The full presentation from all our RetailOasis Big Breakfast presenters - Mark Teperson (Accent Group), Kelly Miller (Mirvac), James Johnson (SalesForce), Stephen Kulmar (RetailOasis) and Pippa Kulmar (RetailOasis.

1. Proudly
sponsored by
BigBreakfast
#bigbreakfast19@retailoasis

2. X
3days 3days1-on-1s storewalks

3. XX
PIPPA
Pippa Kulmar
Co-Director
RetailOasis
Nike Fifth Avenue - House of Innovatio
Proudly
sponsored by
BigBreakfast

4. XX
3 KEY TRENDS
Wokeasa
strategy
Delivery
economy
Retail-as-
a-service

5. WE ARE ONLY BECOMING MORE PROGRESSIVE
If we don't act now we'll never
control our environmental
problems
same sex couples
should be allowed to
adopt
Have a university
degree or diploma
Aboriginal culture is an
important part of our
culture
77%
82%
61%
67%
41%
45%
43%
46%
2014
2017
Source: Roy Morgan, 2019

6. AKA GETTING ‘WOKE’
Aware, knowledgeable with a willingness to critique any systems of oppression - Jaded by marketing’s self-
interest - they are often better marketers than the brands that try to advertise to them.

7. PROGRESSION IS INDICATIVE OF INCOME
If we don't act now we'll never
control our environmental
problems
same sex couples
should be allowed to
adopt
Have a university
degree or diploma
Aboriginal culture is an
important part of our
culture
$114K
(+8K)
$107K
(+1K)
$127K
(+21K) (+1K)
HH
income $107K
Diff to
average
Source: Roy Morgan, 2019

8. 8
“the chance that you’re urban and have a high income
will correlate to the fact you hold a liberal preference (and
progressive attitudes that go with that)”.
ScottGalloway

9. Nike + Kaepernick
• adding $6B to their
market value
• $163M in media value
• 31% increase in sales

10. Patagonia ‘Don’t Buy
This Jacket;
• +30% yoy sales

11. TITLE
subtitle
!11
Everlane

12. subtitle
!12
Reformation

13. XX
3 KEY TRENDS
Wokeasa
strategy
Delivery
economy
Retail-as-
a-service
consumer
progression
= biz growth

14. !14
theexperienceeconomy thedeliveryeconomy
replacement purchases + commodity items
delivery + logistics
how do I get it to you faster?
new products and exclusive services
marketing + stores
how do I get you to spend time with me?
metric: volume
metric: acquisition
EXPERIENCE ONLY WORKS BECAUSE OF DELIVERY

15. TITLE
subtitle
!15
Nike House of Innovation

16. TITLE
subtitle
!16

17. TITLE
subtitle
!17

18. TITLE
subtitle
!18
Nike NYC

20. TITLE
subtitle
!20
Nike NYC

21. TITLE
subtitle
!21
Nordstrom Mens, NYC

22. TITLE
subtitle
!22

23. XX
3 KEY TRENDS
Wokeasa
strategy
Delivery
economy
Retail-as-
a-service
consumer
progression
= biz growth
can’t have
experience
without delivery

24. WAS IS
GLOBALISATION (COPY) INNOVATION (CREATING)
LOW GROWTH
SHAREHOLDER RETURN
HIGH GROWTH
‘FUTURE EARNINGS’
RETAILER INCUMBANT PLATFORMS
SILO’ED DEPARTMENTS ANTI-FRAGILE
THE FUTURE OF RETAIL IS B2B PLATFORMS

25. A SHIFT IN WHERE TO FIND GROWTH
WherecanIopenmorestoresor
expandintomorecategories?
WhatassetsdoIhavethatI
cansweat?
FROM TO
ie. adjacent categories ie. host others websites (AWS)

26. Walgreens stock a limited amount of Kroger Product
+ have Click and Collect at their Pharmacies
Walgreens - monetising their store network

27. Ocado helping Kroger with their
logistics, warehouse and online
disruption across the US
Ocado - monetising supply chain expertise

28. Kroger are selling their private label to China
through Alibaba; rumours are Alibaba will help
embed their Hema technology into Kroger Stores
Kroger - growing Private Label; Alibaba - Sweating
their Tech investment

29. XX
3 KEY TRENDS
Wokeasa
strategy
Delivery
economy
Retail-as-
a-service
consumer
progression
= biz growth
can’t have
experience
without delivery
growth by
monetising your
assets

30. XX
PIPPAMark Teperson
ChiefDigitalOfficer
Accent Group
Louis Vuitton Mens Pop-Up
Proudly
sponsored by
BigBreakfast

31. “Innovation when done properly is a heroic act,
it requires deep consumer insight, imagination & courage”

