Hanging out with MealPal's Paul Clifford
Gen caught up with Paul Clifford, Country Manager of MealPal.
MealPal is changing the way lunch works. Consumers get lunch from some of the best restaurants in their city. With over 1000 restaurants to choose from, getting a delicious and affordable lunch has never been easier! Restaurants in the MealPal network reach new customers while increasing revenue during peak lunch hours. Each restaurant in the MealPal network offers one lunch option per day, enabling them to efficiently grow their lunch time operations.
Watch the video here or look below to read the transcript:
G: My name is Gen George from Tamme, and today I’m here with the birthday boy/country manager of MealPal. I’ve got Paul here. Happy birthday.
P: Thanks very much Gen and thanks very much for a beautiful birthday cake that I’ve got.
G: Food bribes.
P: …can’t light the candle, we might set the fire alarms off. But yeah, thanks very much.
G: So, who are you and what’s your startup journey?
P: Cool so I’m Paul and I’m the general manager, country manager of MealPal Australia and have been since May this year. And when we launched in Australia in Sydney and great six months, already launching a brand-new product, brand new concept, have you caught any of it?
G: Yeah, this really is a [strange] market in Australia.
P: …genuinely isn’t. So that’s been exciting for the last six months, building out the two sides of our marketplace here. Prior to that, I was at couple of other marketplace businesses. One still in hospitality industry, connected with customers which … you and prior to that four years with a business called [Groupon] which again is a marketplace connecting customers…I just have those experience…. last six or seven years.
G: That’s awesome and so I guess when you got into startups, did it feel like you’re getting into this big tech bubble like there is kind of is that junk people have to make now or do you think it just kind of felt naturally into it?
P: Yeah it was a big jump, back home you can probably tell if it’s accidentally or not.
G: We don’t hold it against you.
P: So back in London, I spent four/five, well I think about six years in FMCG sales, big brand selling into supermarkets over there, Tesco…Morrison’s, for the Brits out there will know those names. That was very much a traditional, old-fashioned way of doing things. So, coming into Australia, just completely accidental by the way… halfway around the world and seven years later I'm still here!
G: Seems to happen a lot, is it like a thing with people that they head over to Australia to check it out and end up staying or…
P: I think so yeah, so much better than it is in London. Probably today it’s pouring down with rain but yeah coming into Australia and coming into Sydney in particular, [I was] blown away by just how advanced the tech scene here was, yeah London has got a great tech scene as well but being able to jump into that with Groupon was a fascinating experience at that time, it was really early stage for us, this was back in 2011. So, you know we were at the forefront there of creating something that would come really really big. And in the future, we learned a lot about the right ways to do that which I’ve taken on into the next few roles but yeah, to answer your question it was a big change coming to that. Thankfully the global scalability of Groupon meant learning quickly.
P: And my next role after that at Hey You which is more of a national brand…take a lot of what was learned there at Hey You and …. MealPal.
G: …into a global business.
P: …Global business and very much building out on a [hyper] local level.
P: Which we’ve done since launch and we’ve launched in Sydney, so this is for anyone who is looking at startup and scalability in a short period of time. And when we’re all sitting here, we had a five, fine and a half week period to...
P: … start talking to hundreds and hundreds of restaurants, lucky that two great people came over from the US to help us and we recruited a great guy Tim to lead up our partnership teams here. So, four of us were just on the streets just talking to every restaurant in Sydney CBD… very, very quickly and yeah really building out at scale and pace that attractive part [of] the marketplace.
P: So Gen I know you’re into um how to marketing two-sided marketplaces. I’m really, really a big advocate of saying if you have one half of that marketplace that is very, very strong that attracts the other side for us, which restaurants or customers.
P: It's really all about saying how awesome is that product.
P: So, for us that's how great are those restaurants, how great are the meals at the restaurants are serving.
P: That makes it so much easier to attract the customer, the consumer side.
G: Yeah, the content … the food, the ease, the convenience means it's an easy sell shortly.
P: Yeah, it's an easy sell to restaurants.
P: Yeah, I mean it's interesting because MealPal works so well for…
G: [sorry] for people who don't know…
P: What MealPal does is we help the customer side of our network…
P: I guess budget, their monthly lunch spending so they can buy a monthly plan … 20 or 12 for that and use that for the most to buy the lunch so to put it into context when I was working in Surry Hills and simply before that thinking about what I spent on lunch you know I'd spend easily simply just $12 just for a sandwich or $15 if you want burger…
G: … and a pie.
