WEBVTT 00:00:00.000 --> 00:00:19.440 Music. 00:00:19.965 --> 00:00:25.825 Hello and welcome everybody. This is Joe from StartupRate.io welcoming you to 00:00:25.825 --> 00:00:29.505 another episode here on StartupRate.io. 00:00:29.645 --> 00:00:35.385 I would like to welcome Boris from Averstox here with me. Hey Boris, how are you doing? 00:00:35.945 --> 00:00:38.765 Hey Joe, I'm doing very fine. Happy to be here. 00:00:38.765 --> 00:00:41.845 It's totally my pleasure we may 00:00:41.845 --> 00:00:45.465 add that we are recording this 00:00:45.465 --> 00:00:48.765 interview shortly before the publication date which 00:00:48.765 --> 00:00:51.605 is a thursday here in germany which is 00:00:51.605 --> 00:00:54.685 also a public holiday and it's also 00:00:54.685 --> 00:00:57.525 father's day celebrated here in germany so happy 00:00:57.525 --> 00:01:00.665 father's day to all the fathers out there and if 00:01:00.665 --> 00:01:03.485 you're curious the next sunday is mother's day 00:01:03.485 --> 00:01:07.245 also happy mother's day to all the mothers out there also 00:01:07.245 --> 00:01:10.305 from my side of course happy days and 00:01:10.305 --> 00:01:13.025 all the best to all fathers and mothers out there and in 00:01:13.025 --> 00:01:15.845 case my parents will listen to 00:01:15.845 --> 00:01:18.865 this udo and sonja best wishes also to 00:01:18.865 --> 00:01:22.065 you yes and and everybody who's listening 00:01:22.065 --> 00:01:25.145 to this outside of germany should know 00:01:25.145 --> 00:01:28.285 that this is a holiday in germany 00:01:28.285 --> 00:01:31.465 not for all states but nonetheless not everybody 00:01:31.465 --> 00:01:34.385 would pick up your uh the phone or reply 00:01:34.385 --> 00:01:37.345 to your emails in time at that day 00:01:37.345 --> 00:01:43.725 let me quickly check it's called in english feast of a session okay here we 00:01:43.725 --> 00:01:48.625 go now that we got that out of the way boris let's talk a little bit about you 00:01:48.625 --> 00:01:56.985 and um what you've done before before you founded everstocks may we say that is something um. 00:01:58.105 --> 00:02:07.945 That is something you you could say follows an asset light approach. 00:02:09.025 --> 00:02:12.505 Would you agree something like the Flix or Uber of logistics? 00:02:14.487 --> 00:02:21.087 Yes, it's a very fair comparison, especially because I think Flix and Uber are 00:02:21.087 --> 00:02:25.667 both amazing companies and amazing founders behind that I very much look up to. 00:02:25.767 --> 00:02:29.047 So it's a comparison that I like to hear. 00:02:29.247 --> 00:02:34.327 I think in terms of being Acid Light, and Acid Light, to explain it a little 00:02:34.327 --> 00:02:37.727 bit, means obviously we don't own operations ourselves. 00:02:37.727 --> 00:02:42.967 So the same way that Flix doesn't operate their own buses and it's not owning 00:02:42.967 --> 00:02:46.947 buses, but working hand in hand in partnerships with bus operators, 00:02:47.287 --> 00:02:51.347 we bring a similar approach to logistics where we really focus on great technology, 00:02:51.627 --> 00:02:56.607 great software and work hand in hand with very established and experienced logistics 00:02:56.607 --> 00:03:01.887 providers and kind of create a win-win and the best of both worlds in the end for our customers, 00:03:02.027 --> 00:03:07.707 which are modern brands in e-commerce and omnichannel that then kind of get the best of both worlds. 00:03:07.727 --> 00:03:12.687 In software and technology from Everstox plus fully integrated operational services 00:03:12.687 --> 00:03:17.667 from our partner network of very strong and experienced logistics providers 00:03:17.667 --> 00:03:21.967 that we select with a lot of care and that we work very closely together with. 00:03:22.207 --> 00:03:27.047 I think one differentiation that I would like to take is that in our market, 00:03:27.147 --> 00:03:30.707 I think the value of software goes much deeper. 00:03:30.887 --> 00:03:34.527 I think many platforms like Uber or Flix, you mainly think about them in terms 00:03:34.527 --> 00:03:40.367 of making transactions, actions, so booking your ride or kind of booking a seat in a bus. 00:03:40.787 --> 00:03:44.787 In terms of Everstox on the software side, we build much more of an operating 00:03:44.787 --> 00:03:48.447 system where you really manage all your orders, all your inventory, 00:03:48.667 --> 00:03:49.787 very complex processes. 00:03:49.987 --> 00:03:54.807 So I think the software component of Everstox is a bit more difficult and at 00:03:54.807 --> 00:03:58.527 the same time creating a bit more value than other models. 00:04:00.183 --> 00:04:04.523 You have gotten a little bit ahead of me here, but it was a great teaser. 00:04:05.423 --> 00:04:09.723 Let's get started. Where you got started, you studied not too far away from 00:04:09.723 --> 00:04:13.383 here, from Frankfurt at University of Mannheim. 00:04:13.543 --> 00:04:16.903 And actually, you also studied at University of Miami. 00:04:17.123 --> 00:04:21.203 And in the background of my mind, there's Welcome to Miami, the song playing. 00:04:21.523 --> 00:04:26.403 Can you first tell us a little bit about what you've been doing there? there. 00:04:27.383 --> 00:04:35.943 And then we can go on through your CV and end up at founding, co-founding Averstox. 00:04:36.823 --> 00:04:41.283 Yes, I'm very happy to do so. And sorry for getting ahead a little bit. 00:04:41.403 --> 00:04:46.843 Sometimes when I talk about Averstox and I get too excited, then I keep talking. 00:04:47.423 --> 00:04:53.383 Yes, indeed. I grew up in Freiburg, then first moved to Mannheim for my university studies. 00:04:53.423 --> 00:04:59.263 So not too far from home first, But then I think international countries and 00:04:59.263 --> 00:05:01.703 international experiences called me. 00:05:01.783 --> 00:05:07.363 So I indeed spent half a year studying and living in Miami, also in the field 00:05:07.363 --> 00:05:08.363 of business administration. 00:05:08.663 --> 00:05:14.203 But also a very beautiful time because I'm very much into sports and into sunshine. 00:05:14.343 --> 00:05:19.803 And there's a lot of college opportunity to do that in Miami at the same time. 00:05:20.103 --> 00:05:25.223 After that, I also moved to Barcelona to continue my studies there. 00:05:25.223 --> 00:05:29.383 So you see a little bit of a tendency to follow the sun and follow sports. 00:05:30.123 --> 00:05:35.183 And yeah, that was a good journey and a great international experience for me. 00:05:36.123 --> 00:05:42.703 Did you do the usual touristy stuff being in Florida, meaning visiting Disney 00:05:42.703 --> 00:05:46.263 World, Cape Canaveral and all that stuff, Everglades? 