
• 7:38
  which
• 7:38
  is,
• 7:39
  I
• 7:39
  don't
• 7:39
  know,
• 7:39
  $150
• 7:40
  to
• 7:40
  $20,
• 7:42
  what
• 7:42
  you
• 7:42
  may
• 7:42
  require
• 7:43
  from
• 7:43
  us
• 7:44
  are
• 7:44
  different
• 7:44
  levels
• 7:44
  of
• 7:45
  service.
• 7:45
  So
• 7:45
  offering
• 7:46
  choices
• 7:47
  to
• 7:47
  retailers
• 7:47
  is
• 7:48
  super
• 7:48
  important.
• 7:48
  We
• 7:48
  don't
• 7:49
  believe
• 7:49
  in
• 7:50
  one
• 7:50
  size
• 7:50
  fits
• 7:51
  all.
• 7:52
  It's
• 7:52
  a
• 7:52
  solution
• 7:53
  led
• 7:53
  business,
• 7:54
  not
• 7:54
  a
• 7:55
  product
• 7:55
  led
• 7:55
  business,
• 7:56
  I
• 7:56
  suppose.
• 7:57
  And
• 7:57
  the
• 7:57
  third
• 7:57
  thing
• 7:57
  I
• 7:58
  would
• 7:58
  say
• 7:58
  spontaneously
• 7:59
  is
• 7:59
  also
• 7:59
  about
• 8:00
  trying
• 8:01
  to
• 8:01
  develop
• 8:01
  strategic
• 8:02
  relationships
• 8:02
  with
• 8:02
  customers.
• 8:03
  We
• 8:03
  try
• 8:04
  not
• 8:04
  to
• 8:04
  be
• 8:04
  transactional.
• 8:05
  We
• 8:05
  try
• 8:05
  to
• 8:06
  understand
• 8:06
  the
• 8:07
  growth
• 8:07
  strategies
• 8:07
  of
• 8:07
  customers
• 8:08
  and
• 8:08
  see
• 8:08
  how
• 8:09
  we
• 8:09
  can
• 8:09
  respond.
• 8:09
  So
• 8:10
  that
• 8:10
  could
• 8:10
  be
• 8:11
  developing
• 8:12
  a
• 8:12
  brand
• 8:12
  new
• 8:12
  solution
• 8:13
  to
• 8:13
  a
• 8:13
  brand
• 8:13
  new
• 8:13
  destination.
• 8:14
  If
• 8:15
  a
• 8:15
  retailer
• 8:15
  or
• 8:15
  marketplace
• 8:17
  decides
• 8:17
  and
• 8:17
  confirms
• 8:18
  that
• 8:18
  they've
• 8:18
  got
• 8:19
  active
• 8:20
  shopper
• 8:20
  interest
• 8:21
  in
• 8:21
  those
• 8:21
  markets,
• 8:22
  we've
• 8:22
  often
• 8:22
  done
• 8:23
  developing
• 8:24
  a
• 8:24
  new
• 8:24
  solution
• 8:25
  specifically
• 8:25
  for
• 8:26
  a
• 8:26
  retailer
• 8:27
  to
• 8:27
  bespoke
• 8:28
  it
• 8:28
  to
• 8:28
  their
• 8:28
  needs.
• 8:29
  So
• 8:29
  it's
• 8:30
  about
• 8:31
  taking
• 8:31
  that
• 8:32
  responsibility
• 8:32
  seriously
• 8:33
  for
• 8:33
  a
• 8:33
  start,
• 8:33
  in
• 8:34
  terms
• 8:34
  of
• 8:34
  all
• 8:35
  those
• 8:35
  good
• 8:35
  things
• 8:35
  about
• 8:36
  network
• 8:36
  and
• 8:37
  transit
• 8:37
  times
• 8:37
  and
• 8:38
  quality
• 8:38
  and
• 8:38
  tracking
• 8:39
  and
• 8:39
  visibility,
• 8:39
  of
• 8:40
  course.
• 8:40
  But
• 8:40
  it's
• 8:40
  also
• 8:41
  about
• 8:42
  not
• 8:42
  believing
• 8:42
  in
• 8:42
  a
• 8:42
  one
• 8:43
  size
• 8:43
  fits
• 8:43
  all,
• 8:43
  being
• 8:44
  solution
• 8:44
  led
• 8:44
  and
• 8:45
  trying
• 8:45
  to
• 8:45
  do
• 8:45
  things
• 8:45
  in
• 8:45
  a
• 8:46
  way
• 8:46
  which
• 8:46
  is
• 8:47
  bespoking
• 8:47
  and
• 8:47
  tailor
• 8:48
  making
• 8:48
  solutions
• 8:49
  to
• 8:49
  meet
• 8:49
  the
• 8:50
  retailer
• 8:50
  needs.
• 8:51
  Knowing
• 8:51
  that
• 8:51
  if
• 8:51
  we
• 8:51
  keep
• 8:52
  the
• 8:52
  retailer
• 8:53
  or
• 8:53
  the
• 8:53
  marketplace
• 8:54
  happy,
• 8:54
  we're
• 8:54
  helping
• 8:55
  them
• 8:55
  keep
• 8:55
  their
• 8:56
  shoppers
• 8:56
  happy.
• 8:57
  We're
• 8:57
  kind
• 8:57
  of
• 8:57
  an
• 8:57
  integral
• 8:58
  part
• 8:58
  somehow.
• 9:00
  Yeah,
• 9:00
  no,
• 9:01
  no,
• 9:01
  I
• 9:01
  couldn't
• 9:01
  agree
• 9:02
  more.
• 9:02
  And
• 9:02
  thank
• 9:02
  you.
• 9:02
  That
• 9:02
  makes
• 9:02
  sense.
• 9:03
  No,
• 9:03
  no,
• 9:04
  it
• 9:04
  makes
• 9:04
  total
• 9:04
  sense.
• 9:05
  And
• 9:05
  John,
• 9:05
  is
• 9:05
  there
• 9:05
  anything
• 9:06
  that
• 9:06
  you.
• 9:06
  Want
• 9:06
  to
• 9:06
  add
• 9:06
  to
• 9:06
  that?
• 9:07
  Yes,
• 9:08
  Hassan,
• 9:08
  one
• 9:08
  thing.
• 9:08
  When
• 9:09
  we
• 9:09
  were
• 9:09
  reading
• 9:10
  some
• 9:10
  notes
• 9:10
  that
• 9:10
  you
• 9:11
  had
• 9:11
  sent
• 9:11
  us,
• 9:12
  something
• 9:12
  stood
• 9:12
  out
• 9:12
  to
• 9:12
  me
• 9:13
  that
• 9:13
  you
• 9:13
  said,
• 9:13
  I
• 9:13
  thought
• 9:13
  was
• 9:14
  really
• 9:15
  pretty
• 9:15
  cool.
• 9:16
  We
• 9:16
  cannot
• 9:16
  conclude
• 9:17
  standing
• 9:17
  still
• 9:18
  means
• 9:18
  going
• 9:19
  backwards.
• 9:20
  I
• 9:20
  guess
• 9:21
  when
• 9:21
  I'm
• 9:22
  reading
• 9:22
  that
• 9:22
  and
• 9:22
  over
• 9:23
  the
• 9:23
  last
• 9:23
  few
• 9:23
  years,
• 9:23
  coming
• 9:24
  out
• 9:24
  of
• 9:24
  the
• 9:24
  COVID
• 9:25
  situation,
• 9:27
  customers
• 9:27
  were
• 9:27
  very
• 9:28
  transactional,
• 9:28
  like
• 9:28
  you
• 9:29
  just
• 9:29
  said,
• 9:30
  and
• 9:30
  trying
• 9:31
  to
• 9:31
  build
• 9:31
  strategic
• 9:32
  partnerships
• 9:32
  coming
• 9:33
  out
• 9:33
  of
• 9:33
  that,
• 9:33
  that
• 9:33
  mindset
• 9:34
  that
• 9:34
  people
• 9:34
  have
• 9:34
  had.
• 9:36
  Can
• 9:36
  you
• 9:36
  just
• 9:37
  talk
• 9:37
  about
• 9:37
  a
• 9:37
  little
• 9:37
  bit
• 9:37
  about
• 9:38
  more
• 9:38
  about
• 9:39
  how
• 9:39
  you
• 9:39
  move
• 9:39
  from
• 9:39
  transactional
• 9:40
  to
• 9:40
  more
• 9:42
  as
• 9:42
  a
• 9:42
  partner?
• 9:44
  Yeah,
• 9:45
  and
• 9:45
  maybe
• 9:46
  if
• 9:46
  I
• 9:46
  can,
• 9:46
  John,
• 9:47
  just
• 9:47
  to
• 9:47
  build
• 9:47
  on
• 9:47
  that
• 9:48
  uncertainty
• 9:48
  and
• 9:48
  to
• 9:48
  explain
• 9:49
  the
• 9:49
  phrase,
• 9:49
  because
• 9:51
  it's
• 9:51
  a
• 9:51
  super
• 9:51
  important
• 9:52
  one
• 9:52
  and
• 9:52
  it
• 9:52
  was
• 9:52
  about
• 9:53
  if
• 9:53
  you
• 9:54
  stand
• 9:54
  still
• 9:54
  in
• 9:55
  this
• 9:55
  market,
• 9:55
  you're
• 9:56
  moving
• 9:56
  backwards
• 9:56
  and
• 9:56
  without
• 9:57
  delving
• 9:58
  too
• 9:58
  far
• 9:59
  into
• 9:59
  old
• 9:59
  history.
