 Welcome to JSA TV and JSA Podcasts, where we're covering the latest stories, trends, and innovation from leaders in global connectivity, real estate, and the networks within. I'm Barb Mitchell, joining you today live from Capacity Europe, and I'm joined by Scott Harrison, Director of Sales for K&N Global Filtration. Thanks for joining us. Thank you very much. Thank you for having me. It's our first time chatting on JSA TV, but of course we know K&N well, and hopefully most of our viewers do, but we'd love for you to share a little bit more about K&N, if you wouldn't mind, and yourself, and your role, and all of that. Absolutely. Yeah, so I'm the new boy actually, so I'm only about six weeks into K&N, but I am a young veteran of the debt center market, so my career is about 20 years, the last 11 years of which we're with a company called Geist, and then for Vertive after acquisition in 2017. So yeah, I'm a face of the industry, so to speak, but new to K&N. So yeah, I think it's quite interesting having K&N as a brand in this market, because we've done a lot of shows this month. This is our third major show in October, and we've still got a week to go, so it's the most common thing that happens as people come up to us on stands and say like, what are you guys doing here? And we've got a very famous and popular brand in performance automotive industry, so more than 50 years ago, we designed a high airflow, washable, reusable air filter for combustion engines on motorcycles and performance automotive vehicles. So yeah, fast forward today, and we're in the debt center market, and those same things still apply. So high performance, high airflow, air filters for the debt center market, which reduce the energy of the fans that obviously serve the calling on the floor of the data center. And of course, being washable and reusable, they are highly sustainable as well. So yeah, and obviously, if there's a cost element involved here, so another key pain point, if you're not replacing these things every six to 18 months, and these things have got a 15 year life cycle, then there are cost and sustainability metrics there as well. Right, that makes sense. I mean, so much to cover off here, and I mean, you said third show in a month, we're not, as you said, we're not even done October yet, and we're here on the first day, first official day of Capacity Europe, and lots of conversations already. And I find, I don't know about you, but in the last few shows you've been at just this month, and probably over the course of the entire year, sustainability, right, is such a huge topic on everyone's mind. It's something that's made its way into the priorities of so many companies. Talk a little bit about that. You mentioned it in your sort of intro, but if you wouldn't mind talking a little bit more about the solutions that the Canon solutions and how they help your clients solve that. Sure. Yeah. So sustainability is obviously a very keen and poignant thing for the debt centre industry, but one thing I've been really taken back by in my first six weeks, being out there in the market, speaking to some established debt centre customers, but not just for the debt centre, but also for industrial applications like corporate head offices, for example. There is a lot of air filters being used out there. So just as an example, if you think of a fan wall in a hyperscale debt centre, or a large co-location debt centre, you can have hundreds and hundreds, and we've seen up to 550, I think, in just one fan wall. So every single one of those fans has got a filter behind it. So can you think about that? When you change those filters, every six to 18 months, depending on the air quality, they all have to go into landfill or incineration. So it really is quite a huge thing, but the volume is something that's been quite alarming really for me. But not just the landfill, you know, saving side, it's the performance. You know, we've got this 50 years plus of being experts in the air filter business, so we've taken that technology and put it into the debt centre application. So we've seen up to 40% increases in airflow. Now what that means is, you know, great, it's flowing in a low resistance environment, but the fans behind them are spinning much slower, so they're reducing the amount of energy they consume. So twofold. We're going to get sustainability metrics for reducing landfill, but also the spinning down of those fans is saving energy. So helping against things like PUE and making sure that we've been as efficient we can with the facilities side power. One other thing, tenders, like years and years ago, sustainability used to be a small section at the bottom of a response for a co-location to host the IT facilities of organisations, and now that has changed. Now it's very much the forefront of those tender responses, and just as simple as replacing an air filter really does help to contribute to those metrics. Yeah, and as we've said, and thank you for your answer, I mean sustainability is so key, but it's certainly not your only benefit, right? Lots of others, some of which you touched on. But talk a little bit about that. I know that you have some custom options, some more off-the-shelf options. Talk about the difference in those and what benefits those bring. Sure, definitely. So customisation will be a key thing. It's certainly a big part of our initial capability. So if you think back to the automotive days, you know, when the first or new cars were coming out, we were designing parts to go into those cars. There's now 9,000 partners on the automotive side. We've got about 100 so far on the global filtration side. So we will be building that. So our initial capability will be building out what we would call custom product. But the reality is it will be non-standard at the start as we build that product portfolio, and then we'll stop in our European warehouse to understand what the demand on those certain parts is going to be. So we'll be super quick then. If someone phones us and say, you know, we've got a certain manufacturer's part and we can match the part number to the system they've got and we can ship it out very quickly. Right. And so let's talk more about that then, just sort of in terms of we're going to talk more in a second about your global capabilities and offerings. But just as a lead into that, how do people connect with you in terms of, you know, they have this need for an air filtration solution for their data center? What's next for them? Definitely. So it's fairly simple. So you can take out your existing disposable paper and plastic air filter, which will normally go into landfill, replace that with a K&N washable reusable filter, just the straight swap. So what we need to know is the dimensions, the Merv or ISO rating of that air filter and the quantity you're going to need. We'll put those in and then immediately we'll see the performance upgrades and these things will last for up to 15 years. We've said 15 years. I mentioned earlier that we were talking that there's actually an air filter in the office in California that from the automotive side, there's done a million miles. So, you know, we say 15 years, but the reality is these things are going to go much longer. Yeah, good to be prepared though in case, right? And so you're located here in London, right? And so you have team in Europe, team members in Europe, obviously also an office in the United States. So, and I mean, which is great, the data center industry as we know is global connectivity is global, everything that we're doing in this space is. And so tell us a little bit about that in terms of how you've come to this global offering and what that means for your clients in the industry. Sure. So currently, engineering is done from California and manufacturing is done from from Texas, so Dallas in Texas. We are setting up some some warehousing facilities in Amir and also in APAC. So with me and my colleague at the moment, we're setting up the business outside of the US. So big focus on the other major markets outside the US, APAC and Amir being very big focuses for us. And these are major debts in the markets, right? So, you know, we've got some big plans. So the immediate plans are to make sure that we flesh out the team, make sure we hire for the right roles and get the right people in the right places and expand through that. We'll also be looking for partners, both distribution partners and reselling partners, certainly in the more remote regions, regions such as the Middle East and other parts of Asia PAC, we'll be looking to sign up some partners into that as well. Fantastic. Yeah. Well, Scott, thank you for joining us. And so for our viewers who may want to connect with you, connect with K&N, how can they go about doing that? Sure. So all my details will be available somewhere I'm assuming after this or On the screen. Our details, yeah. Could you point this? Yeah, right there. So yeah, we're generally available. If not, I'm on LinkedIn, you know, the team are out there. So just sort of reach out and we'll get in contact for sure. Perfect. Thank you so much. Appreciate it. Thank you for, I hope we have many more opportunities to have these sorts of conversations on JSA TV. We thank you for coming. Thank you. And thank you viewers for tuning in to JSA TV and JSA podcasts. Happy networking.