How Koala Shifted Gears From Purely Digital to Channel Based Approach

I knew Danny before the businesses started and I also helped them organize their investment from Stee Smith who's a childhood friend. And so I'd seen the business from very early on and I think what they did incredibly well initially to get this amazing traction is like they solve for a customer experience problem absolutely and completely. They're desire to deliver like four hour delivery, the 129 trial, and then like a level of customer service that was just unseen in the mattress industry meant that like they were they had a machine that like ingested people and spat out happy customers. It's quite easy then to go and turn those 30 and 50 happy customers into 200 over the course of a year because you have a