P: You’re spending crazy, about 70 bucks for lunch a week which is round about $250 a month.
P: So MealPal, we just help people, ok well you know I can buy a plan and $550 dollars or $100 a month.
G: You can cap it.
P: Really easy to budget. The other side of the network then which is our restaurant side we help them by saying how can we make this more efficient for you, how can we get these orders in a way that doesn't interrupt the business that you're already doing. It’s a really busy restaurant but you still want more do you want more new customers coming in your door, you want ….
P: We just let them offer one meal per day.
P: ...like a daily special and we order that basically in bulk from them, several hours in advance of the peak launch period …
P: …so they can do all the early prep before when they've got that downtime, have things ready together so that when the customers come in it's so easy they just breeze in, say hey I'm Joan…
P: …from MealPal here to pick up my, what's the …
G: Lamb couscous salad.
P: Yeah the Lamb couscous salad, most of it was prepped before so it's great for restaurants, I know you're very well-connected in the restaurant scene, so any restaurants which you’ve worked with before you want to check out with MealPal or just it's like any catering order right one laughs get in the … again … restaurant oh and in balance in bulk bring down your labor cost per item and work really efficiently, that's just what we're doing right? We're just trying to make both sides of our network incredibly happy.
G: Sounds like a great cause.
So, with this big vision.
G: What's your team culture like because of a CEO at day one or sort of you know a couple of months into the company to try and get this app out into the country?
G: What's the culture like to make sure that you can kind of hit the ground running within your team?
P: Oh, so culture, culture builds itself. I don't think you have a force culture…
G: Yep, you will love this!
P: …you can’t write down … we are going to do this at this time of this day of the week…
P: …that just doesn't work. You start out by recruiting the right people even, I know it's very cliché, but you recruit for attitude and train for attitude, right?
P: So, so, you know people that have got that willingness to work hard, the smile…
G: similar values.
P: Exactly. Identify that in the recruitment process, rather than “how many years have you been selling to restaurants” or “how much digital marketing experience do you have” right?
G: … restaurants for like the last 20 years.
P: …those are questions you have so…
P: …something wrong if you can find someone with the right attitude and they've got hospitality experience …
P: …perfect okay? But it's more important to people that you bring into your team, that we've got that right attitude and work ethic, culture will then form around that. How great people that are around you, that are smart, work hard you'll fall in the culture yourself and that's what we're doing here and we're lucky to have Tim and … working with me who are both super smart people…
P: …incredibly hard working both of them. I put 7 o'clock this morning out there all of us, flyers, handing out flyers in the rain, that's on top of Tim going to sell to restaurants later on and you know coming in and answer the customer queries and things like that. So yeah finding that real attitude…
P: ...is so important to them, cultural develops around that.
G: Yeah. And especially when there is such highs and such lows in startups, you know having that kind of cool team that can band together and kind of rough through it is probably a lot more important than having the right skill sets around the table.
P: Yeah, definitely! And look in the world global business right so we've got teams in…
G: Yeah. Is it different cultures in every city or …?
P: Well there's definitely a theme of that, surround yourself with smart people … from … people who just blown away by the different time zones and I can get in touch with people in New York crazy hours for them but they're still there on call for me which is great.
P: So that's definitely a theme of … right the way throughout. Also, we just launched in Paris.
G: Yes, very exciting.
P: …being over there and knows his ….
G: …have to go visit the Paris team.
P: …definitely pitching for that…
P: You know.
G: Seems mission-critical [Laughter]. So where is MealPal are heading, you know what's the next couple of years look like as a global business?
P: So we're going to go into more countries for sure so there's definitely a roadmap for that. Paris is the first of many more that will come and also grow out the territories where we are so for us here in Australia we're in Sydney CBD and Surry Hills, so we have brought in Surry Hills maybe two months ago and then just launched into Melbourne CBD just about six weeks ago.
P: You know we're still very small footprint here in Australia so the growth for us will be to continue to grow outside of that …
P: …into other great areas like North Sydney here and Chatsworth … matter where we know people are working every day and want great lunches yeah, so…
G: That's exciting. So how many more city or how many cities globally are you in yet?
P: Oh, good question.
G: More than three.
P: I think it’s 12 now…
G: Yeah, give or take and so what's new … in Sydney to make sure that you guys can keep up the same pace on our little island?
