All the presentations, in one place from RetailOasis 3rd Annual Big Breakfast - including: - Steve Kulmar ( Founder, RetailOasis) - Mark Teperson ( Digital Director, RCG) - Rory Scott (GM - Strategy, Super Retail Group) - Pippa Kulmar (Co-Director, RetailOasis) - Darren Aquilina (GM - Marketing & Procurement, Thorn)

1. BIG BREAKFAST
#retailoasis

2. NRF BIG SHOW & CES
#retailoasis

3. CHALLENGE YOUR
THINKING ON
THE FUTURE OF RETAIL
#retailoasis

4. MARK
RORY
PIPPA
DJ
RETAIL
STRATEGY
CONSUMER
TECNOLOGY
Q&A
#retailoasis

5. WE TOOK IN THE BIG
APPLE’S BEST RETAIL
#retailoasis

6. VISITED THE NRF’S
BIG SHOW
#retailoasis

7. DISCUSSED LOTS OF
BIG TOPICS
#retailoasis

8. CURATING WITH
CONFIDENCE
#retailoasis

9. PERSONALISATION
CURATING WITH
CONFIDENCE
#retailoasis

10. DE-COMMODITISATION
PERSONALISATION
CURATING WITH
CONFIDENCE
#retailoasis

11. DE-COMMODITISATION
PERSONALISATION
GETTING EMOTIVE
CURATING WITH
CONFIDENCE
#retailoasis

12. GOT INSPIRED BY RICHARD
BRANSON’S PHILOSOPHY:
SCREW IT, JUST DO IT!
#retailoasis

13. BUT THE BIGGEST TOPIC OF
CONVERSATION WAS…
#retailoasis

14. insert text here
TITLE
EMPOWERING THE
SALES ASSOCIATE
#retailoasis

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TITLE
“WE ARE TOTALLY RELIANT ON OUR
ASSOCIATES”
Greg Foran CEO, Walmart
#retailoasis

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TITLE
“GREAT SALESMANSHIP WON’T
CHANGE IN THE NEXT 5 YEARS”
Terry Lindgren CEO, Macy’s
#retailoasis

17. “ONE THING THAT WILL NEVER BE
COMMODITISED IS PEOPLE”
James Rees CEO, Ashley Stewart
#retailoasis

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TITLE
NRF FOUNDATION
ANNOUNCED RISE UP
#retailoasis

19. THE BIG TOPIC WAS HOW
TO EMPOWER YOUR
GREATEST ASSETT
#retailoasis

20. WHY?
THEY ARE YOUR FIRST LINE OF
DEFENCE AGAINST E-COMMERCE
#retailoasis

21. THEY CAN
DELIVER THE
PERFECT
RETAIL BRAND
EXPERIENCE
#retailoasis

22. #retailoasis
BUT THEY NEED TO BE…
1. IDENTIFIED
2. DEVELOPED
3. EMPOWERED
4. REWARDED

23. #retailoasis
THEY NEED TO BE EXPERTS IN
DIGITAL & OMNI-CHANNEL

24. THEY NEED AT THEIR FINGERTIPS…
DIRECT COMMS
WITH
CONSUMER
ABILITY TO
ADVISE &
GUIDE
REPORTING
AND
ANALYICS
NEW
PRODUCT
INFO
CUSTOMER
PROFILING
PURCHASE
HISTORY
#retailoasis

25. WITH THIS INFORMATION,
SALES ASSOCIATES CAN
BUILD SUSTAINABILITY
RELATIONSHIPS WITH THEIR
CUSTOMERS
#retailoasis

26. #retailoasis
THE FUTURE OF RETAIL IS NOT
WHAT..IT’S WHO

27. BIG BREAKFAST:
MARK RETAIL
#retailoasis

28. Retail Distribution

30. It took Uber
5 years to book
its billionth trip
then…
6 months to book its
2nd billionth journey

31. Standalone "big box" stores Traditional Malls Local independant stores not in malls
38%
50%
59%
42%
53%
63%
Source: Deloitte 2016 Holiday Survey (US)
At which of these types of stores do you plan to shop this holiday season?”
In the US, traffic to physical stores continues to decline…
but, purchase intent is up

32. 2016
US$0
US$100
US$200
US$300
US$400
Top 8 US Retail Amazon
US$355.9
US$298
Half of every additional dollar spent online in the US is with
Change in market value 2006 vs 2016 (US$B)
25%
1,934%

33. follow the customer
and you will never have to look for growth

34. brands that create extraordinary experiences
achieve financial returns more than double the market
=
Physical Retail
Digital Retail

