Breaking Boundaries in Fulfillment Tech with Logiwa’s Founder

Welcome to the Know Your Ship podcast presented by E-Hub. I’m
your host, Frank Dolce.Erhan, welcome to E-Hub. We really appreciate your
time. We appreciate youcoming out here to be on the podcast all the way from
Chicago. Thanks having me actually. This isabsolutely such great people. I
met great people. Great time. Thanks, guys. Oh,absolutely. I’m glad to hear
that. Well, we’re we couldn’t be more excited to hear about more learn more
about you andabout your company and how it started and how you created it. I
I think aboutwhat you’ve accomplished and what you’ve done and for a guy like
me, it’s veryimpressive. I think for a lot of people, it’s very impressive.
So I’m really looking forward to digging into how youstarted that the concept
where it came from. Uh and of course that is loa wedon’t call it a WMS though
correct fulfillment management system. Fulfillment management system.
We’llwe’ll talk about that as we as we go on. But I think I’d like to start
maybe in the beginning because you’re you’re notuh from the United States of
America. You grew up in Turkey. Yes, I amoriginally from Turkey. I I think
they call it Turkey now. Yes. In the Olympics, I noticed thatthey started
calling Say that again. Tur Turkey. We call it Turkey. Yeah. Turkey. Turkey.Yes.
Yes. So they So And is that the original? Is that how we that that was
originallythe name? Yes. And then did we did the did we take it and turn it
into Turkey Americans? Ithink British. Yeah, let’s do that. Let’s learn on
the British. Let’s do that.British. Yeah. Okay. So, uh you grew up in
Turkey.Yes. And you grew up in a small town. Yes. Near uh the border of
Ukraine.Across Ukraine. Let’s say between Ukraine and my hometown, there’s
the Black Sea. Oh, got it. Okay. And in in that smalltown and and by the way
you’re an you’re an engineer. Yes. By I’m an industrial engineer.Okay. So in
that small town uh did did was that something that you grew upinterested in
becoming an engineer? Is that something your family did? How did this start
from you for for you fromchildhood? So as you said my hometown actually let’s
say a city small citywith uh that time it was I guess 50,000 people around
and to be honest from my wider family Ihaven’t seen any engineer so I was the
first one even I was the first one most probably making it to the
universityeven I remember from our neighborhood there were two guys and
everyone waspointing out those two guys which graduated from college and we
were alltalking about those two guys. So I was the I am the first engineer
uhactually. So were those two guys inspiration for you to maybe go tocollege
and more for my mom.Yes. Yes. So So what is the family what is the family
background like? Is there wasthere a family occupation or something that your
family did growing up? My parents are ordinary people actually.My father is a
like he used to do copperlike Yeah. Uh they’re like ordinary people. My
mother was working for the government. So just ordinary people. Myfamily is
ordinary family as well. Yes. So is that something like we wouldcall middle
class in the United States? Middle class families or workingass kindof
family? Working class. Middle class. Yeah. I mean we were not desperate but
we were notvery wealthy as well. it was just enough for ourselves. Yeah. And
uh in inthat area uh what did it like was the thought of going to college
because inin the United States it seems like it’s everybody I mean it’s kind
of a naturalprogression. You go to grade school, you go to you know high
school, everybody kind ofthinks about going to college. It’s just a natural
thing. Was that the case where you grew up as well or was thatextraordinary
to end up in in college or university?Those years it was a little bit rare.
Mhm. But my mom still is very passionate about it. Soshe was really pushing
me for a college. But it before college, it started withhigh school. Mh.
Because in Turkey if you want to go a good high school you have to pass
anational exam like maybe you have similar here as well. Sure. Sosomehow I
qualified for a school but high school but it was far away from myhometown
like in the capital city and I really didn’t want to go there. Soluckily that
year they opened up a high school in my hometown and we were basically the
firstgraduates from that high school which helped me a lot during my life
because we were the first everyone was lookingfor our success and the first
uh like classrooms the first settlement was in amilitary base actually there
was no school at all they built the school two years after we started.Mhm.