• 9:59
  But
• 10:00
  I
• 10:00
  was
• 10:00
  just
• 10:00
  reflecting
• 10:01
  yesterday,
• 10:02
  within
• 10:02
  the
• 10:02
  course
• 10:03
  of
• 10:03
  four
• 10:03
  years,
• 10:03
  you've
• 10:04
  had
• 10:04
  the
• 10:04
  whole
• 10:05
  industry
• 10:05
  being
• 10:05
  turned
• 10:06
  upon
• 10:06
  its
• 10:07
  head
• 10:07
  by
• 10:07
  Covid.
• 10:08
  So
• 10:09
  all
• 10:09
  of
• 10:09
  that
• 10:10
  kind
• 10:10
  of
• 10:10
  the
• 10:10
  bubble,
• 10:11
  the
• 10:11
  boom
• 10:11
  effect
• 10:12
  record
• 10:12
  volumes
• 10:13
  because
• 10:13
  all
• 10:13
  the
• 10:13
  high
• 10:13
  streets
• 10:14
  were
• 10:14
  shut
• 10:14
  and
• 10:14
  everyone's
• 10:14
  Stuck
• 10:15
  at
• 10:15
  home.
• 10:15
  But
• 10:16
  at
• 10:16
  the
• 10:16
  same
• 10:16
  time
• 10:16
  you
• 10:17
  have
• 10:17
  the
• 10:17
  headwinds
• 10:18
  of
• 10:19
  market,
• 10:20
  I
• 10:20
  suppose
• 10:20
  regulation
• 10:21
  starting
• 10:21
  to
• 10:21
  close
• 10:22
  off
• 10:22
  borders.
• 10:22
  I'm
• 10:23
  a
• 10:23
  Brit,
• 10:23
  as
• 10:23
  you
• 10:23
  can
• 10:24
  probably
• 10:24
  tell
• 10:24
  by
• 10:24
  my
• 10:24
  accent.
• 10:25
  So
• 10:27
  the
• 10:27
  Brexit
• 10:27
  vote
• 10:28
  was
• 10:28
  separating
• 10:29
  British
• 10:29
  and
• 10:30
  European
• 10:30
  shoppers
• 10:30
  and
• 10:31
  retailers
• 10:31
  from
• 10:31
  each
• 10:31
  other.
• 10:32
  The
• 10:32
  European
• 10:33
  Union
• 10:33
  introduced
• 10:34
  more
• 10:34
  legislation
• 10:35
  de
• 10:35
  minimis
• 10:35
  changes
• 10:36
  manifesting
• 10:37
  changes,
• 10:37
  customs
• 10:38
  changes.
• 10:39
  This
• 10:39
  conundrum
• 10:40
  of
• 10:41
  market
• 10:41
  conditions
• 10:42
  being
• 10:42
  in
• 10:42
  the
• 10:42
  favor
• 10:43
  of
• 10:43
  the
• 10:43
  industry
• 10:43
  and
• 10:43
  then
• 10:44
  regulation
• 10:44
  putting
• 10:44
  in
• 10:45
  headwinds.
• 10:46
  And
• 10:46
  then
• 10:46
  of
• 10:46
  course
• 10:46
  the
• 10:46
  last
• 10:47
  couple
• 10:47
  of
• 10:47
  years,
• 10:47
  really
• 10:48
  recent
• 10:48
  times,
• 10:49
  economic
• 10:50
  challenges,
• 10:51
  obviously
• 10:52
  different
• 10:52
  from
• 10:52
  country
• 10:53
  to
• 10:53
  country.
• 10:54
  And
• 10:54
  then
• 10:54
  at
• 10:54
  the
• 10:54
  same
• 10:54
  time
• 10:55
  some
• 10:55
  of
• 10:55
  the
• 10:55
  geopolitical
• 10:56
  uncertainty.
• 10:57
  It
• 10:57
  just
• 10:57
  means
• 10:57
  that
• 10:58
  there's
• 10:59
  so
• 10:59
  much
• 11:00
  change.
• 11:01
  That's
• 11:01
  why
• 11:02
  standing
• 11:02
  still
• 11:02
  means
• 11:02
  by
• 11:03
  definition
• 11:03
  you're
• 11:03
  going
• 11:03
  backwards.
• 11:04
  And
• 11:04
  you
• 11:04
  only
• 11:04
  have
• 11:04
  to
• 11:05
  look
• 11:05
  at,
• 11:05
  to
• 11:05
  your
• 11:06
  point
• 11:06
  around
• 11:06
  partnership.
• 11:07
  Look
• 11:08
  at
• 11:08
  some
• 11:08
  of
• 11:08
  the
• 11:09
  changes.
• 11:09
  In
• 11:09
  the
• 11:09
  last
• 11:10
  year,
• 11:10
  18
• 11:10
  months
• 11:11
  there's
• 11:11
  been
• 11:12
  seismic
• 11:12
  changes
• 11:13
  in
• 11:13
  the
• 11:14
  E
• 11:14
  commerce
• 11:15
  markets
• 11:15
  with
• 11:16
  very
• 11:16
  well
• 11:16
  publicized
• 11:17
  and
• 11:18
  documented
• 11:18
  now
• 11:18
  that
• 11:19
  the
• 11:19
  rise
• 11:19
  of
• 11:20
  the
• 11:21
  big
• 11:21
  Chinese
• 11:21
  players
• 11:22
  who
• 11:22
  have
• 11:22
  become
• 11:23
  competitors
• 11:23
  to
• 11:24
  local
• 11:25
  retailers,
• 11:25
  regional
• 11:26
  retailers
• 11:27
  in
• 11:27
  a
• 11:27
  way
• 11:27
  that
• 11:27
  perhaps
• 11:28
  wasn't
• 11:28
  the
• 11:28
  case
• 11:29
  a
• 11:30
  year
• 11:30
  or
• 11:30
  two
• 11:30
  ago
• 11:30
  even.
• 11:31
  And
• 11:31
  so
• 11:31
  that
• 11:32
  standing
• 11:32
  still
• 11:32
  part
• 11:33
  means
• 11:33
  that
• 11:33
  in
• 11:33
  that
• 11:34
  ecosystem
• 11:35
  of
• 11:35
  radical
• 11:36
  change
• 11:36
  and
• 11:36
  increasing
• 11:37
  competition,
• 11:37
  by
• 11:37
  definition
• 11:39
  you're
• 11:39
  going
• 11:39
  backwards.
• 11:40
  And
• 11:40
  so
• 11:42
  in
• 11:42
  my
• 11:42
  opinion,
• 11:42
  if
• 11:43
  you've
• 11:43
  got
• 11:43
  a
• 11:43
  relationship
• 11:44
  with
• 11:44
  vendors
• 11:44
  that
• 11:44
  is
• 11:44
  just
• 11:45
  a
• 11:46
  customer
• 11:46
  supply
• 11:47
  of
• 11:47
  a
• 11:47
  transactional
• 11:48
  way,
• 11:48
  you
• 11:48
  don't
• 11:48
  understand
• 11:49
  each
• 11:49
  of
• 11:49
  the
• 11:49
  strategies.
• 11:49
  It's
• 11:50
  hard
• 11:50
  to
• 11:51
  develop
• 11:51
  solutions.
• 11:52
  I'll
• 11:52
  give
• 11:52
  an
• 11:52
  example.
• 11:53
  We've
• 11:53
  got
• 11:54
  customers
• 11:54
  with
• 11:54
  whom
• 11:54
  we've
• 11:55
  said,
• 11:55
  look
• 11:55
  which
• 11:56
  other
• 11:56
  markets
• 11:56
  you're
• 11:56
  trying
• 11:57
  to
• 11:57
  enter
• 11:57
  and
• 11:58
  let
• 11:58
  us
• 11:58
  find
• 11:58
  you
• 11:58
  a
• 11:58
  solution
• 11:59
  to
• 11:59
  that
• 11:59
  market.
• 12:00
  That's
• 12:01
  not
• 12:01
  a
• 12:01
  normal
• 12:03
  conversation.
• 12:03
  Because
• 12:03
  a
• 12:04
  normal
• 12:04
  conversation
• 12:04
  would
• 12:05
  be
• 12:05
  I've
• 12:05
  got
• 12:05
  100
• 12:06
  parcels,
• 12:06
  somebody
• 12:06
  give
• 12:07
  me
• 12:07
  a
• 12:07
  rate.
• 12:07
  And
• 12:07
  so
• 12:08
  it's
• 12:08
  just
• 12:08
  trying
• 12:08
  to
• 12:09
  deepen
• 12:10
  those
• 12:10
  conversations
• 12:11
  in
• 12:11
  such
• 12:11
  a
• 12:11
  way
• 12:11
  that
• 12:12
  allows
• 12:12
  for
• 12:12
  those
• 12:13
  win
• 12:13
  wins
• 12:13
  between
• 12:14
  the
• 12:14
  ecosystem
• 12:15
  partners
• 12:15
  rather
• 12:16
  than
• 12:16
  it
• 12:16
  just
• 12:16
  being
• 12:17
  a
• 12:17
  reactive
• 12:18
  conversation
• 12:19
  all
• 12:19
  the
• 12:19
  time.
• 12:20
  That's
• 12:20
  awesome.
• 12:21
  I
• 12:21
  think
• 12:21
  it's
• 12:21
  kind
• 12:22
  of
• 12:22
  critical
• 12:23
  if
• 12:23
  we're
• 12:23
  going
• 12:23
  to,
• 12:24
  for
• 12:24
  the
• 12:24
  industry,
• 12:24
  if
• 12:24
  we're
• 12:24
  going
• 12:24
  to
• 12:25
  move
• 12:25
  forwards.