35. imagination
&courage

36. SOHO

39. SOHO
visit
store
choose
product
sign-up &
experience
CRM
DMP
Ad-servers

40. of millennials78prefer to spend money on experiences over products
%

43. customers willing to pay +20% more for personalisation

46. digital now influencing the majority
of all retail transactions
$295bn
eCommerce Sales
$1.8T
digitally influenced
sales

47. follow the customer
and you will never have to look for growth

48. BIG BREAKFAST:
RORY STRATEGY
#retailoasis

49. TITLE
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STRATEGIC SHIFTS AND GROWTH

50. HOW ARE BUSINESSES
CONTINUING TO GROW?

51. THE UNDERPINNERS THE ENGINE
• Seek to understand the
customer
• Help them achieve their
personal goals
• Optimal efficiency and
rigorous measurement
• Profit is still a goal
• The best engines might be
complex to make but are
simple and elegant to use

52. THE BIG SHIFTS

53. generation
technology
retail
environment
boomers millennials
capitalism conscious capitalism
ecosystems
start-up
omni
big box

54. UNDERSTAND PURPOSE
Purpose sets your world, it should be where you and your
customers agree to play. It’s as wide as you want it to be -
provided you operate with authenticity and permission

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58. NORDSTROM'S COMMITMENT
In store or online, wherever new opportunities arise, Nordstrom
works relentlessly to give customers the most compelling
shopping experience possible. The one constant? John W.
Nordstrom's founding philosophy: offer the customer the best
possible service, selection, quality and value.

59. NORDSTROM FOCUS
Trunk Club
Nordstrom Cares
One on one customer communication
Accelerator models

60. DRIVE SUSTAINABILITY
Sustainability is about paying attention to community standards and
then choosing to lead or when to participate in the related changes
Your customers would prefer you be responsible than give them a
loyalty program
Waste is a key concern, from plastic in landfill to unutilised assets, find
a way. Be consistent with your own brand and reputation
Don’t greenwash!

61. from: take to: give
take a position
share-holder oriented stakeholder alignment (SPICE)
create a purpose
sell a product promote a higher ideal
do business with anybody
(demographic)
do business with ‘believers’
(psychographic)
CSR responsible business
CREATING A LARGER BUSINESS SHIFT:

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63. BE LOCAL
The cookie cutter doesn’t help your customer enjoy your company
Recognise you are part of the community you are located within
Customers remember difference and effort

64. TITLE
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65. BE PERSONAL
Don’t shout, have a conversation. Your customer will answer your questions for
as long as you show you are listening. Customise where you can
Listen, you might learn something

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67. DON’T CARRY STOCK, CARRY SOLUTIONS
Talk to your customer, would they exchange ‘possibly have it now’ for
‘certainty at an agreed time’. Endless aisle is endlessly irritating
Offer services to help both of you

68. TITLE
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Trunk Club
Bonobos

69. ‘channels are a language retailers
speak to justify what they’re spending
on IT. It’s not understood by the
customer’
Sir Charlie Mayfield, Chairman, John Lewis Partnership

70. WHAT THIS MEANS:
leverage
creator
consumer
engage with
the consumer
before store
or purchase
embrace the
changing role
of the store

71. BEING LOVED IS KEY AND
MEASURABLE

72. BIG BREAKFAST:
PIPPA CONSUMER
#retailoasis

73. CONSCIOUS
CAPITALISM
RETAIL-AS-
A-SERVICE
SILICON
VALLEY EFFECT
REBIRTH OF
CREATIVITY

74. CONSCIOUS CAPITALISM

75. “IT USE TO BE THAT THE ONLY THING THAT
MATTERED WAS THE SHAREHOLDER AND THE
BOTTOM LINE…
NOW WE WANT GREATER PURPOSE IN LIFE.
IF WE COULD GET EVERY BUSINESS TO ADOPT A
PROBLEM IT WOULD SOLVE BIG THINGS FOR THE
WORLD. IF WE DON’T DO THINGS LIKE THIS, WE
LEAVE IT TO GOVERNMENT AND THE SOCIAL
SECTOR - IT WON’T GET MUCH BETTER”
#retailoasis

76. “LONG-TERM THINKING IS MORE IMPORTANT
THAN SHORT-TERM.
THE QUESTION IS HOW DO WE MAKE SURE
WE’LL BE AROUND IN THE NEXT 100 YEARS?”
CEO, IKEA North America
#retailoasis