00:05:46.703 --> 00:05:51.463 Yes, yes, yes, of course I did. I have to say that my grandparents actually 00:05:51.463 --> 00:05:55.723 lived in Miami or close to Miami for almost 15 or 20 years. 00:05:56.143 --> 00:06:00.323 So I kind of grew up with a lot of stories about Florida and Miami and a lot 00:06:00.323 --> 00:06:02.163 of pictures of like the good old times. 00:06:02.812 --> 00:06:05.432 Living there by the beach so it was also kind of a 00:06:05.432 --> 00:06:08.412 childhood dream for me to make it over there 00:06:08.412 --> 00:06:11.852 as soon as the opportunity presents itself so indeed 00:06:11.852 --> 00:06:14.652 I took the time the half year I 00:06:14.652 --> 00:06:17.592 had to experience everything that Miami Florida and the 00:06:17.592 --> 00:06:21.892 wider US has to offer so Disneyland Everglades 00:06:21.892 --> 00:06:24.832 all included and then as you said you 00:06:24.832 --> 00:06:28.192 went to Barcelona you have any 00:06:28.192 --> 00:06:30.992 recommendation what's the best time to visit the 00:06:30.992 --> 00:06:33.932 city yes i do i do um i 00:06:33.932 --> 00:06:36.652 would uh go either early in the 00:06:36.652 --> 00:06:39.632 year in early springtime around march or april 00:06:39.632 --> 00:06:45.392 or then towards uh like late fall when you go in october or november i think 00:06:45.392 --> 00:06:50.572 it's the best time to kind of also go there when it's not too hot but still 00:06:50.572 --> 00:06:54.912 beautiful weather so you can be very active enjoy the city and it's not completely 00:06:54.912 --> 00:06:58.452 overloaded by tourists That's one thing about Barcelona, 00:06:58.532 --> 00:07:02.632 as much as I love Spain and I love Barcelona and I enjoyed my time there. 00:07:02.952 --> 00:07:06.332 Obviously, the city is very, very crowded. And then in summertime, 00:07:06.572 --> 00:07:08.512 it also gets a bit too much for me. 00:07:08.552 --> 00:07:11.352 So I would very much recommend early spring or late fall. 00:07:11.792 --> 00:07:17.852 In Barcelona, which apparently is a beautiful city, you started working in consulting. 00:07:18.672 --> 00:07:22.092 Was that like, oh, I don't know what to do. Let's go for consulting. 00:07:23.092 --> 00:07:31.652 Not really. I have to say that I spent an amazing internship at BCG already during my studies. 00:07:31.872 --> 00:07:37.252 So I also had really strong personal connections back from that project. 00:07:37.492 --> 00:07:41.932 I think I had an amazing project leader, one of the most impressive people that 00:07:41.932 --> 00:07:47.492 I've worked with in my career so far that really made an amazing job and made 00:07:47.492 --> 00:07:51.972 me learn a lot within just eight or 10 weeks of that internship. 00:07:51.972 --> 00:07:57.912 So that kind of personal connection, I always kept it active throughout the rest of my studies. 00:07:59.472 --> 00:08:03.392 Joining BCG was a very natural step for me because I could work with people 00:08:03.392 --> 00:08:06.612 that I knew. I find them amazing. I can learn a lot from them. 00:08:06.952 --> 00:08:11.772 And it also gave me the opportunity to keep on living this international lifestyle 00:08:11.772 --> 00:08:16.832 a little bit longer because also at BCG, I could move around project by project 00:08:16.832 --> 00:08:19.572 a little bit to different places, also to different countries. 00:08:19.772 --> 00:08:24.612 So my heart was pleading a little bit leaving Barcelona and leaving Spain. 00:08:24.772 --> 00:08:30.612 And then BCG presented me a great opportunity to start my career and still experience 00:08:30.612 --> 00:08:32.312 some other countries and cultures. 00:08:32.752 --> 00:08:36.552 And then you went for a little bit prop tech investing. 00:08:37.232 --> 00:08:42.932 And then you started after a little bit over half a year, Everstox. 00:08:43.052 --> 00:08:48.532 Did you, when you left BCG, already had the plan of Everstox in your drawer? 00:08:48.912 --> 00:08:55.092 Of Everstox, 100% the way Everstox is today, no, unfortunately not. 00:08:55.092 --> 00:08:58.552 Otherwise, I think I would have started Everstocks already six months earlier, 00:08:58.672 --> 00:09:00.072 right after leaving BCG. 00:09:00.712 --> 00:09:06.952 But I had a very, very clear idea and a very clear plan of starting a company 00:09:06.952 --> 00:09:08.432 and turning into entrepreneurship. 00:09:08.952 --> 00:09:15.032 That's also the reason why I left BCG, where I had overall a really good time with great people, 00:09:15.112 --> 00:09:19.332 because I wanted to give myself the chance and the opportunity and the mental 00:09:19.332 --> 00:09:24.052 space to really give it all to this opportunity to start a company. 00:09:24.052 --> 00:09:30.552 So what I did, because I had some first ideas about the logistics market and 00:09:30.552 --> 00:09:33.392 like trends overall that are happening and Joe, 00:09:33.592 --> 00:09:37.912 my co-founder and I and later then also Felix joining, we had some ideas that 00:09:37.912 --> 00:09:41.392 there is a real problem and also believe that it can be solved. 00:09:41.592 --> 00:09:45.492 But it was still like a very, very rough idea back then. 00:09:45.812 --> 00:09:50.112 So I decided while we were working on kind of continuing that path and really 00:09:50.112 --> 00:09:53.372 understanding the market better and really getting to the conviction that this 00:09:53.372 --> 00:09:55.872 is exactly the company and the market that we want to build. 00:09:56.032 --> 00:10:02.072 I was working on the side in investment a little bit on a freelance base around 00:10:02.072 --> 00:10:06.352 PropTech because that obviously gave me the perfect opportunity to keep cash 00:10:06.352 --> 00:10:08.732 flow up in early founder days a little bit, 00:10:08.892 --> 00:10:13.672 which is also important if you don't sit on a big bank account after your studies. 00:10:14.212 --> 00:10:18.472 And at the same time, obviously looking from the investment side into different 00:10:18.472 --> 00:10:23.032 markets It was also a good experience for me to prepare for entrepreneurship. 00:10:23.912 --> 00:10:29.472 And what was the first idea of Averstocks that you started with? 00:10:29.632 --> 00:10:35.452 And how did it evolve over time before we get into your international expansions? 00:10:35.672 --> 00:10:42.372 Yeah, it was, I think, mainly an understanding of the problem and of the market opportunities. 00:10:42.512 --> 00:10:45.432 So in the beginning, I wouldn't call it an idea. 00:10:45.652 --> 00:10:51.132 It was more that we came from different angles. So when I take Johannes, one of my co-founders. 