1 00:00:04,050 --> 00:00:06,390 Sean Aylmer: Welcome to the Fear and Greed daily interview. I'm Sean 2 00:00:06,480 --> 00:00:09,059 Sean Aylmer: Aylmer. Our guest today heads up a company that would 3 00:00:09,059 --> 00:00:12,148 Sean Aylmer: be very familiar to many small businesses, anyone who's ever 4 00:00:12,150 --> 00:00:15,690 Sean Aylmer: printed business cards or flyers or labels, packaging, that type 5 00:00:15,690 --> 00:00:18,660 Sean Aylmer: of thing. For some time, VistaPrint has been the go- 6 00:00:18,660 --> 00:00:21,630 Sean Aylmer: to for all of those requirements, and as a result, 7 00:00:21,630 --> 00:00:24,000 Sean Aylmer: the company has an interesting insight into the needs and 8 00:00:24,000 --> 00:00:28,200 Sean Aylmer: state of small business across the country. Marcus Marchant is 9 00:00:28,200 --> 00:00:31,949 Sean Aylmer: the Chief Executive Officer of VistaPrint, Australia, New Zealand. Marcus, 10 00:00:32,159 --> 00:00:32,821 Sean Aylmer: welcome to Fair and Greed. 11 00:00:32,821 --> 00:00:34,680 Marcus Marchant: Hi, Sean. Thanks for having me. 12 00:00:35,250 --> 00:00:37,379 Sean Aylmer: Okay, so how many off the top of your head, 13 00:00:37,830 --> 00:00:41,311 Sean Aylmer: how many business cards has VistaPrint printed over the years? 14 00:00:41,311 --> 00:00:46,139 Marcus Marchant: A lot, I would say. Absolute lot, but I still get 15 00:00:46,139 --> 00:00:48,209 Marcus Marchant: a real kick out of when I'm in the production 16 00:00:48,210 --> 00:00:50,909 Marcus Marchant: center in Melbourne, seeing the first business cards that we ever 17 00:00:50,909 --> 00:00:51,809 Marcus Marchant: made. I love it. 18 00:00:51,809 --> 00:00:51,810 Sean Aylmer: Oh, wow. 19 00:00:51,810 --> 00:00:53,430 Marcus Marchant: But we certainly have made a lot. 20 00:00:54,570 --> 00:00:55,500 Sean Aylmer: How long ago was that? 21 00:00:56,010 --> 00:00:58,260 Marcus Marchant: The factory has been been open in in Melbourne for about 12 22 00:00:58,260 --> 00:01:01,410 Marcus Marchant: years, so about 12 years ago. We've been producing Australia before then, 23 00:01:01,410 --> 00:01:02,819 Marcus Marchant: but not from our facility in Melbourne. 24 00:01:04,139 --> 00:01:05,910 Sean Aylmer: And you do a lot more than business cards, but 25 00:01:05,910 --> 00:01:09,599 Sean Aylmer: just sticking with business cards, do people still use business 26 00:01:09,599 --> 00:01:10,380 Sean Aylmer: cards regularly? 27 00:01:10,799 --> 00:01:14,580 Marcus Marchant: Absolutely. I think that it's a lovely headline to say, oh, the 28 00:01:14,580 --> 00:01:17,640 Marcus Marchant: business card is dead. But the truth is that there 29 00:01:17,640 --> 00:01:19,619 Marcus Marchant: are a lot of use cases where people still use 30 00:01:19,620 --> 00:01:22,260 Marcus Marchant: them. If you think about trades people, putting them in 31 00:01:22,260 --> 00:01:25,500 Marcus Marchant: your letter box, giving them out the salon, the hairdresser 32 00:01:25,500 --> 00:01:28,350 Marcus Marchant: making your next appointment, the coffee card, which you stamp 33 00:01:28,350 --> 00:01:31,170 Marcus Marchant: on for your loyalty to get your 10th coffee for 34 00:01:31,170 --> 00:01:34,589 Marcus Marchant: free. The use case has definitely evolved, but I don't 35 00:01:34,590 --> 00:01:36,750 Marcus Marchant: think they're dead. I still see them really much alive 36 00:01:36,750 --> 00:01:37,290 Marcus Marchant: and kicking. 37 00:01:37,830 --> 00:01:40,590 Sean Aylmer: Okay. So what is it about VistaPrint that makes it so 38 00:01:40,590 --> 00:01:45,449 Sean Aylmer: useful for small business? You focus on small business. What 39 00:01:45,509 --> 00:01:47,489 Sean Aylmer: is it that makes you different? 