Hi everyone. Alright. So, well, first of all, warm welcome. To all who took the time to join us today to hear from Coveo Salesforce and Fleet Pride. On what it takes to lead in b to b commerce today. The session will be recorded. So you'll be able to refer to it later on or, or share it with with people who who would be interested. And while I introduce the webinar and our speakers, we will release some polls that you'll be encouraged to just answer a few questions ahead of time, and then we'll, we'll get the, the responses back and tell you that the the outcome just before the the webinar starts. So, so this session is designed to leave you with actionable takeaways to optimize your b to b commerce for both your business ROI and your customer satisfaction. So you'll hear from Fleet Pride, a leading North American automotive spirit's parts distributor on the journey to b to b commerce digital transformation as well as from technology experts from Salesforce and Coveo on the trends and tools that you can leverage to turn your search and personalization into powerful cross selling and off selling engines. So your speakers for today include, matthias Sharp, a senior b to b commerce account executive from Salesforce, ten Hello? At VP at digital at free private dot com and Sammy helen Global accounts director at Coveo. So without further ado, I'll pass it on to my TMS and we'll come back to the polls at the end. Yes. Okay. I think the polls should be answered now in the meantime. Yes. And in in also regarding the questions, we warmly encourage, just any questions, comments, anything You can put it in the Q and A box. It's all things that we're gonna go back to towards the end. And then if there's anything that we don't have time to get to, Don't worry. We'll try we'll do our best to connect with you one on one, and we'll be super happy to to address them. So there we go. Okay. Thank you, Valerie. And I see, In my screen, the pulse are running at the moment and, like to ask you to answer the pulse, before I start. Because otherwise you are not focused enough on, flights. I will present you Okay. Question two. What is important for your B2B commerce strategy? Please answer that. You'll see this, post in your presentation and then the next call. Okay. Thank you very much. Yeah. Thank you, Valerie. There is there's one full left. Do you have separate solutions for search, recommendations, and personalization? Okay. There we go. We're waiting for everyone to answer. Yes. I think makes sense to have some polls, and, I'm very interested about the answers and see what is the result of our attendees here in our call. Okay. So fifteen seconds left to answer the poll. Five seconds. There we go. Okay. Great. So, for the first question, which was do you want to optimize your b to b commerce solution? So fifty five percent said yes. And thirty six percent said no b to b commerce channel is actually in place, which is really interesting. So and then for the second poll, which is what is your most important for your b to b commerce strategy? The leading answer was a tie between improve online sales revenue and efficiency to sell. And at second place, also a tie with adoption of the b to b commerce shop and personalization of the UX. And finally, the third poll, do you have separate solutions for search recommendations and personalization. Thirty forty percent said yes and sixty percent no. So we'll share the results with you later on. So, Matias, I think you're ready. Yes. I'm ready. And very much, Valerie, for the interesting calls. And, thank you, for joining the falls, and thank you for the results. And, I think this is a very broad, spectrum we have here in the audience. And, I hope we can deliver a time value with our presentation. Yeah. Let's start with best practices in b to b commerce. And before that, a good afternoon, and good morning to all, in this call. The entire customer relationship is moving online driving business to reman to remanage how the they build trust relationships and loyalty with customers old and new through one to one and one to many interactions across all digital channels. Despite lockdown across the globe, consumer and business buying hasn't stopped. In fact, even you by us are looking for you in places they haven't before. With the expectation to replace and personal experience with online ones. Digital is one of the most flexible and effective channels to engage with your customers and personalized experience at the scale to meet the demands. Supply chains are getting interrupted like never before. From the production line to order fulfillment no more than ever is still clear. No Sorry. No more than ever is the time to clear communication and transparency to keep customers informed. This full transparent and visibility into order status, fulfillment, and delivery. In our sales force state of commerce report from January this year, seventy nine percent of the b to b leaders reported that buyers prefer to make repeat purchases online. And we see the trend to tailor experience for the business by us personalize it and make it more relevant. Using the data to improve the shopping experience and improve shop sale and start selling online quickly with add on services, like subscriptions, services. On that journey, we see best practices in b to b commerce to be a world class competitor or champion in your business. Move from a product and process centric business model to a customer centric approach. That you are able to have all data and transactions around the customer journey from the acquisition of the lead, the selling, and service. Selling digital and selling with sales reps is a hybrid sales model. It is necessary to integrate multi source data across business lines to improve customer and channel visibility and to deliver a consistent communication It is relevant to have one team which is aligned around this customer channels. I see in my customer base To manage