Adaptación del negocio al nuevo canal

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Presentación de Jerome Gavin (Just Eat) en Off/On Commerce Day 2013

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Adaptación del negocio al nuevo canal

  1. 1. OFF/ON COMMERCE DAY JEROME GAVIN – COUNTRY MANAGER 16/10/2013
  2. 2. AGENDA 1. A successful business model 2. Why consumers are moving online? 3. Why restaurants are moving online? 4. Conclusions
  3. 3. OUR BUSINESS MODEL 3
  4. 4. from offline… …to online A SIMPLE CONCEPT Consumers Website Order transmitted to DR over mobile network Box alternative design Order & pay online Indian Burger / Chicken /pizza Oriental Middle Eastern Italian Pizza Generic food THE PLATFORM Delivery Restaurants (DRs) DR accepts order (JUST EAT processes payment and holds DR cash prior to distribution) Just connect terminal (JCT) Delivers to consumer ► Substantially all orders go through JCT ► Provides significant operating efficiencies and ability to scale at minimal cost ► Can be utilised as communications tool to global DR network 4
  5. 5. HOW DOES IT WORK? from offline… …to online 5
  6. 6. A SIMPLE BUT GREAT REVENUE MODEL from offline… …to online Minimal credit risk as JUST EAT holds restaurant cash Restaurant driven Order driven ► Sign-up revenues – DRs pay to join the network ► Commission revenue on order value - Varies by country, average c.10%+ of order value This comes out of the restaurant revenue Consumers pay the same price through JUST EAT - + ► Additional B2B revenues - Top-Placement – directory model (charge DRs to be listed at top of searches) - Restaurant products – pizza boxes, bags, menu-cards, etc. ► Credit-card charges - c.56% of orders are paid for via credit card - JUST EAT charges small fee - Pricing varies on market maturity JUST EAT holds cash on behalf of restaurant 6
  7. 7. from offline… …to online 13 COUNTRIES – MARKET LEADER IN 12 TERRITORIES Launch / acquisition timeline DK 2001 UK 2002 Canada Launched in Aug-09 2003 2004 2005 Ireland Launched in Apr-08 2006 NL 2007 UK Launched in Mar-06 IE BE CA 2008 2009 NO ES IN CH IT BR FR FMB (UK) SD (ES) 2010 2011 Norway Launched in Dec-09 2012 Denmark Launched in Aug-01 Belgium (Flemish reg.) Launched in Apr-09 India Acquired in Jan-11 France Acquired in Dec-11 Current presence Brazil Acquired in Sep-11 Spain Launched in Nov-10 Switzerland Acquired in Apr-11 Netherlands Launched in Jul-07 Italy Acquired in May-11 7 2013
  8. 8. 2012 IN ROUND NUMBERS         750M€ food value. 85%+ growth in revenues. 40,000+ restaurants world wide. 26.5M orders. 8M registered members. Facebook fans: 1.7M 13 countries – 4 continents. 1,000 employees (800 FTE)
  9. 9. WHAT ABOUT SPAIN!? from offline… …to online
  10. 10. SOME RECENT NUMBERS from offline… …to online ►10M€+ food value YTD. ►300%+ growth in revenues, demand and offer. ►2000 restaurants accross the country. ►70K+ orders / month ►200,000 members ►Facebook fans: 75,000 ►50+ employees ►11,000€: spending of our top consumer. ►Most addicted user orders every two days. ►Definitely a new way of ordering food
  11. 11. JUST EAT SPAIN PERFORMANCE from offline… …to online ► Spain is currently the fastest-growing market in Just Eat history ► Order performance at Month 33 is better than Canada and the UK
  12. 12. WHY CONSUMERS ARE MOVING ONLINE? 12
  13. 13. 2.5M HUNGRY SURFERS from offline… …to online ► In 2011, MPG target analysis implied: ▸ 2.5M people use internet daily and order a takeaway at least once a month. ▸ Equal split boys and girls: 53% male and 47% female. ▸ Age group: 14 to 44 years old with peak around 20 to 24. ▸ Status: ▸ ▸ ▸ students, full day active people, working late professionals. Middle to Middle-Top class. Divorced, married, or young single still living at parents´home. ▸ Madrid, Barcelona primary cities – in a second tier: Canaries Island, Balears, Valencia, Andalucia regions. ▸ City size: big cities over 500K people or medium like 10K – 200K people – helpful to make a clear cut in a region of interest like Valencia province for instance.
  14. 14. CORE TARGET GROUP Nº1: Game boy generation & treasures hunters from offline… …to online ▸ Age: 20 to 34 years old. ▸ Where do they live? Usually in big cities (over 500K) or medium ones (10K to 200K) ▸ Whether they work and where: student, first job, normal full time job. ▸ Marital status? Usually single. Most of them between 20 to 30 years old still living at parents house. Or engaged without children. ▸ What media they consume? High internet usage; Sport press; Bi-weekly magazines; Cinemas. ▸ What’s their lifestyle? Like going out but also enjoy being home spending time in front of their PC ; multi tasking; gamers and bargain hunters; have time.