00:10:51.758 --> 00:10:55.058 He was running, he was also working for some time at BCG. 00:10:55.278 --> 00:11:01.758 He was then running an e-commerce related startup where they sold office equipment and related services. 00:11:02.158 --> 00:11:06.578 So he kind of had to deal with operations fulfillment and logistics in the background 00:11:06.578 --> 00:11:07.858 from a customer perspective. 00:11:08.158 --> 00:11:13.198 So he knew the pain and the problem around that. Same for my co-founder Felix, 00:11:13.318 --> 00:11:16.678 who worked as CTO at Rocket Internet Ventures for a couple of years. 00:11:16.778 --> 00:11:21.978 So he was for a decade building e-commerce and e-commerce technology and marketplaces 00:11:21.978 --> 00:11:26.378 and always had to take care of the problem of integrating old school logistics 00:11:26.378 --> 00:11:32.478 technology and myself i was more looking at it from the logistics side, 00:11:33.018 --> 00:11:37.478 where a lot of investment was happening in warehousing space and everything 00:11:37.478 --> 00:11:42.038 related to that because everybody was kind of seeing the big wave of e-commerce 00:11:42.038 --> 00:11:44.318 coming that then also came with 00:11:44.378 --> 00:11:49.178 COVID and everybody tried to prepare operational infrastructure to be ready for that. 00:11:49.398 --> 00:11:53.338 And the people who kind of built up the operations and invested in that, 00:11:53.518 --> 00:11:57.598 they were not necessarily on top of the software game that is actually needed 00:11:57.598 --> 00:11:59.918 to also then run this infrastructure effectively. 00:12:00.778 --> 00:12:04.638 So we looked at different angles on the market and we saw a lot of growth and 00:12:04.638 --> 00:12:09.798 we saw a lot of problems at this intersection of modern commerce and rather old school logistics. 00:12:10.138 --> 00:12:13.618 And that's where we said, hey, we see a very complex jungle. 00:12:13.918 --> 00:12:17.138 Everybody, every e-commerce company is trying to navigate it by themselves. 00:12:17.518 --> 00:12:22.818 And we just said there must be a better way to do this, a better way to solve 00:12:22.818 --> 00:12:24.518 it. And that's where we started from. 00:12:24.658 --> 00:12:27.398 And then there was a long journey of a lot of customer interviews, 00:12:27.678 --> 00:12:31.478 logistics provider interviews, where we really went deep into understanding 00:12:31.478 --> 00:12:35.138 the problem and drafting the concept that is Everstocks as of today. 00:12:35.298 --> 00:12:39.418 So I would say a very customer-oriented journey where we started with, 00:12:39.458 --> 00:12:41.218 hey, there's a real problem, a real pain. 00:12:41.718 --> 00:12:45.898 Let's talk to as many people as possible and learn as much about it as possible 00:12:45.898 --> 00:12:48.318 to get to the best possible idea to solve it. 00:12:48.994 --> 00:12:54.494 And let's try together to understand, especially for our audience here, 00:12:54.694 --> 00:12:58.254 what do you guys actually offer? 00:12:58.354 --> 00:13:04.554 So basically, we talked about the asset owners, meaning the physical warehouses, 00:13:04.554 --> 00:13:08.174 the trucks, all the freight logistics, and so on and so forth. 00:13:08.174 --> 00:13:12.914 You guys, with the software that then connects to marketplaces, 00:13:12.914 --> 00:13:18.294 to websites, and so on and so forth, how does this all come together? 00:13:19.674 --> 00:13:23.874 And, for example, I'm somebody who's trying to sell, for example, dog food. 00:13:24.374 --> 00:13:31.494 What kind of services would you offer me? And how do you actually provide that in the background? 00:13:31.614 --> 00:13:33.674 That is actually fascinating for me. 00:13:33.954 --> 00:13:39.094 Yeah, yeah. Yeah, I would start explaining it from the consumer perspective 00:13:39.094 --> 00:13:43.394 a little bit, because I think in the end, it's maybe the easiest way for all 00:13:43.394 --> 00:13:46.154 listeners to relate to whatever stocks is doing. 00:13:46.374 --> 00:13:51.354 So basically, whenever you buy something from your favorite brand, 00:13:51.474 --> 00:13:55.114 some kind of favorite product that you want to have, be it food, 00:13:55.254 --> 00:14:00.274 be it cosmetics, be it fashion, everything that you want and need for your daily life, 00:14:00.594 --> 00:14:03.294 you might have different channels where you buy it. 00:14:03.294 --> 00:14:05.734 You have some favorite online shops, you go on some marketplaces, 00:14:05.774 --> 00:14:08.234 you go in offline retail, you get the products. 00:14:08.454 --> 00:14:13.194 And what you see is obviously just like the end of the whole supply chain. 00:14:13.354 --> 00:14:16.134 You order your product, you get it the next day or something. 00:14:16.414 --> 00:14:21.574 It seems to be very simple. But what in the end happens in the background is 00:14:21.574 --> 00:14:25.014 a very, very, very complex journey to make sure that, you know, 00:14:25.094 --> 00:14:29.454 the different products are available at the right time, at the right place. 00:14:29.474 --> 00:14:32.874 And you can get this very timely delivery the next day or something. 00:14:32.874 --> 00:14:35.414 I think it's a very complex supply chain that is behind that. 00:14:35.634 --> 00:14:42.474 And this very complex supply chain needs to be solved by every e-commerce company on their own. 00:14:42.634 --> 00:14:46.014 So basically, they have to figure out everything from finding the suppliers, 00:14:46.214 --> 00:14:49.774 sorting out the warehouses, picking their carriers, and so on, 00:14:49.774 --> 00:14:51.174 to making this whole chain happening. 00:14:51.534 --> 00:14:55.334 And in between, they have to put a lot of different tools and software. 00:14:55.434 --> 00:14:59.274 And there's also still a lot of Excel and manual communication happening together 00:14:59.274 --> 00:15:05.114 to make this work in the end. And we as Everstocks provide an end-to-end solution to our clients. 00:15:05.174 --> 00:15:11.294 So we have all the services integrated in our technology, everything from ordering 00:15:11.294 --> 00:15:14.974 your products into your warehouses to the warehousing and fulfillment services 00:15:14.974 --> 00:15:18.914 that you need to basically all the last mile deliveries that you need. 00:15:18.994 --> 00:15:23.574 And you can all run them via our software. So basically one integration to our 00:15:23.574 --> 00:15:28.894 stocks and access to our software is everything you need to deliver top notch 00:15:28.894 --> 00:15:30.594 customer experiences to your 00:15:30.594 --> 00:15:35.854 clients in a very similar way to kind of the very fast standards that we, 00:15:35.954 --> 00:15:38.974 for example, know from Amazon over the last couple of years. 