40 00:01:48,720 --> 00:01:52,020 Marcus Marchant: Vista really combines everything that a small business needs to 41 00:01:52,020 --> 00:01:55,080 Marcus Marchant: be able to market their business. Traditionally, to the point 42 00:01:55,080 --> 00:01:56,849 Marcus Marchant: of our own business cards, we've been famous for them 43 00:01:56,849 --> 00:02:00,780 Marcus Marchant: and signage and packaging products and marketing materials. But increasingly 44 00:02:01,530 --> 00:02:04,830 Marcus Marchant: the additional offering of e- commerce and social media solutions 45 00:02:04,830 --> 00:02:07,800 Marcus Marchant: and design, that really makes us a one- stop shop. 46 00:02:07,890 --> 00:02:11,850 Sean Aylmer: Okay. So it's obviously well beyond business cards. So what 47 00:02:11,850 --> 00:02:12,630 Sean Aylmer: are the offerings? 48 00:02:13,200 --> 00:02:15,809 Marcus Marchant: Look, over the last few years, we've really extended the 49 00:02:15,809 --> 00:02:18,329 Marcus Marchant: range of solutions we offer to small businesses. We acquired 50 00:02:18,360 --> 00:02:22,200 Marcus Marchant: 99 Designs to provide small businesses with world- class designers. 51 00:02:22,559 --> 00:02:24,720 Marcus Marchant: We've partnered with Wicks to allow small businesses to create 52 00:02:24,720 --> 00:02:28,110 Marcus Marchant: amazing websites and digital solutions, and we acquired a company called 53 00:02:28,139 --> 00:02:31,710 Marcus Marchant: Krello, that we've rebranded as Vista Create that provides an 54 00:02:31,710 --> 00:02:35,700 Marcus Marchant: amazing range of social media templates. So really now VistaPrint 55 00:02:35,700 --> 00:02:38,669 Marcus Marchant: can go from everything from physical printed products like business 56 00:02:38,669 --> 00:02:41,969 Marcus Marchant: cards and flyers, right through to your website and to 57 00:02:41,969 --> 00:02:43,109 Marcus Marchant: your social media offering. 58 00:02:43,770 --> 00:02:47,340 Sean Aylmer: Okay. So who are your customers? I'm interested that you've 59 00:02:47,490 --> 00:02:51,299 Sean Aylmer: made that transition to a digital fulfillment company as much 60 00:02:51,300 --> 00:02:55,889 Sean Aylmer: as previously you were probably more physical products. Who are 61 00:02:55,889 --> 00:02:56,969 Sean Aylmer: your customers now? 62 00:02:58,230 --> 00:03:01,860 Marcus Marchant: Vista's customers are small businesses in all their forms. Right 63 00:03:01,860 --> 00:03:04,980 Marcus Marchant: from sole traders operating from their lounge room, to people 64 00:03:04,980 --> 00:03:07,620 Marcus Marchant: with a shop, to an e- commerce offering, right through 65 00:03:07,620 --> 00:03:11,040 Marcus Marchant: the larger businesses. Our range of products and the quantities 66 00:03:11,040 --> 00:03:14,400 Marcus Marchant: we offer really allows us to produce highly personalized, amazing 67 00:03:14,400 --> 00:03:17,159 Marcus Marchant: products at very low quantities that are in a very affordable manner. 68 00:03:17,820 --> 00:03:19,620 Marcus Marchant: And also we do have a consumer offering. We offer 69 00:03:19,620 --> 00:03:22,049 Marcus Marchant: a range of things from t- shirts to canvas prints, 70 00:03:22,290 --> 00:03:23,970 Marcus Marchant: so we do play in the consumer space, but our 71 00:03:23,970 --> 00:03:26,970 Marcus Marchant: heartland is really the selection of products and services we 72 00:03:26,970 --> 00:03:28,049 Marcus Marchant: offer to small businesses. 73 00:03:28,530 --> 00:03:30,720 Sean Aylmer: Stay with me, Marcus. We'll be back in a minute. 