P: Well we’re definitely looking for more awesome partnerships with people.
P: So, people that will come in and help us bring on more incredibly great restaurants serving great meals for our customers because like I said I know that's what works for attracting the customer side. We're lucky to have great partners and by partners, I mean restaurants in both Sydney and Melbourne and yeah we just want to accelerate that with some … people so … you just you've got the right attitude, come in and you can work hard, work smart get on really well with the restaurant partners. If you've got a restaurant experience, that’s awesome…
P: …definitely want to talk to as many people that have restaurant experience.
G: They understand the pain.
G: What are the some of the lessons … worked in to be on the two side of the marketplace business models? What are the biggest challenges that you see you could …. Marketplace…
P: I think some of the challenges are … you’ve got to grow both sides quickly and when you're in your startup stage, where do you focus your attention on? And you get pulled from….
G: shiny like shiny like, right?
P: Exactly yeah and I think we’ve got to stay focused on the plans for both sides. Um one of the sites, you need to figure out which side it is, will attract the other side.
P: So, like I said for us it's pretty obvious, great restaurants giving great meals will attract the customers. There are lots of growth hacks that you can do to accelerate that customer…
G: Of course, like what?
P: Would you like to…
G: … playbook?
G: No, that shouldn't stop that yes, I think we're okay. Sorry wasn't.
G: What growth hacks have you used? I guess … you know that's sort of the big win all the quick I mean obviously it's relative you'll do it once you get 20% growth and you do it again and it won’t work so what are the sort of quick wins that early days startups could only keep doing or try to kind of get there?
P: Yeah well, I mean begins with that quality of Restaurant we've got for us and we know the power of referral…
P: …Getting people on board, your early adopters who love the product because of the great restaurants we've got [who got] great meals and giving them to refer their friends and the work colleagues it's so obvious right?
P: You go downstairs, we're in …. here there's ten or twelve restaurants that are on MealPal here down here, so you go downstairs we pick up our lunch from … masala, some chicken and Georgia boys, bring it back up case and …
G: How many times do you go to Belle’s Hot Chicken?
P: Oh, far too many times, wow that hot chicken is good!
G: You have no favorites though?
P: No, no. Definitely not.
G: Good answer.
P: …. Everyone is going to say “Oh where did you get that? How did you get that?” … So, if we can accelerate that process by encouraging people to get further friends and colleagues then that's … no-brainer.
P: So, we see great referral power…
P: …at MealPal. Getting on out there and talking to people as well, one of the things why I still love street flyering, apart from days when it’s raining, [Laughter] … normally you just get to talk with your customers and you do actually get an opportunity to engage with them, so many of them now in Sydney have joined MealPal, “oh I got it already, love it” you can stop and say no, where'd you get the lunch, and how’d you find the lunch there, is there any feedback? We do encourage feedback from our customers. We give that feedback to our restaurants and one of the great things that we've developed here at MealPal is the opportunity for customers to rate their meals…
P: …always and then we can give restaurants a feedback on that and they really appreciate that so, “oh you know it's really hard for me to get this and find out what ingredients working, what ingredients are not working, which of the meals I'm serving are more popular and what are people liking about it”. So yeah that's definitely good to keep that open…
P: …communication with customers and feed back to the restaurants as well.
G: Yeah, and is that your tactic to get your team out there as well I mean by the sounds of it through all your roles, you've always been in touch with the costumers …. stated yourself. How do you instill that same sort of mentality with your team to go out and literally talk to customers so they can find whether the loopholes are at the moment to get them … working.
P: We will do it right? Whether you're on the customer side of our business or the restaurant side of the business, you’ve got to get out there talking to customers. Even people who work on the customer side of our business they're talking to restaurants as well so person [who] manages our customer inbox well we don't hold it back from talking to the restaurants as well.
P: So, yeah, because it's a small team, it is easy to foster that sort of attitude of saying “everyone can do everything” and talk to you everyone. But it's important that we don't stop talking with both sides.
G: Definitely. Especially at this stage of the business when you after you know early days and you want to get up and running so quickly.
P: Yes, absolutely.
G: So what sort of tools do you use there I mean do you might not get as much control of being here in Sydney but are there things that they use for growth hacking like MailChimp or whatever is there certain things that you guys use?
