Master the art of Retail and E-commerce fulfillment with Automyze

Muhammed Manji  0:01  

Buying inventory. That is, what you like versus what really the market is kind of looking for is sometimes quite an easy mistake to make. And then I guess the second mistake would be sitting on that inventory. Because in a retail business, you're as good as your inventory holdings. You can turn over your inventory in an efficient way. Then you keep being able to add new products, new collections, new brands, maybe even to your portfolio.

Hey, everyone.

Dhiren Bhatia  0:33  

On today's episode of the Elevated Entrepreneur podcast, I am talking to Muhammad Manji. Mo hammed is the founder of Automyze FC, a startup that is simplifying retail distribution, and ecommerce fulfillment for retail and distribution businesses across the UAE. I met Muhammad A few years ago, as he was looking to simplify inventory matters. For one of his other businesses, and he has since become a dear friend, Muhammad tells me all about his journey as a serial entrepreneur, and why fulfillment is his most fulfilling job yet. Muhammad and I talk about everything fulfillment, and how his team is improving the unboxing experience one customer at a time. If you're looking to learn more about the business of fulfillment, how it can help you and your business, save money, and improve customer experience, then you're not going to want to miss this episode. Stay tuned as we jump right in. You're listening

Introduction   1:40  

to the elevated entrepreneur podcast, a podcast designed to help retailers restauranteurs and entrepreneurs simplify business operations and to use modern technology to elevate their business. here's your host, Dhiren Bhatia.

Dhiren Bhatia  1:57  

Hey Muhammad, welcome to the elevator. entrepreneur podcast. It is so great to have you on the show.

Muhammed Manji  2:04  

Hey, Dhiren, how you doing? Thank you for inviting me. It's nice to be here.

Dhiren Bhatia  2:08  

It's nice to see you as well. Look, we know each other for many years now. And it is such a treat to have you on the show talking about fulfillment, you're the expert at fulfillment. And I'd love for you to tell our audience how a lot of things work with fulfillment and how that can help them but we'll get into that in a few minutes. But before we do that, tell me more about yourself. tell the audience what got you started in fulfillment.

Muhammed Manji  2:32  

Okay, so I get asked that question quite a lot. Why did you choose to start a fulfillment center and the truth is I was just looking for something fulfilling to do before that basically. So I come from a family business background. I studied supply chain in Canada for a couple of years at Seneca College actually came back to Dubai joined my dad in the business in 2014. We have basically a wholesale setup in Dubai here for A number of years about 20 years now. And I was just I think looking for something a little bit more challenging something a little bit more exciting. And I've had a passion or a knack maybe for operations and trying to solve problems or figure out pieces of the puzzle and make them fit together. And that's basically what fulfilment is. I think that's what attracted me towards this line. It was fairly new. I mean, it still is pretty new in this part of the world. I'm by no means an expert we learn as we go along. And we've been learning, you know, for the last couple of years as well. But yeah, it felt like there was a gap in the market for fulfillment that was not focused on traditional logistics or traditional sort of freight forwarding. And that was also a little bit more of a premium kind of a setup compared to just a courier delivery kind of setup at the moment as well. So that's how, you know I said, Okay, let me get into this niche. And we've been kind of building from there.

Dhiren Bhatia  3:57  

Amazing. And I know you've mentioned fulfillment query. Bit of times, and you talked about it being different from career and logistics. So why don't you tell us? What in your mind is fulfillment? And how is it different from logistics and courier companies.

Muhammed Manji  4:12  

So logistics is basically in my opinion, everything that is required to get the product in to the warehouse, a courier company is or a delivery company or delivery service is basically everything that happens from the time the order leaves the warehouse to the time it gets to the customer. So basically, everything coming into the dock would be logistics going out would be delivery. And everything that happens in between in the warehouse is basically fulfillment. The key is for fulfillment or the focus is just picking and packing the right product in the right way. So that the customer gets the best unboxing experience. And that starts right from the time you get the product into your warehouse, it has to be inbounded in a certain way. It has to go through some level of QC and making sure that it's perfect from the time that you get it because you You want to make sure that when you get the order, you're not finding any QC issues at that point in time. So from the time you get the stock coming into your warehouse, to the way that it's actually stored within the facility, and then when it's actually picked, packed and presented in a packaging that is, let's say, provided by the customer or directly into a courier pouch, for example. All of those are kind of the main steps for fulfillment. And I think it's really about trying to deliver an exceptional sort of experience to the end customer, similar to how a retailer would do if they were running that warehouse themselves. So the attention to detail and the passion should be as though it's your own order that you are fulfilling.

