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Amenazas y Oportunidades en el Mercado Papelero Argentino
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Amenazas y Oportunidades en el Mercado Papelero Argentino

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Presentación en el Congreso de la Cámara de la industria de Librería, octubre de 2012, en Mar del Plata. …

Presentación en el Congreso de la Cámara de la industria de Librería, octubre de 2012, en Mar del Plata.
Describe las 7 tendencias de cambio que afectan al mercado.

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  • 1. Amenazas y Oportunidades en el Mercado Librero Papelero Leo Piccioli
  • 2. Leo Piccioli• 40 años, 2 hijos• 14 años en Officenet y Staples• Gerente General de Staples Argentina desde 2005
  • 3. Por qué estoy acá• No soy un experto – 50%/50%• Oportunidad para el Mercado Argentino• Aprender del Debate
  • 4. Apr-…Apr-97 Aug…Aug-97Dec-…Dec-97Apr-… 1997Apr-98 Aug…Aug-98 Officenet FundaciónDec-…Dec-98Apr-…Apr-99 Aug…Aug-99Dec-…Dec-99Apr-…Apr-00 Aug…Aug-00 2000Dec-… BrasilDec-00Apr-…Apr-01 Aug…Aug-01Dec-…Dec-01Apr-…Apr-02 2001 Crisis Aug…Aug-02Dec-…Dec-02Apr-…Apr-03 Aug…Aug-03Dec-…Dec-03Apr-…Apr-04 Aug…Aug-04 2004Dec-04Dec-… StaplesApr-05Apr-…Aug-05 Aug…Dec-05Dec-…Apr-06Apr-…Aug-06 Aug…Dec-06Dec-… SAC 2006 *2626Apr-07Apr-…Aug-07 Aug…Dec-07Dec-…Apr-08Apr-…Aug-08 Aug… 2008Dec-08 TiendasDec-…Apr-09Apr-…Aug-09 Aug…Dec-09Dec-…Apr-10Apr-…Aug-10 Aug…Dec-10Dec-…Apr-11Apr-…Aug-11 Aug…Dec-11Dec-… 2012Apr-12Apr-…
  • 5. El desafío•Doble amenaza digital –Online –iPad + No Papel•Efecto Argentina
  • 6. Fuentes de información• Institute for The Future, Singularity University, Shell Scenarios• Blogs/Blog de Staples• Proveedores• Material interno de Staples
  • 7. Finance long term Investments to Higher Commodity Reduce Printed MKT CDs DVD Pendrive Raise Prices + Marketing CSR investments Affirmative action OS store in company Discontinue (printers, lighting, bet reduce usage Costs die s die dies Equal opportunity (mainly Ecology Change Cabinet Project / Virtual Store More Women Assortment ter products) Lower management) More Women Constant Product Higher Transport Communication Family day, Child care, etc. Working at Reduce Printed MKT Communication Broadband Flexible time using OS Electronic Price tags Inflation Costs - Things companies Staples Change Assortment costs integrates (phone, everywhere Colors / Recycling/Reuse Separate product cost cable , internet) Shapes WOMEN from shipping Focus on Internet presence (Blogs, Tw, FB, etc) Amazon Reducing Premium Lines «M» Separate product cost from Staples Martha Stewart Stores in WCE Delivery Times for OS shipping Home Officeresidential areas Amazon / Compumundo Women rule! Less willingness Opening Stores to drive Focus on Telecommuting Presential TRX/TRX As the cost of transport of bytes goes Retailers (i.e. Wall Differentiate assortment Separate product cost from shipping Open Stores Wal Mart / Farmacity increasing OS More Women Value Marketing: CSAT Vertical Outsourcing services inflation down, the cost of transport of atoms goes Marketing: Leaders in OS Deciding More SLA Companies Higher up. Mart) develop Roll out stores assortment w/ Rethink salesperson Transport smaller stores + low prices profile - empathy importance Marketing: CSAT Revisit premium in RFQs 7 Stores in WCE residential areas Companies move Costs - People specialized strategy Products for Moving (boxes) trends affecting near residences Neat delivery boy Less IT per se New Acq. Alliances (Avm?) Machines or low cost Channels Media (magazines) Teleconference Equipments OS market Less Visits Improve website employees do Invest in internal processes repetitive tasks Offshoring - Mkt Low cost products - Mkt Purchasing area Companies Credit to Entrepreneurs Help Customers defines general SLA Credit cards warehouses Entrepreneurship More Supply