32. Population
0
1,000,000
2,000,000
3,000,000
4,000,000
5,000,000
6,000,000
7,000,000
Year
FY12 FY14 FY16 FY18 FY20 FY22 FY24 FY26 FY28 FY30 FY32
Next 5 Years
Gen Y leading
10 - 15 Years
Gen Z overtake
Gen Y
5 - 10 Years
Gen Y leading
Last 5 Years
Gen Y overtake
Boomers
Generational change is driving a structural shift in the market
GenZ (’96-10)
GenY (’77-’95)
GenX (’55-’76)
Baby Boomer (’46-’54)
GenAlpha (post 2010)
Builders (pre 1945)

33. 0%
5%
10%
15%
20%
25%
30%
35%
40%
45%
50%
Builders Boomers GenX GenY GenZ
47%
36%
32%
27%
17%
Purchased online in the last 4 weeks
GenZ is 1.7x more
likely to purchase
online than Baby
Boomers
GenZ will grow from 13% of
population in 2017 to 20%
of population by 2022.
Source: Roy Morgan
Total Population: +14
55 - 73
years old
74+
years old
43 - 54
years old
24 - 42
years old
10 - 23
years old

34. “The next decade will be won dominated by companies that master
data-driven customer experiences.”

35. Digitise the
Value Chain
Measure
Impact & Influence
Loyalty grants
access to major
experience
moments
Forces shaping [NEW] retail
[Leverage][Codify] [Exchange]

36. m2
mile2TempleTemporary [Agile]

37. Louis Vuitton Pop-up [Chrome Hearts]

38. B8ta
stores through
the lens of digital
Physical landing pages
Impressions per product
Touch per product
Demonstration per
product

39. Digitise the
Value Chain
Measure
Impact & Influence
Loyalty grants
access to major
experience
moments
Forces shaping [NEW] retail
[Leverage][Codify] [Exchange]

40. Nordstrom Local

41. Nordstrom & Amazon
amazon 4-star

42. Digitise the
Value Chain
Measure
Impact & Influence
Loyalty grants
access to major
experience
moments
Forces shaping [NEW] retail
[Leverage][Codify] [Exchange]

43. Nike SNKRS APP

44. 400,000 members
$100 annual subscription
95% of revenue
generated from
members
Restoration Hardware
Complimentary interior design
Concierge to manage orders
Pre access to events
25% off full price & 20% off sale
merchandise

45. “Innovation when done properly is a heroic act,
it requires deep consumer insight, imagination & courage”

46. XX
PIPPAKelly Miller
GM-Retail
Mirvac
Gucci Wooster Store
Proudly
sponsored by
BigBreakfast

47. Mirvac
MIRVAC
NEW YORK

48. PARTNERSHIPS &
COLLABORATIONS
Mirvac Retail Tour
Jan
2019 2© Copyright Mirvac. All Rights Reserved.
AND TAKEOVERS

49. Story & Macys

50. Starbucks Roastery & Rocco Princi

51. Louis Vuitton & Chrome Hearts

52. MISSION DRIVEN
Mirvac Retail Tour
Jan
2019 6© Copyright Mirvac. All Rights Reserved.

53. Patagonia

54. All Birds

55. STORY TELLING
Mirvac Retail Tour
Jan
2019 9© Copyright Mirvac. All Rights Reserved.
THE NEW MARKETING

56. Samsung

57. Gucci

58. CUSTOMER
Mirvac Retail Tour
Jan
2019 12© Copyright Mirvac. All Rights Reserved.

60. Nordstrom

61. Nordstrom

62. DESIGN DETAILS
Mirvac Retail Tour
Jan
2019 16© Copyright Mirvac. All Rights Reserved.

63. Intersect & Lexus

64. kith

65. Dover Street Market

66. Gucci

67. Moncler

68. Restoration Hardware

69. MERCHANDISING &
CURATION
Mirvac Retail Tour
Jan
2019 23© Copyright Mirvac. All Rights Reserved.

70. Gucci

72. Dover Street Market

73. Le District

74. DIGITAL NATIVES
Mirvac Retail Tour
Jan
2019 28© Copyright Mirvac. All Rights Reserved.
THE YOUNG AND FABULOUS

77. X

79. X
LANDLORD & BUSINESS
INVESTMENT
-TECHNOLOGY, DIGITAL, DATA
-PEOPLE & TRAINING
-PARTNERSHIPS
-PILOTS & INCUBATORS
-BRAND
-CUSTOMER
Mirvac Retail Tour
Jan
2019 33© Copyright Mirvac. All Rights Reserved.