But then uh I was a very how can Isay bad student in the high school. I was
ranked really bottom five or something like that in my high schoolbut then I
made it up to uh university. Mhm. And when I graduated from university Iwas
ranked uh like top in the top top three. Yeah. So it was a big shift for me.
Like inhigh school I was not really a good student because I didn’t like the
education system. M but in the co in the university itchanged entirely and
then uh I think most of my cousins uh are now graduatedfrom the college like
university. Yeah. So so what was the change for for you interms of your
academics? You didn’t you didn’t it didn’t resonate in high school but then
you got to university and it itshifted. Why why did that change? Man, my son
is listening as well. Butin the high school, I just wanted to enjoy life
because like you’re never going to be a teenager again, right? SoI just like
and I am I was questioning a lot and uhat that time the education system was
not really answering your questions morelike expecting to you to do
rehearsals and everything and I didn’t really like it and I again I even say
this to my sonas well. Just enjoy your life. But then at some point you have
to return back tothe academic world and do it. And I did it in the in the
university. Most of myfriends did the other way. They were very hard worker
in the high school then and went to university and then startedto parties
everything. So I was the other way. I don’t know why. That’s interesting.
What were the likewhen you say you were questioning what what were the things
that you were questioning in in high school about likewhat what you wanted to
do when when you got older or no it’s more like whensomeone it is still same
by the way when someone tried to teach me something I need to understand the
use case and whyotherwise you cannot expect me to like just make a
rehearsaland remember things you have to explain me the reason why and what
is the usecase and those time our education system was not good at that they
were like hey shutup just learn it this is the this is this is it and you
learn this and don’t don’t ask questionsabout it yeah yeah and when I when I
started university I just uh found the libraryand I was there learning myself
a lot so then it helped a lot because Istarted questioning things and try to
understand the real use case otherwise it’s really tough to teach me
somethingeven today yes yeah even even if a customer ask hey I need this I I
ask like what is the usecase why you need that yeah well don’t you find that
helpful especially now to understand thewhy the customer might be making that
request so that you can build it correctly or or manage the solutioncorrectly
of course it is very helpful but a little bit difficult as well becauselike
imagine Imagine you are with your friends or whatever you always question
whyit’s tough as well and then yeah but it helps with the business life
because then you start thinking of thereason use case of everything and you
find the right solution maybe the solution that the customer or someone
isasking is not the right thing maybe the use case you have a better solution
right so this is uh the questioning part of meyes so is that and and which
university where Where did you attend university?It’s a it’s a university in
Turkey called Uluda. Not a very popular one.And where is that located? Uh
another big city called Bura.I think it is the fourth or fifth big city in in
Turkey. Got it. Okay. So at the universityis this when you started to become
interested in engineering?No. Uh in Turkey the systems are a bit different.