77. BUSINESSES RE-ORIENTING THIS WAY ARE
OUTPERFORMING…
TOTAL RETURN
15 YEARS 10 YEARS 5 YEARS 3 YEARS
FoE* COMPOSITE
*CONSCIOUS BIZ
1681% 410% 151% 83%
GOOD TO GREAT
COMPANIES
263% 176% 158% 222%
S&P 500 118% 107% 61% 57%
n.b. FOR composite includes Amazon, Starbucks, Ikea, Whole Foods, Nordstrom, Costco, REI, Ebay, Wegmans, Chipotle, L.L. Bean, Container Store, Trader Joes, New Balance, Patagonia etc.
#retailoasis

78. TITLE
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REFORMATION, SOHO

79. TITLE
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#retailoasis

80. “IT’S NOT ONLY OUR JOB TO PROVIDE CLOTHING TO
WOMEN BUT ALSO TO LET THEM KNOW HOW MUCH
POWER THEY CAN HAVE IN THE FIGHT AGAINST
TRADITIONAL FASHION PRACTICES.
I HOPE THAT MOVING FOWARD SUSTAINABILITY ISN’T
SEEN AS AN ADDED BONUS FOR COMPANIES. IT SHOULD
BE THE STANDARD”
YAEL AFLALO, FOUNDER & CEO
#retailoasis

81. TITLE
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WHOLEFOODS, BKLN

82. WHO’S DOING IT WELL?
WHOLEFOODS AND GOTHAM GREENS
#retailoasis

83. “HOW WOULD I FEEL IF WHAT I’M DOING RIGHT NOW IS
WRITTEN UP ON THE FRONT PAGE OF THE WALL STREET
JOURNAL OR THE NYT OR IF IT IS ON TV? WOULD I STLIL
DO IT?…THIS IS A USEFUL EXERCISE BECAUSE WE
SHOULDN’T BE EMBARRASSED OR ASHAMED OR
ANYTHING WE DO”
JOHN MACKEY, FOUNDER WHOLEFOODS MARKET
#retailoasis

84. TITLE
insert text here
SWEETGREEN

85. WHO’S DOING IT WELL?
SWEET GREENS
#retailoasis

86. WHAT THIS MEANS:
BE A STEP
AHEAD OF THE
CUSTOMER
NOT CSR BUT
BUSINESSES A
FORCE FOR
GOOD
BE CAUGHT
DOING THE
RIGHT THING
#retailoasis

87. THE SILICON VALLEY EFFECT
#retailoasis

88. RETAIL HAS TRADITIONALLY FOLLOWED A DERIVATIVE
MODEL - WHAT WORKED IN ONE COUNTRY WAS THEN
MADE TO WORK OR COPIED IN ANOTHER COUNTRY.
WE SEE COMPETITION AS VALIDATION - IF THEY’RE
DOING IT WE MUST DO IT TOO.
#retailoasis

89. “WHEN LOTS OF PEOPLE ARE
TRYING TO DO THE SAME THING
THAT’S THE DEFINITION OF
INSANITY”
PETER THIEL, FOUNDERS FUND
#retailoasis

90. WE ARE MOVING FROM GLOBALISATION TO
TECHNOLOGICAL PROGRESS - WHERE THE COMPETITION
DON’T EVEN THINK OF THEMSELVES AS RETAILERS
#retailoasis

91. “OUR VISION AT AMAZON IS TO BE THE WORLD’S MOST
CUSTOMER-CENTRIC COMPANY. WE DON’T VIEW OURSELVES
AS A BOOKSTORE OR A MUSIC STORE”
JEFF BEZOS, FOUNDER/CEO
#retailoasis

92. “THE EXPECTATION FOR GREAT CUSTOMER SERVICE
IS BEING SET BY DIGITAL NOT STORE. FROM THE TOP
DOWN WE LOOK AT THE DIGITAL POINT-OF-VIEW
AND HOW THAT WILL EFFECT HER EXPERIENCE”
REBECCA MINIOFF, FOUNDER/CEO
#retailoasis

93. “TO WIN YOU NEED GREAT TECHNOLOGY AND
THE BEST ENGINEERING TEAM”
MIKE MCNAMARA, TARGET CIO
#retailoasis

94. ⁃ Amazon Alexa in home
⁃ Warby Parker
⁃ Glossier
⁃ Outdoor Voices
AMAZON ALEX @ CES

95. TITLE
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WITH ALEXA
THERE IS “AN
AMAZON CASH
REGISTER IN
EVERY HOUSE IN
THE COUNTRY”

96. TITLE
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97. TITLE
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GLOSSIER, NYC

