Soup to Nuts Retailing
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Soup to Nuts Retailing

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Retail and retailing is at the cusp of change driven by a raft of new technologies that will blend on and off line markets, real and virtual experiences....

Retail and retailing is at the cusp of change driven by a raft of new technologies that will blend on and off line markets, real and virtual experiences.

Mobility and social networks are two clear examples of very recent change. We have also seen improved databases and search engines as well as cameras and barcode readers, but are now poised to increase its power with readers of "near field" (RFID). Even more extreme is the imminent deployment design, printing, manufacturing and distribution of 3D printers. So the main question is, how do change and adapt yourself and your organization to harness the potential of new businesses being offered?

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  • 1. Soup to Nuts Retailng M sopa a las nueces Retail Peter Cochrane COCHRANE a s s o c i a t e s cochrane.org.uk ca-global.orgThursday, 3 November 2011
  • 2. What we know for sure ! Lo que sabemos a ciencia cierta !Thursday, 3 November 2011
  • 3. Fundamentally nothing much has changed! Fundamentalmente no ha cambiado mucho! • The customer experience 1932 - 2010 • Customers expect/want more • Pile em high and sell em cheap is not enough • Today there are alternatives on-line!Thursday, 3 November 2011
  • 4. Customers are looking for convenience... Los clientes buscan la comodidad ... • People will pay for quality • They will go for brands • They love good service • But they won’t buy your wine if you don’t have a parking lot!Thursday, 3 November 2011
  • 5. Home deliver services can be made to work... Inicio prestación de servicios puede llegar a funcionar ... • Busy people love it • It is a growing market • It is also far more sophisticated than people think • It is a Green SolutionThursday, 3 November 2011
  • 6. A new opportunity space ! Un espacio de nueva oportunidad!Thursday, 3 November 2011
  • 7. Thursday, 3 November 2011
  • 8. Thursday, 3 November 2011
  • 9. But it all requires even more attention to data... Pero todo requiere una mayor atención a los datos ... • There is $$ in data • Even more $$ in meta data Hold that thought... Espere un momento ...Thursday, 3 November 2011
  • 10. But it all requires even more attention to data... Pero todo requiere una mayor atención a los datos ... • There is $$ in data • Even more $$ in meta data Hold that thought... Espere un momento ...Thursday, 3 November 2011
  • 11. Online is now mainstream and growing... En línea es ahora la corriente principal y en crecimiento • Only technophobes dislike it • The changing demographic will see it grow • In some cases the high street is the showroom for the on-liners • It is another Green SolutionThursday, 3 November 2011
  • 12. On-line sector is the master of data & metadata... On-line del sector es el amo de los datos y metadatos ...Thursday, 3 November 2011
  • 13. On-line sector is the master of data & metadata... On-line del sector es el amo de los datos y metadatos ... • They make $$ on both • The know ever more about us... • We are happy for them to know • It is a win - win situation • This trend will grow in futureThursday, 3 November 2011
  • 14. Stop Press ! Dejar de PresionarThursday, 3 November 2011
  • 15. John Lewis offers free wifi across all stores... John Lewis ofrece wifi gratuito en todas las tiendas ... The chain said it is also now working on an iPhone app aimed at in-store customers, giving access to product reviews and videosThursday, 3 November 2011
  • 16. Why ? ¿Ppor Qué "We know our customers are mobile and want to be connected anywhere, anytime and anyplace”Thursday, 3 November 2011
  • 17. Why ? ¿Ppor Qué "We know our customers are mobile and want to be connected anywhere, anytime and anyplace” The Meta Data Los MetadatosThursday, 3 November 2011