to manage digital channels is a huge challenge in the manufacturing industry. Often, there are small teams and less resources in place to sense and respond with partners with regions and customers. Only the customers who invest in e in ecommerce and marketing resource runs a successful B2B commerce shop. And the lienest possible technologies pack capture the digital exchange of knowledge and attract new talents for your organizations and improve agility and that is relevant more than ever. How you can drive value and future proof your business. Put your customer in the middle and organize the customer journey around your customer. Understand your customer base. Use AI guided sales service and marketing to address the next best of them. Data driven customer offers, you can support your customer acquire new customers with personalized camera journeys and deliver tailored content. Sell through different channels, engage your dealer and distributor network support your self team with combined digital commerce. And service your customer through different channels with proactive maintenance and This capabilities are supported by one extensible platform. When I hear what our sales force have to do with b to b commerce, this is the best way of looking at it. Salesforce customers to sixty is the engagement layer. Our Charter is to sit on the top of your ERP logistics, MIP, or quality systems that you have put a ton of investments into. When you need to innovate this traditional back office systems, this is this is very clunky to make just and certainly not mobile frankly. This is really the idea of doing all your innovations and to leverage the data from those systems by taking advantage of the tools, technology, and solutions around this circle, and merging it all together in one form. And the two b commerce is fully integrated in the Salesforce Cloud two sixty platform. No interfaces. The sales rep and service agents has a complete customer to sixty view on all digital interactions. Digital orders, cards, and can easily support and selling and service with this platform. If we look at the Next slide and see that Forest Tom asked five customers from Salesforce. Using our Salesforce Customer three sixty platform with B2B commerce and summarize these benefits for us over a period for three years, we saw increase operating profit in average for three point six million dollars because of thirty three percent, realized more revenue Coveo triers because of better, buyers complete orders in less time, and they improved customer experience. They reported the sales reps and service agent productivity lived in one point five million dollars and an average saving of eight k about simplifying in technology stack because of less products, less interfaces, less TCO. If you are interested to follow to this full report, you'll find this report in our on our website or you'll use the link below. I hope I have been able to clarify a little bit what the drivers are to achieve such results. No. Let's step in a little bit deeper to understand how you can improve with guided selling, intelligent search, cross selling, and upselling with Coveo. I hand over to Sandy. Great, Matias. Thank you very much for your insights. That's a really compelling story, and, it it does make sense when you look at things really from the user perspective, from the b to b buyer perspective, then then, you know, you can you can design much better better business, for them and for your business. So, yeah, I'll deal delve into what are the key capabilities that are really necessary for driving fantastic digital journeys are relevant for b to b buyers, and the Coveo capabilities that we have really found, unnecessary, really search recommendations and personalization. I'll I'll delve into this, during the next few slides. So first is is worth recognizing what's happening in the world. Of course, All your b to b buyers are consumers when they go home. And again, the pandemic has had a massive impact on people's digital behaviors, you know, all of a sudden, there's been dramatically increased adoption of abusing IT, and that, of course, applies to your you'll be to be buyers. You know, there's been number of surveys done, that didn't show that the, expectations are higher than ever. And and the expectations have been set by the leaders like Amazon or, Netflix or Uber what is a great personalized experience that's designed for you as an individual or to your buyer as an individual rather than groups or segments. And and my favorite quote here is this somebody said that digital patience is an oxymoron. And the thing is your competition is just one browser window away. So you better provide a great relevant, online experience for your b to b buyers, otherwise, you know, you you're gonna be falling behind. Somebody said about happiness. It's happiness is the difference between expectations and reality, and expectations have been set by the digital leaders. So you really have to to, focus on ensuring that you provide experience at matching those digital leaders experience. Let's look at further what does this mean for b to b, buyers? Again, on the left, you can see number of surveys where BP buyers say that they actually prefer to do research online before they, talk to sales reps or actually you know, two core two thirds of, of them in another forest, survey said that they actually their brother get on with their job as quickly as they can and not talk to sales people. So, again, this is extremely important point, that really highlights importance of great consumer great experience on a B2B commerce site, which historically have not been, you know, quick to, to evolve us, consumer IT. And lastly, search is often a a problem because, again, the bigger the company, the more systems, they are. And again, if you take thousand visitors to your b to b commerce portal, there's gonna be hundreds of different journeys, that are that are