WEBVTT 00:00:00.000 --> 00:00:04.840 After two years with ANTEROS. 00:00:05.240 --> 00:00:08.480 And I wrote this down: Summary after two years of ANTEROS, 00:00:08.480 --> 00:00:10.360 I thought: "That was only two years?". 00:00:12.440 --> 00:00:15.280 I didn't think that because it was such an agonizing period 00:00:15.280 --> 00:00:18.280 that would have dragged on forever, but I really asked myself: 00:00:18.280 --> 00:00:20.480 it was only two years, because I thought, 00:00:20.480 --> 00:00:23.240 now look what we've already achieved in that time. 00:00:23.840 --> 00:00:28.680 We have now brought out price lists for Germany, Austria, 00:00:28.960 --> 00:00:32.000 for the English assortment list, for Spain. 00:00:32.200 --> 00:00:35.400 This year we're launching France, Italy and the Netherlands. 00:00:35.920 --> 00:00:39.640 We're putting out dealer price lists, making a new product price list. 00:00:39.640 --> 00:00:41.600 That's just the print part for now. 00:00:42.000 --> 00:00:48.400 We have integrated extra data extracts for the ARGE, but also for 00:00:48.400 --> 00:00:53.520 industry-specific formats such as DATANORM and GAP into ANTEROS. 00:00:54.760 --> 00:00:57.080 And we are about to release the web module. 00:00:57.240 --> 00:01:00.000 And all this in two years 00:01:00.000 --> 00:01:01.560 with our team of four people. 00:01:03.920 --> 00:01:06.440 I have to say: unbelievable. 00:01:06.440 --> 00:01:09.360 I wouldn't have thought it possible, but it's come true today 00:01:09.360 --> 00:01:14.120 and INCONY really didn't promise too much back then. 00:01:14.120 --> 00:01:14.800 Not at all. 00:01:14.800 --> 00:01:15.880 I really have to say that. 00:01:17.640 --> 00:01:20.920 It was also possible because I consider ANTEROS 00:01:21.960 --> 00:01:24.240 - and I don't want this to be taken the wrong way, 00:01:24.240 --> 00:01:30.800 to be a very good entry-level PIM this is really meant as a great advantage. 00:01:31.240 --> 00:01:36.960 It is very, very easy to use and can also be used by a company 00:01:37.480 --> 00:01:40.720 that has not yet had much experience with PIM. 00:01:41.040 --> 00:01:44.600 TECE didn't have a PIM before and we managed 00:01:44.600 --> 00:01:48.360 to get a price list out of the system straight away within three months. 00:01:48.680 --> 00:01:51.360 If you tell that to other companies 00:01:51.360 --> 00:01:55.360 that are using other PIM systems, they won't believe it at all. 00:01:55.520 --> 00:01:56.360 They want to see that. 00:01:56.480 --> 00:01:59.080 What has always convinced me 00:01:59.320 --> 00:02:00.800 in the two years: I have - 00:02:01.280 --> 00:02:06.120 At the beginning of the movie there was the quote "Service you can rely on". 00:02:06.680 --> 00:02:08.200 And I can only confirm that. 00:02:09.120 --> 00:02:13.280 Arrangements with INCONY just work 00:02:14.640 --> 00:02:16.840 and you don't have to put everything in writing. 00:02:16.840 --> 00:02:21.280 So in the whole two years, we've never had 00:02:21.920 --> 00:02:25.680 an argument about whether something was written on a piece of paper or not, 00:02:25.680 --> 00:02:27.240 but instead we discussed something, 00:02:28.040 --> 00:02:30.400 certainly formalized something in a contract 00:02:30.400 --> 00:02:32.600 and then it was worked through and then it was good. 00:02:33.960 --> 00:02:38.320 And this partnership-based approach and customer focus 00:02:38.320 --> 00:02:42.000 really impressed me at INCONY at all times. 00:02:42.280 --> 00:02:47.280 I can only praise that now as a final summary. 00:02:48.040 --> 00:02:50.680 Many thanks again to your side. 00:02:55.080 --> 00:02:56.840 My name is Holger Kleine-Tebbe. 00:02:56.840 --> 00:03:01.160 I am a product data manager at TECE GmbH in Emsdetten. 00:03:01.280 --> 00:03:05.160 As I have just said, we are an industrial manufacturer in HVAC sector, 00:03:05.160 --> 00:03:07.080 so sanitary, heating and air-conditioning. 00:03:07.440 --> 00:03:12.680 Our subsidiaries include a few production sites. 00:03:12.680 --> 00:03:14.040 I think we have five in total. 