Sites closed (JIT) &Pricing, employee Vertical products Products More training AUTOMATION Creative Less stores in downtown orders products Technology everywhere Industries Vertical Less Downtown More stores in neighbourhoods and meetings surge Reduction of WORKPLACE Rise of Best buy focusing on Office use (less SMB + SOHO the SMB Credit Card More meeting products More meetings cubicles) Entrepreneurship More More care for Better products + (coffee, etc) Every place is a workplace Focus on consultants People focus on Salary inflation efficient consultants employees Intelligence & creation Develop new cartoon Dilbert dies Ubiquity Website for tablets / phone Multichannel (one company) Humans for Less Archiving products / stamps Less manual Increased IT & Process team Scheduled Deliveries (72hs) Multichannel Demand better exceptions Higher Margins % administrative relations Death of Usability for stores retail Work at Delivery in Motorcycles processes 9am-6pm Smaller orders experiences Mini Stores Humans for Complaints (humanized) Starbucks, and Tickets Virtual Stores (QR) Improvements Products for the Birth of parks, etc Free next day delivery for all car / vehicle new Focus on Csat Innovation teams Rapid software Cubicle: car Product for the mobile Higher delivery Separate Product cost from Delivery Monitor market for improvements development worker (tablets, smaller expenses Smaller vehicles Death of presentations, adapters) Cabinet service Products to share cubicle Own Product availability . More durable products Use Creative Commons as Mkt Sharing/Publishing Cubicle Everywhere (cabinet/virtual Open source Worklife stores?) Vending Telecommuting Deliver to public places Products for More Balance Training & (time window?) PR Crisis Response Transparent meetings meetings CPC (online + stores) Vista Print COLLABORATION Preparation Authenticity Info Mobile warehouse2.0 Marketing WOM PR Crisis Response Preparation Fast Info Sharing The future will see a rebirth of CPC (online + stores) 2.0 Marketing WOM Frequent collaboration. Quicker More new No loyalty to Entrepreneurship Products for entrepreneurs More meetings and training change of Growth Foster Entrepreneurs training employees companies New win-win relationships with vendors More Groups decision-maker International RFQs created CRM People and ONESELF Offices Products for Products for new Group Creating Sharing Products Training & employees Company Customer companies (How to keep it) + benefits meetings ID products Person Customer Monitor market for improvements Rapid software Reduce induction (New buyer brings Staples) Focus on Csat timeframes Innovation teams development Alliance with Jobs sites People focus more on their well being. Start training as recruiting process No loyalty to Constant Force rotation for training Website for all countries Migration Frenemies Triple bottom line: planet, people, profit Change product line sectors Internationalization Alliances Recycling Buyback/trade-in Reusing Teach customers Vertical Tourism Websites for all devices Ubiquity RESPONSIBILITY Long Term Finance long term investments Home Office Products you would use at home (higher quality) Website for all countries Ecology Focus (printers, lighting) Small Stores Death of Own Products to share cubicle Cubicle Less willingness More Stores to drive Scheduled Deliveries (72hs) Truth Marketing Higher All associates are our messengers Web 2,0 usage Telecommuting No more Demand of Community Truth Marketing Authenticity Ethics secrets Differentiate to protect customers list Focus on higher quality Web 2,0 usage Change Recruiting Strategy (2,0, Linkedin) Less Paper CSR Less printer & Ink usage Products for Training & Foster Entrepreneurship Invest in Employment Brand Participation in Ethics Usage More Meetings meetings CSR Programmes Involve Associates Groups Less Printing Faster Alliances with aligned CPC (online + stores) companies purchases Less Printer & Cloud printing (Google Cloud?) (Starbucks, Citi, Avon, Amex) Ink usage Focus on higher quality Faster Implementation