involved there. So again, personalized experience leveraging all information is is not easy to provide. So based on Coveo experience of of being in enterprise search, to section five and being a lead in AI and and machine learning. And we we we are really distilled into kind of three core capabilities are important for pri driving relevant experiences online that will drive, revenue, increased conversion rates, average order value growth. So number one is enterprise search, which means that, it's important that you're able to index all of the content across all of your systems. So this is not only your e commerce system, but also maybe your support system maybe your your you have, for the management system, l, elsewhere. You have tests. You have blogs. You maybe have promotional videos or troubleshooting videos. In in YouTube, the user does not care if you have different systems for these things. It's important that you you can get everything indexed, build a single index, which will then enable single search across all of that content. And that's of course what what we can provide. Secondly, recommendations are important. But again, most people can relate to Amazon shopping experience. If you go look at a product very quickly. The site will recommend, and that, hey, if you look in this product, you might wanna look at these products and people like you also on these other things, very, very useful as an interesting. So again, it's all driven by machine learning models. Again, it's important to have multiple models that you can switch on without massive IT projects, but that are part of the the platform because that really drives, drives a business in a big way. Interestingly, thirty eight percent of Amazon's revenue worldwide comes from recommended products. IE products that users were not planning to buy when they went to to, to Amazon. So again, massively important, points from a commercial perspective. And personalization is, again, very important. So it's not good enough to provide kinda one size fits all. The the experience has to be personalized, which means that your platform has to be able to track every individual, is are they the the first time or the tenth time or the hundredth time? What have they bought in the past? What did they search in the past? But most importantly, what they are searching right now, what products are they viewing, what filters are they clicking, So you need to pull a number of things together to really provide personalized experience. So enterprise search is is really me means that you have to enable a search because all of your content all your key systems machine and can drive, huge, business impact. And and then AI, is very important because let's say if a user, you know, searches for a and b and then finds, you know, c successful information for them, Next time, similar user with similar behavior comes along and searches for a. You know, predictive AI can push for active, then see to them. And, again, shorten the journey and make it more relevant, to for for the user to to find information that will resolve them in in buying, you know, finding the the answer to that question. Again, we will drive satisfaction margin, revenue, all the good stuff for your business as well. Of course, every business has different priorities at different times so it's important that you also have the editorial control. So for example, lots of Coveo customers put in rules into COVID that that, drive the promotion and boosting the visibility of high margin products with high stock level. So this can be all automated equally they will then put another rule that says demote or or vary, products with low margin and, low stock level and never show product where where we're out of stock. So, again, that can really drive your your business priorities in a in a very sensible way that's good for your top line and bottom line. So relevance is is kind of a concept and it's difficult to describe this. It can be different things for different people. Which is why we have developed a formula that is then highly automated, and can serve over the thousands of of, b to b, virus, at the same time. So the first step to get right is really get a hold of all of your content, and that means instruction data, but also unstructured data. We talked about, support data, product data, obviously pricing orders, troubleshooting data, surveys, blogs, industry information, etcetera. Whatever is relevant for for that user. Secondly, the context, what is the role of user, you know, what have they done before, and and then, what they are, what is their role or time to do right now? An integration to to the different systems is important. So it's a it's a unified experience for for, the user. And and lastly, intent. So what is the real time activity? What are they trying to achieve? And again, machine learning and AI control parallels even for users that haven't, been using your platform very often, machine learning can, can look at, hey, what was relevant for this type of a user with this type of behavior and and kind of leverage the wisdom of the crowds to provide again relevant information. And then all of these things need to be put together in an instant to provide, then dynamic changes to the online experience, what your site is gonna show the user next So, again, this is is kind of the relevance formula that we figured out drives really, e commerce business and revenue and and margin successful. So to to summarize at a high level, there's three things to to consider in our experience. Number one, really have a three sixty degree e experience of all of the information, all the content you have across systems. And, of of the user, of their past, and present, and what what they might need, going forward. So that's where the AI personalization comes along. And the ability to track track is is very important. And lastly, when you automate the basic tasks, then the merchandisers will have more