98. WHAT THIS MEANS:
DON’T DEFINE
YOURSELF BY
‘RETAIL’
IF EVERYONE’S
DOING IT THINK
AGAIN
INVEST IN
TECH OVER
‘COPYING’

99. RETAIL-AS-A-SERVICE

100. pre-internet now emerging
PRODUCT EXPERIENCE SERVICES

101. EMERGING
MILLENNIAL
GENERATION - NO
NEED TO OWN
MINDSET
CONSCIOUS
CAPITALISM
THE SILICON
VALLEY EFFECT
ONLINE
COMMODITISING
PRODUCT + PRICE
RETAIL-AS-A
SERVICE

102. RENT THE RUNWAY

103. TITLE
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104. This is taking where what's happening in tech and applying
it to retail.

105. TRUNK CLUB

106. TITLE
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107. TITLE
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108. WHAT THIS MEANS:
SMALLER
STORE
FOOTPRINT
STORE AS
SHOWROOM
NOT PLACE OF
PURCHASE
DESIGN
AROUND
SERVICE NOT
PRODUCT

109. REBIRTH OF CREATIVITY

110. WE LIVE IN A TIME OF COMMODITISATION.
YOU CAN OVERCOME THIS THROUGH STRONG AND
EDITED CREATIVE DIRECTION - OR SAID ANOTHER
WAY NOT BEING EVERYTHING TO EVERYONE

111. “THE THING WE SELL AT OUR RESTAURANT IS
AVAILABLE AT EVERY OTHER RESTAURANT…IF
YOU’RE SELLING STUFF YOU’LL BE IN A COMMODITY
HEAP. YOU NEED A FLAVOUR OR A THREAD - TO BE A
GOOD EDITOR’
DANNY MEYER, CEO UNION SQUARE HOSPITALITY

112. TITLE
BARNEY’S DOWNTOWN

113. TITLE
LULULEMON LAB

114. TITLE
insert text here

115. WHAT THIS MEANS:
CREATIVE
DIRECTION IS
KEY
NOT ALWAYS
‘MEASURABLE’
STAND FOR
SOMETHING
DON’T COPY

116. CONSCIOUS
CAPITALISM
RETAIL-AS-
A-SERVICE
SILICON
VALLEY EFFECT
REBIRTH OF
CREATIVITY

117. BIG BREAKFAST:
DJ TECHNOLOGY
#retailoasis

120. BEST OF CES
2017

121. 2.5 million
sq feet of exhibit space
140
countries represented
177,000+
attendees (+7K from last year)
580
exhibitors in Eureka Park
25,000
new products will launch
53,000+
international attendees

122. Self-Driving Cars
Virtual Reality / Augmented Reality1
2
3
4
KEY THEMES OF CES 2017
Screens
Smart Everything

123. OSSIC X
- First headphones
designed for VR
- Markes music and
sound appear to
‘move’ as you turn your
head

124. - Only smartphones to
feature Google Tango
Technology
- Sensors convert a room
into a virtual playspace
- US$733-$1,333

125. - Turns any couch or
chair into a cockpit
- Matches with home
theatre, music, VR

129. Razor Project Valerie
- Triple display laptop - still
in prototype phase
- 3x17” displayed designed
for gaming. 108 degree
wraparound experience

130. - Hear One: World’s first in-
ear computer
- Designed to be worn all
day, connects to AI
personal assistant and
dynamic translation
- US $299 pre-order

131. - Automated craft-beer
brewing machine
- At-home craft beer that
‘you’d actually enjoy
drinking’
- US$549.99 pre-order

132. - World’s first wearable
blood alcohol sensor
- Inc. Socially enabled
mobile app to see ‘who’s
partying the hardest’
- US$99

133. Hair Coach
- L’areal & Withings - a hair
advisor in brush form
- Trains you to improve
brushing technique by
vibrating when stroked
too hard
- US$200

135. Kissenger
- World’s first mobile kiss
messenger
- Kiss loved ones even
when you’re physically
apart.

136. THEN (90s) NOW (00s) NEXT (20s)
INFORMATION
AGE
INTERACTIVE
AGE
IMMERSIVE
AGE
connected computers
allowed those who
controlled knowledge to
dominate
connected devices
allowed those creating
compelling experiences
to rule
advancements allow
those who push
reality to be seen as
leaders

137. 1
2
3
4
5
Progression
Acceleration
Trust
Integrate
Innovate
LEARNINGS

138. Q&A
#retailoasis www.retailoasis.com

139. JOIN US IN NYC 2018
JAN 10-16TH
email: enquire@retailoasis.com

140. THANK YOU
#retailoasis www.retailoasis.com