  • 8. SIETE TENDENCIAS MUJERES LUGAR DE TRABAJOFOCO EN UNO MISMO RESPONSABILIDAD COLABORACIÓN AUTOMATIZACIÓN TRX/TRX
  • 9. SIETE TENDENCIAS LUGAR DE TRABAJOFOCO EN UNO MISMO RESPONSABILIDAD COLABORACIÓN AUTOMATIZACIÓN MUJERES TRX/TRX
  • 10. SIETE TENDENCIASMUJERES
  • 11. Ecología Más mujeres Más mujeres usando trabajando en Staples OS Colores / Formas MUJERES MUJERESSIETE TENDENCIAS Las mujeres mandan! Foco en valores Wal Mart / Farmacity Mayor incremento de Más mujeres importancia SLA variedad de OS c/ decidiendo en RFQs bajos precios Nuevos canales de adquisición
  • 12. SIETE TENDENCIAS MUJERES LUGAR DE TRABAJOFOCO EN UNO MISMO RESPONSABILIDAD COLABORACIÓN AUTOMATIZACIÓN TRX/TRX
  • 13. SIETE TENDENCIAS MUJERESFOCO EN UNO MISMO RESPONSABILIDAD COLABORACIÓN AUTOMATIZACIÓN LUGAR DE TRABAJO TRX/TRX
  • 14. SIETE TENDENCIASLUGAR DE TRABAJO
  • 15. Areas de compra LUGAR DE TRABAJO Se cierran define el precio & depósitos de SLA general Emprendedorismo compañías (JIT) Empleados piden productos Menos «centro» LUGAR DESIETE TENDENCIAS Más reuniones Reducción de consumo de OS TRABAJO Aumento del SMB (menos boxes) Todo lugar es un lugar de Dilbert trabajo muere Pedidos y tickets más Trabajar en chicos Ubicuidad Starbucks, parques, etc Costos más altos de entrega
  • 16. SIETE TENDENCIAS MUJERES LUGAR DE TRABAJOFOCO EN UNO MISMO RESPONSABILIDAD COLABORACIÓN AUTOMATIZACIÓN TRX/TRX
  • 17. SIETE TENDENCIAS MUJERESFOCO EN UNO MISMO RESPONSABILIDAD COLABORACIÓN AUTOMATIZACIÓNFOCO EN UNO MISMO TRX/TRX
  • 18. FOCO EN UNO MISMO Muerte del 9 a 6 Nacimiento del nuevo box: auto Trabajo a Equilibrio vida- Crece distancia trabajo emprendedorismo Muerte del box propio Más reuniones UNOSIETE TENDENCIAS MISMO La gente se enfoca más en su bienestar Cambio frecuente del Muerte del decisor de box propio compra Más nuevos No lealtad a las Trabajo a Trabajo de casa empleados compañías distancia Más Capacitacion reuniones más rápida No lealtad a los sectores
  • 19. SIETE TENDENCIAS MUJERES LUGAR DE TRABAJOFOCO EN UNO MISMO RESPONSABILIDAD COLABORACIÓN AUTOMATIZACIÓN TRX/TRX
  • 20. SIETE TENDENCIAS MUJERESFOCO EN UNO MISMO RESPONSABILIDAD COLABORACIÓN AUTOMATIZACIÓN RESPONSABILIDAD TRX/TRX
  • 21. SIETE TENDENCIASRESPONSABILIDAD
  • 22. RESPONSABILIDAD Autenticidad No más secretos Compras más rápidas EticaSIETE TENDENCIAS RESPONSABILIDAD Triple resultado: planeta, gente, ganancia Comunidad Mayor demanda de RSE Reciclado Reutilización Foco en el largo plazo Ecología Menor voluntad de manejar Menor impresión Menor uso de papel Menor uso de impresoras y tintas
  • 23. SIETE TENDENCIAS MUJERES LUGAR DE TRABAJOFOCO EN UNO MISMO RESPONSABILIDAD COLABORACIÓN AUTOMATIZACIÓN TRX/TRX
  • 24. SIETE TENDENCIAS MUJERESFOCO EN UNO MISMO RESPONSABILIDAD COLABORACIÓN AUTOMATIZACIÓN COLABORACIÓN TRX/TRX
  • 25. SIETE TENDENCIASCOLABORACIÓN
  • 26. Autenticidad Rápido desarrollo Info transparente Open source de software COLABORACIÓN Compartir / Publicar CompartirSIETE TENDENCIAS Preparación Respuesta crisis PR 2.0 Marketing WOM Velocidad Info Compartida COLABORACION Alianzas El futuro verá un renacimiento de la colaboración. Más reuniones y capacitación Nuevas relaciones ganar-ganar con proveedores Más grupos Migración RFQs Internacionales creados constante Internacionalización Creación de Grupos Monitorear mercados buscando mejoras Rápido Turismo Foco en CSat desarrollo Equipos de Innovación de software Ubicuidad
  • 27. SIETE TENDENCIAS MUJERES LUGAR DE TRABAJOFOCO EN UNO MISMO RESPONSABILIDAD COLABORACIÓN AUTOMATIZACIÓN TRX/TRX
  • 28. SIETE TENDENCIAS MUJERESFOCO EN UNO MISMO RESPONSABILIDAD COLABORACIÓN AUTOMATIZACIÓN AUTOMATIZACIÓN TRX/TRX
  • 29. SIETE TENDENCIASAUTOMATIZACIÓN