00:15:39.740 --> 00:15:45.840 So that means if i'm somebody who just has a website i can basically purchase 00:15:45.840 --> 00:15:51.640 average stocks use the the platform the services provided there and can put 00:15:51.640 --> 00:15:55.140 together my own version of amazon. 00:15:55.660 --> 00:15:59.300 Amazon logistics for me that's correct 00:15:59.300 --> 00:16:02.480 with the big advantage that you stay in 00:16:02.480 --> 00:16:05.420 control of your customer experience and of 00:16:05.420 --> 00:16:08.820 your supply chain which means it's not delivered 00:16:08.820 --> 00:16:11.960 by amazon in the end but it's delivered by chose 00:16:11.960 --> 00:16:14.940 pet food brand and it's an amazing 00:16:14.940 --> 00:16:17.840 experience for the customer and the customer relates this amazing 00:16:17.840 --> 00:16:21.100 experience to you and it's also your supply chain 00:16:21.100 --> 00:16:24.200 so if you want to change things tomorrow you can do that and 00:16:24.200 --> 00:16:27.380 it's not like amazon forcing some new policies or 00:16:27.380 --> 00:16:30.300 new fees on you but it's your distribution network it's 00:16:30.300 --> 00:16:33.200 your customer experience and ever stocks just gives 00:16:33.200 --> 00:16:36.060 you all the tools and all the intelligence and the software and 00:16:36.060 --> 00:16:38.940 the services you need to build that on a on 00:16:38.940 --> 00:16:41.880 a top-notch level i see so 00:16:41.880 --> 00:16:44.940 that means i could get with your service 00:16:44.940 --> 00:16:55.020 delivered my my product in branded boxes with the flyers um that i want to have 00:16:55.020 --> 00:16:59.700 in for example some other people i have distribution agreements with vouchers 00:16:59.700 --> 00:17:04.120 and so on and so forth and they can It can all be worked in by you guys. 00:17:04.300 --> 00:17:07.860 And what kind of area do you cover? 00:17:07.980 --> 00:17:12.680 Will you provide services for me only for Germany or all of Europe? 00:17:12.720 --> 00:17:15.020 Because I do have personal experiences. 00:17:15.960 --> 00:17:21.760 Getting from point A to point B can be very, very easy if you do it at 2 a.m. 00:17:21.760 --> 00:17:26.700 And it can be very, very long and very, very tiresome if you try to get from 00:17:26.700 --> 00:17:31.480 Berlin to Frankfurt or the other way around by car on a Friday afternoon. Yeah. 00:17:32.142 --> 00:17:40.262 Yeah, 100%. I think that what we as Everstocks share with our customers is really 00:17:40.262 --> 00:17:43.442 ambition to grow and expand. 00:17:43.922 --> 00:17:48.002 And that also means to grow and expand across borders and internationally. 00:17:48.362 --> 00:17:53.962 So we had a very strong focus with Everstocks from day one to build a very strong 00:17:53.962 --> 00:17:58.502 international network where we can deliver our services to our clients. 00:17:58.602 --> 00:18:01.362 So obviously we started out in the DACH region we very 00:18:01.362 --> 00:18:04.142 quickly expanded across all the major 00:18:04.142 --> 00:18:07.802 european markets i mean e-commerce italy france spain 00:18:07.802 --> 00:18:10.582 netherlands and so on then around tracks that it 00:18:10.582 --> 00:18:13.442 was also super important for us to have a local 00:18:13.442 --> 00:18:16.062 footprint in terms of logistics operations in the 00:18:16.062 --> 00:18:20.682 uk and then one and a half two years ago we also expanded our footprint to the 00:18:20.682 --> 00:18:25.382 us we did that because a of course we as ever stocks have strong and international 00:18:25.382 --> 00:18:30.082 and big ambitions but most importantly because our customers have them and I 00:18:30.082 --> 00:18:33.862 think scaling your business in e-commerce, scaling your operations, 00:18:34.022 --> 00:18:39.182 scaling your logistics without ever stocks is a very very complex road to go 00:18:39.182 --> 00:18:41.842 down because you will work with a lot of different providers, 00:18:42.122 --> 00:18:46.442 shipments get very costly when you cross borders and so on and so forth and 00:18:46.442 --> 00:18:50.442 we kind of build this international network that is then plug and play ready 00:18:50.442 --> 00:18:54.602 to use for all our clients and so for them expanding to more countries, 00:18:54.682 --> 00:18:59.822 to more markets, reaching more consumers with one-day, two-day delivery is much, 00:18:59.882 --> 00:19:01.862 much easier than in the traditional way. 00:19:02.062 --> 00:19:06.862 So that's one of the core value propositions, this kind of unlimited growth, 00:19:07.082 --> 00:19:09.802 also internationally that we deliver to our clients. 00:19:10.802 --> 00:19:14.942 That would mean, for example, if I want to have coverage of the European Union, 00:19:15.562 --> 00:19:17.942 I tell you that is my customer base. 00:19:18.042 --> 00:19:22.142 You can tell me I need to have stock in this warehouse, in this warehouse, 00:19:22.262 --> 00:19:26.022 in this warehouse. I need that much, and then you can provide the services for me? 00:19:26.122 --> 00:19:29.362 100%. That's also part of our sales process, for example. 00:19:29.582 --> 00:19:34.082 So we do basically for free as business development an analysis for our clients 00:19:34.082 --> 00:19:38.822 where we analyze kind of their customer profile, their order structure, and so on. 00:19:38.902 --> 00:19:43.122 And then we can make a data-driven recommendation of where should they have 00:19:43.122 --> 00:19:46.982 fulfillment centers, which markets should they serve with local warehouses, 00:19:47.042 --> 00:19:49.782 where should they use international shipping services, and so on. 00:19:49.782 --> 00:19:56.062 And then we can set up the whole distribution network for them with fulfillment 00:19:56.062 --> 00:20:00.482 centers in the countries where they have most orders and our system and software 00:20:00.482 --> 00:20:02.282 obviously runs the whole process. 00:20:02.502 --> 00:20:08.282 I have seen that you guys expanded within two years after launch to the UK which 00:20:08.282 --> 00:20:13.642 is of course not that big but also the US and I do believe providing logistics 00:20:13.642 --> 00:20:17.942 in the US is a different ballgame given that it's. 00:20:18.829 --> 00:20:23.729 Quite different from Florida, where we've already talked about to delivering 00:20:23.729 --> 00:20:25.509 in the winter in Wyoming. 