1 00:00:00,040 --> 00:00:02,440 So I'd say yeah, for the offering perspective is the way 2 00:00:02,440 --> 00:00:05,760 that we we're going to play with it is how do you how do you make 3 00:00:05,760 --> 00:00:08,680 sure that you're driving choice and that you're there, that 4 00:00:08,680 --> 00:00:10,680 you're the player. And now I would say the the 5 00:00:10,680 --> 00:00:13,440 biggest change that I've seen in the last couple of years is that 6 00:00:13,560 --> 00:00:16,480 customers are the ones that are telling what they need and not 7 00:00:16,480 --> 00:00:30,040 the other way around. Hello, and welcome to the Retail 8 00:00:30,040 --> 00:00:32,360 Podcast. Now today we're in the studio 9 00:00:32,720 --> 00:00:37,760 and we're joined by David Gomez Cardona from Kingfisher, who is 10 00:00:37,760 --> 00:00:41,520 Group Marketplace Director. And David, I'll have those 11 00:00:41,520 --> 00:00:43,520 straight to you. Yeah. 12 00:00:43,520 --> 00:00:45,160 I mean, thank you. Thank you, Alex and thanks, 13 00:00:45,240 --> 00:00:47,920 thanks for the interest of I mean, I've always been 14 00:00:47,920 --> 00:00:51,640 fascinated by how digital platforms connect people and 15 00:00:51,640 --> 00:00:54,720 businesses. I started my career in logistics 16 00:00:54,920 --> 00:00:58,520 in the USA while ago, but quickly and felt the need to 17 00:00:58,520 --> 00:01:01,720 actually pivot to e-commerce. I was really attracted by the 18 00:01:01,720 --> 00:01:04,840 how by how fast-paced this industry was, right. 19 00:01:05,120 --> 00:01:08,800 So my journey has taken me from Colombia to France and now the 20 00:01:08,800 --> 00:01:12,760 UK by helping building retailers build and scale their 21 00:01:12,760 --> 00:01:15,000 marketplace business. So from driving digital 22 00:01:15,000 --> 00:01:18,640 transformation and TV scan to launching the warmer lands 23 00:01:18,640 --> 00:01:21,400 marketplace business, well, I've been deeply involved in 24 00:01:21,400 --> 00:01:24,320 marketplace expansion, expansion at those different markets. 25 00:01:24,320 --> 00:01:27,920 Now I can feature a focus on well from 1:00 by expanding our 26 00:01:27,920 --> 00:01:31,000 online marketplace, driving digital growth and helping our 27 00:01:31,000 --> 00:01:33,480 banners innovate in e-commerce overall. 28 00:01:33,480 --> 00:01:36,360 And as you were saying, I mean, people may ask who we are, who's 29 00:01:36,360 --> 00:01:38,720 Can Fisher so well? Can Fisher is a leading home 30 00:01:38,720 --> 00:01:41,920 improvement retailer in Europe. We're present in around 8 31 00:01:41,920 --> 00:01:45,720 markets with five different brands from B&Q, Castrama, 32 00:01:45,720 --> 00:01:50,800 Bricodepo, Screwfix and Costas. And we have our nine 1900 stores 33 00:01:50,800 --> 00:01:55,280 with around 80,000 colleagues in these eight markets, each of 34 00:01:55,280 --> 00:01:58,880 them the different business, different approach and quite a 35 00:01:58,880 --> 00:02:01,680 strong local expertise. And of course, at the heart of 36 00:02:01,680 --> 00:02:04,800 our strategy behind it, we have what we call the power biking 37 00:02:04,800 --> 00:02:09,160 feature philosophy, which in a nutshell, it's we really, we are 38 00:02:09,160 --> 00:02:13,400 quite keen to actually, let's say, use the differences that we 39 00:02:13,400 --> 00:02:15,560 have in each of our banners. And the difference that we have 40 00:02:15,560 --> 00:02:18,640 actually makes us stronger. So we use this to scale and to 41 00:02:18,640 --> 00:02:21,800 drive synergies, innovation and efficiency, while empowering 42 00:02:21,800 --> 00:02:25,720 banners to still agile and, and actually locally relevant. 