Dhiren Bhatia  5:41  

Sure. And a good example of this right is what we do in store so when a retailer as an ex-retailer as well, I remember that we used to take a lot of care and put a lot of passion into packaging, the goods and the product, put a nice ribbon on it, put a nice bow on it, put it in a nice fancy bag. I think what you're talking about is exactly the same thing except that this is now being shipped to them. And they need to have the exact same experience, which is why I keep talking about that amazing customer experience that needs to be had when our customers are shopping online, right?

Muhammed Manji  6:13  

Yeah. How would you like to get the order is exactly what we would like to kind of show in our facility. Hopefully the customer gets it in exactly the same way and enjoys that unboxing experience with a product that's delivered quickly to them as well. And in just the best way.

Dhiren Bhatia  6:29  

Yeah, there's a couple of things that you mentioned in there that I'd like to probably deep dive into. One is QC. So what does QC stand for? And what is inbounding?

Muhammed Manji  6:39  

typically what happens is we end up getting bulk product coming into the facility. So we have customers that have products that are sourced locally, so from suppliers that are based here in Dubai, we have some customers who bring their products from other places, some of them bring it from Europe and other places as well. So typically this would come into our warehouse in Maastricht. cartoons. And inbounding is simply just opening the master cartoons, counting each and every piece, making sure it's exactly what was anticipated or what is expected. And QC is basically quality control or quality check, and making sure that every piece that we get is perfect for sale. And if it's not, then it's immediately put on the side. And our customer is informed about that. So that we can decide what to do with those products that are not 100%. Perfect. And that basically is the inbound process. So it's taking the master cartoons, breaking it down into individual units, and putting it away into inventory, so that it's ready for sale online or through any of the other channels that the retailer might have.

Dhiren Bhatia  7:42  

And I can imagine that's a really important part of this whole process. Because if you've not opened the boxes and you've not checked every piece, it could lead to very bad unboxing experiences. And I'm not sure if the retailer has that kind of time. So let's go down that path and ask about the difference between them doing it themselves, or you're doing it for them? Because this is essentially what optimize is all about, right?

Muhammed Manji  8:06  

Yeah, I think I mean small businesses and a small business owner, or an SME retailer, for example, they already have a ton of gaps and a ton of job roles or duties that they juggle. We're a small business setup ourselves. So we're in the same boat with those retailers as well. And I think outsource fulfillment just allows the business owner focus on things that are their key strengths. So there's two main things that I always tell our customers or prospective customers is that you focus on sourcing the product, you focus on selling the product, leave the operations to us, because that's our bread and butter. That's our focus. That's our passion. And that's what we've built optimized for. So that's, I think one of the main advantages if a retailer just outsources that operations piece, which is not their key strength. They focus on the sourcing of the product, making sure they have always the latest collections and the right stock, basically level. new styles and all of that. And then they focus more importantly on the customer and on the sales channels remaining engaged, where their time matters most so and while we take care of all the boring stuff, and No, you're right, actually, you know, one of the things of being an entrepreneur is, like you said, juggling multiple hats. A good entrepreneur knows what hats he can juggle and what he cannot, he or she in this matter, so you're right, I think for a retailer, to be able to give that piece to someone else so that they can make it their headache and not his or her headache. It makes a world of a difference. And like you said, he can focus on what they do best. And that's a lot of times that business owners get confused, right? They have to do so much. And so this is a really good example of giving someone else a very clear piece of the puzzle and someone like you like the expert coming in, and really taking care of the whole piece of that puzzle automatically, almost like magic. So tell me in your business, what's the key factor for success? How does optimize define success? I think for us, we live by a motto within our team. And that motto is basically one order at a time for us, yes. You know, as a fulfillment center, our KPIs are all around how many orders can we ship in a day? How many shipments can we pick back and dispatch from our facility? We have targets for that. But I think as a business, what's really important for us is not to forget that each and every order is basically the most important. And that order defines the experience that the receiver is going to get. And basically, you can have 100 good orders and one or two bad orders. And for us, that would be basically a failure. So I think for us what's really successful is yes, there are always ups and downs. Yes, there are times where things go wrong, or mistakes happen. But I think for us trying to always remember that each and every order is super important. So living by the motto of like one order at a time is I think probably what would make us succeed. cessful as we try to scale this business, because when you're small when you're starting out, I think it's relatively easier to live by that, by that kind of standard. As you scale, you have to try to maintain that. And you have to try to keep that always in mind that you will have customers who might have smaller volumes as they start. But they're equally as important as the bigger customers. And every order that goes through the facility should be as perfect as we can do it.

