How to Support Multichannel and Why It's Important - Greg Wong, Heiler

  • 796 views
Uploaded on

 

More in: Business , Technology
  • Full Name Full Name Comment goes here.
    Are you sure you want to
    Your message goes here
    Be the first to comment
    Be the first to like this
No Downloads

Views

Total Views
796
On Slideshare
0
From Embeds
0
Number of Embeds
0

Actions

Shares
Downloads
17
Comments
0
Likes
0

Embeds 0

No embeds

Report content

Flagged as inappropriate Flag as inappropriate
Flag as inappropriate

Select your reason for flagging this presentation as inappropriate.

Cancel
    No notes for slide

Transcript

  • 1. How to Support Multichannel and Why it’s Important Greg Wong, CEO | September 27, 2011 1
  • 2. Agenda » Multichannel Trends » Effects on Manufacturers & Distributors » Multichannel Pain Points » PIM Solves the Challenge » About Heiler File name - Click Insert / Header & Footer to edit 2
  • 3. Multichannel Trends: eCommerce File name - Click Insert / Header & Footer to edit 3
  • 4. Multichannel Trends: eTailers File name - Click Insert / Header & Footer to edit 4
  • 5. Multichannel Trends: Print Catalogs •Catalogs double sales (new & existing customers) •Increase website traffic (new & existing customers) •Catalogs move consumers into the sales funnel •Buyer conversion rate is higher for recent catalog recipientsSource: USPS & Comscore File name - Click Insert / Header & Footer to edit 5
  • 6. Multichannel Trends: Mobile Commerce File name - Click Insert / Header & Footer to edit 6
  • 7. Multichannel Trends: Social Commerce File name - Click Insert / Header & Footer to edit 7
  • 8. Multichannel Trends: Value to the Consumer File name - Click Insert / Header & Footer to edit 8
  • 9. What does this mean for your company? » Consumers are searching and purchasing products from various channels. » In order for consumers to feel confident that they are making the right purchase you must have up-to-date product information for all of your sales channels. » Perfect product data leads to higher conversion rates and return customers. » Enable the long-tail strategy for higher margins on niche products. File name - Click Insert / Header & Footer to edit 9
  • 10. Long-Tail Strategy: Business Values Gartner PIM Heiler 10
  • 11. PIM supports Long-tail Strategies of our Customers Dealer, Retailer, Distributor HIGHER MARGINS Commerce Through a collaborative PIM supply chain Site Enterprise Product Information Cross Margin Progression & Trend PIM enables Longtail Business Models 28 Longtail 24 20 16 12 8 4 0 Top-Seller The Business Value of Product Information for E-Commerce 11
  • 12. PIM Increases Conversion Rates and Margins Commerce Site Enterprise Customer Product Profile Information The Business Value of Product Information for E-Commerce 12
  • 13. PIM Increases Conversion Rates and Margins Commerce MORE ORDERS Site HIGHER MARGINS Who? How? What? - is interested - to find - Product - is my customer - to appear - Price - was here before - to afford Enterprise - Brand - visits me first time Customer - to compare - Benefits Product - visits me often Profile - to receive - Availability - buys at my site - to buy Information - Popularity The Business Value of Product Information for E-Commerce 13
  • 14. PIM = Difference Between Visitors and Buyers Commerce Site INCREASING CONVERSION Enterprise RATE Through better Product Information PIM enabled onsite facetted Search Product Increases Conversion +40% Information Conversion Progression & Trend 28 0 10 20 30 40 with PIM 24 PIM enabled targeted Merchandising 20 Drives Response Rate +550% 16 12 8 0 60 120 180 240 300 360 420 480 540 600 4 without PIM PIM enabled Personalization & Recommendation 0 Increase Order Size Rate +15% Buyers x 100 = Conversion Rate in % Visitors 0 10 20 30 40 The Business Value of Product Information for E-Commerce 14
  • 15. Enterprise Publishing: 30% Quicker Time-to-Market Enterprise PIM makes you #1 14 15 Weeks Source: LNC PIM 2011 & Heiler PIM ROI Survey 2011 10 + 30% Weeks Catalog Speed 10 PIM reduces time of print catalog production 7 and catalog updates for 30% Weeks 5 Weeks + 63% 5 International Growth PIM PIM PIM users sell to 46 countries Average does address 17 countries. 0 New Catalog Update Catalog PIM_CL_BV_Print 15
  • 16. Publishing: Cross Selling Effects in Multichannel Strategies Store Online-Shop Publishing s leads to online & stores revenues 15.2 % Catalog 29.1 % of store revenues are of online revenues are influenced by catalogs influenced by catalogs Distribution B2B Manufacturing Source: E-Commerce Competence Center 2010 PIM_CL_BV_Print 16
  • 17. Multichannel Pain Points without a PIM » You cannot feel it » You cannot touch it File name - Click Insert / Header & Footer to edit 17
