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M-commerce today and
tomorrow…
Stephen Philips
Sales Manager, PayPal Nederland en België
PAYPAL = MOBILE IS IN OUR DNA
  MOBILE IS IN OUR DNA




                                    2001      2002
                      1998
                                                            2004




                  2011                               2007
                                       2010

                             DONE




LOGIN   REVIEW
                 PAYMENT
                 COMPLETE
PAYPAL = 19 % VAN WW E-COMMERCE
                          106M actieve acc. wereldwijd
                                                              Incl.   67 miljoen            in Europa
                                                                                          2


                                                                        26
                                                                                 3     12

                                                                              10
• HQ: San Jose, California
• Opgericht : 1998, gekocht door eBay in 2002                                             5
                                                                        3
• Europese Bank licentie: Luxemburg 2007
• Reach : 15K+ banking partners, 57 financiële netwerken
• Gebruikers: 106 M actief, 190 landen, 24 valuta
• Totale Betaal Volume: $118B (+28%)
  19% van alle e-commerce betalingsverkeer loopt via PayPal
   Bereik: NL 2,5 M gebruikers, BL; 1,4 M gebruikers
   NL: 30% van twinkle top 100 accepteert PayPal
   BL: 54% van e-commerce bedrijven accepteert al PayPal
                                                                            Innovatie Award 2011
• Groei: 14K nieuwe accounts per week in NL en 7K in BE




             Confidential and Proprietary
PAYPAL POSTITIE IN HET
              ECO SYSTEEM




Confidential and Proprietary
BETALEN EN
              E-COMMERCE




Confidential and Proprietary
VOORDELEN PAYPAL
                      Kopers                                    Webwinkel

1. Veilig                                         1. Makkelijk in het gebruik
   • Winkelen zonder creditcard- of                  • Wereldwijde standaard
     bankgegevens bij elke website achter            • Gemakkelijk aanmelden
     hoeven te laten                                 • Gemakkelijk te integreren op uw site
   • Goede bescherming tegen spoof &                 • Geen creditcard contract nodig
     phishing                                        • PayPal logo wekt vertrouwen op
                                                     • Complete betaaloplossing (creditcard & alle
2. Gratis
                                                       banken)
   • Gratis voor kopers, geen verborgen kosten
                                                     • Makkelijk in het gebruik
3. Gemak (de WOW-factor)                             • Ook voor terugkerende betalingen
   • Zeer gemakkelijk aanmelden                      • Ook voor microbetalingen
   • Niet opnieuw financiële of adresinformatie
                                                  2. Hogere omzet
     intypen bij betalingen
                                                     • Toegang tot wereldwijde PayPal
   • Betalen met 3 muiskliks
                                                       klantenbestand
   • Geen token nodig; betalen vanaf elke
                                                     • Hogere conversie door verkort bestelproces
     locatie
                                                  3. Hogere marges
4. Kopen bij buitenlandse webshops
                                                     • Verlaging verlies door fraude
   • PayPal werkt wereldwijd hetzelfde
                                                     • Beter dan automatische incasso omdat er geen
5. Vrienden en familie                                 incassorisico is
   • Gemakkelijk betalen aan vrienden en
                                                  4. Betere cashflow
     familie zonder bankgegevens te delen
                                                     • PayPal is real time; Geld direct op uw rekening,
                                                      geen overschrijvingsduur tussen banken


Confidential and Proprietary
ONZE PRODUCTEN
              VOOR UW OPLOSSINGEN?




Confidential and Proprietary
MOBILE EXPRESS
                     CHECKOUT (MEC)

                                              SCAN & CLICK
                                               PAYPAL FLOW




                                                                                                              DONE




CHECKOUT                              LOGIN                      REVIEW              PAYMENT COMPLETE


       GREAT FOR CUSTOMERS                                            GREAT FOR THE MERCHANT
–   Faster, easier customer experience                –      Improve mobile conversion and customer loyalty
–   Simply scan and click                             –      Small incremental integration effort for merchants
                                                             already integrated with Express Checkout
–   Eliminates additional data entry


       Confidential and Proprietary
BUY YOUR TICKET WITH..,
              PATHE MOBILE IN NL




Confidential and Proprietary
SEND A CARD WITH THE
              BPOST APPLICATION




Confidential and Proprietary
BUT, TODAY IS ABOUT MOBILE…




..and taking away the hurdles in mobile payments is a key factor
for successful m-Commerce models




  Confidential and Proprietary                                     11
MOBIEL GEBRUIK IN BE




Confidential and Proprietary
M-COMMERCE IS HERE, NOW…




        TRENDS                                  NEW OPPORTUNITIES


• Rakuten (Japan) sales already 20%         • m-Commerce to represent 20% of
  via mobile1                                 e-commerce by 20152

• eBay, Inc.:                               • Mobile devices will ‘close the
                                              loop‘ by getting customers
                                              back into the stores

                                            • Mobile offers merchant a new
                                              way to acquire customers




                                                               1) Morgan Stanley 2) ABI Reserach


           Confidential and Proprietary                                                  13
IF EU FOLLOWS US TREND, M-COMMERCE WILL AT LEAST DOUBLE




m-Commerce adoption in US twice as high as in Europe, and still growing…




        Confidential and Proprietary
WHO IS THE MOBILE SHOPPER, AND WHAT DO THEY BUY?



