June 13, 2022

Improve Improve customer experience with Fashion Technology | Isabelle Onhemus Founder EyeFitU | E08


Isabelle leveraged her knowledge gained in investment banking to create a solution that helps brands improve customer experience and reduce e-commerce returns. EyeFitU helps customers find the right size for the products they buy online.

She is working with many brands around the globe and working to support many groups to promote technology and female founders


Topics:

00:00:00         Intro
01:00:45What is Eye Fit  U ?
01:02:20What brands don't understand of fashion technology?
01:04:44How to improve consumer experience?
01:06:21How to reduce e-comm  returns?
01:10:49How can make an impact on sustainability?
01:14:50Challenges in being a Female founder?


Isabelle:

https://www.linkedin.com/in/isabelle-ohnemus/




Follow me on Linkedin: https://www.linkedin.com/in/marcolanzi/
or subscribe on https://www.marcolanzi.com/

Transcript

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Welcome to another episode of LeMLVO. We're here today with 
Isabellau Onhemus. She is the

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founder and CEO of EyeFitU. So welcome, Isabelle.

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Thank you very much, Marco. It is a pleasure to being here 
with you today.

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I'm really excited to have this conversation with you

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Likewise, let's jump straight into it. so EyeFitU

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What is it? How did you come up with idea? What is it that 
you're doing?

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of thank youco. I feature

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is is a size company. It's a software based on the size 
engine

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recommendation. So basically we have a size engine 
recommendation.

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We provide anthropoetic and behavioural analytics to our 
fashion retailers

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and also a Omnichannel suite of solutions.

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Okay? Okay, Nice, So you you help? Let's say brand to

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make their customer better understand, Like sizing and which
 is the right close

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to by? I understand correctly.

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So what we do is that we inject a a witcht

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ono. a website, let say of a fashion apparel brand, and the 
customer

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has an elevated, if you want experience right,

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has an elevated, if you want experience,

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And this leads to more trust in the brand leads to less 
bracketing, which

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means less multiple orders of the same garment, Et Ctera, So
 the the

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impact is

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is very interesting as it provides this

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customer engagement if you want with the brand and trust in 
the brand.

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Okay, Okay, now that's that nice. so fashion technology is 
so fashion tech like

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a buzzword, but there are actually a lot of things moving in
 the in the

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industry from augmented reality toy printing to solution 
like yours. So

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as being someone that works on the fashion technology,

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Yeah,

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what is it that the brands do not get official technology?

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well, um,

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well, 

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I think, Uh, brands since covet, fortunately of or 
unfortunately, and have

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I think, Uh, brands since covet, fortunately of or 
unfortunately, and have

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I think, Uh, brands since covet, fortunately of or 
unfortunately, and have

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speed up their uh, digital. Um,

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How can I say uptake investments right. So I think fashion 
companies

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How can I say uptake investments right. So I think fashion 
companies

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overall globally are and must invest in in the tech, in the 
in the data

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and in systems that will enable them to deliver those 
exceptional customer

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experience right in order to be competitive. So there there 
are different

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uh parts of it. Of course, so there is the ecoersteck, a 
retail tech. Um.

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uh parts of it. Of course, so there is the ecoersteck, a 
retail tech. Um.

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I think they' linked to be honest, right, so it's all about 
giving a truly

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frictionles experience

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in order to um increase the the customer experience. So 
we've heard like

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you mentioned a lot about Um, a r. uh. Some brands uh, are 
launching a r

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experiences with some success, depending on who they are, 
who they target.

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Whether is a a genz or you know older thanenies, right, uh, 
on which diit

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Whether is a a genz or you know older thanenies, right, uh, 
on which diit

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Whether is a a genz or you know older thanenies, right, uh, 
on which diit

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digital channels, et Cetera, And then there is also of 
course a big Uh,

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switch into

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SEO, right, so not only into paid, uh, accelerate, you know 
your

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uh Esios, right, so not only into paid, uh, accelerate, you 
know your

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visibility with paid search, but also Um,

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the intent shopping right, So how you capture that to 
target? better, Uh,

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your potential or re, target your existing clients. So a lot
 of

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technologies Uh out there that that we can see and new Um 
communication

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technologies Uh out there that that we can see and new  
communication

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technologies  out there that that we can see and new Um 
communication

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channels as well, right, you can seeed with the Tk Do, et 
cetera. So how

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channels as well, right, you can seeed with the Tk Do, et 
cetera. So how

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channels as well, right, you can seeed with the Tk Do, et 
cetera. So how

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do you develop campaigns as a brand to Um, have a 
moremmersive Uh

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do you develop campaigns as a brand to Um, have a 
moremmersive Uh

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do you develop campaigns as a brand to Um, have a 
moremmersive Uh

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do you develop campaigns as a brand to Um, have a 
moremmersive Uh

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experience and increase your sales at the end of the day. 
Yes,

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That that's the ▁ultimate goal?