43 00:02:25,720 --> 00:02:28,360 And when it comes to my work, well, it's, it's all, it's a 44 00:02:28,360 --> 00:02:31,400 blend between strategy, digital transformation and leadership, 45 00:02:31,400 --> 00:02:34,760 helping our businesses scale their own own presence well for 46 00:02:34,760 --> 00:02:36,920 string trust, functional collaboration. 47 00:02:37,200 --> 00:02:39,800 And I would say like, what really energises me behind all 48 00:02:39,800 --> 00:02:43,320 of this is seeing how technology and e-commerce come together, 49 00:02:43,320 --> 00:02:45,520 right? And to solve real customer 50 00:02:45,520 --> 00:02:48,320 issues for retailers, how to scale in this, in this, in this 51 00:02:48,320 --> 00:02:50,680 world today. And I would say, yeah, I mean, 52 00:02:50,680 --> 00:02:53,280 outside world, I would describe myself as I love a good 53 00:02:53,280 --> 00:02:56,800 conversation around travelling, geopolitics, cuisine and stuff 54 00:02:56,800 --> 00:02:58,520 like this, right? So yeah, this is what I can tell 55 00:02:58,520 --> 00:03:00,000 you. OK, no, fantastic. 56 00:03:00,320 --> 00:03:03,640 I mean, it's really interesting that the journey that I can 57 00:03:03,640 --> 00:03:07,840 imagine you have gone and your industry has gone from the times 58 00:03:07,840 --> 00:03:12,200 of when we were all in our houses thinking about what, you 59 00:03:12,200 --> 00:03:14,960 know, what home improvements we're going to do then you know, 60 00:03:14,960 --> 00:03:18,040 lockdown opens up and stuff. I'm curious, how is that? 61 00:03:18,200 --> 00:03:22,200 You know, when you look at the Kingfisher strategic priorities, 62 00:03:22,280 --> 00:03:25,600 obviously marketplace says I I can definitely see e-commerce 63 00:03:25,600 --> 00:03:28,240 digital marketplaces at the heart of growth. 64 00:03:28,440 --> 00:03:31,120 But is that right? Is that is, I mean what would, 65 00:03:31,120 --> 00:03:34,040 what would the strategic prior, what would you see being the 66 00:03:34,040 --> 00:03:36,880 strategic priorities? Yeah, totally. 67 00:03:36,880 --> 00:03:38,280 I mean that's, that's a great question. 68 00:03:38,280 --> 00:03:42,520 I mean, I think today team features e-commerce strategy is 69 00:03:42,520 --> 00:03:47,080 about meeting those customer needs on this customer needs 70 00:03:47,080 --> 00:03:51,160 growing expectations around speed, convenience and choice, 71 00:03:51,440 --> 00:03:53,280 right. When you tell me, David, this is 72 00:03:53,280 --> 00:03:54,520 not new. This is something that I mean 73 00:03:54,520 --> 00:03:58,120 it's not, I mean really maintain anything revolutionary here, 74 00:03:58,120 --> 00:04:00,120 right. But we're seeing like different 75 00:04:00,120 --> 00:04:01,920 demographics behaving in different way. 76 00:04:02,160 --> 00:04:05,800 So from young consumers, young generations to those that are in 77 00:04:05,800 --> 00:04:08,760 more urban areas. Well, expectations are actually 78 00:04:08,760 --> 00:04:12,760 changing quite rapidly, whether it comes from rapid delivery to 79 00:04:12,760 --> 00:04:15,600 convenience and click and collect, returning a product in 80 00:04:15,600 --> 00:04:18,519 store to the rise of social commerce that is actually 81 00:04:18,519 --> 00:04:20,160 shifting the market itself. Yeah. 82 00:04:20,320 --> 00:04:24,280 And usually this goes beyond like retailers natural 83 00:04:24,280 --> 00:04:28,040 capabilities. So I think that as part of our 84 00:04:28,280 --> 00:04:32,200 holistic e-commerce strategy, we're seeking on actually 85 00:04:32,200 --> 00:04:35,800 leveraging the strength and the number of our store assets to 86 00:04:35,800 --> 00:04:37,800 meet our customers demanding needs. 