• 12:25
  Having
• 12:25
  those
• 12:26
  conversations
• 12:26
  is
• 12:26
  important,
• 12:27
  as
• 12:27
  I
• 12:27
  say,
• 12:27
  because
• 12:28
  if
• 12:28
  you
• 12:29
  don't,
• 12:29
  then
• 12:29
  by
• 12:29
  definition
• 12:30
  you're
• 12:30
  going
• 12:31
  backwards.
• 12:32
  Correct.
• 12:32
  Yep.
• 12:33
  Thank
• 12:33
  you.
• 12:34
  I
• 12:34
  couldn't
• 12:34
  agree
• 12:35
  more.
• 12:35
  I
• 12:35
  think
• 12:35
  it's
• 12:36
  very
• 12:36
  timely
• 12:37
  too.
• 12:38
  You
• 12:39
  know,
• 12:39
  we
• 12:39
  know
• 12:39
  that
• 12:39
  20,
• 12:40
  25,
• 12:41
  depending
• 12:41
  upon
• 12:41
  when
• 12:41
  this
• 12:42
  airs,
• 12:42
  I
• 12:42
  know
• 12:42
  it's
• 12:42
  going
• 12:42
  to
• 12:43
  be
• 12:43
  sometime
• 12:44
  very
• 12:44
  soon
• 12:45
  that
• 12:46
  is
• 12:46
  going
• 12:46
  to
• 12:46
  be
• 12:47
  right
• 12:47
  around
• 12:47
  the
• 12:47
  corner.
• 12:47
  So
• 12:48
  with
• 12:48
  the
• 12:49
  New
• 12:49
  Year,
• 12:50
  new
• 12:50
  year,
• 12:50
  new
• 12:51
  you,
• 12:51
  new
• 12:51
  possibilities.
• 12:52
  Right.
• 12:52
  And
• 12:52
  so
• 12:53
  we
• 12:53
  look
• 12:53
  at,
• 12:53
  you
• 12:54
  know,
• 12:54
  and
• 12:54
  Again,
• 12:55
  John
• 12:55
  and
• 12:55
  I
• 12:55
  are
• 12:56
  coming
• 12:56
  from
• 12:56
  more
• 12:56
  of
• 12:56
  a
• 12:56
  US
• 12:57
  Seller's
• 12:57
  perspective
• 12:58
  or
• 12:58
  shippers
• 12:58
  perspective.
• 12:59
  But
• 13:00
  there's
• 13:00
  always
• 13:01
  been
• 13:01
  in
• 13:02
  our
• 13:02
  case,
• 13:02
  and
• 13:02
  John,
• 13:03
  especially
• 13:03
  with
• 13:03
  his
• 13:03
  history,
• 13:03
  can
• 13:04
  attest
• 13:04
  to
• 13:04
  this
• 13:04
  very
• 13:05
  deeply
• 13:05
  that
• 13:05
  there's
• 13:06
  a
• 13:06
  somewhat
• 13:06
  nationalistic
• 13:07
  or
• 13:07
  very
• 13:08
  domestic
• 13:08
  US
• 13:09
  Focus
• 13:09
  on,
• 13:09
  hey,
• 13:09
  we're
• 13:09
  going
• 13:09
  to
• 13:10
  continue
• 13:10
  to
• 13:10
  grow
• 13:10
  and
• 13:11
  expand
• 13:11
  on
• 13:11
  our
• 13:12
  market
• 13:12
  here
• 13:12
  in
• 13:12
  the
• 13:12
  United
• 13:13
  States.
• 13:13
  And
• 13:14
  it's
• 13:14
  been
• 13:14
  a
• 13:14
  little
• 13:15
  bit
• 13:15
  of
• 13:16
  a
• 13:16
  crusade
• 13:17
  of
• 13:17
  mine,
• 13:17
  right,
• 13:17
  to
• 13:17
  say
• 13:18
  there's
• 13:18
  a
• 13:18
  big
• 13:18
  world
• 13:19
  out
• 13:19
  there.
• 13:19
  Why
• 13:20
  don't
• 13:20
  we
• 13:20
  look
• 13:20
  outside
• 13:21
  to
• 13:21
  try
• 13:21
  and
• 13:22
  really
• 13:22
  expand
• 13:22
  and
• 13:22
  grow
• 13:23
  revenues
• 13:23
  and
• 13:24
  improve
• 13:24
  and
• 13:25
  increase
• 13:25
  your
• 13:26
  audience
• 13:27
  as
• 13:27
  well
• 13:27
  with
• 13:27
  more
• 13:28
  of
• 13:28
  a
• 13:28
  global
• 13:28
  perspective
• 13:29
  versus
• 13:29
  just
• 13:29
  a
• 13:29
  domestic
• 13:30
  perspective.
• 13:31
  What
• 13:31
  you
• 13:31
  said
• 13:32
  ties
• 13:32
  in
• 13:32
  perfectly
• 13:32
  to
• 13:33
  that.
• 13:33
  Right.
• 13:33
  Is
• 13:33
  that,
• 13:34
  and
• 13:34
  I
• 13:34
  think
• 13:34
  one
• 13:35
  thing
• 13:35
  that
• 13:35
  did
• 13:35
  happen,
• 13:36
  I
• 13:36
  didn't
• 13:36
  think
• 13:36
  we
• 13:36
  all
• 13:37
  experienced
• 13:37
  it,
• 13:37
  but
• 13:37
  with
• 13:38
  the
• 13:38
  COVID
• 13:39
  the
• 13:39
  shutdowns
• 13:39
  and
• 13:40
  everybody's
• 13:40
  at
• 13:40
  home
• 13:40
  is
• 13:40
  we're
• 13:41
  ordering
• 13:41
  from
• 13:41
  more
• 13:41
  places.
• 13:42
  You
• 13:42
  mentioned
• 13:42
  the
• 13:43
  significant
• 13:43
  surge
• 13:43
  in
• 13:44
  Chinese
• 13:44
  sellers.
• 13:44
  But
• 13:45
  more
• 13:45
  and
• 13:45
  more
• 13:46
  people
• 13:46
  are
• 13:47
  getting
• 13:47
  used
• 13:47
  to
• 13:48
  the
• 13:48
  which
• 13:49
  I
• 13:49
  don't
• 13:49
  like
• 13:49
  the
• 13:50
  term,
• 13:50
  but
• 13:50
  it's
• 13:50
  a
• 13:50
  very
• 13:51
  widely
• 13:51
  used
• 13:51
  term
• 13:51
  is
• 13:52
  the
• 13:52
  Amazon
• 13:53
  mentality
• 13:53
  of
• 13:53
  we
• 13:54
  want
• 13:54
  it
• 13:54
  quick
• 13:54
  and
• 13:54
  we
• 13:54
  want
• 13:55
  it
• 13:55
  without
• 13:56
  question.
• 13:57
  And
• 13:57
  so
• 13:57
  I
• 13:58
  think
• 13:58
  what
• 13:58
  we've
• 13:58
  done,
• 13:59
  I'm
• 13:59
  not
• 14:00
  here
• 14:00
  to
• 14:00
  just
• 14:00
  toot
• 14:00
  our
• 14:00
  own
• 14:00
  horn,
• 14:01
  but
• 14:01
  you're
• 14:02
  absolutely
• 14:02
  right,
• 14:02
  is
• 14:03
  crafting
• 14:04
  a
• 14:04
  service
• 14:05
  that's
• 14:05
  going
• 14:05
  to
• 14:05
  help
• 14:06
  when
• 14:06
  it
• 14:06
  comes
• 14:06
  to
• 14:06
  improving
• 14:07
  the
• 14:08
  customer
• 14:08
  experience.
• 14:09
  So
• 14:09
  we're
• 14:09
  not
• 14:10
  saying
• 14:10
  that
• 14:10
  we
• 14:10
  have
• 14:11
  everything
• 14:11
  that
• 14:11
  we
• 14:11
  have
• 14:12
  is
• 14:12
  going
• 14:12
  to
• 14:12
  be
• 14:12
  delivered
• 14:12
  next
• 14:13
  day.
• 14:13
  Right.
• 14:13
  In
• 14:13
  terms
• 14:14
  of
• 14:14
  what
• 14:14
  we're
• 14:14
  offering,
• 14:14
  but
• 14:14
  we
• 14:15
  do
• 14:15
  have
• 14:15
  a
• 14:15
  suite
• 14:15
  of
• 14:16
  services
• 14:16
  to
• 14:16
  offer
• 14:17
  to
• 14:17
  help
• 14:17
  accommodate
• 14:18
  those
• 14:18
  different
• 14:18
  needs.
• 14:19
  And
• 14:19
  I
• 14:20
  think
• 14:20
  making
• 14:20
  sure
• 14:21
  that
• 14:21
  if
• 14:22
  you're
• 14:22
  a
• 14:22
  viewer
• 14:22
  or
• 14:23
  if
• 14:23
  you're
• 14:23
  a
• 14:23
  listener
• 14:24
  that
• 14:25
  notice
• 14:26
  I
• 14:26
  aged
• 14:26
  myself
• 14:27
  a
• 14:27
  bit
• 14:27
  and
• 14:27
  almost
• 14:27
  did
• 14:27
  the
• 14:27
  old
• 14:28
  phone
• 14:28
  there.
• 14:29
  But
• 14:30
  if
• 14:30
  you're
• 14:30
  a
• 14:30
  listener
• 14:31
  that
• 14:33
  you
• 14:33
  understand
• 14:33
  that,
• 14:34
  especially
• 14:34
  from
• 14:35
  a
• 14:35
  US
• 14:35
  Perspective
• 14:36
  and
• 14:36
  again,
• 14:36
  going
• 14:37
  back
• 14:37
  to
• 14:37
  that,
• 14:37
  it's
• 14:38
  a
• 14:38
  big
• 14:38
  world
• 14:38
  out
• 14:38
  there.