time and bandwidth to analyze the data. As again, Coveo has analytics built into the platform with, out of the box dashboard so you can really see what people are searching and very importantly what searches return your results where you may have content gaps and then the the merchandisers can put in appropriate rules to drive different categories or products you know, according to the different, business priorities. And again, the Coveo backhand has been designed for business users. You don't need an IT project to to add a promotional or or boost information or or or very information, etcetera. So I hope that gives you ideas what we have learned, throughout years, what drives b to b, intelligence, search, upselling and cross selling in a very smart way, respecting your business priorities. But in a way that's very automated as well. And provide personalized experiences. So I'm going to to hand Coveo, to Ken, from fleet price to to move forward with the with his, real experience. Thank you, Sammy. And, that was fantastic. And, now, you know, I'll talk about how we've used kind of the the framework that that Amy laid out to to really help to drive our transformation and and our business. So talking about fleet pride, We are, the leading independent aftermarket supplier of heavy duty parts and service in North America. So two hundred and eighty branches across the US, fifty two service centers, five DC's distribution centers serving a very diverse customer base. So lots of parts diverse product types we serve, all different types of trucks, all different types of trailers. And so really some very unique, parts challenges that I'll get into, from a digital standpoint, as well as a, a physical standpoint of of moving parts, around the country. So our target customers, we serve, customers across multiple industries. So including transportation, agriculture, government municipalities, oil, gas, logging, You name it, we serve it. If they're driving medium and heavy duty trucks, we serve that industry. And we serve fleets, of all sizes, from small owner operators, to the country's largest fleets. Thousands of of vehicles, as well as independent repair facilities, and distributors, and resellers. And again, We are independent. We we don't we're not, associated with any, OE flag. We are the largest independent, aftermarket, distributor, in the US. So the the big question for us and this started at the beginning of twenty twenty, and and, obviously, was accelerated by the pandemic. Was really why do we reinvent? And, obviously, COVID accelerated this, but we were looking internally as our customers were asking us to interact with us digitally, why do we reinvent? So I put this screenshot up to remind us of sort of where did we start Our market in general in the heavy duty space was laggard in adopting digital solutions. This is where we were from a digital standpoint. This was our digital interface, and and I assume a lot of, companies on the call can relate This was how our customers, integrated with us digitally. It was, a very basic system that we launched back in two thousand and eight, I believe. Very basic. You could find the part number. You could build a list, customers essentially reordered on this. Once it launched, it really, you know, it grew to a a plateau and it never really got beyond that. There was no upselling. There was no suggested selling. There was definitely no AI It was very, very basic. This was really just an extension of a a green screen ERP. And as a leader in the space, we knew that we wanted to be a leader in digital as well. And so we started on this journey two years ago to become the leader in this space, and to launch a digital transformation. And so, that's what we decided to do, and we launched into a vision of becoming the first click in heavy duty. And so we built that vision, with a customer experience that started with a fast and reliable, search engine for our customers. Right? So the the biggest thing as as Sandy mentioned, is, you know, customers have options out there. And whether we like it or not, you know, Amazon is creeping into the space. Customers start their searches on Google. And so if we can't provide them with a fast reliable frictionless search, they're going to go elsewhere. And so search was one of the biggest focuses for us. And as I'll talk about on our journey, kind of where we started, we actually started with Salesforce out of the box search in twenty eighteen with a very small division of our, business. And while it worked, It wasn't the, it didn't have all the features that we needed to get us to a a a b to c field in search, and which is why we really moved to Coveo. And I'll talk more about some of the reasons later on, but we really wanted that V2C feel, and we needed a search engine that was constantly improving. And I mentioned machine learning, users expect that hey, every time I come back to that search engine, it gets a little bit smarter. Right? If if it it should be learning every time I'm coming back. And if it's not, then I'm moving on to a different website or I'm going to Google or I'm going to Amazon, and that was very important for us. And so to become that first click in heavy duty, we had to create that experience and and we were able to to leverage Coveo to do that on on our on our digital transformation. So digital transformation gets thrown around a lot. It's a buzzword. You know, what does it mean? For us, it wasn't just standing up a website. It was truly weaving digital into the fabric of what we do as an organization. Right? It was about empowering our customers and empowering our Salesforce, with digital solutions. It was you know, one of the big things for us was this was not about replacing our salespeople. This is about giving our customers and our sales folks, another way to interact, and to make it easier to do business. It it definitely decreases the cost to serve, but it it increases the