  • 18. Why ? ¿Ppor Qué "We know our customers are mobile and want to be connected anywhere, anytime and anyplace” • Who you are The Meta • Where you are Data • Where you have been • What you purchased • What you did not purchase • How often you visit Los • Who you visit with • Who your friends are Metadatos • +++++++ • Real time advertising • Real time offersThursday, 3 November 2011
  • 19. Why ? ¿Ppor Qué "We know our customers are mobile and ? so want to be connected anywhere, anytime al and anyplace” 3 G t o • Who you are ly The Meta • Where you are app Data • Where you have been is s th • What you purchased • What you did not purchase oe D • How often you visit Los • Who you visit with • Who your friends are Metadatos • +++++++ • Real time advertising • Real time offersThursday, 3 November 2011
  • 20. Why ? ¿Ppor Qué "We know our customers are mobile and ? so want to be connected anywhere, anytime al and anyplace” 3 G to • Who you are ly The Meta ! • Where you are app Data s •eWhere you have been Y What you purchased is h • t oes • What you did not purchase D • How often you visit Los • Who you visit with • Who your friends are Metadatos • +++++++ • Real time advertising • Real time offersThursday, 3 November 2011
  • 21. Proximity selling La proximidad de ventaThursday, 3 November 2011
  • 22. Proximity selling La proximidad de venta • A market of one • On the move • Real time • Push and pull • Dynamic • Availability driven • Meta data supportThursday, 3 November 2011
  • 23. Proximity selling La proximidad de venta g ! in • A market of one th ry eve • On the move s ge an • Real time ch h is • Push and pull T • Dynamic • Availability driven • Meta data supportThursday, 3 November 2011
  • 24. Proximity selling La proximidad de venta ! l ty g ya in • A market lof one o th f e ry o g move ev • Onin the e s an eReal time n g m• a e ch s th • Push and pull h is ne T e fi d • Dynamic re It • Availability driven • Meta data supportThursday, 3 November 2011
  • 25. Shopping is changing everywhere... De la compra está cambiando en todas partes ... TextThursday, 3 November 2011
  • 26. Shopping is changing everywhere... De la compra está cambiando en todas partes ... Text Essentials OnlyThursday, 3 November 2011
  • 27. Shopping is changing everywhere... De la compra está cambiando en todas partes ... Text Essentials Only LuxuriesThursday, 3 November 2011
  • 28. Shopping is changing everywhere... De la compra está cambiando en todas partes ... Text Essentials Only Luxuries FunThursday, 3 November 2011
  • 29. It really is about the complete experience... Realmente se trata de una experiencia completa ... • Part purchase part entertainment • Good brands/green solutions • Perceived quality • Convenience & pleasure !Thursday, 3 November 2011
  • 30. BUT even the really big hitters are in trouble Pero incluso los bateadores realmente grandes están en problemas NEWS Las Vegas retail market deteriorates Las Vegas retail market deteriorates as vacancy rate escalated to a new high of 10.5 percent. Almost 200,000 square feet of retail space was returned to the market.....Thursday, 3 November 2011
  • 31. To survive and prosper we have to change ! Para sobrevivir y prosperar todos los negocios tienen que cambiar!Thursday, 3 November 2011
  • 32. Changing an established business/sector! Cambio de una empresa establecida / del sector! “…can be almost impossible, and it is generally far easier to build a new one” "... Puede ser casi imposible, y es generalmente mucho más fácil construir uno nuevo"Niccolò Machiavelli 1469 - 1527Thursday, 3 November 2011
  • 33. Changing an established business/sector! Cambio de una empresa establecida / del sector! “…can be almost impossible, and it is generally far easier to build a new one” "... Puede ser casi imposible, y es generalmente mucho más fácil construir what nuevo" This is uno you haveNiccolò Machiavelli 1469 - 1527Thursday, 3 November 2011