  • 30. Máquinas o empleados de menor costo realizan tareas repetitivas AUTOMATIZACIÓN AUTOMATIZACIONSIETE TENDENCIAS Tecnología en todos lados Más capacitación y Aumento de reuniones industrias creativas Gente enfocada en Inteligencia Más consultores y creación Inflación salarial Mayor cuidado a empleados Humanos para las Menos procesos excepciones Demanda mejor administrativos experiencia - retail manuales Humanos para las mejoras
  • 31. SIETE TENDENCIAS MUJERES LUGAR DE TRABAJOFOCO EN UNO MISMO RESPONSABILIDAD COLABORACIÓN AUTOMATIZACIÓN TRX/TRX
  • 32. SIETE TENDENCIAS MUJERESFOCO EN UNO MISMO RESPONSABILIDAD COLABORACIÓN AUTOMATIZACIÓN TRX/TRX
  • 33. SIETE TENDENCIASTRX/TRX
  • 34. Inversiones Costos más Muere Muere Muere para reducir altos de CDs DVD Pendrive el uso commodities Constante Integración de las Banda Costos de Costos de Inflación comunicación en ancha en transporte y de comunicación empresas (phone, producto todos cosas más altos más bajos cable , internet) lados Reúsa/Recicla TRX/TRX Reducción de tiempos deSIETE TENDENCIAS entrega de OS en Amazon Home Office TRX/TRX Menor A medida que el costo de voluntad de transporte de bytes baja, el costo Trabajo a manejar de transporte de átomos sube. distancia Inflación Servicios presenciales Costos de Retailers (ej. Wal Transporte Mart) desarrollar más locales más chicos Tiendas más cerca de areas altos/Gente y especializados residenciales Menos Visitas
  • 35. SIETE TENDENCIAS MUJERES LUGAR DE TRABAJOFOCO EN UNO MISMO RESPONSABILIDAD COLABORACIÓN AUTOMATIZACIÓN TRX/TRX
  • 36. Finance long term Investments to Higher Commodity Reduce Printed MKT CDs DVD Pendrive Raise Prices + Marketing CSR investments Affirmative action OS store in company Discontinue (printers, lighting, bet reduce usage Costs die s die dies Equal opportunity (mainly Ecology Change Cabinet Project / Virtual Store More Women Assortment ter products) Lower management) More Women Constant Product Higher Transport Communication Family day, Child care, etc. Working at Reduce Printed MKT Communication Broadband Flexible time using OS Electronic Price tags Inflation Costs - Things companies Staples Change Assortment costs integrates (phone, everywhere Colors / Recycling/Reuse Separate product cost cable , internet) Shapes WOMEN from shipping Focus on Internet presence (Blogs, Tw, FB, etc) Amazon Reducing Premium Lines «M» Separate product cost from Staples Martha Stewart Stores in WCE Delivery Times for OS shipping Home Officeresidential areas Amazon / Compumundo Women rule! Less willingness Opening Stores to drive Focus on Telecommuting Presential TRX/TRX As the cost of transport of bytes goes Retailers (i.e. Wall Differentiate assortment Separate product cost from shipping Open Stores Wal Mart / Farmacity increasing OS More Women Value Marketing: CSAT Vertical Outsourcing services inflation down, the cost of transport of atoms goes Marketing: Leaders in OS Deciding More SLA Companies Higher up. Mart) develop Roll out stores assortment w/ Rethink salesperson Transport smaller stores + low prices profile - empathy importance Marketing: CSAT Revisit premium in RFQs 7 Stores in WCE residential areas Companies move Costs - People specialized strategy Products for Moving (boxes) trends affecting near residences Neat delivery boy Less IT per se New Acq. Alliances (Avm?) Machines or low cost Channels Media (magazines) Teleconference Equipments OS market Less Visits Improve website employees do Invest in internal processes repetitive tasks Offshoring - Mkt Low cost products - Mkt Purchasing area Companies Credit to Entrepreneurs Help Customers defines general SLA Credit cards warehouses Entrepreneurship More Supply Sites closed (JIT) &Pricing, employee Vertical products Products More training AUTOMATION Creative Less stores in downtown orders products Technology everywhere Industries Vertical Less Downtown More stores in