87 00:04:37,840 --> 00:04:42,240 And what I can tell you is that so far, if you look into our 1P 88 00:04:42,520 --> 00:04:47,600 to retail e-commerce business, around 93% of these orders 89 00:04:47,600 --> 00:04:50,400 actually peaked in store and click and collect represents 90 00:04:50,400 --> 00:04:54,320 around 87% of our first party e-commerce sales. 91 00:04:54,960 --> 00:04:58,240 And well now so it's, it's, yeah, it's the way that we're 92 00:04:58,240 --> 00:05:02,240 leveraging on this. And well, when it comes to to 93 00:05:02,240 --> 00:05:05,280 marketplace, the market role and how do we play a role into it, 94 00:05:05,280 --> 00:05:08,160 into this, well, we're really leveraging marketplace to 95 00:05:08,160 --> 00:05:12,560 accelerate both speed and choice, but as well convenience. 96 00:05:12,560 --> 00:05:15,680 So there is a great opportunity for us in the marketplace to, to 97 00:05:15,920 --> 00:05:18,920 drive this acceleration. And I think you were mentioning 98 00:05:18,920 --> 00:05:21,840 it before, but we, we're targeting to, to, I mean, we 99 00:05:21,840 --> 00:05:25,240 have a huge ambition actually representing 1/3 of the Group 100 00:05:25,240 --> 00:05:27,960 e-commerce sells to our marketplace in a medium term. 101 00:05:28,000 --> 00:05:28,920 Yeah. OK. 102 00:05:29,000 --> 00:05:31,560 Wow. So just curious on one of the 103 00:05:31,560 --> 00:05:36,400 trends, if you have seen a trend in terms of how quickly people 104 00:05:36,400 --> 00:05:39,960 want things because it used to. I'm just, this is just, I'm, I'm 105 00:05:40,160 --> 00:05:42,960 your general opinion, not necessarily what King 106 00:05:42,960 --> 00:05:46,960 Kingfisher's focus is on. But are you seeing is there, is 107 00:05:46,960 --> 00:05:49,280 there a need? Do people want things in four 108 00:05:49,280 --> 00:05:53,160 hours or one hour? Or are they happy with the 30 109 00:05:53,160 --> 00:05:56,640 minute, 24 hour window? That's that's. 110 00:05:57,600 --> 00:06:01,120 I mean, personal opinion, I think it depends on what is the 111 00:06:01,120 --> 00:06:03,240 product behind when you're looking to retail as a whole. 112 00:06:03,240 --> 00:06:06,520 I can tell you that consumer, I mean consumer goods, grocery, 113 00:06:06,520 --> 00:06:08,680 grocery was one of the industry that's fastest. 114 00:06:08,680 --> 00:06:11,800 Like, I mean, that shifted the fastest into e-commerce and then 115 00:06:11,800 --> 00:06:16,480 to marketplace, while home improvement DIY as a whole take 116 00:06:16,480 --> 00:06:19,160 a little bit longer. And when seeing, I mean, taking 117 00:06:19,160 --> 00:06:21,640 this way will be commercial related to plate and everyone 118 00:06:21,640 --> 00:06:22,960 else. And the reason why you say this 119 00:06:22,960 --> 00:06:26,680 is because it's directly linked with speed of, of delivery from 120 00:06:26,680 --> 00:06:29,080 customers. If we focus on home improvement 121 00:06:29,080 --> 00:06:32,840 DIY, well, a customer that is building a kitchen or that is 122 00:06:32,840 --> 00:06:35,440 building, I don't know, like a bigger project wouldn't mind 123 00:06:35,440 --> 00:06:38,920 probably to wait like even more than two days or 2-3 days to 124 00:06:38,920 --> 00:06:42,160 reach your product. While if you're fixing