T03 Commercial and SOW review

Conversation (turn by turn)

1. turn 1 · 0:12 · 0:12 Marco Rossi 2024-06-11

   Robert, Lena, this is Henrik, our account director. He is here because we are talking about money.

2. turn 2 · 0:24 · 0:24 Lena Fischer 2024-06-11

   Yeah.

3. turn 3 · 0:25 · 0:25 Unidentified speaker 2024-06-11

   You're on mute.

4. turn 4 · 0:28 · 0:28 Robert Kahn 2024-06-11

   Then let us talk about money.

5. turn 5 · 0:35 · 0:35 Marco Rossi 2024-06-11

   The proposal is if you...

6. turn 6 · 0:41 · 0:41 Robert Kahn 2024-06-11

   Off what list price?

7. turn 7 · 0:48 · 0:48 Marco Rossi 2024-06-11

   Mm-hm.

8. turn 8 · 0:51 · 0:51 Marco Rossi 2024-06-11

   Fourteen percent below list.

9. turn 9 · 0:56 · 0:56 Robert Kahn 2024-06-11

   And your floor?

10. turn 10 · 1:00 · 1:00 Henrik Sørensen 2024-06-11

    It's somewhere here. I am not going to tell our floor.

11. turn 11 · 1:15 · 1:15 Robert Kahn 2024-06-11

    Agreed.

12. turn 12 · 1:18 · 1:18 Robert Kahn 2024-06-11

    You just told me there is one.

13. turn 13 · 1:22 · 1:22 Lena Fischer 2024-06-11

    Yeah.

14. turn 14 · 1:26 · 1:26 Henrik Sørensen 2024-06-11

    Okay so. Everyone has one.

15. turn 15 · 1:34 · 1:34 Lena Fischer 2024-06-11

    Yeah.

16. turn 16 · 1:37 · 1:37 Robert Kahn 2024-06-11

    Okay so. I mean Fine. Nine eighty. What am I buying, in one

17. turn 17 · 1:52 · 1:52 Lena Fischer 2024-06-11

    True.

18. turn 18 · 1:53 · 1:53 Robert Kahn 2024-06-11

    sentence?

19. turn 19 · 1:58 · 1:58 Marco Rossi 2024-06-11

    Forecasting and replenishment Where was I. for embient and fresh, phased.

20. turn 20 · 2:11 · 2:11 Robert Kahn 2024-06-11

    And when

21. turn 21 · 2:16 · 2:16 Marco Rossi 2024-06-11

    Yeah.

22. turn 22 · 2:18 · 2:18 Robert Kahn 2024-06-11

    do I... get the money back?

23. turn 23 · 2:30 · 2:30 Marco Rossi 2024-06-11

    Payback depends on the waste It's this one here. reduction, which which depends on fresh.

24. turn 24 · 2:54 · 2:54 Henrik Sørensen 2024-06-11

    Okay, yeah.

25. turn 25 · 2:57 · 2:57 Robert Kahn 2024-06-11

    Then I want that in the contract.

26. turn 26 · 3:01 · 3:01 Lena Fischer 2024-06-11

    1 second Robert.

27. turn 27 · 3:08 · 3:08 Robert Kahn 2024-06-11

    Yes.

28. turn 28 · 3:09 · 3:09 Robert Kahn 2024-06-11 · cited by roi-frame

    so I am serious. Not a so... not asking for that. But I want it written down that the value... case is fresh waste reduction and that the expectation is return on investment inside

29. turn 29 · 3:30 · 3:30 Marco Rossi 2024-06-11

    Mm.

30. turn 30 · 3:34 · 3:34 Robert Kahn 2024-06-11

    twelve months of signature. So that in fourteen months nobody can tell me the project was a success because ambient inventory improved.

31. turn 31 · 3:51 · 3:51 Henrik Sørensen 2024-06-11

    Yeah, yeah.

32. turn 32 · 3:55 · 3:55 Marco Rossi 2024-06-11

    We can put the value case in the statement of work.

33. turn 33 · 4:01 · 4:01 Unidentified speaker 2024-06-11

    1 second Write it in the way I just yeah...

34. turn 34 · 4:07 · 4:07 Marco Rossi 2024-06-11

    Okay, yeah.

35. turn 35 · 4:08 · 4:08 Henrik Sørensen 2024-06-11

    We can write the value case and the expectation. We cannot write a guarantee,

36. turn 36 · 4:18 · 4:18 Robert Kahn 2024-06-11

    Right.

37. turn 37 · 4:19 · 4:19 Henrik Sørensen 2024-06-11

    because the delivery depends partly on your data,

38. turn 38 · 4:27 · 4:27 Lena Fischer 2024-06-11

    Exactly.

39. turn 39 · 4:28 · 4:28 Henrik Sørensen 2024-06-11

    and your people.

40. turn 40 · 4:32 · 4:32 Robert Kahn 2024-06-11

    I understand the difference. but...

41. turn 41 · 4:36 · 4:36 Marco Rossi 2024-06-11

    Agreed.

42. turn 42 · 4:39 · 4:39 Robert Kahn 2024-06-11

    Second thing. I do not want to find out in month eleven. What is the reporting?