the satisfaction for our customers and and gives them twenty four seven access to our inventory and our information. And that was really, really important for us. This is not just a a cost savings. Like I said, it's not just at a website. We have lead this into, you know, how we merchandise. We've lead this into our supply We leave this into our marketing. We we leave this into everything around how we do business. And that's been really key into driving digital into our business, and and thinking about things in a digital first mindset, and helping us to drive that transformation across the business. And I would say that's been, key in the change management, of getting adoption from our customers as well as from our Salesforce. And that's one of the, I would say, keys to success that we've seen, as we've gone through this and having those b to c type experiences on the website helps with that adoption, right, from our internal Salesforce as well as from our, from our customers. So all of that being said, standing the website up and and the search engine was not without its challenges. Right? Well, it was it has been a very rewarding process. It it was not an easy one. As I mentioned, being in the aftermarket, and having, and serving such a large and diverse customer base, as well as, all makes trucks, we have a lot of challenges. Right? We don't have, in the US market, great data standards. So cataloging and bringing all of our data together, was a very challenging process. So at the beginning of this project, we spent a lot of time bringing a lot together a lot of different data sets. And finding out that we had a lot of data integrity issues. We still haven't solved them all. I'll tell you that right now. But we we didn't allow that to hold us back. Coveo helped us to kind of find ways to to to solve some of those and and get to market quickly with what we had and still provide value for our customers and then work on what we needed to. The the as I mentioned, sort of the out of the box search engine that we had to begin with, didn't provide us with any sort of, machine learning or automatic rules or or boosting rules. It was all manual. And we had to go to IT to sort of do a a release cycle every time we wanted to change anything, And so we now have the ability to have the business implement those rules. In fact, I can write them myself without any IT implementation. And so we were able to solve that. We have a large and complex catalog Coveo a million skews and and and over four thousand facets. That took some time to massage into Coveo, but Tavea was able to handle that with without missing a beat, which was great. Customer specific pricing, right, for those of you that know in b to b, the easiest way to break trust with your customer is have them log in to the website and show them the wrong price. That's the that's the end of the story. The the customer's done with the website. You show them the wrong price. That's done. And and so that was one of the the the early on, trust factors for us was getting that right, in search. And, that was something that that worked very well with the integration between Salesforce, and Coveo, that that we got right, and was a was a big, plus for us. The other one was transparency of local stock inventory and I'll talk about it in the project evolution in a minute. But we, spent a lot of time standing this up very early on in the in the project. And, excuse me, having two hundred and eighty local inventories to display, as well as five distribution centers is a lot of data across a million SKUs. And we didn't display all a million upfront, but that's a lot of unique records to show. And so that was a ton of data to handle and and to get that in almost real time. But it's incredibly valuable and incredibly important to our customers. Right? At the end of the day, when a truck is down, it costs them money. And so showing that as quickly as possible, even before the ability for them to transact, and so Coveo helping us to solve that and and get that up as quickly as possible was one of the things that, was really important for us in this project and and something they were able to help us solve, in in very short order. Personalization, So this was another thing, as a b to b buyer. One of the great things that we have over b to c is we know who we know who our buyers are. We know a lot about our buyers. And we love that, because there's a lot we can do to help inform decisions. Right? You know, we do a lot around, what customers have bought in the past. We know who those customers are. We know what trucks they own. We know what fits their trucks, and and we can show them, rec you know, recommended solutions and and personalized suggestions. And Coveo gives us even more power, in in in, in driving those suggestions, which is, which is very powerful. And so the last one I'll mention is is search analytics insight. We had none of that prior to, Coveo and the amount of search analytics insights we have now. We can't even consume all of it at this point, but, the out of the box is phenomenal and has helped us to to really drive, a lot of AB testing, which again is all done by the business. We don't go to IT for any of it, and we're able to really understand what's happening with search on the site. Where as prior, we were sort of guessing and and testing and going to release cycles, and it was taking us months upon months to really move the needle with search. Whereas now, we can show very significant impacts to, search metrics, you know, in a matter of days, if not weeks. And so It's well, it was challenging, and we had a lot of things to overcome. It's been, been a very rewarding process, and overcoming all of these challenges and and, putting, you know, Coveo in place, as our search and personalization engine. So let let's talk about the project evolution, sort of where we started and and the the approach that we took. So, we took a little