• 14:39
  Right.
• 14:39
  And
• 14:39
  just
• 14:39
  to
• 14:39
  give
• 14:39
  you
• 14:40
  some
• 14:40
  quick
• 14:40
  statistics,
• 14:41
  of
• 14:41
  course,
• 14:41
  I
• 14:42
  just
• 14:42
  came
• 14:42
  out
• 14:42
  of
• 14:42
  that
• 14:42
  with
• 14:43
  nowhere
• 14:43
  but
• 14:43
  wasn't
• 14:43
  prepared
• 14:44
  at
• 14:44
  all
• 14:44
  for
• 14:44
  that.
• 14:44
  But
• 14:44
  here
• 14:44
  you
• 14:45
  go.
• 14:46
  So
• 14:46
  the
• 14:46
  Canadian
• 14:46
  e
• 14:47
  commerce
• 14:47
  market
• 14:47
  is
• 14:47
  estimated
• 14:48
  to
• 14:48
  reach
• 14:48
  approximately
• 14:49
  $65
• 14:49
  billion
• 14:50
  in
• 14:50
  revenue
• 14:51
  in
• 14:50
  2024.
• 14:52
  So
• 14:52
  that's
• 14:52
  not
• 14:53
  even
• 14:53
  projecting
• 14:53
  into
• 14:53
  what
• 14:54
  they
• 14:54
  have
• 14:54
  for
• 14:54
  already.
• 14:55
  Future
• 14:56
  projections
• 14:56
  going
• 14:57
  up
• 14:57
  to
• 14:57
  2028
• 14:58
  if
• 14:58
  we
• 14:58
  continue
• 14:59
  on.
• 14:59
  So
• 14:59
  we're
• 14:59
  looking
• 15:00
  at
• 15:00
  North
• 15:00
  America,
• 15:01
  Mexico
• 15:01
  then
• 15:01
  is
• 15:02
  estimated
• 15:02
  to
• 15:02
  reach
• 15:02
  approximately
• 15:03
  $38
• 15:04
  billion
• 15:04
  in
• 15:04
  2024.
• 15:05
  We'll
• 15:06
  go
• 15:06
  overseas
• 15:06
  now
• 15:07
  to
• 15:07
  the
• 15:07
  UK
• 15:07
  E
• 15:07
  commerce
• 15:08
  markets
• 15:08
  estimated
• 15:08
  to
• 15:09
  reach
• 15:09
  approximately
• 15:09
  $130
• 15:10
  billion
• 15:11
  in
• 15:11
  2024.
• 15:12
  And
• 15:13
  Germany,
• 15:13
  which
• 15:13
  is
• 15:13
  your
• 15:14
  second
• 15:14
  largest
• 15:14
  market
• 15:15
  in
• 15:15
  the
• 15:15
  EU,
• 15:16
  which
• 15:16
  UK
• 15:16
  is
• 15:16
  not
• 15:17
  in
• 15:17
  the
• 15:17
  EU
• 15:17
  but
• 15:18
  in
• 15:18
  Europe,
• 15:19
  if
• 15:19
  you
• 15:19
  will,
• 15:19
  is
• 15:20
  estimated
• 15:20
  to
• 15:20
  come
• 15:20
  in
• 15:20
  at
• 15:21
  98.3
• 15:21
  billion
• 15:22
  in
• 15:22
  2024.
• 15:23
  So
• 15:24
  I
• 15:24
  would
• 15:24
  say
• 15:24
  that's
• 15:24
  listening
• 15:25
  or
• 15:25
  viewing.
• 15:26
  As
• 15:26
  to
• 15:26
  why
• 15:27
  would
• 15:27
  I
• 15:27
  want
• 15:27
  to
• 15:27
  go
• 15:27
  through
• 15:27
  the
• 15:28
  headaches
• 15:29
  of
• 15:30
  shipping
• 15:30
  internationally
• 15:31
  or
• 15:31
  expanding
• 15:31
  to
• 15:32
  an
• 15:32
  international
• 15:32
  market,
• 15:32
  I
• 15:33
  would
• 15:33
  say,
• 15:33
  well,
• 15:33
  there's
• 15:34
  some
• 15:34
  significant
• 15:34
  numbers
• 15:35
  right
• 15:35
  there.
• 15:36
  There's
• 15:36
  a
• 15:36
  huge
• 15:37
  audience
• 15:37
  and
• 15:38
  especially
• 15:38
  if
• 15:38
  you're
• 15:38
  in
• 15:38
  the
• 15:38
  fashion
• 15:39
  space,
• 15:39
  skincare,
• 15:40
  cosmetics,
• 15:42
  any
• 15:42
  of
• 15:42
  those
• 15:42
  really,
• 15:42
  those
• 15:43
  direct
• 15:43
  consumer
• 15:44
  goods,
• 15:44
  there's
• 15:44
  a
• 15:44
  huge
• 15:45
  opportunity
• 15:45
  to
• 15:46
  grow
• 15:46
  and
• 15:46
  expand.
• 15:48
  Any
• 15:48
  thoughts
• 15:49
  on
• 15:49
  that?
• 15:50
  Yeah,
• 15:51
  lots.
• 15:52
  I
• 15:52
  mean,
• 15:52
  one
• 15:52
  of
• 15:53
  the
• 15:53
  things
• 15:53
  you
• 15:53
  said,
• 15:53
  Nick,
• 15:53
  which
• 15:54
  makes
• 15:54
  a
• 15:54
  lot
• 15:55
  of
• 15:55
  sense
• 15:55
  and
• 15:55
  especially
• 15:55
  just
• 15:56
  thinking
• 15:56
  about
• 15:57
  from
• 15:57
  a
• 15:57
  US
• 15:58
  perspective,
• 15:58
  of
• 15:59
  course,
• 15:59
  is
• 15:59
  that
• 16:00
  the
• 16:00
  US
• 16:00
  as
• 16:01
  a
• 16:01
  destination
• 16:01
  market
• 16:02
  is
• 16:03
  one
• 16:03
  of
• 16:03
  the
• 16:03
  top
• 16:03
  destination
• 16:04
  markets.
• 16:04
  If
• 16:04
  I
• 16:04
  talk
• 16:05
  to
• 16:05
  my
• 16:05
  team
• 16:06
  members
• 16:07
  in
• 16:07
  uk,
• 16:08
  in
• 16:08
  Europe,
• 16:08
  in
• 16:09
  Asia
• 16:09
  Pacific,
• 16:10
  what
• 16:10
  they're
• 16:10
  all
• 16:10
  talking
• 16:11
  about
• 16:11
  is
• 16:11
  how
• 16:11
  can
• 16:12
  they
• 16:12
  link
• 16:13
  their
• 16:13
  retailers
• 16:14
  and
• 16:14
  their
• 16:14
  customers
• 16:15
  with
• 16:15
  shoppers
• 16:16
  in
• 16:16
  the
• 16:16
  us?
• 16:17
  So
• 16:17
  to
• 16:17
  a
• 16:17
  certain
• 16:17
  perspective,
• 16:18
  putting
• 16:18
  on
• 16:19
  a
• 16:19
  kind
• 16:19
  of
• 16:19
  a
• 16:19
  frame
• 16:19
  of
• 16:20
  a
• 16:20
  US
• 16:20
  ecom
• 16:21
  retailer
• 16:21
  point
• 16:21
  of
• 16:22
  view,
• 16:22
  you're
• 16:22
  going
• 16:23
  to
• 16:23
  face,
• 16:24
  whether
• 16:24
  you
• 16:24
  like
• 16:24
  it
• 16:24
  or
• 16:24
  not,
• 16:24
  in
• 16:25
  a
• 16:25
  nice
• 16:25
  way,
• 16:25
  you're
• 16:25
  going
• 16:25
  to
• 16:26
  face
• 16:26
  increasing
• 16:26
  competition
• 16:27
  from
• 16:28
  retailers
• 16:28
  selling
• 16:29
  to
• 16:29
  US
• 16:29
  shoppers.
• 16:30
  So
• 16:30
  that
• 16:30
  global
• 16:31
  game,
• 16:31
  whether
• 16:31
  it's
• 16:32
  local,
• 16:32
  whether
• 16:33
  it's
• 16:33
  regional,
• 16:33
  whether
• 16:34
  it's
• 16:34
  intercontinental,
• 16:35
  that's
• 16:35
  the
• 16:36
  way
• 16:36
  people
• 16:36
  are
• 16:36
  going
• 16:37
  if
• 16:37
  they're
• 16:37
  looking
• 16:37
  for
• 16:37
  growth
• 16:38
  when
• 16:38
  economic
• 16:39
  times
• 16:39
  globally
• 16:40
  are
• 16:40
  a
• 16:40
  bit
• 16:41
  tough
• 16:42
  by
• 16:42
  definition.
• 16:43
  My
• 16:44
  conviction
• 16:44
  is
• 16:44
  that
• 16:44
  the
• 16:45
  retailers
• 16:45
  who
• 16:45
  are
• 16:45
  looking
• 16:45
  to
• 16:46
  grow
• 16:46
  are
• 16:46
  going
• 16:46
  to
• 16:46
  look
• 16:46
  to
• 16:46
  new
• 16:47
  markets
• 16:48
  and
• 16:48
  the
• 16:48
  US
• 16:48
  is
• 16:48
  a
• 16:48
  new
• 16:49
  market
• 16:49
  for
• 16:49
  some
• 16:50
  non
• 16:50
  US
• 16:50
  retailers.
• 16:51
  So
• 16:51
  the
• 16:52
  opposite
• 16:52
  applies.