43. turn 43 · 4:49 · 4:49 Marco Rossi 2024-06-11

    Monthly steering, and we normally propose.

44. turn 44 · 4:54 · 4:54 Henrik Sorensen 2024-06-11

    Okay.

45. turn 45 · 4:56 · 4:56 Robert Kahn 2024-06-11

    Put the quarterly review in the SOW. 1 second Let me just... Not as a nice idea, basically as an obligation.

46. turn 46 · 5:13 · 5:13 Marco Rossi 2024-06-11

    We will

47. turn 47 · 5:17 · 5:17 Lena Fischer 2024-06-11

    Right.

48. turn 48 · 5:19 · 5:19 Marco Rossi 2024-06-11

    put it in.

49. turn 49 · 5:25 · 5:25 Robert Kahn 2024-06-11

    Yeah.

50. turn 50 · 5:27 · 5:27 Robert Kahn 2024-06-11

    And I do not need to be at all of them. I will come to the ones that matter.

51. turn 51 · 5:38 · 5:38 Lena Fischer 2024-06-11

    You will come to all of them and complain.

52. turn 52 · 5:46 · 5:46 Unidentified speaker 2024-06-11

    Yeah.

53. turn 53 · 5:47 · 5:47 Robert Kahn 2024-06-11

    You're on mute. Probably.

54. turn 54 · 5:56 · 5:56 Henrik Sørensen 2024-06-11

    On the twelve month point, can I ask something? Is that a board commitment or your own?

55. turn 55 · 6:08 · 6:08 Robert Kahn 2024-06-11

    Both now. There was a story in the press in December about food waste and we came out badly. That is why this project has a budget. So the board asks me about waste every meeting and I

56. turn 56 · 6:36 · 6:36 Henrik Sørensen 2024-06-11

    Yeah.

57. turn 57 · 6:37 · 6:37 Robert Kahn 2024-06-11

    would like to have an answer.

58. turn 58 · 6:43 · 6:43 Henrik Sørensen 2024-06-11

    Thank you, that is is useful for us

59. turn 59 · 6:50 · 6:50 Robert Kahn 2024-06-11

    Okay.

60. turn 60 · 6:52 · 6:52 Henrik Sørensen 2024-06-11

    to know.

61. turn 61 · 6:59 · 6:59 Robert Kahn 2024-06-11

    It is not a secret. It was in the

62. turn 62 · 7:06 · 7:06 Henrik Sørensen 2024-06-11

    Mm.

63. turn 63 · 7:08 · 7:08 Robert Kahn 2024-06-11

    newspaper.

64. turn 64 · 7:12 · 7:12 Marco Rossi 2024-06-11

    On timing, we would look at a kickoff in July and a first go live in Q1 next year.

65. turn 65 · 7:25 · 7:25 Robert Kahn 2024-06-11

    Q1 next, year for what.

66. turn 66 · 7:35 · 7:35 Marco Rossi 2024-06-11

    Yeah.

67. turn 67 · 7:36 · 7:36 Marco Rossi 2024-06-11

    Core replenishment. Ambient, dry goods, one distribution distribution centre and a pilot store group.

68. turn 68 · 7:50 · 7:50 Robert Kahn 2024-06-11

    That is not fresh.

69. turn 69 · 7:53 · 7:53 Marco Rossi 2024-06-11

    No.

70. turn 70 · 7:58 · 7:58 Robert Kahn 2024-06-11

    Yeah.

71. turn 71 · 8:01 · 8:01 Robert Kahn 2024-06-11

    1 second So the thing I am buying arrives when?

72. turn 72 · 8:09 · 8:09 Henrik Sørensen 2024-06-11

    Yeah, yeah.

73. turn 73 · 8:13 · 8:13 Marco Rossi 2024-06-11

    Fresh follows as phase two.

74. turn 74 · 8:20 · 8:20 Robert Kahn 2024-06-11

    Right.

75. turn 75 · 8:21 · 8:21 Robert Kahn 2024-06-11

    Then phase two is inside my twelve months.

76. turn 76 · 8:32 · 8:32 Marco Rossi 2024-06-11

    Yes.

77. turn 77 · 8:35 · 8:35 Marco Rossi 2024-06-11

    That is the tightest yeah...

78. turn 78 · 8:38 · 8:38 Robert Kahn 2024-06-11

    It is the only reading of it.

79. turn 79 · 8:43 · 8:43 Henrik Sørensen 2024-06-11

    Yeah.

80. turn 80 · 8:44 · 8:44 Lena Fischer 2024-06-11

    Can we get through the rest of the document.

81. turn 81 · 8:49 · 8:49 Marco Rossi 2024-06-11

    Okay.

82. turn 82 · 8:51 · 8:51 Henrik Sørensen 2024-06-11

    Yes. Let us do the commercial schedule and leave so...

83. turn 83 · 8:59 · 8:59 Henrik Sorensen 2024-06-11

    case wording to Marco and that is the...

84. turn 84 · 9:06 · 9:06 Unidentified speaker 2024-06-11

    My legal team will change it.

85. turn 85 · 9:12 · 9:12 Marco Rossi 2024-06-11

    basically They usually do.

86. turn 86 · 9:24 · 9:24 Robert Kahn 2024-06-11

    Mm, okay.