So I selected being an industrial engineer before starting touh the
university. Oh. So you have to make that at least when I was a student you
had you had to makethat decision while entering you select industrial
engineering and you qualify for it right.Oh so in from high school. So high
school out of after high school exam you just enter an exam and based onyour
score you pick a department right and then you go immediately and start
studying and was that the right choice?Yes. I I would do it again. You would
I because I was going to askyou at some point during this podcast I’ll we’ll
stop and I’ll ask you three random questions. Questions that may notbe
related to engineering or loda or anything else or your hometown. Scy. And
that was that was actually oneof the questions I was going to ask. Uh if you
could do anything else, whatwould that be? But maybe you wouldn’t have
decided to do anything else. I would be an industrial engineeranyways. I
really try to be a basketball player, but I am not a big guy, youknow. It was
tough. So I know how that goes. Yeah.I ended up being an engineer. So were
you fairly athletic growing up? Did you play a lot of a lot of sports? Yand
the sports in in Turkey, what? Basketball. We talked about volleyball.What
else were you involved? Soccer, basketball, volleyball. But I I I used to
play basketball a lot in highschool. I mean, a lot. Maybe I couldn’t be
academically successful inhigh school because I was playing too much
basketball. Basketball. Yeah. But then I realized, hey, I am not big enough
and I’m justfrom a small like town. Yeah. Well, I know you say that you’re
justfrom a small town, but currently we were talking about this in the NBA.From
your small town, there’s a star. Yes. In the NBA and his name isAlfie. Alan
Shenin. He’s my He’s from my hometown actually. Isn’t that amazing? And he’s
like he’sdoing amazingly well. Yeah. In the NBA right now. He’s averaging
like 21 points a game.Yes. He’s a young star. 21 points, nine rebounds, maybe
four uh four assists.Yeah. Wow. Very very good stats for a young player. No
kidding. I think he’s 22 years old or something.That’s awesome. Well, that’s
got to be fun for the for the town to have him come out of there. 6’11 center
in theNBA. That’s fantastic. Okay. So, you’re studying you’re you’re in in
theindustrial what I would say in the industrial engineering program, I
guess, at university. That’s what you’re studying to be. Is that would that
beaccurate? Yes. Okay. And so when did you what path wereyou heading down as
in in that program? What did you want to do with your lifeas an industrial
engineer or did you always say well I’m going to be in the shipping and
logistics world?No. So the thing is uh I guess it wasyear two. Mhm. I
introduced myself to computerright the software programming and we were I
guess program coding turbo pascalsomething 50 like very old technology butthe
industrial engineering helped me to understand the business but I decided to
build my own company own productwhatever you call it and in order to do that
as I said my my family is an ordinary family I am from a small likecity. Mhm.
And there were no ton of investors uhthose days. So I just thought how can I
build a business and I decided to focus onsoftware because with a laptop or
with a computer and your brain you can build a product and you can build a
company. Mthat’s where I started focusing on software development and uh
startedinterest like in it start interesting uh the uh softwaredevelopment
part gotcha did you work with anybody or did you were you building this by
yourself? So firstafter I graduated from the university of course there were
a lot of offers fromvery big corporates and I said no no I’m not going to
stay 20 years to become something uh I need to find a smallsoftware company
to learn business so I really uh started with a very smallcompany like four
people that time for headc count but they were representing ainternational
ERP system right a big international system but small uhoperation in Turkey
so I started with them to learn business software how to develop it how
tomaintain it etc that’s how he how uh I ended up in softwareso were you at
at that point with that company were you an engineer were you insales or did
you have several different roles with that company I started as an
implementationconsultant but this is 1997I guess like very early years I
started as an implementation consultant but at some point we were traveling
and we weredoing implementation in other other cities. Mhm. And at some point
I couldn’t reachout to developers who were in stumble and I started hey I’m
gonna do mynecessity made you like you know I am in front of the customers
and they ask their requests soI started coding uh to just yeah satisfy the
customers and like make them happy.Yeah. And when you were traveling was were
you traveling through out Turkey or were you traveling on a broader
scale?Yeah, a lot. I mean Turkey even I have been in Nigeria, South Africa,
many other countries but mainly Turkey. Anduh those days I don’t know if you
remember but 1997 in Turkey I wascarrying my server, my PC, my monitorin my
trunk like even the server because there there was no proper internet. So you
have to like install the server whenyou are going a demo or a customer visit.