74 00:03:36,930 --> 00:03:40,230 Sean Aylmer: My guest this morning is Marcus Marchant, Chief Executive of 75 00:03:40,260 --> 00:03:46,260 Sean Aylmer: VistaPrint, Australia, New Zealand. Okay. Now I know Marcus, that you are 76 00:03:46,260 --> 00:03:51,240 Sean Aylmer: a fan of the power of Gen Zers. That's basically 77 00:03:51,389 --> 00:03:56,160 Sean Aylmer: people, my kids really, 1997 to 2012 or thereabouts. Why is that? 78 00:03:56,160 --> 00:03:57,630 Sean Aylmer: Why are you such a believer in Gen Zers? 79 00:03:58,590 --> 00:04:01,890 Marcus Marchant: Look, I really think millennials got a bad rap and I 80 00:04:01,890 --> 00:04:02,581 Marcus Marchant: love the fact that- 81 00:04:02,581 --> 00:04:03,840 Sean Aylmer: Oh, are you a millennial? 82 00:04:04,170 --> 00:04:07,080 Marcus Marchant: No, not at all. Maybe on the cusp, maybe on 83 00:04:07,080 --> 00:04:09,780 Marcus Marchant: the cusp, but I think millennials got a bad rap. 84 00:04:09,780 --> 00:04:12,359 Marcus Marchant: And I love the fact that Gen Z workers are 85 00:04:12,540 --> 00:04:14,970 Marcus Marchant: really all about values driven approach to their careers and 86 00:04:14,970 --> 00:04:17,880 Marcus Marchant: jobs. It's not just about money, it's about diversity, equity, 87 00:04:17,880 --> 00:04:22,889 Marcus Marchant: inclusion, and strong expectations for communication and transparency and connection. 88 00:04:23,309 --> 00:04:26,160 Marcus Marchant: And that really is such an exciting future, which I 89 00:04:26,160 --> 00:04:29,339 Marcus Marchant: love thinking about and channeling that into driving the culture 90 00:04:29,339 --> 00:04:30,359 Marcus Marchant: we want to create at Vista. 91 00:04:31,349 --> 00:04:33,750 Sean Aylmer: So that's another thing that you are very big on is 92 00:04:33,839 --> 00:04:38,309 Sean Aylmer: culture and this sort of whole concept of gratitude in 93 00:04:38,309 --> 00:04:40,560 Sean Aylmer: building culture. What's that about? 94 00:04:41,370 --> 00:04:45,089 Marcus Marchant: Absolutely. Employee engagement surveys will always tell you that reward 95 00:04:45,089 --> 00:04:48,209 Marcus Marchant: and recognition is such a huge driver of how your 96 00:04:48,240 --> 00:04:51,300 Marcus Marchant: team feels about coming into work. And to me, gratitude's 97 00:04:51,330 --> 00:04:53,370 Marcus Marchant: just one of those, the big levers you can pull 98 00:04:53,370 --> 00:04:55,710 Marcus Marchant: as a leader to unite your team and drive that 99 00:04:55,710 --> 00:05:00,209 Marcus Marchant: experience. It's not about big awards and prizes, it's just 100 00:05:00,210 --> 00:05:03,629 Marcus Marchant: about saying thank you and recognizing people's efforts on that 101 00:05:03,630 --> 00:05:08,310 Marcus Marchant: real continuous basis. And that really underpins people's wellbeing, their stress 102 00:05:08,310 --> 00:05:10,740 Marcus Marchant: levels, and their resilience. And it's been a key pillar 103 00:05:10,740 --> 00:05:12,089 Marcus Marchant: we've built our culture around. 104 00:05:12,960 --> 00:05:14,458 Sean Aylmer: And that's presumably helped during COVID? 105 00:05:15,630 --> 00:05:19,710 Marcus Marchant: Absolutely. Like many companies, we went remote during COVID, but 106 00:05:19,770 --> 00:05:24,089 Marcus Marchant: we have kept remote and we are remote first. All non- 107 00:05:24,120 --> 00:05:26,250 Marcus Marchant: production team members are at home and have been for 108 00:05:26,250 --> 00:05:29,160 Marcus Marchant: quite a few years now. And so uniting our team 109 00:05:29,160 --> 00:05:33,389 Marcus Marchant: and building that connection is super vital and gratitude and 110 00:05:33,389 --> 00:05:36,419 Marcus Marchant: connecting people is a key component of that, which we've 111 00:05:36,420 --> 00:05:39,029 Marcus Marchant: had to find really interesting ways of doing in a 112 00:05:39,029 --> 00:05:40,080 Marcus Marchant: remote first world. 