  15. 15. from offline… …to online OTHER LOCAL OBSERVATIONS * ► Born in the tech era, they have an advanced internet usage: studies, communication (emails, chat, SM), searches, entertainment (gaming, downloads, videos). ► When they are buying online, they are looking for: ▸ Convenience. ▸ Good price (very price sensitive audience – bargain hunters). ▸ Large offer. ▸ Recommendations and reviews. ► Their trust in internet or ecommerce portals is above average but they want guarantee on the product and the service (like money back). *: Source: Salvetti
  16. 16. CORE TARGET GROUP Nº2 “Because I deserve it” from offline… …to online ▸ Age: 35 to 44 years old. ▸ Where do they live? Usually in big cities (over 500K) or medium ones (10K to 200K). ▸ Whether they work and where: Normal full time job or professional working late. ▸ Marital status? Usually married with young children or divorced. ▸ What media they consume? All medias – lower internet usage than previous group. ▸ What’s their lifestyle? Busy people. Urban.
  17. 17. OTHER LOCAL OBSERVATIONS * from offline… …to online ► They usually use Internet for professional purpose….but also for saving time, online banking, and shopping. ► They see Internet as a perfect tool for the above mention tasks. ► When they are buying online, they are looking for: ▸ Convenience. ▸ Good service (delivery time, customer care). ▸ Good price. ▸ Large offer. ▸ Recommendations and reviews. ► They do not only buy online or themselves but also for their kids and partners (vs previous group). ► Their trust in internet or ecommerce portals is above average. *: Source: Salvetti
  18. 18. SPECIFITIES OF OUR MARKET from offline… …to online ► There is low culture of home takeaway in Spain, mainly due to: ▸ The good weather. Outside culture. Eating is social. ▸ Stores/shops stay open late (till 22h30). ▸ Young people staying at parents 'home till their 30s´and enjoying their mum´s food. ▸ Slow Internet penetration. ▸ Online: Lack of offer and variety of cuisines and existing players assuming the delivery. ► Home delivery market was dominated by pizza chains. However…… ► Food habits are changing: 2.5M people use internet daily and order online takeaway once a month. ► The young people are leading the way in Europe in SM, Videos, Games consumption. ► Fast food & Takeaway sector grew 3%/4% YOY for the last 2 years, despite the crisis. ► People wants more choice than just pizzas when they search for food. ► Ecommerce in Spain does not have a problem of demand but a problem of supply.
  19. 19. WHY RESTAURANTS ARE MOVING ONLINE? 19
  20. 20. MODERN AND PROFITABLE TOOLS BENEFICIOS from offline… …to online
  21. 21. ONLINE CUSTOMER SPEND MORE MONEY AND ALSO REPEAT MORE OFTEN! from offline… …to online
  22. 22. from offline… MARKETPLACES ARE THE REVOLUTION …to online ►No matter the industry today, all big “retailers” are selling on the “leading marketplaces” of their sector. ▸ HP, IBM, Macy´s, Vodafone, Canon, Sony, Universal, Dell, Bose, Disney, on EBAY o AMAZON. DOMINO´S NEW YORK PIZZA PIZZA GOGO PAPA JOHNS PIZZA GOT 4U ITSU GOURMET ORIENTAL PIZZA HUT SUSHI SHOP PLANET SUSHI Small and medium sizes chains ………
  23. 23. CONCLUSIONS 23
  24. 24. STRONG CONSUMER PROPOSITION from offline… …to online JUST EAT is the best online and mobile takeaway solution Quick & Easy ► Always have a menu ► No language barriers ► Store favourites and personal details ► Pay cash on delivery or with credit/debit card ► Card details taken by JUST EAT not the DR  Secure ► Mobile ordering Choice ► Postcode search ► Consumer reviews ► Filter by: - Restaurant type - Cuisine - Rating Value ► Easier for restaurants to promote special offers ► Consumers track spend when building an order - Location 24
  25. 25. ATTRACTIVE RESTAURANT PROPOSITION Restaurants Leverage JUST EAT brand ► Huge online presence Hassle-free orders and more of them ► Clear print out Part of a wider network ► Collective buying - No.1 on “delivery” & “takeaway” search ► Conferences ► Well recognised TV commercials (and other advertising) ► JUST EAT acts as stamp of credibility (branded DRs) ► Free up the phone line ► Sales visits, etc. Blade sign ► Offer platform Indian Burger / Chicken /pizza Oriental Middle Eastern Italian Pizza ► Minimal staff time / commitment ► Marketing promotions Generic food - Targeted and relevant offer More orders = the real compelling value proposition to restaurant 25
  26. 26. SHIFTING FROM OFFLINE TO ONLINE 26
  27. 27. THANK YOU FOR YOUR TIME! ANY QUESTIONS?

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