  • 34. Changing an established business/sector! Cambio de una empresa establecida / del sector! “…can be almost impossible, and it is generally far easier to build a new one” "... Puede ser casi imposible, y es generalmente mucho más fácil construiris what you need This is what nuevo" This uno you haveNiccolò Machiavelli 1469 - 1527Thursday, 3 November 2011
  • 35. ...if we continue to do what we have always done... • ...we will continue to get what we have always got • Others will eat our lunch • Customers will vote with their feet • Turnover and profit will decline.....toward an unpleasant end !Thursday, 3 November 2011
  • 36. To be absolutely clear ! Para ser absolutamente claro !Thursday, 3 November 2011
  • 37. Change is not an option - it is the only constant! El cambio no es una opción - es la única constante! • It is driven by technology, need, fad & fashion • It goes way beyond the on-line experience • No sector goes unaffected • Only the form and timing is different !Thursday, 3 November 2011
  • 38. An existence theorem! Un teorema de existencia! • You have to think different - not me too! • Customers have to feel special • Products and service has to be outstanding • In the real world and the virtualThursday, 3 November 2011
  • 39. An existence theorem! Un teorema de existencia! • Staff are there to help you - beyond sales! • It is a hands on experience • Lectures and tutorials by experts • A totally new way of sellingThursday, 3 November 2011
  • 40. An existence theorem! Un teorema de existencia! • They create anticipation and excitement! • They generate expectation and loyalty • It is an ‘all embracing’ experience • They were the first - and remain the only company to do thisThursday, 3 November 2011
  • 41. Technology powers a global abundance! Tecnología poderes una abundancia global! • It continually improves quality and reduces prices • Seasonality has been banished • But we still see the haves and have nots • Logistics, PoS, and the ecology remain a big concern !Thursday, 3 November 2011
  • 42. Some key trends ... Algunas de las tendencias clave ... • All markets are global • The customer is always on-line • Meta data is where the money is • Customer expectation is on the up • Quality is augmenting cheap and plentiful • Online threats & opportunities are growing • Pres-used/second hand is becoming fashionable • Discounting is dying - but group buying is growing • Consumers will know ever more product detail • Prosumers will be a disruptive retail force • Selling fewer & better for much more • Production will become more local • Flash sales will overwhelm supply • +++++ • Green really is an issueThursday, 3 November 2011
  • 43. So what else is on the cards ? Entonces, ¿qué otra cosa es en las tarjetas?Thursday, 3 November 2011
  • 44. Tech savvi and driven consumers & employees! Savvi tecnología y los consumidores impulsados y empleados! • Any platform, OS, Application, fixed and mobile • Socially networked and well connected • Ecologically and fashion aware • An entirely different expectation !Thursday, 3 November 2011
  • 45. Social networking Redes sociales Other people: * Read * Watch * Listen * Search * Think * Work * Solve problems * Try products * Find good services * Organise group purchases So I don’t have to !Thursday, 3 November 2011
  • 46. Social networking leads to social shopping and consumer leverage taking out the middleman... Las redes sociales lleva a la compra social y el apalancamiento de los consumidores sacar el intermediario ...Thursday, 3 November 2011
  • 47. The movie and music felt the impact early... El cine y la música se sintió el impacto temprano ... Mobile phones and music players were the toolsThursday, 3 November 2011
  • 48. Social networking impacts markets quickly... No Social Net With Social Net Music sales with and without social networking Impactos sociales mercados de redes con rapidez ...Thursday, 3 November 2011
  • 49. Social networking impacts markets quickly... No Social Net With Social Net Off the scale Music sales with and without social networking Impactos sociales mercados de redes con rapidez ...Thursday, 3 November 2011