P: Yeah we have MailChimp for mailouts definitely. Now we, we’re very active at talking to our customers again encouraging them in terms of other tools it's probably nothing that. We just believe in the power of our products from the supply side of our network and then doing what we can to accelerate that through lots of different ways and I guess one thing maybe that we can talk about and I'm open to anyone that's in this group that wants to talk more about it is we're happy to get to go into businesses so some of the big businesses here, big banks and firms that are around us here in … you know we'll go in and we'll bring us down and we'll supply at lunch to staff there and tell them how they can get that on MealPal. So, it's free lunch for everyone there.
G: Take note.
P: We get to talk directly to our customers that way, we brought some lunch and we can set that up pretty easily for anyone that's really interested. That's a great way to customers to understand a bit more about us and trust forms … about our customers directly right well, they're eating lunch!
G: Well surely that would work as well. I mean, anything from a corporate point of view, they save a lot of time on the staff kind of going out and getting food, you can kind of control that they're getting more healthier food options it's kind of a nice way to kind of give back to the, um, a nice value out to staff would that happen to have food delivered constantly.
P: Yeah, in actual fact, funny you say that, there's a couple of companies that have already started putting their whole staff on to MealPal so they'll pay the subscriptions for them so they can have that work perk and get them access to great healthy meals because we're very keen on making sure we've got a great range of everything that anyone wants from salads to chickens and burgers and are going to be a Friday treats maybe for some people…
P: Monday detox, juices and smoothies there as well.
P: Yeah so definitely a great way for businesses to encourage their staff…
P: …eat properly and….
G: Go for a walk and kind of go together as a team…
P: …do you know it’s a funny thing you say that because we do see that people from where they work to where they're picking up their lunches it's much further than I would have ever thought anyone would be walking for their lunch maybe it's because I don’t know, they can flick through and he's serving it's an offer and so there and it's ready and waiting for them when they pick up so 10 to 15 minute stroll is not such a big deal when weather's better than today.
G: Yes, we'll ignore that [Laughter] and so what are some of the successes and quirks you know the things that you've found that it works in all three businesses kind of as you come through in two-sided marketplaces? And not giving away secrets of course!
P: I really don't think there's any big secrets to give away. Yeah, so what's working…
G: Yeah, except coupon codes for free meals on MealPal!
P: You know I think… it's… I keep going back to it but it, it stems from the quality of the supply side. I don't want to sound like I’m repeating myself
G: Go ahead, stick… a message, right?
P: All three of the marketplaces [have been like that], we went out of our way at Groupon to make sure the, the deals we did were vetted to the highest quality and away from partners that [are] fit for us and we got feedback from customers and just make sure the quality of what we were doing and providing really good. At Hey You, you know we went out of a way to select the right cafes and then quick service restaurants that were in the right locations that people wanted to go to….
G: You’ve got to love the [apps]!
P: Oh, wow there’s actually a feedback on there, thanks for the birthday wishes. Yeah, just making sure that it was where people wanted to go to, we just accelerated that at MealPal by making sure it's where people want to go to and what they want to eat and doing it in a way that's super-efficient for the restaurants as well so yeah so….
G: And as leader how do you keep that I mean your compass so to speak heading the same direction you know making sure that you're not taking any quick wins so that you can you know stay on task?
P: It's tempting to take the quick win…
P: Sometimes you got to be tough and you got it so your partnerships with people that I think [the restaurants did it for] us. Which can be… it's not the right fit you’ve just got to learn very quickly and but that's important. It probably starts from making sure that people with right attitude are on board and then you won't actually have to tackle that, they're on the same page as you right? Then they are also out there talking to customers out there, talking to restaurants and they just get it.
G: They have their own guide and …. Much wrong then.
P: Exactly so we go back to selling …. the smart people with the right attitude and nine times out of ten I just don’t have to teach them much in correcting their compass….
G: I mean so as a leader then I mean you cross different time zones, global company, you’ve got managing … kind of grow, how do you you're so manage your own headspace?
G: Does anyone know this?
P: That’s a really good question because I was up until 1 o’clock in the morning last night working on the shared Google Doc [with] people in New York up at 6 o’clock this morning, we’re handing out flyers, my birthday!
G: Sugar to help please!