• 16:52
  If
• 16:53
  you're
• 16:53
  in
• 16:53
  the
• 16:53
  US
• 16:54
  looking
• 16:54
  for
• 16:54
  growth,
• 16:55
  then
• 16:55
  starting
• 16:55
  to
• 16:55
  look
• 16:55
  at
• 16:56
  new
• 16:56
  markets
• 16:56
  is
• 16:57
  super
• 16:58
  important.
• 16:58
  And
• 16:58
  of
• 16:58
  course
• 17:00
  you've
• 17:00
  mentioned
• 17:00
  some
• 17:01
  good
• 17:01
  ones,
• 17:01
  Nick.
• 17:01
  You've
• 17:01
  got
• 17:02
  Canada
• 17:02
  and
• 17:02
  Mexico,
• 17:03
  let's
• 17:04
  say,
• 17:04
  on
• 17:04
  your
• 17:04
  very
• 17:05
  big
• 17:05
  doorstep,
• 17:05
  obviously,
• 17:06
  but
• 17:06
  on
• 17:06
  your
• 17:06
  doorstep
• 17:07
  you've
• 17:07
  got
• 17:07
  significant
• 17:07
  flows
• 17:09
  to
• 17:09
  the
• 17:09
  uk,
• 17:10
  to
• 17:11
  Australia,
• 17:11
  to
• 17:11
  New
• 17:12
  Zealand.
• 17:12
  You've
• 17:13
  then
• 17:13
  got
• 17:13
  the
• 17:13
  European
• 17:14
  Union,
• 17:14
  where
• 17:14
  you
• 17:14
  can
• 17:15
  enter
• 17:15
  as
• 17:15
  a
• 17:15
  kind
• 17:16
  of
• 17:16
  have
• 17:16
  it
• 17:16
  as
• 17:16
  a
• 17:16
  package
• 17:17
  deal,
• 17:17
  if
• 17:17
  you
• 17:17
  will.
• 17:17
  So
• 17:18
  it
• 17:19
  seems
• 17:19
  to
• 17:19
  me
• 17:19
  that
• 17:19
  for
• 17:20
  retailers
• 17:20
  and
• 17:21
  marketplaces
• 17:21
  that
• 17:22
  are
• 17:22
  looking
• 17:22
  to
• 17:22
  grow,
• 17:23
  certainly
• 17:23
  as
• 17:23
  we
• 17:24
  move
• 17:24
  from
• 17:24
  24
• 17:24
  into
• 17:25
  2025,
• 17:26
  it's
• 17:26
  going
• 17:26
  to
• 17:26
  be
• 17:27
  a
• 17:27
  key
• 17:27
  part
• 17:27
  of
• 17:28
  many
• 17:28
  retailers
• 17:30
  strategies.
• 17:30
  And
• 17:31
  of
• 17:31
  course
• 17:32
  there's
• 17:32
  some
• 17:32
  things
• 17:32
  here
• 17:32
  as
• 17:32
  well,
• 17:33
  just
• 17:33
  to
• 17:33
  comment
• 17:33
  on
• 17:33
  around.
• 17:34
  Yes,
• 17:35
  it's
• 17:35
  obviously
• 17:35
  about
• 17:36
  accessing
• 17:37
  customers,
• 17:38
  but
• 17:38
  there's
• 17:38
  just,
• 17:38
  I
• 17:39
  guess
• 17:39
  a
• 17:39
  word
• 17:39
  of
• 17:39
  advice
• 17:39
  as
• 17:40
  well
• 17:40
  on
• 17:40
  technology
• 17:41
  because
• 17:42
  when
• 17:42
  you're
• 17:42
  starting
• 17:42
  to
• 17:43
  access
• 17:44
  different
• 17:44
  markets.
• 17:44
  Of
• 17:45
  course
• 17:45
  you
• 17:45
  need
• 17:45
  to
• 17:45
  start
• 17:46
  thinking
• 17:46
  about
• 17:47
  language,
• 17:48
  payment
• 17:49
  methodologies.
• 17:50
  Do
• 17:50
  you
• 17:50
  need
• 17:50
  cash
• 17:50
  on
• 17:51
  delivery?
• 17:51
  How
• 17:51
  do
• 17:51
  you
• 17:52
  manage
• 17:52
  foreign
• 17:52
  exchange
• 17:53
  conversions?
• 17:54
  How
• 17:54
  do
• 17:54
  you
• 17:54
  ensure
• 17:54
  you
• 17:55
  can
• 17:55
  incorporate
• 17:56
  duty
• 17:56
  and
• 17:56
  tax
• 17:56
  calculation
• 17:57
  into
• 17:58
  your
• 17:58
  checkout
• 17:58
  pages?
• 17:59
  And
• 17:59
  those
• 18:00
  are
• 18:00
  some
• 18:00
  of
• 18:00
  the
• 18:00
  things
• 18:00
  that
• 18:01
  as
• 18:01
  you
• 18:01
  go
• 18:02
  through
• 18:02
  that
• 18:02
  journey
• 18:03
  it
• 18:03
  can
• 18:03
  get
• 18:04
  quite
• 18:04
  complicated
• 18:04
  with
• 18:05
  some
• 18:05
  markets,
• 18:05
  ID
• 18:06
  collection
• 18:06
  for
• 18:06
  example.
• 18:07
  But
• 18:08
  there
• 18:08
  are
• 18:08
  people
• 18:08
  out
• 18:08
  there
• 18:08
  that
• 18:09
  can
• 18:09
  help.
• 18:09
  We're
• 18:09
  one
• 18:09
  of
• 18:09
  them.
• 18:10
  But
• 18:10
  having
• 18:10
  companies
• 18:11
  that
• 18:11
  can
• 18:11
  help
• 18:11
  you,
• 18:12
  help
• 18:12
  you
• 18:12
  navigate
• 18:13
  that
• 18:13
  complexity
• 18:14
  to
• 18:14
  source
• 18:14
  new
• 18:14
  customers
• 18:15
  in
• 18:15
  new
• 18:15
  markets
• 18:16
  I
• 18:16
  think
• 18:16
  is
• 18:16
  super
• 18:17
  critical.
• 18:18
  100%.
• 18:19
  Yes.
• 18:19
  And
• 18:20
  I
• 18:20
  think
• 18:20
  John
• 18:21
  mentioned
• 18:21
  trusted
• 18:22
  partner,
• 18:22
  how
• 18:22
  to
• 18:22
  become
• 18:23
  that
• 18:23
  partner.
• 18:24
  That's
• 18:24
  all
• 18:24
  part
• 18:24
  of
• 18:24
  it.
• 18:24
  But
• 18:25
  go
• 18:25
  ahead.
• 18:25
  John,
• 18:25
  you
• 18:25
  were
• 18:25
  going
• 18:25
  to
• 18:25
  say
• 18:26
  something.
• 18:27
  Yeah,
• 18:28
  that
• 18:28
  was
• 18:28
  a
• 18:29
  great
• 18:29
  recap.
• 18:30
  I
• 18:30
  was
• 18:30
  just
• 18:30
  curious.
• 18:31
  One
• 18:31
  other
• 18:31
  topic,
• 18:32
  I
• 18:32
  was
• 18:32
  looking
• 18:32
  at
• 18:32
  some
• 18:32
  notes
• 18:33
  from
• 18:33
  you
• 18:33
  as
• 18:33
  well.
• 18:34
  You
• 18:34
  use
• 18:34
  the
• 18:34
  word
• 18:35
  filter
• 18:36
  and
• 18:37
  how
• 18:37
  customers
• 18:38
  look
• 18:38
  at
• 18:39
  through
• 18:40
  the
• 18:40
  retailer
• 18:41
  as
• 18:41
  a
• 18:41
  filter
• 18:42
  to
• 18:42
  what
• 18:42
  they
• 18:42
  want
• 18:43
  and
• 18:43
  what
• 18:43
  they
• 18:43
  need.
• 18:44
  Right.
• 18:45
  So
• 18:45
  the
• 18:45
  question
• 18:45
  I
• 18:45
  have
• 18:46
  is
• 18:46
  like
• 18:46
  Nick
• 18:46
  was
• 18:46
  talking
• 18:46
  about
• 18:47
  these
• 18:47
  markets,
• 18:47
  obviously
• 18:48
  they're
• 18:48
  pretty.
• 18:48
  And
• 18:48
  you
• 18:48
  were
• 18:48
  talking
• 18:49
  about
• 18:49
  some
• 18:49
  others.
• 18:50
  Are
• 18:50
  you
• 18:51
  seeing
• 18:52
  like
• 18:53
  in
• 18:53
  our
• 18:53
  world,
• 18:53
  right,
• 18:54
  we
• 18:54
  see
• 18:54
  that
• 18:54
  Mexico
• 18:54
  is
• 18:55
  the
• 18:55
  next
• 18:55
  up
• 18:56
  gray
• 18:56
  market.
• 18:56
  People
• 18:57
  think
• 18:57
  it's
• 18:57
  difficult.
• 18:58
  People
• 18:58
  thought
• 18:58
  Mexico,
• 18:59
  Canada
• 18:59
  was
• 19:00
  difficult
• 19:00
  to
• 19:00
  go
• 19:01
  into
• 19:01
  shippers,
• 19:03
  customers.
• 19:03
  Looking
• 19:03
  at
• 19:04
  the
• 19:04
  websites,
• 19:04
  do
• 19:04
  you
• 19:05
  see
• 19:05
  that,
• 19:05
  the
• 19:06
  way
• 19:06
  you
• 19:06
  use
• 19:06
  the
• 19:06
  word
• 19:06
  filter.