Dhiren Bhatia  11:28  

That's so true. And then what I'm also getting from this conversation is that you guys are very niche, you've tapped into a very specific slice of the market. And you guys do so? Well. I know you have some amazing customers who shared some amazing success stories. But how important is it for you to be in this particular niche? And why not do say for example, restaurants? Can you share some thoughts about that?

Muhammed Manji  11:52  

I think this was a bug or an itch that I needed to take care of. And it's been interesting. I feel like when we start And like I said, Even now, we are learning constantly. Because it's such an evolving industry. It's such an evolving space. I don't come from a technology background or an e commerce background as such. But it's been a passion. It's been something I've enjoyed learning about. And as this shift is currently happening right now, from offline to online, I don't think offline RETAIL IS is going to stop or it's going to completely stop becoming relevant, for example, but there is shifts that are happening offline, adopting online a lot more these days. So I think there's so much scope for us to kind of grow within that and to kind of provide a premium service that fits with what's happening in the market as well. And I think for me, it was more just a personal passion and something that I felt I had to try. You know, when you come from a family business background, I think you tend to get into so many different business opportunities from a young age. Funny enough, you mentioned the example of a restaurant we actually had a takeout restaurant for a couple of years. This is going back maybe a decade now. Yeah, that didn't work out so well. It wasn't maybe a cup of tea or we weren't very successful with that. But I think I've always been involved in family business to some extent or the other. And this was kind of my first time trying to pursue a passion, trying to pursue something that I did not know enough about when I started, you know, Alhamdulillah it's been kind of one day at a time.

Dhiren Bhatia  13:23  

It has, and the one thing that you hit upon there when you try different things, not necessarily a bad thing, I think entrepreneurship is made out to be very different in the media and the books that you read. But really, entrepreneurship is starting at the bottom, trying different things, re tweaking and then maybe even trying something completely different. So you're right, it is a path and a journey that a lot of us really need to get the full depth of like, you know, if you remember that photo of the iceberg, the iceberg on the top is this much but the iceberg at the bottom is this big. And what we're not seeing is the failures for every entrepreneur, but we're only seeing the success. You're right Take a lot of effort. So kudos to you and your family for trying. But I want to ask you one particular thing about you said, this is a bug. And what makes you think that there is a need for this? Why is this a bug, talking specifically about retail fulfillment?

Muhammed Manji  14:14  

You know, I didn't start with any elaborate market studies, I kind of followed my heart. But at the same time, logically speaking, as you see retailers adopting ecommerce, you see retailers transitioning to online as well. And you start seeing a lot of brands that are becoming so good at what they do, and trying to develop such a focus in what they do. I think it kind of sits well then to have service providers who are also good at what they do to complement that, and to be part of that market. So when we started, we just saw a gap in the market. We said, let's try it out. It's been two years. So we're still here. We're still trying and we're still kind of growing day by day trying to tweak as you said, the offerings trying to tweak the business as to make it more of a good thing. fit as I don't think there's ever such a thing like a perfect market fix or fit rather, it's something that evolves. It's been really nice to see just the conversations that we've had over the last couple of years. I remember when we started going out and talking about fulfillment, it used to take about half an hour to explain. I think that was partly the market didn't really understand it. And maybe we were so new, we were still trying to get our head around it ourselves. But you know, fast forward two years later, and fulfillment is no longer an uncommon word in the retail business. A lot of startups are reaching out to us for fulfillment even before they've started. It's already something that they have thought about and something that they have decided that they want to partner on. So I think a lot has developed over the last couple of years in the space. And it looks like it's just getting started like it looks like there is a long road ahead for service providers within this space.

Dhiren Bhatia  15:55  

Absolutely. And if you look at some of the giants in the market, look at Amazon, they do Part of what you're talking about, which is new, do it phenomenally well. And that's a big part of their business. So, like you said, the market is just getting started, especially here in the UAE. A lot of retailers are now looking to move online, like you said, and they're looking for players like you and companies like you to help them take care of that piece. So you mentioned a couple of times that you're a startup and you guys are working through a lot of challenges. Tell me What does two years ago look like compared to today? What are some of the challenges that you have overcome, and how you overcame them?