P: More sugar and carbs, that’s me! It helps. I think it’s Mental Health Day today as well…
P: …so it’s probably a good time to talk about that. Mental health is, it's incredibly important, I think things to make sure that you manage work place and you do need to find the time no matter how tempting it is so just keep working keep working got to find that time. I personally go out running, I put some music in and run around the parks and the streets of Sydney and across the bridge and into, into the CBD and around the garden. I actually find that’s a really good get away, you can see dolphins go in but it's also nice just to be out there and breathe the fresh air and things like that so that's what I do. I also try and learn a lot as well so, I probably shouldn’t say this but working in a tech company, there's a lot of room for me to increase my tech skills but it's something I enjoy, right!
P: So, I just enrolled along with one of my colleagues…
G: Oh great!
P: …in a [SQL] course …
G: Nice yeah, yep.
P: …learning some new skills there…
P: …and I do that for a couple of hours and that, although it's work-related, I just enjoyed so much there it helps me …. time with your family and partner is important so we try and get as much time on the weekends as possible go out and take a break … away then….
G: Walk away from the phone.
P: Yeah, you know it's incredible how much we are attached to this these days but if we can put that down and get away then it is going to be much better for us… more birthday wishes coming through! So good!
G: The entire startup community is going to know it's your birthday today!
P: Well you already gave it away to everyone in….
G: We’re subtle okay! [Laughter] And so is there other startups you kind of looked to for I guess that you admire the way that they're doing things might not necessarily …. be MealPal to … but yeah, that you kind of look for guidance?
P: I think the team here in Sydney and Melbourne I spent six weeks down at Melbourne launching the team … the startup scene is so it could it be you know tight-knit and compact even when I was down in Melbourne talking to a lot of co-working spaces and introducing MealPal to them, they were always like “come in here for a day for free, set up over there yeah and that was cool talking to some people there and there's definitely a lot of people in Melbourne, here in Sydney, you know my old colleagues … they're doing works with great entrepreneurs in the past. and shout out to Adam who is working maybe kind of …….you know I love what he's doing with…
G: A bit of bromance.
P: Yeah, a little bit. Don’t tell him that! [Laughter] He's built a great culture … a mentor which …I respect him like that. Becky who was the other co-founder, she’s going to one of her events this evening, so it’d be cool to see her new business and how she’s going to grow ….
P: …it's cool and then you know the other leaders that I've worked with in the past, Sean who was the CEO [at] Hey You, one of the smartest man I've ever worked with a lot of respect still for that guy and I've learnt a lot from him that I look up to, respect. And we’re going back to that time at Groupon, Alastair, another great leader that I've worked with there … He's over at Menulog now, such a good guy with people, I never met anyone that didn’t like him!
P: Yeah, I’m so jealous!
G: Anyone's out there, raise your hands!
P: But those people, I look up to and I respect them so much definitely. Even when at the time, back when I was in the UK, so working in a FMCG company, worked for a very strong, female leader, Lorna Davidson who actually done a lot in terms of strength of growing a business very quickly ... tactical solutions there… you know I still keep track on what they are up to.
P: Funny off its people that have influenced me in the past that I still look and see okay, what can I still learn from them.
G: That’s fantastic.
P: And of course, you Gen, you know. I remember you…
P: You probably don’t even remember when you came in to cold call…
G: Hey I remember that!
P: …pitching and I was like “whoa! Who’s this!”, “She’s working with the sales person.” “Oh, she’s actually found our offices!”
G: I could have pitched at everyone, right?
G: So, with I guess the startup community you saying that there is that maturity coming to the Sydney style community especially that global level because people are kind of moving on to their second and third and fourth sort of [distances], brag [that they’re never] one being the new kid on the block.
P: Everyone's definitely learning…
G: Yeah, the hard way! I will raise my hand on that one!
G: …cold calling everyone.
P: …definitely people are out there learning and moving on and developing … product. So yes, so where does Sydney and Melbourne sit right now? Definitely improving as some incredible VCs out there now, well taught in local Australian businesses and that helps a lot so more VCs for local businesses …. Is definitely going to help accelerate that. More and then we can start … businesses, start competing more [on the] global scale. Yeah so, I was talking to another ex-colleague of mine … across to … Australian … managed to get some funds and now they're launching in New York and London …
G: Oh wow!
P: ...so yeah anymore of that is good.
G: Oh yeah, massively. And what is there any up-and-coming startups or tech sort of companies globally that you're kind of watching at the moment?