something 125 00:06:42,200 --> 00:06:45,320 urgently where you will need to have it, I would say in 30 126 00:06:45,320 --> 00:06:47,600 minutes, and this is specifically what I mean, what 127 00:06:47,600 --> 00:06:51,280 we've done, I mean with Screwfix, with the Screwfix 128 00:06:51,280 --> 00:06:55,200 Sprint, but actually delivers anywhere in the UK in less than 129 00:06:55,200 --> 00:06:57,600 one hour to the customer. You go into the app and you can 130 00:06:57,600 --> 00:06:59,600 you can get everything in less than one hour, whether you want 131 00:06:59,600 --> 00:07:02,160 it delivered in or collected in the store. 132 00:07:02,440 --> 00:07:06,120 So specifically for Screwfix, that's any of the products on 133 00:07:06,120 --> 00:07:09,680 their e-commerce website you can get within that time frame? 134 00:07:09,680 --> 00:07:12,160 Yes, that's right. And then how does that go into 135 00:07:12,160 --> 00:07:15,320 when you look at marketplace and the banners that your 136 00:07:15,320 --> 00:07:18,840 marketplaces serve? So how does, how do you then 137 00:07:18,840 --> 00:07:22,120 decide when you're going into new markets, what does that look 138 00:07:22,120 --> 00:07:24,880 like? To say the way they were looking 139 00:07:24,880 --> 00:07:27,520 at it, it's, I mean, at the end, marketplace is not like the end 140 00:07:27,520 --> 00:07:30,200 goal, but it's more around how do we serve those 3 principles 141 00:07:30,200 --> 00:07:32,160 of speed on convenience and choice. 142 00:07:32,440 --> 00:07:35,880 Truly, we truly believe that marketplace is a great tool to 143 00:07:35,880 --> 00:07:39,360 get right. So if you look at it, take a 144 00:07:39,360 --> 00:07:41,760 step back and think about where do we stand when, how we done 145 00:07:41,760 --> 00:07:45,560 and how we're serving this. We open the UK change first home 146 00:07:45,560 --> 00:07:49,200 improvement marketplace with indiawhite.com B&Q, right? 147 00:07:50,000 --> 00:07:54,840 This was in 2022 and at the time we're targeting how to go and I 148 00:07:54,840 --> 00:07:57,840 would say improve our choice for customers in the UK. 149 00:07:57,840 --> 00:08:03,080 We went from circa, I would say 50,000 SKUs back in February 22 150 00:08:03,080 --> 00:08:07,240 to today more than 1.5 million products that are available for 151 00:08:07,240 --> 00:08:09,400 customers. And this now we're presenting 152 00:08:09,400 --> 00:08:12,320 around 40% of B and QS all Excel. 153 00:08:13,560 --> 00:08:17,120 So which is huge acceleration both in terms of chones but as 154 00:08:17,120 --> 00:08:19,800 well today in terms of capabilities for I mean 155 00:08:19,800 --> 00:08:23,320 possibilities for our customers. But this design not only develop 156 00:08:23,320 --> 00:08:27,920 doesn't allow us to, to, to, to accelerate and strengthen on 157 00:08:27,920 --> 00:08:32,000 improvement our choice of customers, but as well enable 158 00:08:32,039 --> 00:08:34,720 our banners to reach new customers to when we look at the 159 00:08:35,520 --> 00:08:40,600 retrospectively, well, we know that in DIY that come around 50% 160 00:08:40,600 --> 00:08:43,960 of our customers actually need customers to be in queue and 161 00:08:43,960 --> 00:08:46,280 around 25% of them have never been to the store. 162 00:08:46,280 --> 00:08:49,320 So in the in the country which is the UK, you may say, hey, 163 00:08:49,320 --> 00:08:52,680 BNQ, everyone knows be in queue, yes, but we're actually 164 00:08:53,440 --> 00:08:55,800 accepting, actually accepting new customers to to a 165 00:08:55,800 --> 00:08:57,480 marketplace, right? Yeah. 166 00:08:57,480 --> 00:09:00,920 And this is not the case only for I mean for, for B&Q in the 167 00:09:00,920 --> 00:09:03,520 UK, but actually as well for our other marketplaces. 