113 00:05:41,339 --> 00:05:42,450 Sean Aylmer: Go on. How'd you do it? 114 00:05:43,860 --> 00:05:46,170 Marcus Marchant: We've tried a lot of things and we've surveyed our 115 00:05:46,170 --> 00:05:48,810 Marcus Marchant: team constantly to ask what they liked and didn't like. 116 00:05:49,380 --> 00:05:52,080 Marcus Marchant: Where we've landed as the key pillars of our connection 117 00:05:52,080 --> 00:05:55,620 Marcus Marchant: program is really two stand ups the whole team attends, 118 00:05:55,830 --> 00:05:59,099 Marcus Marchant: one on a Wednesday where people are hearing business topics, 119 00:05:59,100 --> 00:06:02,250 Marcus Marchant: they're seeing updates and showcases. But more importantly, on a 120 00:06:02,250 --> 00:06:05,820 Marcus Marchant: Friday we have a completely social oriented stand up and 121 00:06:05,820 --> 00:06:08,609 Marcus Marchant: amongst games, other things we'll do as a team, we 122 00:06:08,610 --> 00:06:12,270 Marcus Marchant: do 15 minutes of literally team members shouting out thank- 123 00:06:12,270 --> 00:06:14,519 Marcus Marchant: yous to other people in the team for things they've done 124 00:06:14,520 --> 00:06:17,190 Marcus Marchant: that week. And you get some amazing stories. You get 125 00:06:17,190 --> 00:06:20,700 Marcus Marchant: the sales team member who's gone above and beyond to 126 00:06:20,700 --> 00:06:23,279 Marcus Marchant: get some materials for a trade stand for someone, for 127 00:06:23,279 --> 00:06:25,830 Marcus Marchant: a customer, for their big expo. But what I love 128 00:06:25,830 --> 00:06:28,170 Marcus Marchant: are little stories that give you the goosebumps. It's the 129 00:06:28,170 --> 00:06:31,319 Marcus Marchant: team member that says, Hey, thank you to a colleague 130 00:06:31,320 --> 00:06:33,178 Marcus Marchant: because they've had a really tough day at home during 131 00:06:33,178 --> 00:06:35,879 Marcus Marchant: the week with sick kids and someone's done something to 132 00:06:35,879 --> 00:06:38,969 Marcus Marchant: help them and they feel really heard and supported and 133 00:06:38,970 --> 00:06:42,150 Marcus Marchant: they see the contribution someone's made. That's what I love 134 00:06:42,150 --> 00:06:45,270 Marcus Marchant: about this culture of gratitude that we really try to 135 00:06:45,450 --> 00:06:47,130 Marcus Marchant: orient our Friday stand ups around. 136 00:06:47,550 --> 00:06:51,870 Sean Aylmer: Do Australian small businesses do this very well? It's fantastic 137 00:06:52,500 --> 00:06:55,530 Sean Aylmer: that you are doing it, obviously VistaPrint is doing it, 138 00:06:55,770 --> 00:06:57,900 Sean Aylmer: but it's actually hard to do it to be honest, 139 00:06:57,900 --> 00:06:59,640 Sean Aylmer: because it takes a real effort. 140 00:07:00,000 --> 00:07:02,549 Marcus Marchant: Yes, it does take effort. I do think small business 141 00:07:02,550 --> 00:07:05,368 Marcus Marchant: does it well to the extent that's possible. We know 142 00:07:05,370 --> 00:07:08,370 Marcus Marchant: small businesses are busy, they've got so many hats, especially 143 00:07:08,370 --> 00:07:11,190 Marcus Marchant: as an entrepreneur, you're wearing all these hats and hopefully 144 00:07:11,490 --> 00:07:12,810 Marcus Marchant: when they come to, they're wearing the hat as a 145 00:07:12,840 --> 00:07:16,740 Marcus Marchant: leader of other people, they're thinking about gratitude. But I 146 00:07:16,740 --> 00:07:20,790 Marcus Marchant: think as a business community, I see such great associations and 147 