00:03:14.480 --> 00:03:16.840 There's one site in Emsdetten, one in Wuppertal 00:03:17.160 --> 00:03:19.800 and then we also have production sites in Poland and China. 00:03:20.920 --> 00:03:25.520 And the other subsidiaries are mainly 00:03:25.680 --> 00:03:27.880 sales companies in the individual countries, 00:03:28.000 --> 00:03:29.400 most of them in Europe. 00:03:29.480 --> 00:03:34.320 Our product portfolio: we have pipe systems, 00:03:34.560 --> 00:03:38.000 that's what TECE started with and what made it big. 00:03:38.000 --> 00:03:43.000 We have TECEflex, which is a sliding sleeve system. 00:03:43.000 --> 00:03:45.920 So you can see it here, the pipe comes to an end 00:03:45.920 --> 00:03:47.640 at some point and then a fitting is put on it, 00:03:47.640 --> 00:03:50.360 it is inserted and then pressed into a pressure sleeve. 00:03:50.360 --> 00:03:55.720 The second system is TECElogo, which is a plug-in connector system. 00:03:55.720 --> 00:03:56.960 It's really cleverly made. 00:03:57.440 --> 00:03:59.880 You no longer need to 00:03:59.880 --> 00:04:01.600 work with a pressing machine, 00:04:02.000 --> 00:04:04.880 but simply have a click system. 00:04:04.880 --> 00:04:06.080 It's almost like Lego. 00:04:06.840 --> 00:04:08.560 On one side you have a pipe, then you put the fitting on it, 00:04:08.560 --> 00:04:11.080 on the other side you put the pipe in and that's it. 00:04:11.440 --> 00:04:17.000 And the third system is our TECEfloor surface heating system. 00:04:17.400 --> 00:04:21.800 In most cases, surface heating naturally means underfloor heating. 00:04:21.800 --> 00:04:24.720 However, you can also use it to implement wall heating 00:04:24.720 --> 00:04:26.560 if you want to install panel heating, 00:04:26.720 --> 00:04:29.200 or ceiling cooling, for example. 00:04:29.240 --> 00:04:34.520 Then we have dry, wet and flushing technology as the system 00:04:34.520 --> 00:04:36.200 that was subsequently introduced at TECE. 00:04:36.480 --> 00:04:42.040 In principle, it's about everything that sits behind the wall in the bathroom. 00:04:42.120 --> 00:04:47.040 We are now moving further and further into design 00:04:47.400 --> 00:04:51.560 and, with TECElux, have developed a system 00:04:51.560 --> 00:04:55.120 that really works with large areas of glass in the bathroom. 00:04:55.320 --> 00:04:58.480 And this is where the cistern and other technology is located. 00:04:58.840 --> 00:05:03.320 Our third major component is drainage technology. 00:05:03.440 --> 00:05:05.640 Drainage technology is all about the issue: 00:05:05.640 --> 00:05:08.040 something has to drain away, usually it's water. 00:05:08.160 --> 00:05:11.880 Here in this case, you can hardly see it, here a shower channel 00:05:11.880 --> 00:05:12.960 is installed in a shower. 00:05:13.160 --> 00:05:15.560 There's a notch here and the water runs into it. 00:05:15.560 --> 00:05:19.200 The channel itself is covered with the same tile as the surrounding area. 00:05:19.440 --> 00:05:21.960 And the last aspect 00:05:21.960 --> 00:05:26.440 of what we do is relatively new: systems engineering. 00:05:27.000 --> 00:05:29.080 This involves grease separators and lifting systems. 00:05:29.080 --> 00:05:31.920 What TECE did above all 00:05:32.280 --> 00:05:34.800 was to design the grease separators 00:05:35.280 --> 00:05:38.320 in such a way that you can get them through a normal front door. 00:05:38.400 --> 00:05:40.840 First a brief outline of the introduction - 00:05:40.840 --> 00:05:43.960 or the project of the last two years. 00:05:45.360 --> 00:05:46.520 We sought - 00:05:47.400 --> 00:05:51.000 which was probably also a very pleasant experience for Dr. Radeke - 00:05:51.480 --> 00:05:55.960 contact with INCONY on our own accord in 2013. 