168 00:09:05,160 --> 00:09:08,840 And now that we're live with the marketplace in, in all key 169 00:09:08,840 --> 00:09:12,320 markets. So basically in B&Q in the UK 170 00:09:12,320 --> 00:09:15,720 with Bricordeco in Spain and Portugal, Castro in France since 171 00:09:15,720 --> 00:09:19,240 March 2024. We most recently launched our 172 00:09:19,480 --> 00:09:22,720 our marketplace in Castrama, Poland, a market that I mean, 173 00:09:22,920 --> 00:09:25,720 it's really a market where we're strong and we're really looking 174 00:09:25,720 --> 00:09:28,920 forward to using this power of marketplaces to accelerate our 175 00:09:28,920 --> 00:09:31,040 our digital growth. And yeah, that's that's what I 176 00:09:31,040 --> 00:09:34,200 can tell you. So I assume there's still a big, 177 00:09:34,200 --> 00:09:36,280 because your expansion has been phenomenal. 178 00:09:36,520 --> 00:09:40,560 You still see that expansion across the regions basically. 179 00:09:41,120 --> 00:09:42,760 Yes. So we continuously like that is 180 00:09:42,880 --> 00:09:47,160 that expansion for sure. And we, we totally today then 181 00:09:47,640 --> 00:09:49,920 this growth that was going to have in the market were already 182 00:09:49,920 --> 00:09:55,240 established is going to be fully accelerated by our capacity to 183 00:09:55,280 --> 00:09:58,120 to grow our digital business. And all of that, as we were 184 00:09:58,120 --> 00:10:01,240 saying, underpinned by our strengths within within 185 00:10:01,240 --> 00:10:04,440 classical retail stores and that connection that we can make 186 00:10:04,440 --> 00:10:07,240 between between both the e-commerce world and our stores. 187 00:10:07,880 --> 00:10:11,440 You mentioned about people shopping online that aren't 188 00:10:11,440 --> 00:10:16,240 necessarily physical shoppers, but is there a conversion number 189 00:10:16,240 --> 00:10:18,760 to that or is that part of the strategy to get those people to 190 00:10:18,760 --> 00:10:22,480 convert to become physical visitors or not really? 191 00:10:22,480 --> 00:10:24,440 I mean, is that or is the other way round? 192 00:10:24,440 --> 00:10:26,560 I'm just confused. How would you look at that? 193 00:10:26,560 --> 00:10:28,920 Do you look at that as positive? Yeah, sorry. 194 00:10:29,400 --> 00:10:32,400 I mean, I guess this is, this is something classical within I 195 00:10:32,400 --> 00:10:35,120 mean when you're a retailer and you're developing a main overall 196 00:10:35,120 --> 00:10:37,960 detail business beyond marketplaces this So it's 197 00:10:37,960 --> 00:10:40,280 something that it's, it's natural, but I would say it's 198 00:10:40,280 --> 00:10:42,800 not the end goal. I mean our end goal today is 199 00:10:42,800 --> 00:10:46,200 really to say, hey, we're strong in, in retail, classical stores, 200 00:10:46,200 --> 00:10:47,760 retail. How can we leverage that to 201 00:10:47,760 --> 00:10:50,840 continue delivering and actually developing a new business and 202 00:10:50,840 --> 00:10:53,320 serving these new customer needs, right. 203 00:10:53,320 --> 00:10:57,760 So we'll have the customers here that are only buying online and 204 00:10:57,760 --> 00:10:59,120 we need to serve those customers. 