bit of a different approach than than some, we took a very progressive approach, or an aggressive approach, if you will. As I mentioned, our b to b commerce was set up back in twenty eighteen for a very small division of our company. And running essentially out of the box capabilities, that was roughly maybe ten percent of our, of our company. And so the other ninety percent we we stood up in, April of of twenty twenty, and then moved very, very quickly to stand up, Kazeo. And then the obviously, those the bigger instance of b to b commerce, and moved very quickly to get that set up with inventory availability and Coveo search. In in what I would say was sort of record time, and then get that set up to be transactional. With VIN Search, mobile experience, and recommendations. And the reason we did that so quickly and and stood those things up in phases was we pushed out as soon as we had any value for our customers. Instead of waiting for completed, and perfect sort of, solutions. We wanted as soon as we had value for our customers, we put it out there. And the reality was although, again, you know, in the beginning, we just started with, hey, here here's our full catalog and basic search. Right? While it wasn't fantastic, our customers were already asking us for, hey, we just wanna see your catalog online. Okay. Great. Now we just wanna see, you know, your inventory availability and, hey, this is basic Coveo search. Great. And then, hey, here's VIN search. Okay. Great. Again, every time we're, you know, we're raising the bar a little bit and a little bit. Again, for our industry, we were very digitally immature. And so the bar was not very high to begin with. And and so we we had that luxury. As well as, like I said, every time we were adding a little bit of value for our customers. And so we wanted to take that iterative approach and continue to to do that. And and we continue to do it today. Granted, we have a fully functioning website today, and and what I would tell you is is one of the the best in the industry, we continue to improve upon it today. We want to get as much value to our as quickly as possible. And Kavea was able to help us with that by using as much out of the box functionality as they had, you know, and we set up the solution in in a matter of, you know, six months versus taking a year or or or however long. And we're able to run the Coveo solution with a relatively lean team, you know, frankly, on the business side, the the day to day is run by one FTE is it does not take much to run because they owe once it's up and running from a from a business standpoint. It's it's a fairly lean team. And so I would absolutely recommend this approach to get business results very quickly and deliver value, you know, to your customers, as as quickly as, as possible. So, now I'll kinda show you guys the the current experience. And talk about what we've got on on the website today. So And, Sam, I don't know if the animations will work. Give it one more click for me and see if the animation works. Nope. Go back. It's okay. No worries. Not a problem. So the we've implemented quite a few features out of the box, with with Coveo, that have really driven a a b to c field with our search. So we put in, AI powered query search suggests So the minute you start typing, and and everyone is more than welcome. Our site is open to anyone. It's not password protected. You can register for an account today. I I encourage you to do it. The minute you start typing in our search box, it'll start giving you suggestions of what you're looking for. It's immediately tuning the results on the back end. Right? So The machine learning is working every day all day trying to figure out, how to get you better results. That's happening, twenty four seven. We are constantly tuning the the partial part number of searches. There are millions upon millions, if not billions of cross is in the industry, and and we are we are constantly adding to that, and and Kavell is helping us to to to tune that. And then the other thing, that you'll see is is VIN number lookup. So, in our space, VIN is the driver. In automotive, it's it's your make model engine. So for us, it's then which then depodes to your make model engine. And Coveo has helped us to build a a a Vind decoder that then drives to a year make model engine that we've been able to build into, to the search engine, which has been, a really, a really interesting experience to and something unique. I don't think that Coveo had done before. So, it's been a really, really great, feature to build in. Coveo also built, if, if you go through our shop parts, Kaveo also built our category navigation. So, again, if if you're looking at that, they built our category navigation. As I mentioned before, they handle all of our pricing, customer specific pricing, real time stock availability, if you are logged in customer You can quickly see what you've bought in the past. So it's actually a filter. You just click buy it again, and it'll filter down to everything a customer has bought in the past. Which is a great feature. So if I'm searching for a break drum, I just click buy it again. It'll show me every break drum I bought in the past. And I just put it right back on my cart, and I check out very quick and easy for, customers who are buying the same parts time and time again. And then also for park cross references, if I search for a park, it will actually tag which parts in the search or are a cross reference to the part that I searched, which is a really neat feature, standing in some promotions. It'll also tag promotions in the search as well. Again, encourage you to to search on the website. You you will see it. Just some really cool things that, today was been able to, insert. And it looks, again, very much like a B2C search, something that you would see on Amazon, It it feels like a a b to c search experience, in the search. You would know that you're on a on