  • 50. You no longer upset one person... ...you upset a community ! Bad news spreads faster and further than goodThursday, 3 November 2011
  • 51. Creativity, publishing, information is all moving to the edge - it is out of control, open, global, accessible anywhere by anyone... a creatividad, la publicación, la información es todo movimiento en el borde - que está fuera de control, abierto, global, accesible desde cualquier lugar por cualquier persona ...Thursday, 3 November 2011
  • 52. History and speed of change in trading BC AD ~3000 ~400 ~700 ~800 ~1940Thursday, 3 November 2011
  • 53. History and speed of change in trading BC AD ~3000 ~400 ~700 ~800 ~1940 Atoms BitsThursday, 3 November 2011
  • 54. History and speed of change in trading BC AD ~3000 ~400 ~700 ~800 ~1940 ~2010 Atoms BitsThursday, 3 November 2011
  • 55. History and speed of change in trading BC AD ~3000 ~400 ~700 ~800 ~1940 ~2010 Atoms On Hands Bits Hands OffThursday, 3 November 2011
  • 56. History and speed of change in trading BC AD <10years ~3000 ~400 ~700 ~800 ~1940 ~2010 Atoms On Hands Bits Hands Off Real VirtualThursday, 3 November 2011
  • 57. UnequalsThursday, 3 November 2011
  • 58. UnequalsThursday, 3 November 2011
  • 59. UnequalsThursday, 3 November 2011
  • 60. Unequals Worlds apart - a completely new paradigm!Thursday, 3 November 2011
  • 61. So what is going to happen in this world?Thursday, 3 November 2011
  • 62. Incramentalism ? This really isn’t the next step - it really isn’t !!Thursday, 3 November 2011
  • 63. Incramentalism ? The banks/card companies are gearing up to do this !!Thursday, 3 November 2011
  • 64. If cards go from swipe to contactless...and that is all, then there will be another...Thursday, 3 November 2011
  • 65. If cards go from swipe to contactless...and that is all, then there will be another... ...only this time it will really hurt!Thursday, 3 November 2011
  • 66. But the real consumer problem is far bigger! ID Pass Debit Credit Guides Loyalty Medical Licences Insurances Institutions Quick Notes Memberships ++++++++++ How many more can you cope with?Thursday, 3 November 2011
  • 67. But the real consumer problem is far bigger! ID Pass Debit Credit Guides Loyalty Medical Licences Insurances Institutions Quick Notes Memberships ++++++++++ Just manage my life for me!Thursday, 3 November 2011
  • 68. But the real consumer problem is far bigger! Just manage my life for me!Thursday, 3 November 2011
  • 69. But the real consumer problem is far bigger! iCards Just manage my life for me!Thursday, 3 November 2011
  • 70. But the real consumer problem is far bigger! iCards Just manage my life for me!Thursday, 3 November 2011
  • 71. Thursday, 3 November 2011
  • 72. So, how about that Meta-Data ? Así que, ¿qué tal que los meta-datos?Thursday, 3 November 2011
  • 73. Where you are ? Where you have been ? Where you are likely to be going to ? What does it Who you have met ? Who you are going to meet ? know Who you call ? about you? Who calls you ? Who you TXT - IM - Link ? All your contacts All your urls All you passwords What you are doing now ? What have you done in the past ? What games you play ? What apps you use ? What music you listen to ? What you watch ? What you read ? What you buy ? ++++++++++Thursday, 3 November 2011
  • 74. Tagging for life Marcado de por vida Cradle Chunky Limited to Pretty Grave technology information Jewellery Data Chips and tags on and in everything including goods, animals & peopleThursday, 3 November 2011
  • 75. Much of this technology will be extended to other vehicles...Thursday, 3 November 2011
  • 76. Our logistic systems waste a significant % of the global GDP...Thursday, 3 November 2011
  • 77. Logistics inefficiency see losses of $2T a year ! Ineficiencia logística ver pérdidas de US $ 2T un año!Thursday, 3 November 2011
  • 78. Tagging and tracking changes the name of the game ! De marcado y seguimiento de los cambios en el nombre del juego!Thursday, 3 November 2011