205 00:10:59,400 --> 00:11:01,880 And in the same time, we have customers that are going to be 206 00:11:01,880 --> 00:11:04,600 continuously looking to shopping offline while we have that kind 207 00:11:04,600 --> 00:11:06,680 of a mix. And this is what we're trying to 208 00:11:06,680 --> 00:11:08,720 address with with this approach, right? 209 00:11:08,720 --> 00:11:11,880 I mean, if you're looking to, I would say one of the, the 210 00:11:11,880 --> 00:11:14,440 biggest value propositions that we have to in the marketplace 211 00:11:14,440 --> 00:11:17,880 in, in B&Q is actually the capacity of accepting returns in 212 00:11:17,880 --> 00:11:21,040 stores. So as a customer, you can easily 213 00:11:21,040 --> 00:11:24,120 and without any worries go and buy in the 214 00:11:24,120 --> 00:11:27,560 marketplaceindia1.com, get a product delivered to your house 215 00:11:28,280 --> 00:11:31,120 and if there's an issue you're not satisfying, you change your 216 00:11:31,120 --> 00:11:32,960 mind or you can actually bring it back to the store. 217 00:11:32,960 --> 00:11:35,600 And this is something that is quite a need for, for the 218 00:11:35,600 --> 00:11:38,520 marketplace business. So, and we see it as really, 219 00:11:38,520 --> 00:11:43,520 really value added for, for customers in, in different polls 220 00:11:43,520 --> 00:11:45,160 and, and service that we've had with them. 221 00:11:45,240 --> 00:11:48,480 But the next step is really into our Omni channel connectivity is 222 00:11:48,480 --> 00:11:52,040 to develop the click and collect capabilities as well to fully 223 00:11:52,040 --> 00:11:56,360 engage all of this to happen and to really drive customers wine 224 00:11:56,360 --> 00:11:59,120 purchasing, converting it online, go in and pick it up the 225 00:11:59,120 --> 00:12:02,280 product in store. And then the, the the growl is 226 00:12:02,280 --> 00:12:06,080 here because we'll manage to drive customers from the web to 227 00:12:06,080 --> 00:12:08,240 store, but actually from store to web as well. 228 00:12:08,560 --> 00:12:10,640 So this is where we want to really connect both of these 229 00:12:10,640 --> 00:12:12,840 worlds. It's not one way and we think 230 00:12:12,840 --> 00:12:14,560 it's both ways that things are going to happen. 231 00:12:15,120 --> 00:12:17,720 When you look at the wider market and you know there's some 232 00:12:17,720 --> 00:12:21,560 of the challenges and trends that you see within obviously 233 00:12:21,560 --> 00:12:24,120 within your space, what do you see those? 234 00:12:24,120 --> 00:12:26,600 What are they as as you continue to grow? 235 00:12:27,520 --> 00:12:30,400 It's a great question. I think there is there's 236 00:12:30,400 --> 00:12:33,280 something that it's that we see more and more when when what 237 00:12:33,280 --> 00:12:38,000 you're in our detail offering is AI mean stores working hand on 238 00:12:38,000 --> 00:12:41,720 hand with with our marketplace on e-commerce offering. 239 00:12:42,640 --> 00:12:45,840 So I think there's no huge opportunity for for retailers 240 00:12:45,840 --> 00:12:47,560 out there. I mean, there have this kind of 241 00:12:47,560 --> 00:12:51,200 setup, which is if you're a store member, store staff and 242 00:12:51,320 --> 00:12:54,520 you have the capacity to not only answer your customer needs 243 00:12:54,520 --> 00:12:57,400 because what they have in front of you with just the stock that 244 00:12:57,400 --> 00:13:00,440 they have in your store, but actually with a wider offer. 245 00:13:01,040 --> 00:13:03,680 This is this is one of the, this is a huge opportunity. 