00:05:56.400 --> 00:06:00.000 So we weren't acquired in the traditional way, but were given the tip: 00:06:00.240 --> 00:06:02.520 "Contact INCONY, they might suit you." 00:06:03.080 --> 00:06:07.160 And then we called them and said: "Well, we need to have a chat." 00:06:08.480 --> 00:06:13.000 And the talks went so well that we actually signed the contract 00:06:13.000 --> 00:06:17.000 in September 2013 and said we were ready to go. 00:06:18.200 --> 00:06:21.880 In October 2013, we got the system, 00:06:21.880 --> 00:06:24.640 received training and then we were ready to go. 00:06:24.720 --> 00:06:28.040 Our requirements for the PIM system somehow kept us busy 00:06:28.040 --> 00:06:33.160 throughout 2013 and were naturally wide-ranging. 00:06:33.800 --> 00:06:37.000 Once you start working with a system like this 00:06:37.000 --> 00:06:39.320 and ask yourself "What can I do with it, what do we want to do with it?". 00:06:39.320 --> 00:06:43.200 Then you have a catalog of requirements that is 30 or 40 pages long 00:06:43.760 --> 00:06:46.800 and, on the other hand, we wanted one thing above all: 00:06:46.800 --> 00:06:48.880 we wanted to achieve success very quickly. 00:06:49.480 --> 00:06:54.240 At the time, we had just completed an SAP implementation. 00:06:54.240 --> 00:06:57.560 Anyone who has ever been through something like this knows what it means. 00:06:57.840 --> 00:07:00.920 Above all, we didn't want to immediately start another project 00:07:00.920 --> 00:07:04.760 that would take several years to complete, with a go-live that had been postponed several times, 00:07:05.200 --> 00:07:10.120 and immediately ruin this project within the company. 00:07:11.440 --> 00:07:12.640 And our goal was then 00:07:13.040 --> 00:07:18.280 to be able to generate the German price list from the system as soon as January 2014. 00:07:18.640 --> 00:07:20.160 And we actually managed to do that. 00:07:20.720 --> 00:07:25.600 So in the months from October to the first half of January, 00:07:26.600 --> 00:07:30.920 with a core team of four people at TECE, 00:07:31.480 --> 00:07:33.240 we input all the data that goes into a price list, 00:07:33.240 --> 00:07:38.560 and we're talking about a 400 to 450-page document, 00:07:39.600 --> 00:07:41.560 with our hand on our finger, 00:07:42.520 --> 00:07:45.280 and on the other hand, together with Mr. Hirrich, 00:07:45.280 --> 00:07:46.800 we set up the print rules 00:07:47.320 --> 00:07:49.000 that generate the PDF afterwards. 00:07:49.680 --> 00:07:53.240 For us, however, a price list is not just one document; 00:07:53.800 --> 00:07:57.240 in addition to a factory price list, we also have a trade price list. 00:07:57.680 --> 00:08:01.320 It differs only slightly from the factory price list, actually only in terms of the prices. 00:08:01.480 --> 00:08:03.720 Which we of course got from the system. 00:08:03.880 --> 00:08:05.720 And as is the case with project successes, 00:08:05.720 --> 00:08:10.480 the desire for something like this increases 00:08:10.480 --> 00:08:15.640 and the objective for 2014 was then immediately: well, we have a German price list, 00:08:15.800 --> 00:08:18.240 then we can immediately include an Austrian price list. 00:08:19.320 --> 00:08:24.920 Then we have an assortment list in English that we publish every year. 00:08:25.160 --> 00:08:27.720 This should also come from the PIM system in 2015. 00:08:27.720 --> 00:08:28.840 That was the first time 00:08:28.840 --> 00:08:31.560 we got serious about translation management. 00:08:31.920 --> 00:08:35.040 We have a two-part assortment list. 00:08:35.440 --> 00:08:39.760 While in most countries, we publish a complete catalog, 00:08:39.760 --> 00:08:40.440 we - 00:08:41.360 --> 00:08:43.760 In this assortment list, we separate between the pipe systems 00:08:43.760 --> 00:08:44.960 and the entire other area. 00:08:45.280 --> 00:08:46.680 Well, while we were at it, we said 00:08:46.680 --> 00:08:47.960 we'd do Spanish as well. 00:08:48.280 --> 00:08:50.720 So we published a Spanish price list and, well, 00:08:50.720 --> 00:08:53.960 a German factory and retail price list for 2015 as well. 00:08:54.400 --> 00:08:57.600 This means that by the end of 2014, 00:08:57.920 --> 00:09:02.040 we had six price lists more or less. 00:09:02.600 --> 00:09:05.720 Well, there was also a product range list and, while we're at it, 00:09:05.720 --> 00:09:09.280 a new products price list and so on, as you can imagine. 