• 19:07
  Can
• 19:07
  you
• 19:08
  explain
• 19:08
  what
• 19:08
  you
• 19:08
  mean
• 19:08
  by
• 19:08
  that?
• 19:10
  Yeah,
• 19:10
  I
• 19:10
  mean
• 19:11
  obviously
• 19:12
  each
• 19:13
  origin
• 19:14
  market
• 19:14
  has
• 19:14
  different
• 19:14
  nuances,
• 19:15
  John,
• 19:15
  you
• 19:15
  know,
• 19:15
  so
• 19:16
  if
• 19:17
  you're
• 19:17
  sat,
• 19:17
  for
• 19:17
  example,
• 19:18
  if
• 19:18
  you're
• 19:18
  sat
• 19:18
  in
• 19:19
  some
• 19:19
  of
• 19:19
  the
• 19:19
  European
• 19:20
  Union
• 19:20
  countries,
• 19:21
  a
• 19:21
  lot
• 19:21
  of
• 19:21
  the
• 19:22
  European
• 19:22
  Union
• 19:22
  international
• 19:23
  export
• 19:23
  traffic
• 19:24
  stays
• 19:25
  within
• 19:25
  the
• 19:25
  European
• 19:26
  Union
• 19:26
  and
• 19:27
  there's
• 19:27
  some,
• 19:27
  there's
• 19:27
  some
• 19:28
  natural
• 19:28
  home
• 19:28
  markets.
• 19:29
  So
• 19:29
  you
• 19:29
  know,
• 19:29
  for
• 19:30
  Switzerland,
• 19:31
  for
• 19:31
  example,
• 19:32
  Germanic
• 19:33
  speaking
• 19:34
  countries,
• 19:35
  neighboring
• 19:35
  countries
• 19:36
  are
• 19:36
  very
• 19:36
  important.
• 19:37
  There's
• 19:38
  quite
• 19:38
  strong
• 19:38
  historical
• 19:39
  connections
• 19:39
  between
• 19:40
  the
• 19:40
  French
• 19:40
  market
• 19:40
  and
• 19:41
  some
• 19:41
  of
• 19:41
  the
• 19:41
  French
• 19:41
  speaking
• 19:42
  countries
• 19:42
  in
• 19:42
  North
• 19:42
  Africa,
• 19:43
  obviously
• 19:44
  the
• 19:44
  uk,
• 19:45
  the
• 19:45
  us,
• 19:45
  Australia,
• 19:46
  New
• 19:46
  Zealand,
• 19:47
  a
• 19:48
  lot
• 19:48
  of
• 19:48
  connection
• 19:49
  because
• 19:49
  of
• 19:49
  language.
• 19:50
  So
• 19:50
  the
• 19:50
  filter
• 19:51
  part
• 19:51
  is
• 19:51
  around.
• 19:52
  Goes
• 19:52
  back
• 19:52
  to
• 19:52
  what
• 19:52
  I
• 19:52
  said
• 19:52
  at
• 19:52
  the
• 19:53
  beginning.
• 19:53
  There
• 19:54
  isn't
• 19:54
  a
• 19:54
  one
• 19:54
  size
• 19:55
  fits
• 19:55
  all
• 19:55
  mentality
• 19:56
  here.
• 19:57
  It
• 19:57
  should
• 19:57
  be
• 19:57
  in
• 19:58
  my
• 19:58
  opinion
• 19:58
  that
• 19:59
  retailers
• 19:59
  look
• 20:00
  for
• 20:00
  shoppers
• 20:01
  that
• 20:01
  suit
• 20:01
  where
• 20:01
  they're
• 20:02
  coming
• 20:02
  from
• 20:02
  and
• 20:02
  where
• 20:02
  they've
• 20:03
  got
• 20:03
  strong
• 20:04
  target
• 20:04
  audiences.
• 20:05
  And
• 20:05
  that's
• 20:05
  going
• 20:05
  to
• 20:05
  differ
• 20:06
  based
• 20:06
  on
• 20:06
  where
• 20:07
  you're
• 20:07
  based.
• 20:07
  So
• 20:08
  what's
• 20:08
  right
• 20:08
  for
• 20:09
  US
• 20:10
  retailers,
• 20:10
  you
• 20:10
  said
• 20:11
  Nick,
• 20:11
  to
• 20:11
  absolutely
• 20:13
  front
• 20:13
  and
• 20:13
  center,
• 20:14
  focus
• 20:14
  on
• 20:14
  Canada,
• 20:15
  focus
• 20:15
  on
• 20:15
  Mexico,
• 20:16
  that
• 20:16
  the
• 20:16
  two
• 20:16
  neighboring
• 20:17
  markets,
• 20:18
  huge
• 20:19
  markets
• 20:20
  that
• 20:20
  will
• 20:20
  be
• 20:20
  different
• 20:20
  than
• 20:21
  if
• 20:21
  you
• 20:21
  sat
• 20:21
  in
• 20:23
  a
• 20:23
  retailer
• 20:24
  in
• 20:24
  Germany
• 20:24
  where
• 20:24
  you're
• 20:24
  going
• 20:25
  to
• 20:25
  be
• 20:25
  Focusing
• 20:25
  on
• 20:26
  Austria,
• 20:26
  France,
• 20:27
  the
• 20:27
  UK
• 20:27
  and
• 20:27
  some
• 20:27
  of
• 20:28
  the
• 20:28
  surrounding
• 20:28
  countries.
• 20:29
  So
• 20:29
  the
• 20:29
  filter
• 20:30
  point
• 20:30
  is
• 20:30
  around
• 20:31
  doing
• 20:31
  the
• 20:31
  right
• 20:32
  thing
• 20:32
  for
• 20:33
  you
• 20:33
  based
• 20:33
  on
• 20:33
  where
• 20:34
  you
• 20:34
  are
• 20:34
  in
• 20:35
  the
• 20:35
  world
• 20:35
  and
• 20:35
  where
• 20:35
  your
• 20:35
  target
• 20:36
  markets
• 20:36
  are
• 20:36
  then
• 20:37
  that's
• 20:37
  going
• 20:37
  to
• 20:37
  be
• 20:37
  a
• 20:37
  bit
• 20:37
  different
• 20:38
  from
• 20:38
  export
• 20:39
  country
• 20:39
  to
• 20:39
  export
• 20:40
  country.
• 20:40
  Okay,
• 20:41
  so
• 20:42
  in
• 20:42
  the
• 20:42
  market
• 20:43
  today,
• 20:43
  and
• 20:43
  Nick
• 20:44
  brought
• 20:44
  up
• 20:44
  earlier,
• 20:46
  do
• 20:46
  you
• 20:46
  see
• 20:46
  any
• 20:47
  shifts
• 20:47
  in
• 20:47
  the
• 20:47
  future
• 20:48
  of
• 20:49
  like
• 20:50
  I
• 20:50
  know
• 20:50
  some
• 20:50
  of
• 20:50
  the
• 20:51
  countries
• 20:51
  that
• 20:51
  are
• 20:51
  up
• 20:51
  and
• 20:51
  coming,
• 20:52
  maybe
• 20:52
  not
• 20:53
  on
• 20:53
  shippers
• 20:54
  radar
• 20:54
  that
• 20:54
  you're
• 20:55
  seeing
• 20:55
  that
• 20:55
  there's
• 20:55
  growth
• 20:56
  potential
• 20:57
  besides
• 20:58
  Canada,
• 20:58
  Mexico,
• 20:59
  Germany,
• 21:00
  the
• 21:00
  usual
• 21:01
  suspects.
• 21:01
  Right.
• 21:02
  Do
• 21:02
  you
• 21:02
  see
• 21:02
  any
• 21:03
  shift
• 21:03
  from
• 21:04
  when
• 21:04
  you
• 21:04
  talk
• 21:04
  to
• 21:05
  large
• 21:05
  enterprise
• 21:05
  customers
• 21:06
  recently
• 21:07
  what
• 21:07
  their
• 21:07
  growth
• 21:08
  is
• 21:08
  and
• 21:08
  where
• 21:08
  it
• 21:08
  would
• 21:08
  be
• 21:09
  in
• 21:09
  the
• 21:09
  future?
• 21:09
  Do
• 21:09
  you
• 21:09
  see
• 21:10
  anything
• 21:10
  different
• 21:10
  in
• 21:10
  that
• 21:11
  scope,
• 21:11
  that
• 21:12
  lens,
• 21:12
  so
• 21:12
  to
• 21:12
  speak?
• 21:12
  Yeah,
• 21:15
  I
• 21:15
  think
• 21:15
  it's
• 21:15
  a
• 21:15
  journey.
• 21:16
  I
• 21:16
  think
• 21:16
  it's
• 21:16
  a
• 21:16
  journey.
• 21:16
  I
• 21:16
  mean,
• 21:17
  I
• 21:17
  think
• 21:17
  again
• 21:18
  a
• 21:18
  couple
• 21:18
  of
• 21:18
  points
• 21:18
  on
• 21:18
  this
• 21:18
  John.
• 21:19
  I
• 21:19
  mean
• 21:19
  the
• 21:19
  first
• 21:19
  one
• 21:19
  is
• 21:21
  it
• 21:21
  also
• 21:21
  depends
• 21:22
  for
• 21:22
  customers
• 21:23
  on
• 21:24
  how
• 21:24
  they,
• 21:24
  how
• 21:24
  they
• 21:25
  manage
• 21:25
  their
• 21:25
  stock.
• 21:25
  You
• 21:26
  know,
• 21:26
  because
• 21:26
  some
• 21:26
  customers
• 21:27
  tend
• 21:27
  to
• 21:27
  find
• 21:27
  that
• 21:27
  they've
• 21:27
  got
• 21:28
  one
• 21:28
  central
• 21:28
  warehouse
• 21:29
  for
• 21:29
  global
• 21:29
  distribution.