246 00:13:04,080 --> 00:13:08,760 So today's stores are of course, are having their own main role, 247 00:13:08,760 --> 00:13:12,360 but as well-being more of a showroom and a place for us to 248 00:13:12,360 --> 00:13:15,120 physically show offering to customers, but actually drive 249 00:13:15,120 --> 00:13:18,600 them and agnostically convert them, whether it's in store, 250 00:13:18,600 --> 00:13:20,320 whether it's online, whether it's delivery. 251 00:13:21,360 --> 00:13:24,600 So this is this is one of the one of the challenges, but as 252 00:13:24,600 --> 00:13:26,080 well trends that we're seeing in this space. 253 00:13:27,160 --> 00:13:31,320 I could talk as well about probably how do you innovate 254 00:13:31,320 --> 00:13:33,320 continuously draw on speed and convenience. 255 00:13:33,320 --> 00:13:36,440 What I was mentioning just earlier, while we have the case 256 00:13:36,440 --> 00:13:39,880 of screw fix with, with the delivering in in one hour, but 257 00:13:39,880 --> 00:13:42,600 not only as I think as well. There is there's something 258 00:13:42,600 --> 00:13:47,680 around depending on on your city's landscape and how you're 259 00:13:47,680 --> 00:13:50,600 located. Well, actually, there isn't a 260 00:13:50,600 --> 00:13:54,480 challenge to actually deliver inside like the main, the the 261 00:13:54,560 --> 00:13:57,760 the downtown of the city as fast as possible. 262 00:13:57,760 --> 00:14:00,320 And this goes as well through different store models that we 263 00:14:00,320 --> 00:14:02,920 that we can develop. Now it's a last but not least, 264 00:14:02,920 --> 00:14:06,920 there is something around how do we how do we continue adapting 265 00:14:06,920 --> 00:14:11,280 or how do you continue basically leveraging on a footprint that 266 00:14:11,280 --> 00:14:13,920 is international today to be able to serve customers around 267 00:14:13,920 --> 00:14:15,400 markets. And it is something that with 268 00:14:15,400 --> 00:14:18,400 the marketplace we are fully addressing which is key for us 269 00:14:18,400 --> 00:14:21,920 is all the partners that we work with today, let's say in B&Q. 270 00:14:22,120 --> 00:14:25,920 It is a key outer valley for us to to enable them to access 271 00:14:25,960 --> 00:14:29,160 other markets where we're pressing as well to do something 272 00:14:29,160 --> 00:14:31,920 that it's not only a trend within marketplace and 273 00:14:31,920 --> 00:14:34,800 e-commerce at home, but it's it's something that it's that is 274 00:14:34,800 --> 00:14:36,000 keen. There's an opportunity when you 275 00:14:36,000 --> 00:14:37,280 have this kind of set up. I'm too. 276 00:14:37,280 --> 00:14:39,440 Curious on your thoughts because there'd be things that you may 277 00:14:39,440 --> 00:14:43,280 have had to to combat. I mean, if, if, if, if we take 278 00:14:43,280 --> 00:14:46,720 that from a, from an offering perspective, yeah, I would say 279 00:14:46,720 --> 00:14:49,320 one of the main challenges that you would have as a retailer is, 280 00:14:49,680 --> 00:14:53,280 is to be able to, to stay. I mean, to, to be there for your 281 00:14:53,280 --> 00:14:57,360 customer needs, your customer request while remaining, I would 282 00:14:57,360 --> 00:14:59,560 say loyal to what your brand represents. 283 00:14:59,640 --> 00:15:03,400 So if I, if I take example, let's say of, of B&Q or I mean 284 00:15:03,400 --> 00:15:07,320 of Castrama today we're, I mean, these brands actually are all 285 00:15:07,320 --> 00:15:10,080 within home and improvement as a whole, right. 