00:09:11.280 --> 00:09:13.400 Incidentally, this year we are also working on 00:09:13.400 --> 00:09:17.760 integrating France, Italy and the Netherlands. 00:09:18.200 --> 00:09:21.160 So once the train starts rolling, there's no stopping it. 00:09:21.160 --> 00:09:25.080 What does all this have to do with print generation and Excel control? 00:09:25.200 --> 00:09:26.200 I'll tell you now. 00:09:26.200 --> 00:09:28.920 We have a quick look at the German price list 00:09:28.920 --> 00:09:30.840 and the Austrian price list. 00:09:31.960 --> 00:09:37.760 And it was immediately clear to us at the start of the project that there were differences. 00:09:39.360 --> 00:09:43.800 If you take a look, we show a discount group in the price list, 00:09:44.120 --> 00:09:46.600 which in Germany corresponds to discount group three 00:09:46.600 --> 00:09:49.480 for this product or product family, 00:09:49.600 --> 00:09:52.080 and discount group five for Austria. 00:09:52.280 --> 00:09:57.440 This product is a new product in the German price list. 00:09:58.360 --> 00:10:02.800 We have the same product in the Austrian price list, it's not a new item. 00:10:02.800 --> 00:10:05.560 So it was obviously already there last year. 00:10:05.800 --> 00:10:08.800 Instead, we have put three other products on sale, 00:10:09.000 --> 00:10:11.400 which we are simply continuing in the German price list. 00:10:11.440 --> 00:10:12.720 What I'm getting at is 00:10:12.720 --> 00:10:15.920 that the range can differ from country to country. 00:10:16.360 --> 00:10:18.040 I don't sell the same 00:10:18.040 --> 00:10:20.200 products in Germany as in Austria per se. 00:10:20.440 --> 00:10:23.080 I sometimes have staggered market launches, so I say 00:10:23.080 --> 00:10:26.360 I'll launch a product in Germany first and see how it goes. 00:10:27.040 --> 00:10:29.240 If it's no good, I take it down again and if it is good, 00:10:29.240 --> 00:10:32.000 I can also sell it in Austria and other countries. 00:10:32.200 --> 00:10:36.040 We also have a completely different range. 00:10:36.040 --> 00:10:37.480 So if we can see, 00:10:38.360 --> 00:10:40.360 these product families are still the same 00:10:40.360 --> 00:10:42.080 here that are sold in Germany and Austria. 00:10:42.280 --> 00:10:45.440 But in Germany, we immediately have completely different product families 00:10:45.440 --> 00:10:48.800 on the second page of the price list than we sell in Austria. 00:10:49.040 --> 00:10:53.240 We called it "publication-specific information", things 00:10:53.800 --> 00:10:58.320 that can really change from publication to publication. 00:10:59.240 --> 00:11:03.320 We thought about it: "Can we get it all into ANTEROS? 00:11:03.320 --> 00:11:08.440 So do we have to store all prices in the PIM system?" 00:11:10.560 --> 00:11:11.240 What would that look like? 00:11:11.240 --> 00:11:14.360 Somehow we would have to have a table where we say: 00:11:14.360 --> 00:11:17.440 "This is the product-specific information that we can think of", 00:11:17.840 --> 00:11:21.160 and I can assure you that we have come up with a lot more. 00:11:21.760 --> 00:11:27.720 And then I have to somehow maintain the characteristics for each individual publication. 00:11:30.360 --> 00:11:33.480 And then I would really have to do that year after year 00:11:34.280 --> 00:11:36.480 if I only publish on an annual basis. 00:11:37.760 --> 00:11:40.200 That didn't seem like a good solution to us. 00:11:40.280 --> 00:11:44.560 In ANTEROS, we have limited ourselves to 00:11:45.840 --> 00:11:49.560 storing the information that is needed in each publication, 00:11:49.560 --> 00:11:52.520 i.e. the information that really belongs to the product and not to the publication. 00:11:53.960 --> 00:11:56.760 The dimensions of a pipe or the order number 00:11:56.760 --> 00:11:59.240 or the delivery units are always the same everywhere. 00:11:59.240 --> 00:12:02.000 This is information that really belongs to the product. 00:12:02.600 --> 00:12:05.400 But when I talk about a German factory price list 00:12:05.640 --> 00:12:10.360 for 2015, the status only exists in this price list 00:12:10.360 --> 00:12:13.680 and the price really only applies to this one price list. 00:12:13.800 --> 00:12:16.800 The discount group is another separate thing. 