80. XX
PIPPAJames Johnson
IndustryStrategy
Salesforce
Gentle Monster
Proudly
sponsored by
BigBreakfast

81. Bringing Brands Closer to Consumers Since 1999
Shopper Success

82. Source: Salesforce Shopping Index Q4 2018
Consumer experiences should reflect that...
Mobile Is The Digital Glue
65%
of traffic is from
mobile devices
(ANZ) 21%
of mobile visitors
displayed a buying
signal (ANZ)
54%
of orders are now
placed on mobile
devices (ANZ)
global
65%
global
19%
global
46%

83. 83%
of shoppers aged 18-44 use
mobile devices instore
Source: Salesforce and
Publicis.Sapient, Shopper-First
Retailing.*: Ages 18-44
32% photographed a product
40% compared prices
25% read product reviews
30% researched a product
Consumer experiences should reflect that...
Mobile Is The Digital Glue

84. 54%
of all orders
are mobile
+69%
YoY increase
orders sourced
from social
26%
of revenue driven
by AI-product
recommendations
80%
say experience is as
important as products
&
services
How Do You Go Faster to Keep Up?
Brands who get to the future first will win

85. Delivering Tastemaking
Rental, subscription,
delivery, AR/VR
Instagram &
YouTube
“Rent is the
new CAC”
Artificial Intelligence/
Machine Learning

86. XX
PIPPAStephen Kulmar
Founder
RetailOasis
Dover Street Market
Proudly
sponsored by
BigBreakfast

87. CONFIDENCE

88. CONFIDENCE COMPETENCE

89. CONFIDENCE COMPETENCE CASH

90. CONFIDENCE COMPETENCE CASH CHINA

91. CONFIDENCE COMPETENCE CASH CHINA

92. !92
YEAR ON YEAR IMPROVEMENT
2019201820172016201520142013
DENIAL
DESPAIR
ACCEPTANCE
INVEST BELIEVE
REINVEST
GROWTH

93. !93
$billions
A$0
A$4
A$8
A$12
A$16
2014 2015 2016 2017 2018
4.6
3.83.5
3.1
2.8
10.810.911
10.4
9.8
Bricks & Mortar Online
5 YR CAGR Total Sales 5.4%
5 YR CAGR Online Sales 13.9%
Key strategies
‣ Omni channel capabilities
‣ Investment in top markets
‣ Integrating store & online
‣ Focus on local markets

94. !94
Key strategies
‣ Interconnected (aka frictionless)
retail strategy
‣ Focus on pro sales
‣ Focus on digital
$billions
A$0
A$30
A$60
A$90
A$120
2014 2015 2016 2017 2018
7.66.8
5.6
4.7
3.8
96.794.1
89
83.8
79.4
Bricks & Mortar Online
5 YR CAGR Total Sales 5.8%
5 YR CAGR Online Sales 19%

95. !95
$billions
A$0
A$100
A$200
A$300
A$400
2014 2015 2016 2017 2018
22.115.813.712.210.03 296.4285.7282.6274.3266.8
Bricks & Mortar Online
5 YR CAGR Total Sales 3.4%
5 YR CAGR Online Sales 16%
4Q 19 Comp Sales +4.2%
4Q 19 Online Sales +43%

96. CONFIDENCE COMPETENCE CASH CHINA

97. CHICKEN OR THE EGG?

98. CEO
President Snackfoods
President North America
CHRIS BALDWIN

99. CTO
EVP Technology
VP, Software Dev
JEREMY KING

100. ELEANOR MORGAN
Location Director
Product Designer
Chief Experience Officer

101. CEO
President & CEO
Global CMO
Divisional President
MARY DILLON

102. CONFIDENCE COMPETENCE CASH CHINA

103. !103
RESTORATION HARDWARE
Cumulative CAPEX 2015-18: $400m
ROI: 18.5%

104. !104
RESTORATION HARDWARE
Sales: $100m
Contribution Margin: 28%
Capital Investment: $50m
Payback: 20months
New York Design Gallery

105. !105
Seed Round Apr’15 $1.1m
Series A Oct ‘15 $7m
Series B Jul ‘16 $13m
Venture Round Aug ‘17 $9m
Series C Mar ‘18 $34m
OUTDOOR VOICES - RAISED $64M TOTAL IN
FUNDING SINCE SEED ROUND
drexler ventures
Google Ventures
9 stores, 2018 turnover: $15M +

106. !106
CVS HEALTH
5YR CAGR: 8.1%
2018: $70b acquisition of Aetna,
American managed Health Insurance
Increased capital expenditure coverage
from 1.8x to as high as 5x in 2017 to
aid transition from retailer to
integrated health provider

107. CONFIDENCE COMPETENCE CASH CHINA

108. !108
•7,000 DCs
•100 drone bases
•Initial fleet of 20 AI
enabled delivery robots
JD.COM

109. !109
Alibaba
World’s fastest streaming
processing platform:
Singles shopping day 2018:
‣ 325,000 transactions
per second
‣ $10b first hour
‣ $30b in one day

110. !110
Alibaba’s Hema grocery
stores are shopped by
app whether in-store or
at home
Hema Grocery Store

111. !111
Launched as a messaging
app in 2011
850m active monthly users
Now offers what Facebook,
WhatsApp, Messenger,
Amazon, ApplePay & Uber
offer combined
WeChat

112. CONFIDENCE COMPETENCE CASH CHINA

113. want to join us next year?
Level 4, 1a Rialto Lane, Manly NSW 2095 retailoasis.com02 9976 6222
enquire@retailoasis.com
NRF Big Show + Retail Study Tour: January 2020