00:20:25.749 --> 00:20:33.189 Yeah, my local Florida connection obviously helped in that process in terms of experiences. 00:20:33.569 --> 00:20:40.569 No, I think for us, this international expansion is mainly driven by the opportunity 00:20:40.569 --> 00:20:45.749 of being asset light and being very fast and expanding for our customers. 00:20:45.749 --> 00:20:52.189 And that meant that expanding to the UK and to the US was kind of a very strong 00:20:52.189 --> 00:20:54.669 opportunity for us and for our clients, 00:20:54.769 --> 00:20:58.889 because I think we often talk about US companies entering the European markets 00:20:58.889 --> 00:21:02.809 and having sales here and look up to US brands. 00:21:03.129 --> 00:21:04.529 And I think it's super important to 00:21:04.529 --> 00:21:08.069 also build European market leaders and international companies and brands. 00:21:08.169 --> 00:21:13.349 So we also want to expand ourselves as Everstocks, but also enable all our customers 00:21:13.349 --> 00:21:18.669 and our strong European customer base to go into international markets more 00:21:18.669 --> 00:21:20.709 effectively and be successful there. 00:21:20.969 --> 00:21:25.209 And yes, obviously, serving a huge market like the US with very, 00:21:25.309 --> 00:21:28.509 very different states and very different weather conditions and very different 00:21:28.509 --> 00:21:33.489 logistical infrastructure is a big challenge. And one of the things that we solve. 00:21:33.569 --> 00:21:37.989 So also over there, we have multiple fulfillment locations where we can cover 00:21:37.989 --> 00:21:41.629 the whole nation very fast and very efficiently in terms of delivery. 00:21:41.629 --> 00:21:48.229 And yes, if there are some very complex weather conditions that for whatever 00:21:48.229 --> 00:21:54.029 reasons, trucks can't drive on the road because it's full of ice or snow in some states, 00:21:54.269 --> 00:21:58.309 I think then the flexibility of our solution, our network also comes into play 00:21:58.309 --> 00:22:02.249 where we are able to reroute orders to other warehouse locations and fulfill 00:22:02.249 --> 00:22:08.409 them from there and manage those unexpected complexities of logistics that will 00:22:08.409 --> 00:22:12.149 always happen for a lot of different reasons, weather being one of them. 00:22:12.389 --> 00:22:20.509 I see. Just to tease you, do you also provide delivery services within Alaska and Hawaii? 00:22:22.569 --> 00:22:29.249 I think we do. Honestly, I would have to check the database for all orders and 00:22:29.249 --> 00:22:33.869 see what are the most weird addresses that we've ever delivered to. 00:22:33.889 --> 00:22:35.649 It would actually be a funny study, I think. 00:22:35.729 --> 00:22:39.289 The most rare locations that every stock is delivered to would be cool. 00:22:39.289 --> 00:22:41.769 I will look into that, but in theory, yes. 00:22:41.989 --> 00:22:45.549 But I think it's always the decision of our clients if they want to serve those 00:22:45.549 --> 00:22:51.349 areas because they, I guess, come with higher shipping costs than in other areas. 00:22:51.589 --> 00:22:55.009 And then either the customer is actually willing to pay for that, 00:22:55.169 --> 00:22:58.309 or it might not be the best business case to ship there. 00:22:58.449 --> 00:23:05.389 But maybe people on Hawaii or in Alaska are also willing to pay a bit more for their shippings. 00:23:05.529 --> 00:23:08.589 I guess that's a bit more complex to be served up there. 00:23:09.070 --> 00:23:13.810 I see. And in terms of clients, I've seen on your website, you provide services 00:23:13.810 --> 00:23:17.150 for apparel and fashion should be pretty easy. 00:23:17.270 --> 00:23:22.510 Beauty and cosmetics, also consumer goods, maybe a little bit security. 00:23:22.790 --> 00:23:28.230 But what drew in my attention is food and beverages where you have to take care 00:23:28.230 --> 00:23:30.910 of freezing or cooling and stuff like that. 00:23:30.910 --> 00:23:33.910 Furniture and home decor and what 00:23:33.910 --> 00:23:37.350 i had in mind is like big couches heavy lifting literally 00:23:37.350 --> 00:23:44.810 health and fitness maybe also some heavy lifting here jewelry once again my 00:23:44.810 --> 00:23:50.590 mind ticked uh security and toys which is apparently also uh pretty obvious 00:23:50.590 --> 00:23:55.230 here where did you start and when did at, 00:23:55.530 --> 00:23:58.710 for example, food and beverages and jewelry? 00:23:59.810 --> 00:24:04.990 Because I do believe especially food and beverages are a very special game here in terms of logistics. 00:24:05.430 --> 00:24:10.770 Yeah, yeah, yeah. So no surprise, we didn't start off with the most complex segments. 00:24:10.830 --> 00:24:18.470 So it was not the cool, fresh food that we started off with building our solution 00:24:18.470 --> 00:24:22.770 around, but obviously in the more basic segments. 00:24:22.770 --> 00:24:26.590 But at the same time, I mean, fashion and apparel might sound a bit easier, 00:24:26.810 --> 00:24:31.470 but if you go into like the complexities of return management and return refurbishments 00:24:31.470 --> 00:24:33.570 and, and, and it gets quite complex. 00:24:33.710 --> 00:24:36.630 Logistics is, is never easy for anyone. 00:24:36.790 --> 00:24:40.770 I think that's what I also love about building ever stocks, because you actually 00:24:40.770 --> 00:24:45.510 always have customers with a problem because logistics is complex. 00:24:45.630 --> 00:24:49.430 And if we do a great job and we solve those complexities, we can, 00:24:49.430 --> 00:24:51.150 we can actually do a lot for our clients. 00:24:51.150 --> 00:24:54.150 So we started off with more basic segments, 00:24:54.350 --> 00:25:00.870 but all of them have some important software and operational components on the software side, 00:25:01.070 --> 00:25:06.270 I think yes, we have delivered a lot of things around smart batch tracking solutions 00:25:06.270 --> 00:25:10.790 and like best before dates and and and and all the complexities that you need 00:25:10.790 --> 00:25:12.990 to keep track and trace of all your products and fulfill your needs. 00:25:13.590 --> 00:25:17.030 On all standards that you have in the cosmetics or food industry 00:25:17.030 --> 00:25:19.770 and same for what I just 00:25:19.770 --> 00:25:22.870 mentioned around fashion where we invested a lot in very strong return 00:25:22.870 --> 00:25:25.910 solutions and return management solutions and return 00:25:25.910 --> 00:25:30.050 to refund processes on the software side the good thing I would say the software 00:25:30.050 --> 00:25:35.790 technology that we are building it's modular so of course a food client is not 00:25:35.790 --> 00:25:39.970 similar to a fashion client but there's 90 overlap in what they need in terms 00:25:39.970 --> 00:25:43.910 of software features and then And we can build modular solutions on top of that. 00:25:43.990 --> 00:25:47.730 But we reuse the same core for every client around smart order management, 00:25:47.910 --> 00:25:50.250 smart inventory management, and so on and so forth. 