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exactly exactly

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So if I understand rightly what you say like, a lot of 
technology is a lot of

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experimentation. But its so focus on how do you announce and
 create a better

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experience for the consumer being

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y

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on a new channel or being like an enance experience of what 
is already existing

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on the traditional being the Web, or or anything else.

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exactly exactly, Marco. And since so many people have 
migrated to Ecomers

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right, so ecomer sites have to be Um

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right, so ecomer sites have to be Um

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adjusted right

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Mhm.

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with the higher speed, more stability, Uh, better payment 
solutions, et

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cetera Right, and ifi you is exactly, I would say in In that
 a category of

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of enhcing enhancing the the Ecommer sites, and now at the 
second level,

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how do you enhance also the instore experience for the 
client, but also

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the data collection from the retailers right, in order to be
 able to fit

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the data collection from the retailers right, in order to be
 able to fit

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the data collection from the retailers right, in order to be
 able to fit

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into their Um. Next wave of a supply chain, Um enhancement, 
Right, because

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into their Um. Next wave of a supply chain, Um enhancement, 
Right, because

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into their Um. Next wave of a supply chain, Um enhancement, 
Right, because

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of the supply chain disruption that we have seen and are 
still seeing

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today, 

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a more agile supplies chain is required in the future for 
fashion

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a more agile supplies chain is required in the future for 
fashion

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retailers.

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Inde inded supply chain is a critical factor today, 
especially with what's

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happened in the worlds in many industries.

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retail is definitely one of the one of those. So with your 
solution I, again,

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you' also tackling like one of the big pain point or secret 
or not a secret, Pa

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point of the

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Yeah,

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commerce, which is a delight for the consumer, but a 
nightmare for the

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merchants, Which Ares? So what do you see happening in in 
the return scenario?

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What you trying to how you're doing to improve them? Do you 
see that are those

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like cost of the business? We just need to deal with it, Or 
is something that

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actually we need to ween and imping somehow

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I think it's a very good question. Market could thank you 
for that, and

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it's actually

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the reason. The only reason why I found it ifi you

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was that I'm not a chemist,

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was that I'm not a chemist,

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but I try to have my little impact in this world, seeing all
 those

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returns. As you know, there are some very big retailers. I 
won't need them

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out of Germany or whatever that have more than fifty percent
 return rates

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right And this is just unsustainable and the consumer to its
 defence,

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maybe doesn't think about the impact, because it's not 
transparent. Right

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when I send back something that I have ordered, Where is it 
going?

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when I send back something that I have ordered, Where is it 
going?

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So it's going to go.

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They say, apparently, as you know, the fashion industry is 
not

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transparent, but around thirty per cent will end up in 
landfills, right,

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the rest will be reconditioned or a rewashed, et cetera. So 
there is a a

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the rest will be reconditioned or a rewashed, et cetera. So 
there is a a

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lot of consequences in terms of inventory cost, fulfiilment 
costs, And now

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technologies enable to lower those return rates 
dramatically. So for

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example us, what we see across all our clients, whether it's
 a sportswear

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or eveningware or premium, wheree whatever it is, on 
average, with

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decrease return rates by fifty five.

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So it is possible to have an impact and this is after

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the first week, Marco. It's not after months and months

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now clients are used to click on what's my size right, and 
they don't have

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to put in their name. It's of course g, d P. R. compliance, 
and they, they

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trust them the brand, So we see on average thirty per cent 
of all

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trust them the brand right, So we see on average thirty per 
cent of all

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trust them the brand right, So we see on average thirty per 
cent of all

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website visitors that click on what's my size. That's a lot 
right.

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So the the impact is, Is there definitely

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on the net profitability for retailers?

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Okay, and you think I say beside. The sizing issues, which 
definitely is an

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issues, their

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Yeah,

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other things impact in the returns. Would you see?

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of course, I mean. Um, you know there was a big

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E, Y, a survey on fashion online retailers just before 
covet, actually,

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and

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seventy five per cent of all returns are due to size and 
fit.