00:12:16.960 --> 00:12:18.120 We didn't realize early enough 00:12:18.120 --> 00:12:19.840 that the discount group was really 00:12:19.840 --> 00:12:21.880 publication-specific information. 00:12:21.880 --> 00:12:23.600 We put it into ANTEROS. 00:12:23.640 --> 00:12:25.600 That's not a problem, it comes out clean. 00:12:26.520 --> 00:12:30.800 And if we have now created an Excel file 00:12:30.960 --> 00:12:34.040 that contains the publication-specific information, 00:12:34.920 --> 00:12:37.040 we can combine the two things in ANTEROS 00:12:37.200 --> 00:12:40.600 at the touch of a button and the German price list is created. 00:12:40.600 --> 00:12:45.560 And the information that we have added with Excel comes out at the end in the PDF. 00:12:45.560 --> 00:12:48.480 If you then take an Austrian Excel table here, 00:12:48.480 --> 00:12:53.800 this is exactly the same database as ANTEROS. 00:12:55.120 --> 00:12:57.840 It also contains discount group three, which is information 00:12:57.840 --> 00:12:58.800 that ANTEROS holds, 00:12:59.320 --> 00:13:03.120 but I can even override this information using Excel. 00:13:03.360 --> 00:13:06.400 If I put the two together, I get an Austrian price list 00:13:06.880 --> 00:13:10.600 with Austrian prices and a discount group five. 00:13:10.800 --> 00:13:12.040 This gives us 00:13:12.760 --> 00:13:15.680 an incredibly high degree of freedom. 00:13:17.120 --> 00:13:20.080 If some colleague comes around the corner today 00:13:20.080 --> 00:13:23.800 and says that they want a small price list in one form or another, 00:13:24.000 --> 00:13:25.720 a small, delimited range, 00:13:26.160 --> 00:13:27.280 then I don't need to start 00:13:27.280 --> 00:13:30.240 setting any filters in the PIM system. 00:13:30.600 --> 00:13:33.320 I don't need to do any major engineering, I just say 00:13:33.600 --> 00:13:38.440 you take an Excel file, write in the article numbers 00:13:38.480 --> 00:13:41.680 that should be in the publication, write the prices next to them 00:13:41.960 --> 00:13:45.160 and I'll take the Excel file, put it into ANTEROS 00:13:45.160 --> 00:13:46.800 and out comes the finished publication. 00:13:48.560 --> 00:13:50.680 It couldn't be more flexible for us. 00:13:50.920 --> 00:13:54.760 So far, we have been doing this with the print publications. 00:13:54.760 --> 00:13:59.920 At the moment, we are about to use the ANTEROS web module 00:14:00.120 --> 00:14:03.080 and have of course installed the same control system there. 00:14:03.400 --> 00:14:07.120 So just as we have a different product range in Austria 00:14:07.120 --> 00:14:08.960 than in Germany, we naturally 00:14:08.960 --> 00:14:12.520 want to publish this Austrian product range on the Austrian website 00:14:12.520 --> 00:14:15.680 and our German product range on the German website. 00:14:16.280 --> 00:14:18.400 And that's exactly how we work - 00:14:18.680 --> 00:14:21.360 we can theoretically take the same Excel spreadsheet 00:14:21.360 --> 00:14:25.080 that we used for print generation, send it to ANTEROS 00:14:25.400 --> 00:14:29.320 and get a data extract that we make available on the Internet 00:14:29.640 --> 00:14:33.160 with the same information that we provided 00:14:33.160 --> 00:14:34.680 in the print price list. 00:14:34.920 --> 00:14:38.320 And if we then take the Austrian Excel table, 00:14:38.640 --> 00:14:40.560 we send it from ANTEROS 00:14:40.560 --> 00:14:42.680 and get an Austrian web extract. 00:14:43.000 --> 00:14:46.000 The good thing is that 00:14:46.640 --> 00:14:49.040 with this Excel control system, we now also have the option of 00:14:52.600 --> 00:14:55.560 keeping the information that we have in the print price list and on the web 00:14:55.840 --> 00:14:57.320 at the same time. 00:14:57.600 --> 00:14:59.800 So here we have really 00:15:00.920 --> 00:15:03.800 arrived at what is meant by single-source publishing, 00:15:04.120 --> 00:15:08.640 namely the various channels in which we can feed our information. 