00:25:50.490 --> 00:25:55.010 And on the operational side, I would say this is a big advantage of our asset-light 00:25:55.010 --> 00:25:59.510 and flexible approach because we work with logistics providers that, 00:25:59.550 --> 00:26:02.290 by themselves, specialize on certain areas. 00:26:02.430 --> 00:26:06.590 So we don't have the furniture and the food and the fashion in the same warehouse, 00:26:06.750 --> 00:26:07.850 and it's different corners. 00:26:08.050 --> 00:26:11.630 But we have specialized warehouses for food. We have specialized warehouses 00:26:11.630 --> 00:26:15.710 for fashion and we have specialized, but the customer doesn't have to care because 00:26:15.710 --> 00:26:22.450 process-wise, system-wise, software-wise, it's the standardized Everstock solution and interface. 00:26:22.770 --> 00:26:26.950 But we make sure that we have different specialists on the operational side 00:26:26.950 --> 00:26:28.910 of things for the different segments we serve. 00:26:29.130 --> 00:26:35.550 So you're basically the main knot in a complex net of corporations with a lot 00:26:35.550 --> 00:26:38.450 of established logistic partners here? 00:26:39.183 --> 00:26:48.903 Yes, yes, 100%. I think it's been our clear plan from day one to work with strong 00:26:48.903 --> 00:26:55.243 and established logistics providers on kind of an eye-to-eye partnership level. 00:26:55.503 --> 00:26:59.643 I think for many founders that go into very established industries. 00:27:00.023 --> 00:27:05.963 They often think we can do everything better and we are smarter than everyone in the industry. 00:27:05.963 --> 00:27:09.103 Industry and I very much disagree at 00:27:09.103 --> 00:27:12.683 least from what I've experienced about logistics and 00:27:12.683 --> 00:27:15.843 the people behind I think as I said logistics is 00:27:15.843 --> 00:27:18.563 super complex there are a lot of companies out there that have 00:27:18.563 --> 00:27:21.683 built up knowledge and best practice processes and 00:27:21.683 --> 00:27:24.563 so on a lot of smart people over decades in that 00:27:24.563 --> 00:27:27.923 industry also a lot of mid-sized and family-run businesses 00:27:27.923 --> 00:27:31.343 and when it comes to operations and process automation and 00:27:31.343 --> 00:27:34.183 so on they are super strong and we kind of 00:27:34.183 --> 00:27:37.023 decided that we want to work on a model that is also working 00:27:37.023 --> 00:27:39.923 perfectly well for them and we kind of complement what they 00:27:39.923 --> 00:27:42.803 do best together with the software and 00:27:42.803 --> 00:27:46.003 technology that we bring in that we do best so i 00:27:46.003 --> 00:27:48.903 mentioned earlier that we've spent a lot of time talking a 00:27:48.903 --> 00:27:52.123 lot to our customers e-commerce omnichannel company really understanding 00:27:52.123 --> 00:27:54.963 them understanding their pains and like really building for 00:27:54.963 --> 00:27:57.823 them we are still doing that with the research function as of 00:27:57.823 --> 00:28:02.903 today the same thing we also did on the side of logistics corporations where 00:28:02.903 --> 00:28:07.283 we spend a lot of time meeting with them talking what we want to do with everstox 00:28:07.283 --> 00:28:11.743 and really making everstox the software and the approach how we do business 00:28:11.743 --> 00:28:16.123 a clear win-win for both e-commerce and logistics companies. 00:28:17.884 --> 00:28:20.924 In what what kind of companies we're 00:28:20.924 --> 00:28:24.544 talking about here in terms of logistic partners it's 00:28:24.544 --> 00:28:27.324 very likely it's just not fedex and ups 00:28:27.324 --> 00:28:33.084 you're working with yeah so for i would differentiate between warehousing and 00:28:33.084 --> 00:28:38.084 fulfillment and then shipping services so for like delivering the passes from 00:28:38.084 --> 00:28:41.884 the warehouses to and we organize all of that for our clients and our software 00:28:41.884 --> 00:28:45.964 managers all of that And for the part from the warehouse to the customers, 00:28:46.184 --> 00:28:50.664 we also work with very typical carriers like DHL and UPS and FedEx and the ones 00:28:50.664 --> 00:28:55.144 that you mentioned, because obviously they are the ones who have the network 00:28:55.144 --> 00:28:59.584 and the reach to reach end customers in all areas all over the globe. 00:29:00.004 --> 00:29:03.344 There's also some innovation happening in the space, and we are always adding 00:29:03.344 --> 00:29:08.024 new partners that might deliver a bit more sustainably and so on to our solution 00:29:08.024 --> 00:29:10.484 and to our network, but we work with the core ones. 00:29:10.484 --> 00:29:17.224 When it comes to warehousing and fulfillment, we work with mainly mid-sized companies. 00:29:17.624 --> 00:29:23.524 So a couple of hundreds to a few thousands of employees, a couple of five to 00:29:23.524 --> 00:29:27.364 10 very nicely and efficiently run warehouse and fulfillment locations. 00:29:27.744 --> 00:29:30.644 Because what we experienced is that in our view, 00:29:30.784 --> 00:29:34.004 they are the perfect combination of they have a 00:29:34.004 --> 00:29:37.904 lot of scale and operational experience and firepower to 00:29:37.904 --> 00:29:41.204 also invest in very strong intra logistics automation and top-notch 00:29:41.204 --> 00:29:44.024 processes for their and our clients but they 00:29:44.024 --> 00:29:46.964 are also still agile and fast because if you 00:29:46.964 --> 00:29:50.064 grow into like a very very big logistics corporation and then 00:29:50.064 --> 00:29:53.344 you serve thousands of mid-sized e-commerce companies 00:29:53.344 --> 00:29:57.504 it's obvious that you can provide your service in the same agility and the same 00:29:57.504 --> 00:30:02.904 flexibility to that many clients across that many locations versus mid-sized 00:30:02.904 --> 00:30:08.364 providers that have in our view the perfect combination of scale and power but 00:30:08.364 --> 00:30:12.084 at but at the same time being agile and flexible in serving their clients. 00:30:14.144 --> 00:30:22.024 I see. We've been talking a lot about your clients on both sides of the network. 