You have to carry all your stuff with you, right? Oh my gosh. And you know
it’sinteresting you were traveling so much and so broadly was there any
languagebarrier or were you working with people who kind of spoke a common
was it turwere you speaking English or were you speaking something else? In
Turkey, it’s always o always Turkish. But if you goother countries, of
course, it’s English, right? English. Yeah. Okay. Got it. English is very
common in the business.Even in Turkey, you can do an implementation uh in
English. In English. Interesting. Okay. So,you’re an implementation
specialist. How long were you with this company?Oh, it’s I stayed maybe three
or four years. ThenI become a partner. I was like things happenand uh at some
point I was holding 25% of uh the Turkey office.Yeah. In four years or five
years. Mhm. I was working really hard and likethings happened and just we
ended up for four co-founders we ended up uh creatinga new company and we
were representing the ERP company uh 25% of that companyand I stayed one year
and uh I made my first first exit I sold my shares to theglobal uh
headquarters and I decided to build my own uh own business.Okay. And is that
the beginning of loa? Yes. I meanit it it let’s say it is the beginning of
logistics and supply chain. Okay.Not loiva. Loia is different. Okay. But
that’s in I mean you’re only at this point what you’re only five orsix years
out of university and now you’re starting you’re you’ve startedyour own
software and what was that that software that you started? What was thebasis
of that? What was it? What was it built to do? It was not a software
actually. Istarted a company and I decided to bring top tier supply chain
management solutions to Turkey. Actually those daysit was not supply chain,
it was logistics. So I decided to bring top toptier logistics solutions to
Turkey because I had to learn the business, right? Mhm. So logistics was a
new trend thosedays and I brought uh some really top tier WMS say supply
chain systemsincluding a WMS a final mile delivery optimization solution and
inventoryoptimization solution and we have done ton of implementations with
those toptier systems. So you went out and found those were those solutions
those wereseparate companies and and were those companies based in Turkey or
elsewhere?No elsewhere like United States, Canada, like Greece like other
countries.How did you find those companies? What I mean you just travel check
who is good outthere. Uh we try to bring the best of breed solutions and
build an ecosystemthat can support each other. Uh that’s how we ended up
right findingdifferent business partners. Gotcha. Fascinating. And so how
okay sotell me about that company. How long did that company run and then
what was your next what wasthe next thing that you did? I think that company
ended up 2015 16.Mh. But we evolve by time because we started with those top
tier systems and at somepoint we realize and none of these solutions is
suitable for transportationmanagement for Turkey and because of the
regulations and everything. So we developed our own transportationmanagement
system for FTL, LTL uh carriers and this was 2008. So the 2008 wedeveloped
our first product uh within the same company. We were still doing
implementation for othersbut these products were not competing each other. So
we developed the LTL FTL solution for ourselves and then uh itbecame market
leader. It was really good solution and uh I guess it was 20110 2011 uh we
developed our first uh WMS.Got it. And that was in Turkey. In Turkey. Yes.
Okay. That’s interesting. 2010 is thatwhat you said? 2010 2011. That’s the
start of e-hub as well around 200 20092010. So we could walk the same maybe
we could walk the same path. Uh okay. So and and and that start thatwas the
start of loa the product loiva. Yes. The company namewas LA software. Yeah.
But the but the software basis Yes. started at that point. Okay. And so
atthat point you had now created a WMS and I think that the interesting thing
isyou built this W in what time period did that take you? the the the first
versionuh was in front of the customer in three weeks. It was not completed
justso you found tell me about that you you found a customer or a customer
came to you and said I need this and you decidedthat you could build it is
that how so the story is we were really implementingI call it legacy WMS
systems who has been in the market for 30 years 40 yearsvery old technology
old school and uhthis customer was e-commerce they were doing pure e-commerce
and they werelooking for a WMS to implement for their e-commerce warehouse
and there was no e-commerce WMS that time even not in USas far as I believe
there was because most of the WMS systems built like 30 40 years ago for B2B
fulfillmentmhm and this is bulk operation e-commerce is totally different
animal uh theoperation of e-commerce so this guy knew me from another
companybecause we implemented some of these top tier WMS systems uh for his
previous company. So, and then he at some pointhe was complaining about he
was about to sign a W sign a WMS but he doesn’t thinkthis is the right
solution etc. And I said, “Why do you give me like 3 weeks?Let me bring
you let me build something for you.” I had the idea already. Uh I Iknew
what I was going to do. So 3 weeks later, I showed him the first very
MVPversion. He liked it and he said, “Aaron, like I see this is not
completed. When do you think you cancomplete this?” I said, “Like
four four months.” And four months later, we werelive and we still have
the first uh print out from the packing screens.Oh wow. With the guy. That’s
amazing. So that’s the that’s the start of the of your career. Well, Imean,
not the start of your career, but in this particular space with the W.