neighbourhoods and meetings surge Reduction of WORKPLACE Rise of Best buy focusing on Office use (less SMB + SOHO the SMB Credit Card More meeting products More meetings cubicles) Entrepreneurship More More care for Better products + (coffee, etc) Every place is a workplace Focus on consultants People focus on Salary inflation efficient consultants employees Intelligence & creation Develop new cartoon Dilbert dies Ubiquity Website for tablets / phone Multichannel (one company) Humans for Less Archiving products / stamps Less manual Increased IT & Process team Scheduled Deliveries (72hs) Multichannel Demand better exceptions Higher Margins % administrative relations Death of Usability for stores retail Work at Delivery in Motorcycles processes 9am-6pm Smaller orders experiences Mini Stores Humans for Complaints (humanized) Starbucks, and Tickets Virtual Stores (QR) Improvements Products for the Birth of parks, etc Free next day delivery for all car / vehicle new Focus on Csat Innovation teams Rapid software Cubicle: car Product for the mobile Higher delivery Separate Product cost from Delivery Monitor market for improvements development worker (tablets, smaller expenses Smaller vehicles Death of presentations, adapters) Cabinet service Products to share cubicle Own Product availability . More durable products Use Creative Commons as Mkt Sharing/Publishing Cubicle Everywhere (cabinet/virtual Open source Worklife stores?) Vending Telecommuting Deliver to public places Products for More Balance Training & (time window?) PR Crisis Response Transparent meetings meetings CPC (online + stores) Vista Print COLLABORATION Preparation Authenticity Info Mobile warehouse2.0 Marketing WOM PR Crisis Response Preparation Fast Info Sharing The future will see a rebirth of CPC (online + stores) 2.0 Marketing WOM Frequent collaboration. Quicker More new No loyalty to Entrepreneurship Products for entrepreneurs More meetings and training change of Growth Foster Entrepreneurs training employees companies New win-win relationships with vendors More Groups decision-maker International RFQs created CRM People and ONESELF Offices Products for Products for new Group Creating Sharing Products Training & employees Company Customer companies (How to keep it) + benefits meetings ID products Person Customer Monitor market for improvements Rapid software Reduce induction (New buyer brings Staples) Focus on Csat timeframes Innovation teams development Alliance with Jobs sites People focus more on their well being. Start training as recruiting process No loyalty to Constant Force rotation for training Website for all countries Migration Frenemies Triple bottom line: planet, people, profit Change product line sectors Internationalization Alliances Recycling Buyback/trade-in Reusing Teach customers Vertical Tourism Websites for all devices Ubiquity RESPONSIBILITY Long Term Finance long term investments Home Office Products you would use at home (higher quality) Website for all countries Ecology Focus (printers, lighting) Small Stores Death of Own Products to share cubicle Cubicle Less willingness More Stores to drive Scheduled Deliveries (72hs) Truth Marketing Higher All associates are our messengers Web 2,0 usage Telecommuting No more Demand of Community Truth Marketing Authenticity Ethics secrets Differentiate to protect customers list Focus on higher quality Web 2,0 usage Change Recruiting Strategy (2,0, Linkedin) Less Paper CSR Less printer & Ink usage Products for Training & Foster Entrepreneurship Invest in Employment Brand Participation in Ethics Usage More Meetings meetings CSR Programmes Involve Associates Groups Less Printing Faster Alliances with aligned CPC (online + stores) companies purchases Less Printer & Cloud printing (Google Cloud?) (Starbucks, Citi, Avon, Amex) Ink usage Focus on higher quality Faster Implementation
  • 37. Gracias! leo@staples.com.ar