00:30:22.624 --> 00:30:29.324 We've been talking about what you have done so far. Let us look a little bit into the future. 00:30:30.004 --> 00:30:32.024 Everybody's now talking about AI. 00:30:33.104 --> 00:30:40.284 Are you guys also applying it? And what what do you think can be the benefit 00:30:40.284 --> 00:30:43.024 to both sides of your marketplace? 00:30:43.404 --> 00:30:49.724 Mhm. Yeah. Yeah. Big, big topic. And I sometimes when I read about AI overall 00:30:49.724 --> 00:30:53.224 and then specifically AI and supply chain and AI and logistics, 00:30:53.564 --> 00:30:56.724 I sometimes also have to smile a little bit, to be honest, because. 00:30:58.017 --> 00:31:05.497 The broad world of logistics as it works today is very far away from being ai ready, 00:31:06.177 --> 00:31:10.817 what do i mean by that of course you can build a beautiful ai solution that 00:31:10.817 --> 00:31:16.137 if you had very good data and very good data quality you could make amazing 00:31:16.137 --> 00:31:18.577 things happen with ai in logistics. 00:31:19.697 --> 00:31:24.077 For example one big topic that always comes up is around demand forecasting 00:31:24.077 --> 00:31:26.017 and inventory planning planning. 00:31:26.677 --> 00:31:32.297 If you take that example, most companies today, they plan their inventory and 00:31:32.297 --> 00:31:36.477 forecast demand based on Excel models and some gut feeling where they say, 00:31:36.557 --> 00:31:39.757 oh, we're doing a bit more marketing, so maybe there will be a bit more sales. 00:31:39.937 --> 00:31:42.197 Let's put up 10% and order 10% more. 00:31:42.397 --> 00:31:46.937 I mean, I'm exaggerating a little bit, but it's really very manual task. 00:31:47.137 --> 00:31:52.437 So 100%, I believe that AI can help to do that in a better way. 00:31:52.557 --> 00:31:55.437 And you like to talk about weather earlier 00:31:55.437 --> 00:31:58.297 so for example if you take weather conditions in 00:31:58.297 --> 00:32:01.397 your forecasting and you know that someday it's gonna 00:32:01.397 --> 00:32:04.417 rain and people will probably be more at home and that's 00:32:04.417 --> 00:32:07.897 why they will order more online on on that very day or 00:32:07.897 --> 00:32:12.657 other effects that come into play there are so many data sources that will help 00:32:12.657 --> 00:32:18.257 you in that problem but i think as long as most of logistics and most of operations 00:32:18.257 --> 00:32:22.637 actually struggles and even knowing how much inventory they have at the very 00:32:22.637 --> 00:32:26.997 moment there's not so much in terms of AI that you can build on it. 00:32:27.097 --> 00:32:32.117 So at the same time, I see that as a huge opportunity for Everstox because while 00:32:32.117 --> 00:32:37.037 I said the big world of logistics out there is not ready for AI. 00:32:37.297 --> 00:32:40.637 We have spent the last three, four years on building a 00:32:40.637 --> 00:32:44.217 perfect software layer and data layer where we integrate services into 00:32:44.217 --> 00:32:47.717 our software and you have all the required data 00:32:47.717 --> 00:32:50.777 available when it comes to order inventory in real 00:32:50.777 --> 00:32:54.377 time returns in real time and so on and so forth so what 00:32:54.377 --> 00:32:57.277 we are currently doing is because we say hey we have a lot of customers 00:32:57.277 --> 00:33:00.657 we have all the data for those customers to actually apply ai 00:33:00.657 --> 00:33:04.037 models we're doing some internal development into 00:33:04.037 --> 00:33:06.917 that direction to deliver solutions for our clients and 00:33:06.917 --> 00:33:09.937 we're also open for partnerships where we 00:33:09.937 --> 00:33:12.677 work with some companies that look at 00:33:12.677 --> 00:33:15.577 ai and supply chain but they very much face the problem 00:33:15.577 --> 00:33:18.577 that they don't find like good data and good data setups 00:33:18.577 --> 00:33:22.057 that they can work with um so everybody everyone listening 00:33:22.057 --> 00:33:24.997 in into this and building uh on ai 00:33:24.997 --> 00:33:29.897 solutions in logistics or supply chain i'm also very excited to to talk and 00:33:29.897 --> 00:33:35.077 see if if there's opportunity to cooperate yeah that totally makes sense and 00:33:35.077 --> 00:33:40.657 it it's always a problem for uh of data i also do know that there's a lot of 00:33:40.657 --> 00:33:44.557 uh demand forecasters is out there for many, many companies, 00:33:44.817 --> 00:33:48.577 and they're especially crucial in companies, 00:33:49.297 --> 00:33:54.097 producing perishables like milk products, cheese, and so on and so forth. 00:33:55.361 --> 00:33:59.141 You just can't wait until Christmas. It doesn't work that way. 00:34:00.261 --> 00:34:05.981 I do believe there will be a lot of opportunity for AI in the future. 00:34:06.101 --> 00:34:12.441 And I do believe some of the demand for casters will have to retool in that area. 00:34:12.941 --> 00:34:18.761 Talking about retooling, you guys also look into international expansion, right? 00:34:19.021 --> 00:34:25.561 Yes, yes, yes. Yes, we already talked about how international our footprint is as of today. 00:34:25.741 --> 00:34:30.901 So when we look at operational network and where we can serve our clients and 00:34:30.901 --> 00:34:36.661 which markets we can serve our clients, I think we already cover quite a lot, 00:34:36.801 --> 00:34:40.421 given that Everstocks as a company is just four and a half years old. 00:34:40.561 --> 00:34:46.621 So very proud of that and also very proud that we could prove this strong international 00:34:46.621 --> 00:34:48.041 scalability of Everstocks 00:34:48.201 --> 00:34:51.301 stocks together with a lot of clients that expanded with 00:34:51.301 --> 00:34:54.241 us over the years at the same time when when 00:34:54.241 --> 00:34:57.361 we look at go to market we've been 00:34:57.361 --> 00:35:02.381 focused on the european core markets as of today so our customer base is mainly 00:35:02.381 --> 00:35:08.121 european few us customers but mainly european like 60 70 percent from the dach 00:35:08.121 --> 00:35:14.021 region and i don't see any reason why ever stocks could not be we could not 00:35:14.021 --> 00:35:16.761 replicate our success in other international markets. 00:35:16.961 --> 00:35:20.481 I think it's mainly a matter of putting right focus on the markets, 00:35:20.541 --> 00:35:24.121 having people on the ground that speak the native languages and so on and so 00:35:24.121 --> 00:35:28.241 forth, because the technology and the service itself is very, very scalable. 