• 21:30
  So
• 21:30
  by
• 21:31
  definition
• 21:31
  they're
• 21:31
  looking
• 21:32
  at
• 21:32
  the
• 21:32
  world
• 21:33
  from
• 21:33
  one
• 21:33
  place
• 21:34
  that's
• 21:35
  different
• 21:35
  to
• 21:35
  other
• 21:35
  players
• 21:36
  who,
• 21:36
  and
• 21:36
  other
• 21:36
  retailers
• 21:37
  who
• 21:37
  may
• 21:37
  have
• 21:37
  multiple
• 21:38
  stock
• 21:38
  pools.
• 21:38
  And
• 21:39
  so
• 21:39
  that
• 21:39
  requires
• 21:40
  a
• 21:40
  different,
• 21:40
  a
• 21:41
  different
• 21:41
  conversation
• 21:42
  somehow.
• 21:43
  I
• 21:43
  think
• 21:44
  I'd
• 21:44
  probably
• 21:44
  bundle
• 21:45
  it
• 21:45
  into,
• 21:45
  you
• 21:46
  know,
• 21:46
  maybe
• 21:46
  from
• 21:46
  a
• 21:47
  global
• 21:48
  perspective
• 21:48
  of
• 21:48
  account
• 21:49
  the
• 21:49
  sort
• 21:49
  of
• 21:49
  the,
• 21:50
  let's
• 21:50
  say
• 21:50
  the
• 21:51
  obvious
• 21:51
  e
• 21:51
  commerce
• 21:52
  markets
• 21:52
  which
• 21:52
  you
• 21:53
  mentioned
• 21:53
  some
• 21:53
  of
• 21:53
  them
• 21:53
  before
• 21:53
  Nick.
• 21:54
  They're
• 21:54
  the
• 21:54
  huge
• 21:54
  markets
• 21:55
  with
• 21:55
  good
• 21:55
  access,
• 21:56
  very
• 21:57
  developed
• 21:57
  domestic
• 21:58
  online
• 21:58
  penetration,
• 21:59
  very
• 21:59
  high
• 22:00
  broadband
• 22:01
  penetration,
• 22:01
  very
• 22:02
  high
• 22:02
  domestic
• 22:02
  e
• 22:03
  commerce
• 22:03
  shopping.
• 22:03
  So
• 22:03
  you
• 22:04
  mentioned
• 22:04
  some
• 22:04
  of
• 22:04
  them
• 22:04
  before
• 22:05
  the
• 22:05
  us,
• 22:06
  uk,
• 22:07
  Australia,
• 22:08
  some
• 22:08
  of
• 22:08
  the
• 22:08
  European
• 22:09
  Union
• 22:09
  countries.
• 22:09
  Of
• 22:09
  course
• 22:10
  they're
• 22:11
  super
• 22:11
  important.
• 22:12
  There's
• 22:12
  then
• 22:12
  other
• 22:13
  countries
• 22:13
  which
• 22:13
  I
• 22:13
  think
• 22:13
  are
• 22:14
  kind
• 22:14
  of
• 22:15
  up
• 22:15
  and
• 22:15
  coming
• 22:15
  and
• 22:16
  on
• 22:16
  a
• 22:16
  lot
• 22:16
  of
• 22:16
  radars.
• 22:17
  So
• 22:17
  for
• 22:17
  example
• 22:18
  the
• 22:19
  Middle
• 22:19
  east
• 22:19
  is
• 22:20
  one
• 22:21
  quite
• 22:21
  a
• 22:21
  lot
• 22:22
  of
• 22:22
  focus
• 22:22
  on
• 22:22
  getting
• 22:23
  great
• 22:23
  solutions
• 22:23
  to
• 22:23
  the
• 22:24
  Middle
• 22:24
  East.
• 22:24
  Southeast
• 22:25
  Asia,
• 22:25
  another
• 22:26
  one,
• 22:26
  huge
• 22:26
  population,
• 22:27
  some
• 22:28
  good
• 22:28
  internal
• 22:29
  trade
• 22:29
  starting
• 22:29
  to
• 22:30
  motor
• 22:30
  within
• 22:31
  that
• 22:31
  region.
• 22:32
  And
• 22:32
  then
• 22:32
  there's
• 22:32
  some
• 22:32
  which
• 22:33
  I
• 22:34
  see
• 22:34
  it
• 22:34
  as
• 22:34
  countries
• 22:35
  where
• 22:35
  at
• 22:35
  the
• 22:35
  moment
• 22:35
  perhaps
• 22:36
  there's
• 22:36
  not
• 22:36
  a
• 22:36
  huge
• 22:37
  amount
• 22:37
  of
• 22:37
  inbound
• 22:38
  business
• 22:39
  but
• 22:39
  there
• 22:39
  will
• 22:40
  be,
• 22:40
  it's
• 22:40
  just
• 22:41
  a
• 22:41
  question
• 22:41
  of
• 22:41
  at
• 22:41
  what
• 22:42
  stage.
• 22:42
  So
• 22:43
  you
• 22:43
  know,
• 22:43
  India
• 22:43
  is
• 22:43
  a
• 22:43
  good
• 22:43
  example
• 22:44
  of
• 22:44
  that.
• 22:44
  I
• 22:44
  was
• 22:44
  in
• 22:44
  India
• 22:45
  a
• 22:45
  few
• 22:45
  weeks
• 22:46
  ago
• 22:46
  discussing
• 22:47
  new
• 22:47
  solutions.
• 22:48
  It's
• 22:48
  complicated
• 22:49
  at
• 22:49
  the
• 22:49
  moment
• 22:49
  in
• 22:50
  terms
• 22:50
  of
• 22:50
  the
• 22:50
  regulations
• 22:51
  and
• 22:51
  the
• 22:51
  processes
• 22:52
  but
• 22:52
  we're
• 22:53
  convinced
• 22:53
  and
• 22:53
  we're
• 22:53
  having
• 22:54
  some
• 22:54
  good
• 22:54
  conversations
• 22:54
  with
• 22:55
  customers
• 22:55
  about
• 22:56
  surely
• 22:56
  tackling
• 22:57
  to
• 22:57
  get
• 22:57
  great
• 22:58
  solutions
• 22:58
  into.
• 22:58
  India
• 22:59
  is
• 22:59
  a
• 22:59
  good,
• 22:59
  a
• 22:59
  good
• 22:59
  example
• 23:00
  so
• 23:00
  there's
• 23:01
  kind
• 23:01
  of
• 23:01
  the
• 23:01
  obvious
• 23:02
  candidates,
• 23:03
  the
• 23:03
  up
• 23:03
  and
• 23:03
  coming
• 23:03
  ones
• 23:04
  and
• 23:04
  then
• 23:04
  some,
• 23:04
  which
• 23:05
  are
• 23:05
  perhaps
• 23:05
  a
• 23:05
  bit
• 23:06
  of
• 23:06
  a
• 23:06
  longer
• 23:06
  term
• 23:06
  play,
• 23:07
  but
• 23:07
  for
• 23:07
  certain
• 23:08
  will
• 23:08
  be
• 23:09
  important
• 23:09
  in
• 23:09
  the
• 23:10
  years
• 23:10
  to
• 23:10
  come.
• 23:11
  I
• 23:11
  had
• 23:11
  one
• 23:11
  more
• 23:11
  thing
• 23:12
  and
• 23:12
  I'll
• 23:12
  turn
• 23:12
  it
• 23:12
  back
• 23:12
  over
• 23:12
  to
• 23:13
  Nick.
• 23:13
  The
• 23:14
  misconception
• 23:15
  of
• 23:15
  a
• 23:15
  market
• 23:16
  penetration.
• 23:17
  I'll
• 23:17
  give
• 23:17
  you
• 23:17
  an
• 23:17
  example.
• 23:18
  Nick
• 23:18
  brought
• 23:19
  it
• 23:19
  up.
• 23:19
  US
• 23:19
  very
• 23:20
  heavily
• 23:20
  penetrated
• 23:21
  many,
• 23:22
  many
• 23:22
  carriers
• 23:23
  in
• 23:23
  the
• 23:23
  domestic
• 23:24
  market,
• 23:25
  all
• 23:25
  chomping
• 23:25
  at
• 23:26
  the
• 23:26
  bid
• 23:26
  for
• 23:27
  pretty
• 23:27
  much
• 23:27
  a
• 23:27
  pretty
• 23:27
  saturated
• 23:28
  market
• 23:28
  in
• 23:28
  that
• 23:28
  regard,
• 23:30
  of
• 23:30
  the
• 23:31
  ones
• 23:31
  that
• 23:31
  we
• 23:31
  talk
• 23:31
  about
• 23:32
  that
• 23:32
  we
• 23:32
  target
• 23:33
  on
• 23:33
  a
• 23:33
  regular
• 23:33
  basis,
• 23:34
  which
• 23:34
  one
• 23:34
  do
• 23:34
  you
• 23:35
  think
• 23:35
  that
• 23:36
  most
• 23:36
  people,
• 23:37
  shippers
• 23:37
  being
• 23:38
  one
• 23:39
  that
• 23:39
  think
• 23:40
  it's
• 23:40
  very
• 23:40
  heavily
• 23:41
  penetrated,
• 23:41
  but
• 23:41
  it's
• 23:42
  not.
• 23:43
  Does
• 23:43
  that
• 23:43
  make
• 23:44
  sense?
• 23:45
  Yeah.
• 23:45
  In
• 23:45
  terms
• 23:46
  of
• 23:46
  trade
• 23:46
  lanes.