  • 79. Data, admin, dosage, treatment errors kill 1000’s or sees serious disablemnet ! De datos, de administración, dosis, errores de tratamiento de matar a 1000 o ve disablemnet en serio!Thursday, 3 November 2011
  • 80. Modern farming sees tagged crops and animals + vehicles and supplies ! La agricultura moderna ve a los cultivos y los animales etiquetados + vehículos y material!Thursday, 3 November 2011
  • 81. Industrial and personal recycling and reuse could be vastly improved to reduce waste ! Reciclaje industrial y personal y la reutilización podría ser ampliamente mejorado para reducir el desperdicio!Thursday, 3 November 2011
  • 82. Ultimately this is all about sustainability and survivability! En última instancia, esto es todo acerca de la sostenibilidad y la supervivencia! ✦ Not more for the few ✦ But sufficient for all ✦ Using what is plentiful ✦ Not fighting over the scarce ✦ Creating less waste ✦ Helping nature not fighting her ✦ Living in a way the planet can supportThursday, 3 November 2011
  • 83. Beyond tagging... Más allá de etiquetas ...Thursday, 3 November 2011
  • 84. And then...Thursday, 3 November 2011
  • 85. Lets play a mind game ! Vamos a jugar un juego de la mente!Thursday, 3 November 2011
  • 86. - I see this add - Come to your store - Find the jacket to fit - But wrong colour pants - Veo que este complemento - ¡Ven a tu tienda - Buscar la chaqueta para adaptarse - Pero los pantalones de color incorrectoThursday, 3 November 2011
  • 87. - I see this add - Come to your store ! - Find the jacket to fit a nt - But wrong colour pants ve y - Veo que este ha complemento No - ¡Ven a tu tienda - Buscar la chaqueta para adaptarse ! le - Pero los pantalones de Sa color incorrecto NoThursday, 3 November 2011
  • 88. - With RFID you locate the right pants at another store - You promise to send the same day - Con la tecnología RFID a localizar los pantalones a la derecha en una tienda de otra - Usted se compromete a enviar el mismo díThursday, 3 November 2011
  • 89. - With RFID you locate the right pants at another store - You promise to send the same day ! a nt - Con la tecnología RFID Ve a localizar los pantalones a la derecha en una tienda de otra ! - Usted se compromete a le Sa enviar el mismo díThursday, 3 November 2011
  • 90. So, what else is on the horizon ? ¿Qué otra cosa es en la tienda?Thursday, 3 November 2011
  • 91. An endless stream of technology! Una corriente sin fin de la tecnología!Thursday, 3 November 2011
  • 92. So how about the non- obvious ! Así que, ¿qué el no es obvio?Thursday, 3 November 2011
  • 93. We can now replicate 3D objects at a distance...Thursday, 3 November 2011
  • 94. Ultimately we will move from shipping products to shipping designs! En última instancia, vamos a pasar de envío de productos a los diseños de envío!Thursday, 3 November 2011
  • 95. Problems to come ! Los problemas por venir!Thursday, 3 November 2011
  • 96. We understand a lot about the sociology of people, but nothing about the sociology of machines ! Entendemos mucho acerca de la sociología de la gente, pero nada acerca de la sociología de las máquinas!Thursday, 3 November 2011
  • 97. Creativity and commerce are moving to the edge and this will include machines that will produce and trade La creatividad y el comercio se están moviendo hacia el borde, lo cual incluye las máquinas que producen y comercializanThursday, 3 November 2011
  • 98. For sure we will have to think and operate differently to leverage the technology... Por supuesto que tendremos que piensan y actúan de manera diferente a aprovechar la tecnología ...Thursday, 3 November 2011
  • 99. All we can see, forecast, guess, is just the tip...! Todo lo que podemos ver, la previsión, supongo, es sólo la punta ...!Thursday, 3 November 2011
  • 100. Final Word Palabras finales REMEMBER RECUERDE The £ $ € is in the ʻMeta Dataʼ Los $ £ € se encuentra en la "Meta Data"Thursday, 3 November 2011
  • 101. ca-global.org cochrane.org.uk COCHRANE a s s o c i a t e s 1995Thursday, 3 November 2011
  • 102. ca-global.org cochrane.org.uk Thank You Gracias COCHRANE a s s o c i a t e s 1995Thursday, 3 November 2011