00:07:20,790 --> 00:07:23,849 Marcus Marchant: people helping each other in the community. Up skilling is 148 00:07:23,849 --> 00:07:26,340 Marcus Marchant: certainly a theme that we're going to continue to see 149 00:07:26,700 --> 00:07:28,709 Marcus Marchant: as entrepreneurs realize there's so much more they need to 150 00:07:28,709 --> 00:07:31,830 Marcus Marchant: learn. But I do see us rallying together and helping 151 00:07:31,830 --> 00:07:34,440 Marcus Marchant: one another as a strength. And I think that does 152 00:07:34,440 --> 00:07:36,870 Marcus Marchant: come from a place of gratitude or it involves gratitude 153 00:07:37,230 --> 00:07:39,120 Marcus Marchant: as a key component of that, being willing to help 154 00:07:39,120 --> 00:07:41,790 Marcus Marchant: others and recognizing where someone needs support. 155 00:07:42,420 --> 00:07:45,389 Sean Aylmer: Okay, now I've got to ask you Marcus Marchant from 156 00:07:45,690 --> 00:07:50,160 Sean Aylmer: VistaPrint. What's this about Bondi Joe Swimwear? That's your side hustle? 157 00:07:50,790 --> 00:07:53,820 Marcus Marchant: I do have a side hustle. Like everyone of our generation, 158 00:07:54,420 --> 00:07:56,010 Marcus Marchant: I think you need a good side hustle. So I 159 00:07:56,010 --> 00:07:58,050 Marcus Marchant: started a swimwear brand with my wife a few years 160 00:07:58,050 --> 00:08:01,230 Marcus Marchant: ago. It's a men's board short brand called Bondi Joe, 161 00:08:01,770 --> 00:08:04,799 Marcus Marchant: and it's small. We sell online and through a few 162 00:08:04,799 --> 00:08:07,410 Marcus Marchant: shops around Australia and in Europe. But what I love 163 00:08:07,410 --> 00:08:10,440 Marcus Marchant: about it is it gives me that hands- on experience 164 00:08:10,440 --> 00:08:12,540 Marcus Marchant: of what it's like to run a small business and 165 00:08:12,540 --> 00:08:15,809 Marcus Marchant: use Vista's products. I have my packaging, my inserts, my 166 00:08:15,809 --> 00:08:17,220 Marcus Marchant: stickers all come from Vista. 167 00:08:17,280 --> 00:08:18,570 Sean Aylmer: Well I hope so. 168 00:08:20,280 --> 00:08:22,859 Marcus Marchant: But it's amazing and talking about wearing those hats, I 169 00:08:22,859 --> 00:08:25,470 Marcus Marchant: do it largely after hours late at night when the 170 00:08:25,470 --> 00:08:28,001 Marcus Marchant: kids are asleep or on the weekend. And my wife (inaudible) 171 00:08:28,001 --> 00:08:30,210 Marcus Marchant: a lot as well. But it's been an amazing 172 00:08:30,210 --> 00:08:32,309 Marcus Marchant: experience to grow a brand that really stands for something 173 00:08:32,309 --> 00:08:35,608 Marcus Marchant: that's all about sustainability. It's all plastic free and it's 174 00:08:35,610 --> 00:08:40,350 Marcus Marchant: all recycled materials and how you translate that experience and 175 00:08:40,440 --> 00:08:42,570 Marcus Marchant: the brand ethos to life. And I think that's what 176 00:08:42,570 --> 00:08:45,300 Marcus Marchant: our customers are really trying to do. We know the importance 177 00:08:45,300 --> 00:08:49,470 Marcus Marchant: of packaging, for example, is about bringing your brand so 178 00:08:49,470 --> 00:08:52,679 Marcus Marchant: that at every touchpoint when you have that amazing unboxing that people 179 00:08:52,679 --> 00:08:55,140 Marcus Marchant: see and feel and understand your brand. And I love that 180 00:08:55,440 --> 00:08:57,869 Marcus Marchant: Bondi Joe gives me an ability to think about how 181 00:08:57,870 --> 00:09:00,270 Marcus Marchant: Vista translates in a customer's mind. 182 00:09:00,660 --> 00:09:03,630 Sean Aylmer: That is a very good point, is not only does 183 00:09:03,630 --> 