a b to b site. Go to the next one. And then, again, really around personalization. So you are seeing localized content. So back to the boosting, and the bearing. So we boost based on the location that you're in. I mentioned two hundred and eighty locations. You're getting a boosted result based on the inventory that's in stock in the location that you are selected. So you can see on the screen here, the store is New Hyde Park, New York. News, those of you that aren't familiar with the United States that's on Long Island. You would get boosted results based on, that location, that you're in, and what's actually what's popular in that location. So certain break drums are popular in that location. That's what you're getting boosted on. So you're actually getting localized content for that. We get localized recommendations based on what you've bought before We also have similar to what Sammy mentioned. You know, other users also bought We also have features around, complete the job. So, as I mentioned, you know, customers will buy, for instance, a clutch. Well, you may need these other parts to complete the clutch job. So we suggest here the other parts to complete that job. And Kaveo helps us to power that. So other things that you would see in automotive or heavy duty. So Kaveo helps us to power those things. So other upsell opportunities, conveyor helps us to power. So a ton of personalization we've been able to put into the website all driven, through Coveo, which has really been fantastic, for us, driving those different upsell opportunities, which are, of course, a value add to us, but we actually get a lot of great feedback from our customers as well who say, hey, This is fantastic because I would have checked out and forgotten the grease or I would have forgotten that nut or I would have forgotten this. And it's really helpful that you guys reminded me that I also need that part. And so it's not just a a benefit to flee pride. It's also actually a benefit to our customers. So what have we seen and and and what are we going to do next because the journey is is never over. So, the benefits that we've seen obviously, product discoverability. And the the one are, you know, obviously, our supply chain guys love it. Of of opening up search and and and e commerce in general is, you know, we're we're selling items online that we thought we would never sell. Right? We we have product and distribution centers and branches that have been there forever that we we open up online and all of a sudden we're able to sell them now, which is fantastic. But also we're able to boost things that are for customers, that are personalized, that the are happy and and and we're happy. And and that's a fantastic match that you're never able to do when you're relying on a salesman who only has so much space in his head. And and that's that's not on the salesman. That's on us. Right? And and using digital, you're able to have so much more control over it. And, you know, digital is sort of like having this super salesman, where you can do all of these personalization, drivers that you can't do with having relying on just hey salesman, and and and that product discoverability has been this just incredible, high opening experience for us. And and and then an incredible journey. The business control of search, I think, has been the biggest eye opener for us. I don't think we realized how little control search we had before this, project. We thought we had control of search. We really had no control of search. Everything was an IT project. We had to go to IT on everything we wanna do in search. Now we can boost search, we can, you know, we can put in the source rules. We can do AV testing. We can do essentially anything we wanna do with search It's all in the hands of the business. And like I said, it's run by one person. And and it can be run by half a person to be honest with you depending on how much time you wanna spend on it. And that's been, that's been a huge advantage for us. And as I mentioned, better field engagement, the the visibility and the analytics is fantastic. And the personalization, is incredible as well. Just overall, been been been very pleased with with the results. As I mentioned, the increased adoption from external and internal. We we just continue to see the search metrics grow, month over month week over week. That's been fantastic. The the machine learning continue to improve in the background whether we are doing anything or not, it is always fantastic. You know, we continue to, obviously, to tweak in the background, but having that machine learning watching it grow week over week is great. Watching, you know, being able to tweak the the facets and and having the VIN case ability is is is also great. Now I will tell you, you know, you have to continue to, to learn and to optimize, you know, you're gonna wanna get involved in search. And because they'll give you those tools to do that. I mean, that that's what I that's what I love about the analytics and the reporting is you can really dive in and and understand what's going on with your search engine. And, and drive the results that you wanna drive. So what's next for us? We have a, actually, a a big project going on right now. We're we're driving, personalization between Coveo and Salesforce Marketing Cloud. So we're actually using the personalization recommendations from Kaveo to drive, recommendations in Salesforce Marketing Cloud. So driving that integration even further with Salesforce, Amazingly enough. We just turned on shipping, on our website. All of our, e commerce up until this point was all will call on local delivery. We turned on shipping about four weeks ago, and it's gone phenomenally well. But most of our, honestly, most of our businesses, will call in local delivery. We're continuing to enhance our analytics capabilities. And then as I mentioned, you know, we continually tune the the search experience. It's