Yes.And did you So you you built this WMS and you started selling this or or
distributingthis throughout Turkey? Yes. We first started in Turkey. Mhm. So
it was a very successfulimplementation uh the first one then uh of course
other companies heard thatthere is an e-commerce solution and then uh we
implemented really large uh ecomcompanies in Turkey as well and in three
years we be became market leader in Turkey. We replaced most ofthe top tier WMS
systems and yeah around 2015 we were marketleader and very robust and stable
in Turkey. The only thing is the application was on browser but it was
anon-prem solution still. So even the first version was a was onbrowsers. So
we never built uh let’s say old technology but it was not working oninternet
because internet was not stable. So it was working on client server
architecture but on a browserbut it was an on-prem solution means that you
have to go and install each site. Yeah. Yeah. And and so why didn’t youjust
stay in Turkey? I mean, I know you you ended up coming to the UnitedStates,
but you were the market leader in Turkey and it feels like things weregoing
really well. What why did you decide to move?Things were well actually. We
were growing uh let’s say 20% 30%year-over-year. But Turkish market is small
and I have a lot of dreams, right?So uh it was all planned planned like
even2006 2007 if you look at my decks and presentations to my people some of
theseguys are still with me. Mhm. Like I was always talking going abroadand
building a worldass product. This was the entire idea and if you stay
inTurkey you cannot build that like worldclass application at least it
wasgoing to be very difficult. uh if I stayed in Turkey uh and my dream wasalways
create this worldass product anduh 2015 I started talkingIPO like public and
I started dreaming about hey I should have a I’m going tohave a office in a
high-rise in Manhattan New York type of dream because everyone wassaying hey
the center of technology WMS technology is in US but I was replacinga top
tier US solutions in Turkey and I was like why not going to the center ofand
the biggest market and just dominate that market. It was the it was the
entire idea because if you are going tobe a worldclass WMS you should be
United States which is the biggest market and the center of all these top
tier systemsright you have to compete with them. Interesting. But you were
already replacing US systems in Turkey. So youhad you had a sense that you
could accomplish that in the United States. Ofcourse, my product was really
strong and I knew it. Andthe the funny story is uh the funny story is of
course when Idecided to move to US uh I started uh talking with Turkish
investors. Hey,you know I have a great product. I will go there. I’ll just
dominate the market, penetrate the market. And the investorsdidn’t invest in
us. They said, “Hey, Aran like with this broken English, youknow, you
are Turkish. You’re not going to go there. You cannot.” No, this is
true. By the way, you cannotgo and sell in the center of technology in US as
a Turkish guy. If you evenconvince one, the other guy is not going to like.
But it was it was not the story because here especially in United Statesif
you have a good product they just buy from you. They don’t care if your
English is good or not. If where are youfrom? They don’t really care. What
they care is can you solve their problem? Can you solve their problem better
thananyone else? But even one of the investor told me hey Arhan you’re
goingto go there stay like couple of months have a vacation romantic vacation
with your wife and you’ll return backand I was like okay let’s see it. Wow.
Well something you mentioned justpreviously I think is it’s a great business life
lesson. If you can solve somebody’s problem then you you have areally good
chance of course being successful. And that’s what you were doing. you were
solving somebody’sproblem and so you decided to even without the Turkish
investors no investorsyou decided to make the leap to the US but you didn’t
end up in New Yorkso that’s another story so I checked most of the big cities
and states NewYork is too complicated and after living in stumble I install I
was driving threehours a day average and it was so stressful full like I was
very I was two back and forthto work. Oh wow. Yes. It’s very normal in in
stumble like 2 hours 3 hours.It depends on where you live because in most of
the days you have to pass from one continent to other through bridgesright
it’s a lot of a lot of heavy traffic. So New York is too complicated. I
reallydidn’t want to live there and it’s too expensive and without investment
nothing I endedup Chicago. Yeah. And the windy city. The windy city. Chicago
is moreaffordable. From a time zone different uh time zone perspective. It is
in the middle of US.So west coast, east coast, sure. Yeah, that works. Time
zone. And it’s also a hub forlogistic companies. very big hop. So, and uh
there’s a Turkish Airlines directflight to IstAnul from O’Hare. Yes.