00:15:08.640 --> 00:15:12.320 Whether it's print, whether it's web, whether it's somehow a data standard, 00:15:12.320 --> 00:15:15.080 that's an exchange format in the HVAC industry. 00:15:15.840 --> 00:15:19.480 Everything comes from the same system, there is the same information behind it 00:15:19.720 --> 00:15:21.760 and with the Excel tables we can ensure 00:15:21.960 --> 00:15:24.760 that we communicate the same product ranges and the same prices. 00:15:25.320 --> 00:15:30.160 After two years with ANTEROS. 00:15:30.560 --> 00:15:33.800 And I wrote this down: Summary after two years of ANTEROS, 00:15:33.800 --> 00:15:35.680 I thought: "That was only two years?". 00:15:37.760 --> 00:15:40.600 I didn't think that because it was such an agonizing period 00:15:40.600 --> 00:15:43.600 that would have dragged on forever, but I really asked myself: 00:15:43.600 --> 00:15:45.800 it was only two years, because I thought, 00:15:45.800 --> 00:15:48.560 now look what we've already achieved in that time. 00:15:49.160 --> 00:15:54.000 We have now brought out price lists for Germany, Austria, 00:15:54.280 --> 00:15:57.320 for the English assortment list, for Spain. 00:15:57.520 --> 00:16:00.720 This year we're launching France, Italy and the Netherlands. 00:16:01.240 --> 00:16:04.960 We're putting out dealer price lists, making a new product price list. 00:16:04.960 --> 00:16:06.920 That's just the print part for now. 00:16:07.320 --> 00:16:13.720 We have integrated extra data extracts for the ARGE, but also for 00:16:13.720 --> 00:16:18.840 industry-specific formats such as DATANORM and GAP into ANTEROS. 00:16:20.080 --> 00:16:22.400 And we are about to release the web module. 00:16:22.560 --> 00:16:25.320 And all this in two years 00:16:25.320 --> 00:16:26.880 with our team of four people. 00:16:29.240 --> 00:16:31.760 I have to say: unbelievable. 00:16:31.760 --> 00:16:34.680 I wouldn't have thought it possible, but it's come true today 00:16:34.680 --> 00:16:39.440 and INCONY really didn't promise too much back then. 00:16:39.440 --> 00:16:40.120 Not at all. 00:16:40.120 --> 00:16:41.200 I really have to say that. 00:16:42.960 --> 00:16:46.240 It was also possible because I consider ANTEROS 00:16:47.280 --> 00:16:49.560 - and I don't want this to be taken the wrong way, 00:16:49.560 --> 00:16:56.120 to be a very good entry-level PIM this is really meant as a great advantage. 00:16:56.560 --> 00:17:02.280 It is very, very easy to use and can also be used by a company 00:17:02.800 --> 00:17:06.040 that has not yet had much experience with PIM. 00:17:06.360 --> 00:17:09.920 TECE didn't have a PIM before and we managed 00:17:09.920 --> 00:17:13.680 to get a price list out of the system straight away within three months. 00:17:14.000 --> 00:17:16.680 If you tell that to other companies 00:17:16.680 --> 00:17:20.680 that are using other PIM systems, they won't believe it at all. 00:17:20.840 --> 00:17:21.680 They want to see that. 00:17:21.800 --> 00:17:24.400 What has always convinced me 00:17:24.640 --> 00:17:26.120 in the two years: I have - 00:17:26.600 --> 00:17:31.440 At the beginning of the movie there was the quote "Service you can rely on". 00:17:32.000 --> 00:17:33.520 And I can only confirm that. 00:17:34.440 --> 00:17:38.600 Arrangements with INCONY just work 00:17:39.960 --> 00:17:42.160 and you don't have to put everything in writing. 00:17:42.160 --> 00:17:46.600 So in the whole two years, we've never had 00:17:47.240 --> 00:17:51.000 an argument about whether something was written on a piece of paper or not, 00:17:51.000 --> 00:17:52.560 but instead we discussed something, 00:17:53.360 --> 00:17:55.720 certainly formalized something in a contract 00:17:55.720 --> 00:17:57.920 and then it was worked through and then it was good. 00:17:59.280 --> 00:18:03.640 And this partnership-based approach and customer focus 00:18:03.640 --> 00:18:07.320 really impressed me at INCONY at all times. 00:18:07.600 --> 00:18:12.600 I can only praise that now as a final summary. 00:18:13.360 --> 00:18:16.000 Many thanks again to your side.