Muhammed Manji  16:30  

technology, I would say has been one of our biggest challenges or our biggest achievements over the last couple of yours. When we started, a lot of it was despite always kind of having or wanting the best technology from the get go. And this is how we met I think a couple of years ago, you know, I start thinking about systems and technologies before I start the business. Like I'm so interested for everything to be perfect from day one, but that never turns out to be the case as you know. So in reality when we started years ago, it was just two people that we started with. And myself. So we had one admin person, one sort of an all rounder in the warehouse, the cleaner. He was a cleaner, he was operations guy, he was basically all in one. And I was doing everything else, basically, whatever else needed to be handled, and sometimes even the picking and packing. I still enjoy doing that, you know, I'm pretty hands on. But coming back to your question, I think the technology piece to run a fulfillment business successfully is is quite a big one. We started you with Google Sheets and excel sheets, you know, shared over Dropbox and things like that. Two years later, we are running a lot more efficiently on technologies that we always kind of had in mind that this is how we want to do it. But from the time we signed up with the technology platform to the time that it actually is live and implemented. And you know, the bug testing or the major bug testing is kind of done. I thought it would be like okay, I'm going to find a couple of software's and Swipe a credit card for the monthly payment. And that's it. And it's going to work like magic. But that was not the case at all. So I think it's going through a couple of different options and a lot of months of trial and error and ups and downs. I think where we are with our technology piece right now is a little bit much better. And it's one of those movements, I would say, and that we have. We've grown now a little bit as well with team. I think we have about six people now. So no complaints, you know, one day at a time. That's how we're growing organically as well.

Dhiren Bhatia  18:30  

Fantastic. And what you just said there was so much in there that I want to break up and deep dive for a few seconds. So first things first you said he talked about using Excel sheets and Dropbox. And then you talked about moving to a software I being a technology startup, this is my favorite area of conversation. So what you said there was so true, there is no such thing as a perfect system. And secondly, what you start with is not necessarily what you're going to end with that this is going to change constantly. And I see a lot of customers coming to us and saying hey, I need The perfect system from day one. And would you agree that there is no such thing as a perfect system? I'm learning that

Muhammed Manji  19:05  

now. I think I was probably one of those customers who would come, you know, asking for that as well. I'm learning that, yeah, that's truly the case. And it's not just with technology, I think with every aspect of the business, it's not easy to start off in a way where you yourself feel like, Hey, this is not where I want to be. And this is not what I want to offer. And I want my customers to have a much better experience. But clearly, sometimes you just have to start somewhere and try to develop it from there and one thing tends to lead to the other, you get a lot more experience as to what technology is actually suitable for you what is not suitable for you. So the kind of questions that we would look at asking a technology provider now compared to a year ago would be a lot different. Kind of learnt our own requirements a lot better, and experienced a few things along the way as well. So yeah, I guess you just got to start somewhere. This perfectionist need It's something that we struggled with constantly. I, for one would love for things to be perfect. And I can't wait to have maybe robots in our warehouse and you kind of Daydream on all those kind of stuff. But then I think you also have to try to be as practical as possible and kind of take it a step at a time.

Dhiren Bhatia  20:19  

Yeah, absolutely. And what you said it was also very key, right? The requirements are changing constantly. So today, what you have will be very different from what you have tomorrow. And so you're going to want to fulfill that need, either through technology or through process. And both of them go hand in hand. And as you learn your own requirements, you're going to ask your technology vendor some really hard questions. And that's really important. That's a big piece of using the right technology, right, completely agree with that. And the other thing that you mentioned that I want to highlight is, there's no such thing as perfect. Oftentimes, we want to be perfect, but the whole idea of perfection in business is relative what may be perfect for you, you know, be perfect for me. And so we keep striving for this, but like you said There's no such thing as perfect. And you just keep doing it one day at a time, right?

Muhammed Manji  21:03  

That's right. Yeah, I mean, continuous improvement.

Dhiren Bhatia  21:06  

Absolutely. Something that I've learned as well, my business that you keep reiterating every day, and you got to start somewhere. So starting with the bare minimum is key, and then improving upon there is really important. I also want to ask you, Robert, so you've talked a lot about your business. So tell me, what do you think a retailer should think about when they're either starting with fulfillment or they're looking for vendors and fulfill what should they be thinking about?