00:09:05,700 Sean Aylmer: it allow you to think about how it translates to 184 00:09:05,700 --> 00:09:08,338 Sean Aylmer: a customer, but it must also make you think hard 185 00:09:08,340 --> 00:09:12,329 Sean Aylmer: about the footprint that VistaPrint is leaving as well because 186 00:09:12,330 --> 00:09:15,929 Sean Aylmer: it is in an industry which obviously uses paper and 187 00:09:15,929 --> 00:09:18,690 Sean Aylmer: products like that, which not everyone is a fan of. 188 00:09:19,020 --> 00:09:21,660 Sean Aylmer: Can you translate the purpose into VistaPrint? 189 00:09:22,440 --> 00:09:26,700 Marcus Marchant: Absolutely. And to the earlier conversation around Gen Z being 190 00:09:26,700 --> 00:09:31,139 Marcus Marchant: so values driven, we know sustainability and our environmental footprint 191 00:09:31,980 --> 00:09:34,049 Marcus Marchant: is a key driver and should be a key driver 192 00:09:34,049 --> 00:09:37,019 Marcus Marchant: for everyone going forward. Certainly Vista has done a lot 193 00:09:37,019 --> 00:09:39,690 Marcus Marchant: to make sure that we're taking plastic out of our 194 00:09:39,690 --> 00:09:43,140 Marcus Marchant: supply chain wherever possible. We've dramatically reduced the amount of 195 00:09:43,140 --> 00:09:47,490 Marcus Marchant: plastic we use and also choosing paper that is sustainable 196 00:09:47,580 --> 00:09:49,949 Marcus Marchant: and with the right accreditation. It's key to our customers. 197 00:09:50,340 --> 00:09:54,570 Sean Aylmer: So Marcus, you have plenty going on. VistaPrint, Bondi Joe, 198 00:09:54,570 --> 00:09:57,300 Sean Aylmer: you talk about wife and kids. I believe you're a 199 00:09:57,300 --> 00:09:59,069 Sean Aylmer: renovator as well? That's what I heard. 200 00:10:00,059 --> 00:10:01,139 Marcus Marchant: How did you hear that? Yes, I love a reno. Love a good reno. 201 00:10:03,000 --> 00:10:04,169 Sean Aylmer: What do you do in your spare time? 202 00:10:05,250 --> 00:10:08,070 Marcus Marchant: No, I don't think I have any. That's the truth. No, I've got 203 00:10:08,070 --> 00:10:11,549 Marcus Marchant: a very supporting understanding wife who gets involved in and 204 00:10:11,549 --> 00:10:14,100 Marcus Marchant: has led the renos as well. But certainly I think 205 00:10:14,100 --> 00:10:16,350 Marcus Marchant: that's the thrill of life. It's having a lot on, 206 00:10:16,350 --> 00:10:18,480 Marcus Marchant: but they are passion things I love doing and the 207 00:10:18,480 --> 00:10:20,220 Marcus Marchant: fact that I can bring my whole self to work 208 00:10:20,220 --> 00:10:23,070 Marcus Marchant: at Vista. The fact that we are remote and it's 209 00:10:23,070 --> 00:10:25,049 Marcus Marchant: about where you work is about when you work, allows 210 00:10:25,049 --> 00:10:27,478 Marcus Marchant: me to make sure I can still do a good 211 00:10:27,480 --> 00:10:30,029 Marcus Marchant: job at Vista I hope, while still maintaining an amazing 212 00:10:30,029 --> 00:10:31,170 Marcus Marchant: life outside of Vista. 213 00:10:31,559 --> 00:10:33,990 Sean Aylmer: Fantastic. Marcus, thank you for talking to Fear and Greed. 214 00:10:34,350 --> 00:10:35,100 Marcus Marchant: Thanks for having me. 215 00:10:35,520 --> 00:10:39,389 Sean Aylmer: That was Marcus Marchant, Chief Executive Officer of VistaPrint, Australia, 216 00:10:39,450 --> 00:10:42,059 Sean Aylmer: New Zealand. This is the Fear and Greed Daily interview. 217 00:10:42,059 --> 00:10:44,250 Sean Aylmer: Join us every morning for the full episode of Fear 218 00:10:44,250 --> 00:10:47,790 Sean Aylmer: and Greed, Australia's most popular business podcast. I'm Sean Aylmer. 219 00:10:47,969 --> 00:10:48,720 Sean Aylmer: Enjoy your day.