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has, of course a personal preference which we have 
integrated now in our

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algorithms. The rest is color is Material Is the way it fits
 on me Right,

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algorithms. The rest is color is Material Is the way it fits
 on me Right,

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and for us what was important is that you know it's It's not
 easy to

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develop a software in sizing, but Um,

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it is difficult to make a a U. I, if you want. That is lean.
 That is

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easily understandable easy to on board for the client, and 
also

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has the fit preference and inclusiveity, which was very 
important to me.

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So we show the data that we assign. We show the body 
measurements that we

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are sign. When people answer the three questions, What's 
your age or

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height in new weight? we show them the body measurements and
 they can

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override them or just accept them, and they will be anywhere
 north of you

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know, ninety three, ninety four perent, correct, But the 
inclusiveity is

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extremely important for us.

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I hope this answers your your questions.

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Okay? So ye? no, it does. It does.

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Thanks a lot for that. So if I understand correctly what you
 are saying is

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there are of course multiple reason for returns. The big one
 need still the

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sizing issues, But is actually what you guys are trying to 
address? There are

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still some others about.

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Let's say that theing one is definitely the big pressing 
point

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mention something when you're talking just early about 
returns, Sustainability

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is like a big, like big, hidden issue. Also of returns. That
 you were saying.

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01:11:03,166 --> 01:11:05,000
The custom, Maybe don't even think about it.

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In your opinion. What is it that we can do practically 
actually to

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make the commerce more sustainable so to improves. Of 
course, beside reducing

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the amount of returns, is there something else that we can 
do

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Of course, uh, well, as you probably know, from the from the
 Mackenzie

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Sustainability reporting fashion Um.

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there are many things that can be implemented right, and 
different things,

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there are many things that can be implemented right, and 
different things,

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of course, have different impacts, but uh materials, uh, 
giving second

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01:11:35,041 --> 01:11:38,041
life to clothing Right, For example, uh, have um managing 
the the supply

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01:11:38,041 --> 01:11:38,958
life to clothing Right, For example, uh, have um managing 
the the supply

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01:11:38,958 --> 01:11:39,791
life to clothing Right, For example, uh, have um managing 
the the supply

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01:11:40,125 --> 01:11:42,375
chain. Uh, All these have Uh. The biggest impacts in the Um

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01:11:42,375 --> 01:11:42,666
chain. Uh, All these have Uh. The biggest impacts in the Um

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01:11:42,666 --> 01:11:44,291
chain. Uh, All these have Uh. The biggest impacts in the Um

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in making a a brand if you want sustainable, right, So a 
decreasing uh, in

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01:11:50,875 --> 01:11:51,291
my eyes, The the greenwashing

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01:11:51,291 --> 01:11:52,625
my eyes, The the greenwashing

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01:11:52,625 --> 01:11:53,291
Mhm,

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that is happening is is a a big step. A more transparency, 
right uh, from

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the branch to the consumers, and one should not forget we 
are in

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01:11:58,750 --> 01:12:03,125
the branch to the consumers, and one should not forget we 
are in

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01:12:04,166 --> 01:12:06,583
in a moment of consumer dominance. Right they want to know, 
they educate

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01:12:06,583 --> 01:12:07,000
in a moment of consumer dominance. Right they want to know, 
they educate

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01:12:07,000 --> 01:12:08,625
in a moment of consumer dominance. Right they want to know, 
they educate

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01:12:09,041 --> 01:12:10,083
themselves. They research

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01:12:10,916 --> 01:12:11,541
uh, how this shortt was was done, et cetera So when as a 
brand you have to

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01:12:11,541 --> 01:12:16,166
uh, how this shortt was was done, et cetera So when as a 
brand you have to

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deliver all those things, Uh, in order to gain new clients 
or retain your

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01:12:18,583 --> 01:12:18,958
deliver all those things, Uh, in order to gain new clients 
or retain your

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01:12:18,958 --> 01:12:21,250
deliver all those things, Uh, in order to gain new clients 
or retain your

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clients. Otherwise they just move on and go to a brand that 
that talks to

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01:12:26,916 --> 01:12:27,458
them right that talks their language, Uh, their worries, et 
Ctera, So for

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01:12:27,458 --> 01:12:27,833
them right that talks their language, Uh, their worries, et 
Ctera, So for

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01:12:27,833 --> 01:12:28,916
them right that talks their language, Uh, their worries, et 
Ctera, So for