Muhammed Manji  21:31  

I think there's a couple of different channels of fulfillment. So we work with a few retailers that have stores or they have their own shops or kiosks around town. And so the kind of service that they need retail fulfillment service is a little bit different than a company that is kind of focused fully online direct to customer or, you know, selling b2c online mainly. So they would fall more under the ecommerce fulfillment sort of service. And then there is also a lot of companies that work basically as distributors Providing product to online marketplaces, such as Amazon, or known or even online retailers, such as mom's word or spree. And I think the requirements for each is a little bit different. So distributors tend to need more space, they don't need a lot of neat to see older kind of packaging area, or technology to a great extent maybe because the orders are fairly straightforward. So it really depends, I think, as to what is the sales channel, mainly for the retailer. What are kind of the volumes when you're starting out for a good amount of time, maybe fulfillment is something that you can start off managing yourself and then outsource it as you kind of go along the way. The advantage of doing that sometimes is also that you know exactly what your requirements are. So you look for a partner who is able to kind of fulfill those requirements. I think space is a common one, then the technology of the fulfillment provider is obviously very important. Make sure that if you are for example, an ecommerce seller and you've got your shopping By website or that's your primary channel, then having a fulfillment center that can integrate with something like that is important. And I think as a small business or as a startup ourselves, one of the things that has really just been the key to kind of growing with our customers over the last couple of years is just being a bit flexible, I guess. No retailer might have the exact same requirements as the other. But when we work with a customer, we try to understand what are their pain points, what are their expectations, and just try to custom or tailor our offering and tailor our service to match that so the core remains the same. But there's a few tweaks that every customer might require to make it a perfect fit for them. So I think flexibilities is one of the important things. That's perhaps where a small business has an advantage over some of the bigger players or some of the more established players in the market.

Dhiren Bhatia  23:53  

So Muhammad, that's amazing what you talked about the different types of fulfillment and how a different business owner should really look at the different channels. In this sense. Is there some sort of questionnaire that you ask your clients when you onboard them? Do you go through a discovery?

Muhammed Manji  24:09  

Yeah, so we've been building out an onboarding process. It's a constant work in progress. But it is something that we're trying to understand our customers and our target market better ourselves. And it's definitely something that we try to understand from our customers. Okay, what exactly is their requirements? What are their pain points, and accordingly, try to build from there.

Dhiren Bhatia  24:29  

So I want to also ask you in this scenario, what are some of the challenges that you've seen with other retailers as you're starting out? Where do you see them stumbling and what should they keep an eye out for when they're starting their own retail business?

Muhammed Manji  24:42  

I'll share a story. Before we got into fulfillment. We actually started off as a trading entity a year before we got into fulfillment. And we were basically just trying to figure out some fast moving products and you know, go to the market, pick them up and sell them online. marketplaces at the time. That was mainly souk, and a couple of others as well. And I remember this one time, I went into, you know, a wholesale shopping area to pick up some stock. And I had a list based on research of what I wanted to buy. And this was a list that I put together, after a good amount of hours on research, see what's moving, etc, etc, you know, speak to a few people try to get some feedback and all of that. So I think I had a list of, let's say about 20 products, I went into a shop, it lasted about 1015 minutes, I knew exactly what I needed to get. And just before I left, I saw a product that I liked personally, and it wasn't on the list, but I was so sure of it, because I just had a gut feeling as they say, right. So sure enough, you know, I went ahead and I picked up that product and said this is going to do great. I can't remember how many pieces we picked up. It was maybe just a couple of cartons worth you know, so maybe six pieces or something like that. I quite clearly remember That particular piece not moving for maybe a good six months, or eventually we probably liquidated that at cost. So I think when you start a retail business, buying inventory, that is, what you like, versus what really the market is kind of looking for is sometimes quite an easy mistake to make. And then I guess the second mistake would be sitting on that inventory. So there has been times as a trading entity in the past where we've bought stuff and we've seen it's not moving and three months have passed, and six months have passed and we're still seeing is not moving. And we're not moving either. We're not doing anything about it. Because in a retail business, you're as good as your inventory calling. If you can turn over your inventory in an efficient way. Then you keep being able to add new products, new collections, new brands, maybe even to your portfolio. So I think that's really important. Before you know it, you've kind of invested pretty much most of the capital into stock and if you don't Not on top of that, either personally, or to some level of technology or however you choose to do it. But if you're not on top of stock, I think it can very quickly become like, where all your money just goes.

