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Let’s talk about how you are going to want to try and onboard clients to your business if you’re operating a sublet model. You’ve got these dark kitchens and you want to bring other people into those kitchens and rent essentially those kitchens, see them, then your customers are going to be restaurants, existing restaurants and chefs, individual chefs or groups of chefs, people who do the food preparation and the argument you’re going to want to make them to convince them to come and sublet from you. The value propositions that you’re going to be pushing them on are your cheap scale, the flexibility that you offer, a distribution that it offers and the centralisation. Of the thing, so the cheap scale, that means that people can come in and they’ve got plenty of space available to service, more delivery customers, and they’re currently able to do so if are a restaurant which has to deal with front of house. Then you can say, look, you may well have more demand for your food on a delivery basis than you’re able to service out of your kitchen because your kitchen is having to serve your dining customers and your delivery customers. So why not jump into one of our kitchens, sublet one of our kitchens and use that as expansion space and use that to service just delivery customers, which means that your kitchen, your restaurant can continue to serve your dining customers. You can service your more delivery customers by subletting one of our places for relatively cheap. You can also sell them on the fact it gives them flexibility. They can try different menus without diluting their brand. You can have the restaurant, the pre-existing restaurant, which sells their existing menu that their patients already know. And like with the delivery side of things, they can try different things. They can even operate under different brands, different names they don’t. People on the other side buying food don’t have to know that it’s the same group of people who’s cooking. You could be an Indian restaurant who also happens to serve Chinese restaurant. Chinese food under a different brand name. It gives them access to a wider audience than they might otherwise have. Maybe they’re just doing the traditional sort of leafleting and taking phone orders by setting up with you. They’ve got the opportunity to get a wider audience. People buy through their menus and through the marketing that’s available. And it also gives them the flexibility to adapt to the market. They can sell one thing for a few days, see how it goes, and then switch and try something else. Distribution of see. You are selling them on the fact that they’ll be able to get on these distribution apps, that riders will come to them, delivery people will come to them because it’ll be a known location. They may not be the only people there. You may have a number of these kitchens and you may have a number of different clients who are subletting them from you. So you’ll have that influx of delivery people and the apps are going to be interested. You can also offer them a bit of help on the operations side of things. So you can be offering them plug and play software for operating. So as well as subletting them the kitchen. You know, you can have some software in there already which will take the orders from the apps and presented to the kitchen, sorting out all of the reseating and the orders and getting the right foods into the right delivery, people’s hands, making sure they deliver to the right areas. Things like that.
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