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01:12:28,916 --> 01:12:29,333
them right that talks their language, Uh, their worries, et 
Ctera, So for

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01:12:29,333 --> 01:12:31,500
them right that talks their language, Uh, their worries, et 
Ctera, So for

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01:12:31,583 --> 01:12:36,208
us, Um, for example, are being selected by the global 
fashion agenda. Uh,

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01:12:36,375 --> 01:12:37,875
in Copenhagen, Uh, was a was an honor, right, uh, as we are 
part of the

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01:12:37,875 --> 01:12:38,416
in Copenhagen, Uh, was a was an honor, right, uh, as we are 
part of the

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01:12:38,416 --> 01:12:40,000
in Copenhagen, Uh, was a was an honor, right, uh, as we are 
part of the

212
01:12:40,000 --> 01:12:40,541
in Copenhagen, Uh, was a was an honor, right, uh, as we are 
part of the

213
01:12:40,541 --> 01:12:42,041
in Copenhagen, Uh, was a was an honor, right, uh, as we are 
part of the

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01:12:42,166 --> 01:12:47,291
fourth pillar, according to you know, Mackenzie, so trying 
to one, Uh,

215
01:12:47,583 --> 01:12:48,583
decrease those

216
01:12:49,458 --> 01:12:53,541
unnecessary if you want returns, and to um also provide data
 so Uh,

217
01:12:53,541 --> 01:12:54,208
unnecessary if you want returns, and to um also provide data
 so Uh,

218
01:12:54,208 --> 01:12:56,500
unnecessary if you want returns, and to um also provide data
 so Uh,

219
01:12:56,708 --> 01:12:58,666
retailers can optimize Uh their manufacturing. Uh, obying 
right,

220
01:12:58,666 --> 01:12:59,208
retailers can optimize Uh their manufacturing. Uh, obying 
right,

221
01:12:59,208 --> 01:13:01,458
retailers can optimize Uh their manufacturing. Uh, obying 
right,

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01:13:01,708 --> 01:13:05,708
okay and sorry, just to remind me for the audience, which 
are the four pillars

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01:13:05,750 --> 01:13:06,750
that you were mentioning?

224
01:13:07,708 --> 01:13:11,791
so I, uh. oh, now you ask me now, I'm concentrating on the 
next question.

225
01:13:12,250 --> 01:13:13,625
Female are collective,

226
01:13:14,833 --> 01:13:18,083
but I can. I can, uh, go back to that for you.

227
01:13:18,083 --> 01:13:20,541
No, Okay, No, Now that's fine to worry over it, but I think

228
01:13:20,666 --> 01:13:24,416
I don't know them by heart, but of the the report is like a 
year old,

229
01:13:24,416 --> 01:13:25,083
Mhm

230
01:13:25,125 --> 01:13:30,416
and uh, I mean, I can forward you the report with great 
pleasure. It is a

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01:13:30,583 --> 01:13:33,541
must read for any Uh. fashion brand.

232
01:13:33,583 --> 01:13:36,750
okay than so. then. maybe well, well, share also the link to
 to it

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01:13:37,000 --> 01:13:38,000
Absolutely.

234
01:13:38,000 --> 01:13:42,625
in to the audience on all, link him so that people can can 
allocate, and thanks

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01:13:42,666 --> 01:13:47,083
for mentioncause. I think learning more on the topic is 
probably the first step

236
01:13:47,250 --> 01:13:49,000
to understand how to improve it.

237
01:13:49,958 --> 01:13:51,208
Yes, absolutely mar.

238
01:13:51,666 --> 01:13:52,833
Cool. Okay, so

239
01:13:53,125 --> 01:13:56,250
You know, it's a collective. It's a collective job.

240
01:13:56,250 --> 01:13:57,166
yeah,

241
01:13:57,166 --> 01:14:01,291
right. We owe it to ourselves, we Alway told the next 
generation. Uh,

242
01:14:01,541 --> 01:14:07,541
there is no way back, so we all have to work together. Uh, 
in this right,

243
01:14:07,791 --> 01:14:11,958
whatever the industry we work in, Unfortunately you and I 
are working in,

244
01:14:12,833 --> 01:14:16,916
Uh, the second largest polluter right, so I think we have to
 take our

245
01:14:16,916 --> 01:14:18,416
responsibilities absolutely

246
01:14:18,416 --> 01:14:22,875
no, that do agree, is definitely like a village work. 
Everyone needs to do his

247
01:14:23,083 --> 01:14:28,625
own part to contribute to the this beautiful world that we 
live in To keep it

248
01:14:28,708 --> 01:14:31,250
for quite some longer time. Hopefully,

249
01:14:31,500 --> 01:14:32,500
absolutely.