• 23:47
  Correct.
• 23:48
  Like
• 23:49
  US
• 23:49
  ups,
• 23:50
  you
• 23:50
  got
• 23:50
  the
• 23:50
  big
• 23:51
  players.
• 23:51
  Right.
• 23:52
  They're
• 23:52
  all
• 23:53
  going,
• 23:53
  they're
• 23:53
  all
• 23:53
  trying
• 23:54
  to
• 23:54
  grow
• 23:54
  their
• 23:54
  business
• 23:54
  incrementally.
• 23:55
  Right.
• 23:56
  But
• 23:56
  globally,
• 23:57
  there's
• 23:57
  probably
• 23:58
  a
• 23:58
  country
• 23:58
  that
• 23:58
  we
• 23:58
  all
• 23:59
  think
• 23:59
  is
• 23:59
  heavily
• 23:59
  penetrated,
• 24:00
  like
• 24:00
  here.
• 24:01
  Canada
• 24:02
  doesn't
• 24:03
  have
• 24:03
  a
• 24:03
  lot
• 24:03
  of
• 24:03
  people,
• 24:04
  but
• 24:05
  there's
• 24:05
  a
• 24:05
  lot
• 24:05
  of
• 24:05
  opportunity
• 24:06
  there.
• 24:08
  But
• 24:08
  is
• 24:08
  there
• 24:08
  anybody
• 24:09
  else
• 24:09
  that
• 24:10
  a
• 24:10
  shipper
• 24:11
  or
• 24:11
  anybody
• 24:11
  listens
• 24:11
  to?
• 24:11
  Our
• 24:12
  podcast
• 24:12
  would
• 24:12
  go,
• 24:13
  I
• 24:13
  never
• 24:13
  really
• 24:14
  thought
• 24:14
  about
• 24:14
  that
• 24:14
  country
• 24:14
  as
• 24:15
  a
• 24:15
  great
• 24:15
  opportunity.
• 24:16
  Yeah,
• 24:16
  I
• 24:16
  mean,
• 24:17
  given.
• 24:18
  And
• 24:18
  again,
• 24:18
  go
• 24:18
  back
• 24:19
  to
• 24:19
  what
• 24:19
  you
• 24:19
  said
• 24:19
  at
• 24:19
  the
• 24:19
  beginning,
• 24:19
  Nick,
• 24:20
  around
• 24:20
  your
• 24:21
  audience
• 24:21
  and
• 24:21
  most
• 24:22
  of
• 24:22
  your
• 24:22
  listeners.
• 24:23
  I
• 24:23
  have
• 24:23
  to
• 24:23
  concur
• 24:24
  with
• 24:24
  what
• 24:24
  you
• 24:24
  said
• 24:24
  at
• 24:24
  the
• 24:25
  beginning.
• 24:25
  I
• 24:25
  mean,
• 24:25
  if
• 24:26
  you
• 24:26
  take
• 24:27
  the
• 24:27
  UK
• 24:27
  as
• 24:27
  a
• 24:27
  destination
• 24:28
  market,
• 24:29
  it
• 24:30
  is
• 24:30
  quite.
• 24:30
  It
• 24:31
  is
• 24:31
  mature
• 24:31
  domestically,
• 24:32
  of
• 24:32
  course.
• 24:33
  Is
• 24:34
  it
• 24:34
  mature
• 24:34
  in
• 24:34
  terms
• 24:35
  of
• 24:35
  that
• 24:35
  trade
• 24:35
  lane
• 24:36
  from
• 24:36
  the
• 24:36
  US
• 24:36
  to
• 24:36
  the
• 24:37
  uk
• 24:38
  A
• 24:38
  little
• 24:38
  bit
• 24:38
  like
• 24:39
  Canada,
• 24:39
  It's
• 24:39
  a
• 24:39
  very
• 24:40
  big
• 24:40
  trade
• 24:40
  lane.
• 24:40
  But
• 24:40
  are
• 24:40
  you
• 24:41
  capturing
• 24:42
  all
• 24:42
  the
• 24:42
  value
• 24:42
  of
• 24:43
  getting
• 24:43
  shoppers
• 24:44
  in
• 24:44
  the
• 24:44
  uk,
• 24:45
  given
• 24:45
  that
• 24:45
  UK
• 24:46
  shoppers
• 24:46
  are
• 24:46
  always
• 24:46
  looking
• 24:47
  on
• 24:47
  US
• 24:47
  websites.
• 24:48
  Do
• 24:48
  you
• 24:48
  offer
• 24:49
  shipping
• 24:50
  to
• 24:50
  the
• 24:50
  uk?
• 24:51
  It's
• 24:51
  the
• 24:51
  same
• 24:51
  language.
• 24:52
  It's
• 24:52
  not
• 24:52
  so
• 24:53
  difficult.
• 24:53
  There's
• 24:53
  great
• 24:54
  logistics
• 24:54
  solutions
• 24:55
  there.
• 24:56
  So
• 24:56
  yes,
• 24:57
  it's
• 24:57
  popular
• 24:58
  and
• 24:58
  many
• 24:58
  people
• 24:59
  do
• 24:59
  it.
• 24:59
  But
• 24:59
  are
• 24:59
  you
• 25:00
  getting,
• 25:00
  from
• 25:00
  a
• 25:00
  US
• 25:01
  retail
• 25:01
  perspective,
• 25:02
  brilliant
• 25:03
  penetration
• 25:03
  into
• 25:04
  those
• 25:04
  markets
• 25:05
  or
• 25:05
  is
• 25:05
  the
• 25:05
  room
• 25:05
  for
• 25:05
  growth?
• 25:06
  I
• 25:06
  would
• 25:06
  argue
• 25:06
  there's
• 25:06
  still
• 25:06
  room
• 25:07
  for
• 25:07
  growth.
• 25:07
  And
• 25:07
  I
• 25:07
  would
• 25:07
  say
• 25:08
  the
• 25:08
  same
• 25:09
  about
• 25:09
  Australia
• 25:09
  and
• 25:10
  New
• 25:10
  Zealand.
• 25:10
  I
• 25:10
  would
• 25:11
  say
• 25:11
  that
• 25:12
  if
• 25:12
  I
• 25:12
  was
• 25:12
  sat
• 25:13
  in
• 25:13
  the
• 25:13
  US
• 25:13
  and
• 25:13
  going,
• 25:13
  well,
• 25:14
  I've
• 25:14
  done
• 25:14
  Canada,
• 25:15
  it's
• 25:15
  the
• 25:16
  obvious
• 25:16
  one
• 25:16
  to
• 25:16
  start
• 25:17
  with,
• 25:17
  then
• 25:18
  I'd
• 25:18
  be
• 25:18
  pretty
• 25:19
  soon
• 25:19
  then
• 25:19
  going,
• 25:19
  well,
• 25:20
  let's
• 25:20
  look
• 25:20
  at
• 25:20
  the
• 25:20
  uk,
• 25:20
  let's
• 25:20
  look
• 25:21
  at
• 25:21
  Australia,
• 25:21
  let's
• 25:21
  look
• 25:21
  at
• 25:22
  New
• 25:22
  Zealand.
• 25:22
  Because
• 25:22
  the
• 25:23
  barriers
• 25:23
  to
• 25:23
  entry
• 25:23
  from
• 25:24
  a
• 25:24
  US
• 25:24
  export
• 25:25
  perspective
• 25:26
  are
• 25:26
  not
• 25:26
  so
• 25:26
  high.
• 25:27
  It's
• 25:27
  not
• 25:28
  quite
• 25:28
  the
• 25:28
  same
• 25:28
  as
• 25:29
  if
• 25:29
  you
• 25:30
  talk
• 25:30
  about
• 25:30
  going
• 25:30
  to
• 25:30
  Southeast
• 25:31
  Asia,
• 25:32
  it
• 25:32
  takes
• 25:32
  some
• 25:32
  thinking.
• 25:33
  It
• 25:33
  takes
• 25:33
  some
• 25:34
  thinking.
• 25:34
  You
• 25:35
  don't
• 25:35
  need
• 25:35
  to
• 25:35
  think
• 25:35
  too
• 25:36
  hard
• 25:36
  to
• 25:36
  think
• 25:36
  about
• 25:36
  those
• 25:37
  markets.
• 25:38
  So
• 25:38
  as
• 25:38
  a
• 25:38
  journey,
• 25:39
  I
• 25:39
  would
• 25:39
  say
• 25:40
  that
• 25:40
  would
• 25:40
  be
• 25:40
  where
• 25:41
  I
• 25:41
  would
• 25:41
  start
• 25:41
  if
• 25:41
  I
• 25:41
  were
• 25:41
  in
• 25:41
  the
• 25:42
  US.
• 25:42
  Thanks
• 25:43
  everybody
• 25:43
  for
• 25:43
  listening
• 25:44
  to
• 25:44
  episode
• 25:44
  12
• 25:45
  of
• 25:45
  Outside
• 25:45
  the
• 25:45
  Box
• 25:46
  podcast
• 25:46
  with
• 25:46
  Asendia
• 25:47
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• 25:48
  with
• 25:48
  our
• 25:48
  very
• 25:48
  special
• 25:49
  guest,
• 25:49
  Simon
• 25:49
  Batt.
• 25:50
  Stay
• 25:50
  tuned
• 25:50
  for
• 25:51
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• 25:51
  two.
• 25:51
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• 25:52
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• 25:52
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• 25:52
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• 25:52
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• 25:52
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• 25:53
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• 25:53
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• 25:54
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• 25:54
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• 25:58
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• 25:59
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• 26:00
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• 26:00
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• 26:01
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• 26:03
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• 26:03
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• 26:09
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