Actually, now two two flights every day.How about that? Yeah. So, we select
and I I guess these are all business reasons, but the thereason why I
selected Chicago is more like I like Chicago being a big city, but also small
downtown, very wellorganized. And I remember myself, I didn’t drive almost
three years in inChicago. I didn’t have a car, right? I was walking
everywhere even though it’s too cold, too windy.Yeah. Too cold, too windy.
But the summers are amazing. Summer. Yeah. Well, it’s a great It’s a
greatcity. It’s a very walkable city. And you were pretty close to your
office where you lived in your office. So that wasthat that worked out pretty
well. Okay. So you make the leap to the United States. You land in Chicago.
you haveyour product. What were the challenges that you faced at that
time?So, we came Chicago with an accelerator program for startups. Make
sense?Oh, yeah. And then uh when we were in Turkey, this accelerator program
asked,”Hey, we are going to take you to Chicago. Chicago and San
Francisco uh for onemonth or whatever they pay the tickets, etc.” Mhm.
And but you need to book meetings beforewe take you there. Oh. And it’s
interesting. I spent enough timewith my co-founder and uh we ended up booking
30 meetings.Wow. All in person. We didn’t know a remote world that time. It
was all in person.Mhm. And even this accelerator program I remember we didn’t
show up in daily standups because we were all customermeetings. So we
realized there is a really needfor an ecom new technology WMS system because
even from Turkey if you can book30 meetings with US companies that is
something that is amazing. Yeah.Yeah. So uh and then and and then you what
was the result of those 30meetings? I mean you you’re part of this
accelerated program. You booked the meetings. Now you come over and
you’resitting down with all of these different companies in the US. What was
the result? Nothing.We didn’t close any of them. But we we understood we
understood uh the businessmodel what we should do because we were an
on-remise customer on premise uh software for enterprise customers.
Werealized if we go that direction we couldn’t be successfulbecause you know
like we understood we have to shift to a different businessmodel which is SAS
multi-tenant and remote sales and that’s that is thelesson we learned. We
couldn’t close any of those deals. Wow. So, how long were you in the
UnitedStates or in Chicago before you closed your first deal? Or had you
closed your first deal prior toSo, I landed Chicago 1st of January 2016, I
believe. Yeah. And the ticketswere cheaper because it was 1st of January.
Yes.Remember, we are coming without an investment. And I believe it tooksix
months, five, five and a half months for us to close the first deal. And it
was a funny story, the first deal. Andto be honest, we were 30 bucks a day
budget in Chicago with my wife and I. Yeah.Oh my god. We survived almost one
year, closer to one year, 30 bucks a day. Company waspaying the rent, but I
was spending all my money for uh sales, marketing, right?You know. Yeah. Wow.
