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How do you win business back from Kite if customers are buying tape from them and stretch wrap from you? Is the decision mainly price-driven, or are there other factors involved?

Yes, it's mainly price-driven, but the whole delivery aspect is crucial. Next day, we will deliver your boxes and tape simultaneously, consolidating your deliveries. This means less time for them to unload and manage various deliveries. So, we are essentially selling that convenience to them. We can deliver every day if we're in the area, saving them from receiving three different deliveries from suppliers. We can deliver once a week, once a month, whatever they require. This approach is also sustainable. I know Macfarlane is big on sustainability, so we consolidate deliveries, which ticks a box for many customers. However, a lot of it does come down to price and the online ordering platform. Many people in small companies just want to go online and order something. So, we set it up, tailoring their pricing on the portal. Kite is very competitive online. If you find out where they are getting their supplies from, you can tailor their pricing to suit that.

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