00:35:28.541 --> 00:35:32.861 So international expansion, now that we feel very comfortable and strong about 00:35:32.861 --> 00:35:37.441 our position that we've built in our core markets is definitely one of the big 00:35:37.441 --> 00:35:40.281 strategic missions for 2025 and onwards. 00:35:40.281 --> 00:35:43.401 Words i see um 00:35:43.401 --> 00:35:46.621 when we talked before you also uh 00:35:46.621 --> 00:35:53.781 you've also so far raised 23 million until series a um in 2022 i do believe 00:35:53.781 --> 00:35:59.301 yes correct that means then you surpassed around 1 million us dollar annual 00:35:59.301 --> 00:36:05.221 recurring revenue your investors include rocket internet flash mentors global founders 00:36:05.461 --> 00:36:09.721 capital cap dynamic ventures, and act and capital. 00:36:09.901 --> 00:36:19.261 And we already talked about, you are going to maybe do a series B funding in 2025. 00:36:20.401 --> 00:36:24.541 Fingers crossed for this. And you're open to investors, I presume. 00:36:25.294 --> 00:36:31.374 Yes, definitely. As I just described, we have still big plans ahead of us, 00:36:31.434 --> 00:36:38.174 be it developing a product in the AI space or moving forward with our international expansion. 00:36:39.094 --> 00:36:45.834 So indeed, when investors share our passion for the space and for the opportunity 00:36:45.834 --> 00:36:50.614 and can bring some knowledge and support and also some capital to the table, 00:36:51.414 --> 00:36:56.394 We are always interested to meet and discuss the space and the opportunity itself. 00:36:56.754 --> 00:37:03.294 And I think the last few years, obviously, we've invested a lot into being very 00:37:03.294 --> 00:37:07.614 efficient and very stable and really owning our core markets and building very 00:37:07.614 --> 00:37:10.094 solid and healthy business in those core markets. 00:37:10.194 --> 00:37:14.734 So when you look at 2022, which was obviously a very good time to raise money, 00:37:15.274 --> 00:37:18.694 We used that opportunity, we raised money with great investors. 00:37:19.334 --> 00:37:24.674 And then for the last years, obviously, e-commerce was after COVID slower than it was before. 00:37:24.874 --> 00:37:29.414 So we also took the time to really double down on our core markets and build 00:37:29.414 --> 00:37:30.494 a very solid foundation. 00:37:31.114 --> 00:37:35.614 That's why we're also not under pressure for the fundraise. But I think it became 00:37:35.614 --> 00:37:39.774 clear that I'm very proud of what we've built with Everstox as of today. 00:37:40.354 --> 00:37:44.354 But there's a lot of things that I still want to do. I'm still dreaming of a 00:37:44.374 --> 00:37:48.594 lot of different things in the product and of international markets and so on and so forth. 00:37:48.754 --> 00:37:54.054 So for that additional growth journey, obviously, we are always excited to meet 00:37:54.054 --> 00:37:56.154 investors and to discuss those plans. 00:37:57.414 --> 00:38:03.034 You've been talking about international expansion. It may be great to have international 00:38:03.034 --> 00:38:06.974 investors who have boots on the ground there already, who know the market. 00:38:06.974 --> 00:38:10.674 At what areas you may consider for 00:38:10.674 --> 00:38:13.754 future expansions and you would be interested to 00:38:13.754 --> 00:38:17.274 have local investors yeah indeed i 00:38:17.274 --> 00:38:20.434 think international presence international 00:38:20.434 --> 00:38:26.154 know-how and support and scaling our organization internationally would be some 00:38:26.154 --> 00:38:32.134 of the areas where we are excited about for new investors to bring them to the 00:38:32.134 --> 00:38:37.694 table because also when i look at our cap table today and Flash Ventures and Capnemic and Acton, 00:38:37.754 --> 00:38:42.074 and by the way, to all founders out there, great experiences with our investors, 00:38:42.214 --> 00:38:43.914 so can very much recommend them. 00:38:44.414 --> 00:38:48.994 They are exactly the partners that we needed for the last couple of years, 00:38:49.094 --> 00:38:51.594 and they still have a lot to give for us for the future. 00:38:51.774 --> 00:38:58.594 But they are mostly DACH-focused, Germany-focused, and they can support an international expansion. 00:38:58.834 --> 00:39:02.134 But of course, there might be other investors that then have a very strong, 00:39:02.674 --> 00:39:08.374 foot in the ground in other markets so definitely the UK and the US are of big 00:39:08.374 --> 00:39:15.694 interest for us and investors that can support there that that would be very exciting for us. 00:39:17.976 --> 00:39:20.456 Sounds pretty good and um i 00:39:20.456 --> 00:39:25.176 can assume your answer but i'm sure you're looking for talented employees, 00:39:25.976 --> 00:39:29.596 yes definitely definitely across all areas so 00:39:29.596 --> 00:39:34.416 everyone passionate about e-commerce technology and logistics i think everything 00:39:34.416 --> 00:39:38.536 related to go to market we want to grow so we will always need marketing and 00:39:38.536 --> 00:39:43.656 sales people and then people to make our customers happy also we have some positions 00:39:43.656 --> 00:39:46.076 that go a bit deeper into logistics. 00:39:46.536 --> 00:39:51.356 So everyone who comes from the logistics industry but is maybe a bit bored of 00:39:51.356 --> 00:39:55.296 the way old school logistics companies are operating, I think Everstox could 00:39:55.296 --> 00:39:58.896 be your place to be to combine innovation and logistics. 00:39:59.076 --> 00:40:01.676 And last but not least, of course, technology data. 00:40:01.876 --> 00:40:04.976 It's at the core of our products, so always looking for people. 00:40:05.736 --> 00:40:11.056 So yeah, please, anyone who is excited about Everstox, reach out to me. 00:40:13.116 --> 00:40:15.956 And all the people because this this 00:40:15.956 --> 00:40:19.156 interview will be live for a few years everybody 00:40:19.156 --> 00:40:21.936 would like to learn more go down here in the show notes 00:40:21.936 --> 00:40:25.416 there will be of course you're a link to your company website to your linkedin 00:40:25.416 --> 00:40:31.076 profile as well as to the career website of average stocks boris it has been 00:40:31.076 --> 00:40:35.056 a pleasure talking to you thank you very much and hope to have you back in 2025 00:40:35.056 --> 00:40:39.456 and talk about your series b funding yes excited for that thank you very much 00:40:39.456 --> 00:40:41.576 for the great conversation Bye-bye. 00:40:42.236 --> 00:40:43.836 My pleasure. Have a good day. Bye-bye. 00:40:48.080 --> 00:41:14.368 Music.