250
01:14:33,666 --> 01:14:40,708
so the last question. So our pob question? Beside of being 
super busy with with

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01:14:40,708 --> 01:14:41,541
many things,

252
01:14:42,458 --> 01:14:46,791
you're actually also the founder of the Female founder 
collective.

253
01:14:48,125 --> 01:14:49,333
Can you tell us a little bit

254
01:14:50,458 --> 01:14:57,333
what it is and actually also what the differences or like 
challenges that you

255
01:14:57,500 --> 01:15:03,250
have being like a female founder versus a man founder? On 
top of all the other

256
01:15:03,500 --> 01:15:05,583
challenges that you have of being a founder,

257
01:15:06,916 --> 01:15:11,291
Of course. No, thank you. I are just too correct, Marco. I'm
 a member

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01:15:11,666 --> 01:15:12,708
remember sorry, sorry,

259
01:15:12,708 --> 01:15:17,250
of now, I'm a man. I'm a member of female founder 
collective. Uh, It was

260
01:15:17,625 --> 01:15:22,333
uh, founded by Rebecca Minghoff, as I think you know her, Uh
 in New York,

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01:15:22,750 --> 01:15:28,583
Uh, so I will not take that. Uh, you know a title, of 
course, but I'm a

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01:15:28,666 --> 01:15:33,708
very modest, Uh. member of a female founder collected, and I
 was very

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01:15:33,958 --> 01:15:37,875
pleased when they approached me and asked me, Um, if I want 
to be a part

264
01:15:38,041 --> 01:15:39,708
of their their journey And

265
01:15:41,000 --> 01:15:47,250
yes, it is a. It is still an issue, right, Uh, for a a 
female Uh, founded

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01:15:47,458 --> 01:15:53,875
companies, Uh to um to raise capital. Actually, so we 
receive globally, I

267
01:15:53,958 --> 01:15:59,375
would say around two point three percent or venture funding.
 Uh, so not a

268
01:15:59,458 --> 01:15:59,541
lot, right, Um, we are

269
01:15:59,541 --> 01:16:00,458
lot, right, Um, we are

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01:16:00,458 --> 01:16:00,500
lot, right, Um, we are

271
01:16:01,791 --> 01:16:04,208
generating about. I think it was Uh, a year and a half ago, 
two thousand

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01:16:04,208 --> 01:16:04,833
generating about. I think it was Uh, a year and a half ago, 
two thousand

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01:16:04,833 --> 01:16:05,666
generating about. I think it was Uh, a year and a half ago, 
two thousand

274
01:16:06,208 --> 01:16:11,333
and of two thousand, nineteen numbers, around one point 
eight trillion per

275
01:16:11,333 --> 01:16:12,041
year

276
01:16:13,000 --> 01:16:17,750
in your revenues, right women, le, uh, businesses or women 
owned

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01:16:17,750 --> 01:16:18,666
businesses,

278
01:16:19,875 --> 01:16:23,041
So there is still a gender gap right that is, uh, pretty 
important.

279
01:16:23,041 --> 01:16:23,541
So there is still a gender gap right that is, uh, pretty 
important.

280
01:16:23,541 --> 01:16:24,291
So there is still a gender gap right that is, uh, pretty 
important.

281
01:16:25,166 --> 01:16:29,500
Uh, Many funds are now either you know, launched by by 
women,

282
01:16:29,875 --> 01:16:32,375
Um, founders or previous C Os or C,

283
01:16:33,416 --> 01:16:38,000
or just women who want to support women and who have this 
opportunity. So

284
01:16:38,458 --> 01:16:41,000
it is something is changing right. So it's um,

285
01:16:42,375 --> 01:16:46,291
something changing in in all diversity. You know what I 
mean. not only for

286
01:16:46,541 --> 01:16:49,833
Uh, women, Uh women, uh businesses.

287
01:16:50,916 --> 01:16:55,166
So it has to accelerate, though, because as you know, more 
and more women

288
01:16:55,416 --> 01:16:58,875
are founding their own businesses, whether it's in in tech 
or non

289
01:16:58,875 --> 01:16:59,583
Mhm.