it's it's an ongoing you know, it's just an ongoing project for us. We could leave it. It's fantastic as is. But we know we can continue to make it better. Right? I mean, Amazon and Google set the the bar so high. You know, we hope to to to get there one day. We wanna see a click rank of of sub three. We will get there. But, you know, in the meantime, we know it's It's an ongoing project. But we've been very pleased with the with the progress that we've made that we've made so far. So And I say, you know, the the lessons learned for us is, it start quickly and expand. It's it's really deliver value to your customers as as quickly, as you can. And it's really about an incremental approach and continuous improvement versus a big bang. And that's hard to do for a lot of organizations. And a lot of IT organizations. They're very used to, a waterfall approach, Big Bang, and it's much easier to launch, test, let the data tell you what you need to change, and what you need to adjust. It's much harder to let go and and and, let the customers give you the feedback and then adjust because the problem is if you wait too long, the technology changes and your customers needs change, the the the the the environment that we're in today, the technology and everything that's going on is moving too fast. And if you wait any longer, you're gonna miss the boat. And that's what we realized is if we waited two years to get all of our data right to to, you know, to to tune everything just perfectly, we were gonna miss the boat, and our customers' needs were gonna change, and we were gonna be behind. And so for us, it was about moving fast. Let our customers give us the feedback and just, you know, keep changing. We were gonna be in a much better spot, and that's what I would tell you. And then the other piece of it is digital transformation and cultural transformation is you you have to drive it from the inside out And if your organization is not on board, your customers are going to struggle too because your internal your internal Chase agents will fight it. And that will be a challenge. If your Salesforce fights it, it will be very hard to get your customers on board because, your salespeople will will fight it every step of the way. And so, luckily, we've had, really good change agents in internally, and that's been, a big success for us. So with that, I'll I'll turn it back over to, Tammy for some from Q and A. Thank you. Thank you very much, Ken. That was great. Yeah. Valerie Coveo to you. Do we have any questions? Yes. Yes. So thank you, Ken Matias, and Sammy. So we have the first question goes to Ken and or Sammy. And so I think directly to Ken, you mentioned that you have challenges to gather data. I assume that you you also have cross references for lots of products. How did you end up dealing with that? Yeah. So that's a really good question. So so a couple of things. One was we realized that, we needed a industrial product information system. So for us, we upgraded our product information system as part of the the long term IT road map, to give us more scalability in the long run. So that's happening in parallel to to this, program. But one of the things that we did is as part of this program, was just to expose all of our data sources, and start standardized using, all of the data that we had, and just start cleaning it up in increments to, to be honest with you, and just take on what we could. And so as we cleaned it up, we exposed it to our customers. So we would take on what we could, and as we cleaned it up, we would expose it to Coveo, which would then expose it to our customers. And so was it perfect. No. But we took on what we could and and and then exposed it, and then moved on and and and, and then we'll move on to the next one and and so on and so forth. But, again, it was about getting as much as we could out there and then moving on to the next thing and not waiting till everything was perfect. And and with cross references, again, most of our customers just wanted to see, all of it. And in fact, I mean, if you go on our website, you'll see we we we expose our cross references on the website. On our product display pages. For our customers to check against our cross references, they're also behind the scenes in in Coveo. Kaveo handle the cross references just fine. Coveo also, breaks the cross in the partial cross references so that it can handle partial part numbers as well. So Coveo also helps with the cross references with prefix prefixes and suffixes. So Coveo also helps with some of that in their data ingestion processes as well. So some of it is a conversation with Kavell, and they can help with some of the clean up, with some of the tools that they have as well, I would say. Yeah. Thank you, Ken. Just to build on that. So, yeah, again, machine learning really learns what what items go together, what are searched together, what are viewed together, what are purchased together, And and that's one of the great things about machine learning. It will drive that, you know, smart recommendations based on hard facts and real data based on real behavior. And and again, it does it automatically. So that's one one capability that's very important and very helpful in in this this area. I'm just conscious of the time, so we're just, just kind of, use the time we have. I would want to to thank everyone, for the audience for joining. Hope you find it interesting and useful. We don't have more time for questions. So we will, follow-up individually with all of you. Make sure your, answers that your questions get answered. And and we can provide the slides as well as a as a follow-up. And as I said in the beginning, we have recorded this session. If you want to share with your colleagues, will enable that as well. So thank you very much, and have a fantastic day. And, yeah, hopefully we'll we'll carry on the dialogue, with Salesforce and yourselves in the future. Thanks again. Bye bye.