Dhiren Bhatia  27:12  

I love that I think you've hit upon really, really two key important points that a lot of us can maybe Miss, as retailers, like you said, we get so caught up in the emotion of that item. And we think about how perfect This is going to be and how great this is going to serve. And when it doesn't sell within you. It'll sell in a few months, and it'll sell in a few months. But like you said, buying what your customer wants versus what you want. And number two, having those inventory items moving and if they're not moving, do something about it quickly. And then later. So important. Amazing, amazing suggestion. Thank you for suggesting those. I want to ask you as we start to wrap up, how has COVID impacted your business? So what was sort of the before and maybe if you could share some numbers? What are the after effects?

Muhammed Manji  27:53  

Generally ecommerce has grown so as a result of that our business has grown but i think you know When you look at a situation like this, I think the first perspective is the human perspective. And in general, it's a stressful time. You know, it's a time where people are concerned about their jobs, about their livelihoods about their businesses. So overall, it's a tough time, collectively, I would say, because everybody around you has got some level of struggle, some level of concern, some level of fear. We're all in that together. on the business side, optimize was built, we started it, to support SME brands to kind of be a partner in growth with them. And I think over this last couple of weeks, as the situation has unfolded, I think it kind of gave us a greater purpose and a greater sense of purpose that we exist, to serve and we exist to help our brands and our customers deliver the best that they can even during this challenging time. Yes, we've had to make a lot of changes operationally speaking and trying to take all the right precautions and safety measures follow all the guidelines. But I think it gives us so much fulfillment to keep these businesses going. Most of our customers, most of our clients are small businesses and having a partner who is able to kind of help through this time to continue picking, packing shipping orders. I think that's really given us a great sense of joy. And that's been one of the best takeaways from this whole challenging situation so far.

Dhiren Bhatia  29:25  

You know, you said at the very beginning of this call that you were looking for something fulfilling to do. And that's why you started a fulfilling business. And I think they're in that lies a very key part, again, that businesses should exist to serve, as opposed to making profit as part of that. But I think a lot of entrepreneurs when they start a business, it's about profit first. Whereas if you were to think about serving first and then I feel a profit will follow. So in your ways, and in many other ways, we all need to look for something fulfilling to do and that's such a key point. I want to ask you, maybe one of the Last question, what is the one piece of advice that you would give to a entrepreneur that is just starting out, either in the fulfillment business or any other business that they want to do? What would you give them from your experience?

Muhammed Manji  30:11  

Just get started, is kind of the main thing I've learned. It's really difficult to wait for everything to be perfect. And there may never be that point in time where everything is perfect. I constantly feel like we don't know enough. I constantly feel like we're still so small. We're still learning so much every day and just trying to figure things out. So I think those are kind of the main concerns or fears that anybody starting a new business has that Hey, how are we going to compete? How are we going to offer something of value? How are we going to actually make a mark, make a name for ourselves in whatever business that we're going into. And I think you genuinely don't have those answers in the start. You have to try to just go ahead anyways, if you believe in it strongly enough, if you're kind of willing to try to do the best you can and learn as much as you can along the way. So it's something that is a passion that will keep you in gauged beyond the initial because generally when you have a new idea, it's very exciting at first, but can it be sustained for more than just a couple of months? And if the answer is yes, and it looks like it's a good market fit, and you're able to raise the money to get started to try to go for it.

Dhiren Bhatia  31:18  

Yeah, just get started. So important, so true. And so apt, and I think we've covered some really key pieces earlier in the interview. So last question, Muhammad, where can people find you? What's the best way for them to reach out to you?

Muhammed Manji  31:32  

You can find me in my warehouse most days.

But yeah, online. Our website is optimized, FC calm, and our Instagram and LinkedIn is also the same optimized FC that's optimized fulfillment center. We're building out an online presence a little bit more as we go along. So it'd be nice to get people to connect on there as well.

Dhiren Bhatia  31:53  

Fantastic Muhammad, thank you so much for being on the show. And thank you so much for all those interesting lessons and and pieces. Advice. I really appreciate them. And I think they'll be really very helpful. Thank you so much again,

Muhammed Manji  32:05  

thank you for giving me the opportunity. And honestly, we're all in this together. Absolutely. Cheers.

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