P: Well yeah …
P: …but still with we're pretty unique in what we’re doing particularly here in Australia. Yeah there's some exciting stuff in the US that will come across to Australia. But to be honest, there's so much in Australia. I don't think we need to be too worried about a lack of talent.
G: Yeah, that's awesome and I asked everyone this actually should do this one first and podcast, books, is there anything that you listen to or watch at the moment to kind of get ideas or advice?
P: Yeah! Wow! [I] try and listen to as many podcasts as possible particularly when I’m going to go out running for sure… Book I'm reading at the moment is from … which I actually had on my bookshelf for far too long now without reading it. It was given to me by an ex-manager of mine.
G: Did you get fired because you didn’t read the book?
P: No, no it was just…moving on to bigger things here. It was a ….
G: We should find out his name and tag him!
P: Well yeah his name is Casper, he is now the global CRO of moved on to big things. Yeah, that’s what I’m currently reading at the moment, I've got around to that and there's some great lessons in there right yeah okay so we do things well which is great yeah how do you then scale that so it's not just about keeping small wins about saying okay we can keep what we've got that is good but make it across a whole bigger team which of course is a journey we're going to go on in MealPal here as we expand the Australian team from just sitting in … moving on to marketing and customer service by having, to make sure that all fits together without losing what's made us so strong to start with.
G: Yeah, that's fantastic and if you could have a superpower what would it be?
P: Wow! Okay… didn’t expect that one. Um ….
G: Got to put people on the spot for this otherwise they come up with weird in a pre-planned “I can subscribe to a thousand MealPal subscriptions!”
P: I’d love to read minds actually.
G: Oh really? Yeah.
P: Particularly because I guess I spend a lot of my time, as you have you know, talking to people across the table.
G: Yeah good try reading but the bottom line here…
P: Yeah you try to read that verbal or non-verbal … if you could actually you get in and wow …
G: Oh my god, a squirrel!
G: That's cool and I guess what's next for the rest of the year for MealPal, what are you guys trying to do?
P: So, here in Australia, we are looking to grow about more restaurants, more break meals in Sydney. So, we know we'll also be … June sixth was when we launched so…
G: Really, yeah.
P: Yeah, it’s scary how … yes, we're coming at in more restaurants and more meals, and we’re seeing new subscribers and more territories, we've just launched Melbourne a couple weeks ago so we're doing great things down there to introduce more and more customers to those fresh ones so it's coming on board so that's the focus for now and this year and hiring for more people to come onto the team so very much in hiring motive.
G: And so how can people support you? You know people who are watching what can they do? Besides signing up to MealPal.com.au!
P: Yeah, I mean you can and I’m happy to put together a link for a special offer for anyone who's watching this to get maybe some extra meal was added into MealPal account if they were to come onboard and try it out for sure and so we will do that and I’ll pass it out to you.
G: Yeah… whatever works and thank you.
P: Cool you can see comment there from Caroline saying, “Melbourne is in my heart” so, yeah, we'll definitely make sure that Melvin gets rocked in for Caroline and people down there.
G: Oh, do you consider MealPal the Uber of your industry?
P: Oh, okay. See the questions coming up there…
G: Sorry I missed that.
P: “Do you consider MealPal the Uber of your industry?” and well we don't have cars and drivers and it's easy to say yeah, we’re the Uber of this and we’re the Uber of that. You know Uber does their thing, we do our thing. Yeah, I think yeah okay it's a two-sided marketplace as well and we, I think we’re keen on delivering a product that traditionally you get the old-fashioned way which you'd go in and you'd order at the restaurant, you queue up, and you will you pay full price like that. I guess I’ve put on a dance around the question here I know but I've never thought of us as the Uber of our industry. Yes, okay you know we you want to connect people together but I don't know I think…
G: It's just more of a typical high political two-sided marketplace that just happens to be then dumped as at everything in that space is Uber for.
P: Yeah and you know we we're very much trying to build out a quality product for people to make their life easier and save some money at the same time, so I guess there are some parallels to Uber in that. So, no, to answer the question, I have never considered it.
G: Yep, ignoring the black background they're actually a really colorful brand. [Laughter]
P: Yeah, I’m sure …
G: Oh well thank you so much for your time, really appreciate it and guys we'll see you next time and I think the next one is with Harry from Airbnb here in Australia so enjoy your afternoons happy birthday.
P: Thanks very much and I shall take this there isn't a fire alarm!
G: Okay, thanks guys.