  • 18. Multichannel Pain Points without a PIM » You are alone in the dark with no advice File name - Click Insert / Header & Footer to edit 18
  • 19. How PIM Helps » Good product search » Comparisons » Detailed product descriptions File name - Click Insert / Header & Footer to edit 19
  • 20. Overall Business Needs Organization & Extended Organization Business Challenge Business Solution Single-perspective View of Data Multi-perspective View of Data JPG XML XML PNG Excel CSV GIF PDF File name - Click Insert / Header & Footer to edit 20
  • 21. Multichannel Commerce Needs Perfect Product Data IDW Manufacturer Distributor » Today most manufacturers have multiple » Distributors are receiving product data from sales channels and need to have perfect 100’s of manufacturers, data pools, etc. product data for all of their products. They need perfect product data to publish this information to all of their sales channels. File name - Click Insert / Header & Footer to edit 21
  • 22. Manufacturers are Selling Direct » With the increase in internet revenues, manufacturers have the opportunity to sell direct. » They can build relationships and sell products online to customers. Manufacturer Distributor File name - Click Insert / Header & Footer to edit 22
  • 23. Static PIM Suite Overview File name - Click Insert / Header & Footer to edit 23
  • 24. Heiler PIM Suite - Product Content Management for large Enterprise Customer Adoption PIM Channel XML ENTER ECM HSX CATALOG S Q CAT SYNC PUBL DAM Forrester PIM Heiler 24
  • 25. Enterprise Product Information Management Integration PLM Governance Workflow Design Localization Synchronize Presentation Mapping Creation Analysis Approval Art Buying Translation Consolidate Information Classification Enrichment Stewardship Quality Photography Exchange Publishing Data Master Data Digital Asset Commerce Channel Live Onboarding Management Management Stores Management Catalogs Supplier Application Media eCommerce Social Multichannel eProcurement 25
  • 26. Reference: Fastenal “We deal in MRO, but our customers primarily expect detailed product descriptions and technical details. As a result, we are increasingly developing into an information Bruce Loken broker. This means that we deal in product information.” Product Data Management Director Challenges Solution Benefits » Increased online profitability by 15% » Improve data quality, accuracy, speed of » Heiler Product Manager 600K components for e-commerce and » 80% reduction in cost and time with catalog maintain 11Million SKUs in one database » Heiler Media Manager generation while increasing catalog SKU count by 30K products » Redundant /duplicated product data » Data consistent, up-to-date, accurate across » 9 Disparate databases enterprise and sales/marketing channels Forrester PIM Heiler 26
  • 27. Key Messages » We are MDM for Product Data End-to-End Product Information Supply Chain High Volumes & Strong Performance Multi Supplier Mass Data Multi Channel Commerce Out of the Box support of major E-Commerce and E-Procurment Solutions » We generate Business Values Perfect and easy management of convergent channels More revenues and higher conversion rates in the channels Better margins and enabling long tail strategies for retailer Early revenues through faster time-to-market and cost efficient supplier on-boarding Strengthen the market shares with integrated procurement channels of large enterprise customers Cost efficient data management for electronic and print publishing channels » Global Growth Strategy and Organization Gartner PIM Heiler 27
  • 28. Heiler Software Group » Founded: 1987 Public 2000 Frankfurt Stock Exchange FASTEST GROWING STANDARD SOFTWARE VENDOR FOR PRODUCT INFORMATION MANAGEMENT (PIM) Offices in Europe, USA, Canada, Australia Growth Rate Revenues FY 2010/11 – 48% YTD » 2011 Revenue: €16 Mio. est. Equity Quote: 82% - €16 Mio. cash - no debts EBIT positive: € 0,582 Mio. YTD 0 2 4 6 8 10 » Growth Rate: 48% YTD Growth Rate Licenses FY 2010/11 – 128% YTD » Partners: 40+ Major System Integrators, Consulting Firms Major E-Commerce Vendors: IBM, ATG, SAP, 0 1 2 Microsoft, Intershop, Demandware » Customers: 300+ 100% Enterprise (Focus on Retail, Distribution) 80% Marketleaders with strategic PIM approach 15 Countries Highest Customer Loyalty 28
  • 29. Global Growth » Global Presence Detroit Chicago Toronto Stuttgart Karlsruhe London Sydney Gartner PIM 29
  • 30. Questions Thank You! Questions? » Learn more about Heiler www.heiler.com www.tv.heiler.com www.pim-roi.com » Connect with Heiler Facebook Twitter LinkedIn YouTube File name - Click Insert / Header & Footer to edit 30