290
01:16:59,583 --> 01:17:04,041
tech. Right, more and more women are coming out of 
universities, whether

291
01:17:04,208 --> 01:17:10,541
it is in a in a Ftch in a clean tet infn tech rights, 
whatever sectors.

292
01:17:11,000 --> 01:17:14,833
Uh, we see Uh women, Uh, founding uh, businesses, right and 
are trying to

293
01:17:14,833 --> 01:17:16,250
Uh, we see Uh women, Uh, founding uh, businesses, right and 
are trying to

294
01:17:16,333 --> 01:17:20,458
change something in this world, So it has to be much more 
inclusive. but I

295
01:17:20,625 --> 01:17:23,916
mean tonight, right. it has to be um. Yeah, right away, Um 
for my

296
01:17:24,083 --> 01:17:27,833
generation, but uh, even more for the generation to come.

297
01:17:28,083 --> 01:17:31,541
Okay, no, thanks a lot. So what you' saying like, there is 
still a lot of bias,

298
01:17:31,875 --> 01:17:36,958
especially when we talk about getting capital, which is an 
essential part of

299
01:17:36,958 --> 01:17:37,750
Uh,

300
01:17:38,333 --> 01:17:39,375
growing a new company.

301
01:17:39,375 --> 01:17:40,208
Yeah,

302
01:17:40,208 --> 01:17:45,375
You need to have the room to to experiment to fail. and and 
therefore get today

303
01:17:45,625 --> 01:17:49,791
to the success. So, of course, like if those like having 
those biases still

304
01:17:50,541 --> 01:17:51,541
create than

305
01:17:52,833 --> 01:17:58,000
extra struggle to to make sure that Uh, companies funed by 
by women can

306
01:17:58,000 --> 01:17:58,708
actually

307
01:17:59,541 --> 01:18:03,875
be successful sofully as you said, like with all these 
initiatives we can close

308
01:18:04,166 --> 01:18:08,916
this gap and we can get to a war where like men women, 
everyone can actually

309
01:18:09,375 --> 01:18:14,750
contribute. and uh, create a company and solve problems and 
address needs in

310
01:18:14,916 --> 01:18:19,125
Uh. All the area can be technology or outside of technology.
 Of course as well,

311
01:18:19,125 --> 01:18:24,166
absolutely. And and this extends to any sea level positions.
 Any board

312
01:18:24,166 --> 01:18:24,916
position

313
01:18:27,291 --> 01:18:28,291
enriches

314
01:18:28,291 --> 01:18:29,208
Yeah,

315
01:18:29,208 --> 01:18:31,250
right and makes companies more profitable.

316
01:18:31,291 --> 01:18:32,291
totally.

317
01:18:32,541 --> 01:18:36,000
saying it bluntly. That's just what it's about. You know

318
01:18:36,416 --> 01:18:40,750
but if let's say the the human war, the people are composed 
by many different

319
01:18:40,958 --> 01:18:45,208
facets and that's what actually would make it nice. so these
 same different

320
01:18:45,458 --> 01:18:48,583
facets are the one that are actually better addressing the 
problem for the rest

321
01:18:48,750 --> 01:18:53,041
of the people. So the more diversity we have there, the 
better we can be as uh,

322
01:18:53,375 --> 01:18:55,291
collective or as a company as well,

323
01:18:56,250 --> 01:18:58,083
exactly exactly. Yes, Well, said Mark

324
01:18:59,291 --> 01:19:04,583
okay, so I think we are up at time, so thank about Isabelle,
 and

325
01:19:04,625 --> 01:19:05,666
you. very welcome.

326
01:19:05,666 --> 01:19:09,375
what was really a pleasure. So, looking forward also to chat
 with you and see

327
01:19:09,625 --> 01:19:15,791
how the uh, let's say how the also your your company 
evolves. So let let's keep

328
01:19:15,875 --> 01:19:18,916
in touch and was really a pleasure to to have you, and 
thanks a lotd, for

329
01:19:18,958 --> 01:19:21,458
sharing all your experience with a withaa audience.

330
01:19:22,375 --> 01:19:26,166
Thank you very much. Mar. Go for havingav me. thank you to 
the audience as

331
01:19:26,166 --> 01:19:27,125
well for listening.

332
01:19:27,125 --> 01:19:28,125
Thanks, thanks, everyone,

333
01:19:28,125 --> 01:19:29,416
thank you. thank you by