Good day. Thank you for joining us today. I'm Zak Calisto, the Founder and CEO of Karooooo. During this presentation, we will be making forward-looking statements, including statements regarding our financial outlook for FY '23. Please read the disclaimer before you make any decisions. All reconciliations to non-IFRS metrics are in our earnings announcement, the 6-K published on our website. Before we talk about our results of FY '22, we want to demonstrate to you the way we think about our business. As we have in charge an average change 50 billion per month per vehicle for what we do, the large impact at our solution as on businesses is often misunderstood or underestimated. Our platform helps our customers to transform their businesses. We allow them to be extremely efficient and competitive as they digitalize their on-the-ground operations. Fundamentally, our customers are able to do much more with less by using our platform. We have been building our platform for over a decade and has evolved far beyond monitoring vehicles. Specifically in the last years, we have allocated a large amount of capital into R&D, and we will continue to do so. We have built our platform for the future, so we can be long-term partners of our customers. We understand that many of these developments will not give us the immediate results that we want, and we will get the benefits in the medium to long term. As we all know, mobility is core to all the underground operations of any business. We think beyond connected vehicles and equipment. [Presentation]

Hopefully, the video that we've all watched has helped everybody better understand our business. Fundamentally, our mission is to establish the leading on-the-ground operations cloud that will allow us to partner with our customers for the long term. We're now going to watch another video that will show what one of our customers' day-to-day operations looks like. [Presentation]

After watching that video, I believe you can now better contextualize all the value that we bring to businesses. The business is that we service are from the small SME customers right up to very large enterprises. Clearly, the larger the enterprise, the more complex its operations are and the more value we can bring to the table to assist them into digitalized the operations are now indeed the few departments to be able to talk to each other, allowing them to mitigate risk, allowing them to increase productivity to have greater visibility of their operations. And we're proud ourselves and continue to developing our platform in order to continue to assist our customers in better digitalizing the operations. We know that the digitally transform business does not happen overnight. So we partner with our customers to take them through different stages of building their business. One of the things that we proud ourselves on is on our ROI that our customers get. They see the ROI benefits right in the first second month. But more importantly, is they see the real benefits over time as they use our technology, which allows them to improve their businesses every day, one day at a time. We have a very diverse customer base, ranging from consumers to small, medium, large enterprises. We understand that all these businesses are very different, given that they operate in different industries with different types of active vehicles at 3 different operations. We also understand that in different regions, not only countries, but even within a country, there's different mindsets and our ability to localize is very important for our success. And given that all the data that we collect through the app different industries and there are billions of data points we collect on a monthly…

As you look to accelerate sales and marketing investment in FY '23, what should we expect the typical ramp-up of your new sales reps to look like? And do you expect sales efficiencies to remain stable throughout the year? The recruitment process is always a bit slower than one envisages. We've already started recruiting in Q4. Clearly, this does take down to get the right mix of people and the right people well trained. And clearly, also when you do ramp up your sales start, specifically, you really want to do a strong ramp-up. You do have to live with a -- with lack of efficiencies, if that makes any sense. And that takes quite a bit of time to get right. So we certainly are expecting as we ramp up weakening of our unit economics. Then the next question, in the case of recent commercial customer wins, are the majority of the situation's greenfield opportunities? Or are you replacing a variety of competitive solutions? Normally, we target, and we always tell our staff the market is -- it's quite large. It's quite untapped. We certainly believe that. And clearly, we -- most of our customers set to get our greenfield. When we start that into medium-sized and large enterprise customers, where we come with a more sophisticated offering to help them not only worth looking at their vehicles, but their own operations. We now clearly are starting to -- it will be competing with competitors that are actually servicing those customers. So we envisage over the next 3 years that we will start taking customers away from competitors, specifically if the competitors have not got a very comprehensive solution, and they haven't evolved over time. Then I have 3 questions from Matthew from William Blair. Which markets are you…