That was tough. I remember my wife in Jalosco asking me, “Hey Aran, can
webuy chocolate?” I was like, “Once a week?” Yes. Once a week
you could have chocolate. That was the luxury.Yeah. And uh from there we
shifted the model. We created a website and we put ademo request form. Oh,
great. Yeah. And we started doing paid search like uhpaid ads, etc., etc. And
then one customerrequest a demo request, the very first one, and we closed
that deal. Ah, that’s great.And it was it was fun because until until that
time, the only way for us toclose a deal is go there 10 times, see their
warehouse, do a lot of workshoplike in person. Sure. Uh this company was
interesting because we went LAto to close the deal. Mhm. And the guy asked me
why are you comingLA? And we were like like let’s just come and see your
warehouse. Let’s see whatwe can do. Mhm. The first question mark why he’s
asking like what is there any other way to doto show your product? The only
way for us was going in person and seeing the warehouse and analyzing blah
blah blah.Right. And then we spent couple of hours. We showed the product. He
loved it.And then we returned back to Chicago one day. I think next day or
maybe two days.Uh when we returned Chicago, we just he just sent an email
asking for an orderform to sign like no negotiation, nothing that he was
ready to go. The interestingthing is we didn’t have any order form.We were
not expecting this. So we downloaded an order form from internet change
it.Yes. Like we didn’t have a legal team as well. So we send it and you know
we wereexpecting like two weeks negotiations. He signed it and he fast. Oh my
goodness.And then we we understood we have to change the business model. this
new generation e-commerce warehouses theydon’t have time they don’t want you
to come to your warehouse etc today we goand see customers but those days it
was a big advantage for us because we didn’t have a lot of uh investment and
moneyso it was a good business model so we shifted to remote sales and uh
inboundlead generation and it worked and andthat’s the launching point from
that point now you’re starting starting to add customers fairly regularly.
You’rehaving some success, hiring, growing, all of those things.I think after
we after we acquired 15th customer 15Mhm. one of the those Turkish investors,
did they call you and say yes,hey, we have some money. They put money because
they understood, I guess I am not returning back. Oh, andI’ll do this uh this
thing. Then they put some money. We tripled our revenuewith that money. We
raised uh money from US investors. Mhm. And at the now we are a postb
companywith uh eight investors, very big ones, all like US- based.So it’s a
great that’s a great story. It’s a fascinating story. So, and that all Imean
as you look back from where you started in a small town in Turkey and adream
of building your own company andwhat would you say? Did you would you say
I’ve I’ve acco I’ve accomplishedI’ve realized my dream? No, you haven’t. So a
funny story I I was in Turkey Iguess two years ago. One of my cousin he’s
older than me maybe two years three yearsI saw him and he was like Aran do
you remember you were going to be thepresident of the Turkeyand you were like
promoting this. Yeah. And I was likelike he goes like do you still have plan
for that? I was like no like politics isnot for me. I just realized I am too
transparent transparent too direct for politics. I’m not going to do
that.Yeah. Politics is a dirty game. Yeah. My dream is uh to ring the bell in
front of New Yorkexchange rates. Oh, this is this is my dream. I’ll I’ll go
for it.Yeah, why not? Well, you’ve reached one of your dreams. I don’t know.
You’ve taken the president of Turkey off thetable. So, that one’s gone. So,
now ringing the bell at the New York Stock Exchange. That’s next. Well, it’s
that’ssuch a great it’s a great story. I love getting to that point from
where you started to now you’re in the UnitedStates, you’re successful, and
you’ve built this worldass uh platform. I I keep wanting to call ita WMS, and
I don’t want because I know you’ve changed that. So, I’m not going to call it
a WMS. Totally fine. We alsocall ourselves time to time WMS because people
understand WMS better.But I like the way I like the new phrase that you use
which is fulfillment management system.Fulfillment management system. So it’s
an FMS. We’ll call it an FMS. Okay. Very good. All right. Well, let’s let’s
shiftgears a little bit now. Let’s talk about let’s talk about Lajua and what
you guys do. And specifically, if I if I askedyou what if I don’t know
anything about your company or know very little about yourcompany, what is
the as you look across all of your everything you’veaccomplished, what is the
best thing that you do in the logistics industry?Wow, tough question. SoI
think we pioneered the high volume fulfillment. Honestly, even most of thetop
tier WMS systems, they still struggle with high volume. I call ithigh volume.
I don’t like three years ago, we were an e-commerce WMS. Now weare e-commerce
first, but we do retail B2B as well. And I call all of these things high
volume. Mhm.And uh the thing is even we are changing the definition of
warehousinglike we don’t like to call it warehouse. We like to call it
fulfillment center. Mhm. And it is changing that w