286 00:15:10,080 --> 00:15:13,080 So we need to stay loyal to what this brand represents and to 287 00:15:13,080 --> 00:15:15,200 what we are, I mean, we were known for. 288 00:15:15,840 --> 00:15:18,080 So of course you would like to, I mean, as a brand, you would 289 00:15:18,080 --> 00:15:21,840 like to be to be there and to be there when a customer is looking 290 00:15:21,840 --> 00:15:25,400 for something to related with home improvement, right? 291 00:15:26,000 --> 00:15:28,680 And he can go, I mean, it's, this is quite, this is quite, I 292 00:15:28,680 --> 00:15:30,320 mean, it can be quite fast at some point. 293 00:15:30,320 --> 00:15:33,800 I mean, the lines are quite blurry and do what we're trying 294 00:15:33,800 --> 00:15:36,640 to do with let's say in the case of B&Q is like focusing on this. 295 00:15:36,640 --> 00:15:41,720 So we are expanding our our scope of of, of territory of 296 00:15:41,720 --> 00:15:44,920 actually really where what is our play field, but remaining 297 00:15:44,920 --> 00:15:47,640 loyal to this, right? So whenever a customer is is 298 00:15:47,640 --> 00:15:51,280 buying today, looking for, let's say everything related with 299 00:15:51,280 --> 00:15:54,520 kitchen, kitchen material, kitchen appliances, well, 300 00:15:54,960 --> 00:15:57,280 probably in the past we wouldn't sell this, but well, today we're 301 00:15:57,280 --> 00:15:58,720 actually fully covering this need. 302 00:15:58,960 --> 00:16:00,800 So where are you looking for the last airfryer? 303 00:16:00,800 --> 00:16:03,880 We're looking for the last oven when we really need to make sure 304 00:16:03,880 --> 00:16:06,200 that we're playing there and we want that piece of a cake, 305 00:16:06,200 --> 00:16:07,560 right? And we want the customers to 306 00:16:07,560 --> 00:16:09,680 actually feel that they can find everything for the homework 307 00:16:10,360 --> 00:16:12,440 being here. So I'd say yeah, for the 308 00:16:12,440 --> 00:16:14,880 offering perspective is the way that we we're going to play with 309 00:16:14,880 --> 00:16:18,480 it is how do you how do you make sure that you're driving choice 310 00:16:18,680 --> 00:16:20,680 and that you're there, that you're the player. 311 00:16:20,960 --> 00:16:24,160 And now I would say the, the biggest, the biggest change that 312 00:16:24,160 --> 00:16:26,680 I've seen in the last couple of years is that customers are the 313 00:16:26,680 --> 00:16:29,160 one that are telling what they need and not the other way 314 00:16:29,160 --> 00:16:31,160 around. And there's no longer a store 315 00:16:31,160 --> 00:16:33,640 saying, Hey, this is the product that you need is what I have to 316 00:16:33,640 --> 00:16:35,840 rub to proport to you. It's not like it's like it's me 317 00:16:35,840 --> 00:16:37,720 that is driving. It's me that is comparing. 318 00:16:37,720 --> 00:16:39,840 It's me that defines as a customer. 319 00:16:40,480 --> 00:16:42,200 What is the price that I'm willing to pay? 320 00:16:42,200 --> 00:16:44,440 What are the conditions that I that I have as a customer? 321 00:16:44,440 --> 00:16:46,640 So, so the role has changed in the last couple of years. 322 00:16:46,720 --> 00:16:49,360 That's fantastic. Look, David, I won't keep any 323 00:16:49,360 --> 00:16:51,440 more of your time. I will take any more of your 324 00:16:51,440 --> 00:16:52,800 time. I want to say thank you for 325 00:16:53,040 --> 00:16:57,400 coming on the show and I look forward to maybe seeing you in 326 00:16:57,400 --> 00:16:59,360 the UK sometime. No, thank you. 327 00:16:59,360 --> 00:17:00,720 Thanks a lot. Thanks a lot, Alex. 328 00:17:00,720 --> 00:17:03,160 And it was great being here and the people for next time.