A VERY attractive consumer for                  Buying digital goods (as expected)… & a lot
any retailer…                                   more!

                                                           MP3 Music                                  43%
  36% make a purchase on their phone                          Ringtone                          38%
  while in-store
                                                                   App                         36%
  83% are between 18-44 years old               Music (other than MP3)                   31%
  72% are smartphone owners                                 Electronics                  31%

  54% are male, 46% are female                                   Books                  30%
                                                               Clothing                 30%
  52% make more than $50k a year; 32%
                                                         DVD/Blu-Ray                   28%
  make more than $75k a year
                                                                  Hotel          23%
  32% have an iPad                                                  CD           22%
                                                         Airline Tickets         22%
                                                      Streaming Movie      19%
                                                             Groceries     18%




                      Source: Insight Express
2020 VISIE: 50 MILLION
              DEVICES LINKED




Confidential and Proprietary
MOST ATTRACTIVE SEGMENT: “DUAL OWNERS”


                                                          Highly Engaged with Mobile:
                                                          • Make 2x as many mobile purchases as
                                                          smartphone-only buyers (40% made >20
                                                          purchases in past 12 months)
                                                          • Make purchases as frequently as online
                                                          purchases

                                                          Incremental Spenders:
                                                          • 60% indicated higher overall spending due to
                                                          their mobile purchase activity (vs. 29% for
Different set of
                                                          smartphones)
   shopping
 activities for
                                                          High Value Customers:
 each device
                                                          • 67% Male; 37 yrs old, $120K average
                                                          Household Income, 65% with kids



Tablet owners may be enticed to spend more due to the larger screen/keyboard and
touchscreen capabilities. Retailers should think about how dual owners use both devices in
complementary ways to shop their brand.
            Confidential and Proprietary         17
                          PayPal Mobile    Source: PayPal andIpsos Mobile Usage & Attitude Research, October 2011
                                                 Confidential & Proprietary
                                                                                                                    17
WHAT’S THE RELATIONSHIP
              BETWEEN MOBILE AND POINT OF
              SALE? POS Needs Mobile in order to
                                   be successful …




      Point of Sale
                                                       Mobile




                               … Does Mobile need POS in
                                 order to be successful?

Confidential and Proprietary                                    18
A WALLET JUST LIKE YOUR LEATHER ONE… BUT BETTER




        PROMOTIES &
        COUPONS                                 LOYALITEIT




MOBILE                                                       SCANNEN
COMMERCE




                     €$£                                     IN-STORE
  BETALING                                                   PRIJSVERGELIJKING




                                               BOODSCHAPPEN-
      WINKELLOKATIE
                                               LIJSTJES



     Confidential and Proprietary
THANK YOU.
Stephen Philips
Sales Manager, The Netherlands & Belgium
http://www.paypal.nl/ http://www.paypal.be

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m-Commerce today and tomorrow

  • 1. M-commerce today and tomorrow… Stephen Philips Sales Manager, PayPal Nederland en België
  • 2. PAYPAL = MOBILE IS IN OUR DNA MOBILE IS IN OUR DNA 2001 2002 1998 2004 2011 2007 2010 DONE LOGIN REVIEW PAYMENT COMPLETE
  • 3. PAYPAL = 19 % VAN WW E-COMMERCE 106M actieve acc. wereldwijd Incl. 67 miljoen in Europa 2 26 3 12 10 • HQ: San Jose, California • Opgericht : 1998, gekocht door eBay in 2002 5 3 • Europese Bank licentie: Luxemburg 2007 • Reach : 15K+ banking partners, 57 financiële netwerken • Gebruikers: 106 M actief, 190 landen, 24 valuta • Totale Betaal Volume: $118B (+28%) 19% van alle e-commerce betalingsverkeer loopt via PayPal Bereik: NL 2,5 M gebruikers, BL; 1,4 M gebruikers NL: 30% van twinkle top 100 accepteert PayPal BL: 54% van e-commerce bedrijven accepteert al PayPal Innovatie Award 2011 • Groei: 14K nieuwe accounts per week in NL en 7K in BE Confidential and Proprietary
  • 4. PAYPAL POSTITIE IN HET ECO SYSTEEM Confidential and Proprietary
  • 5. BETALEN EN E-COMMERCE Confidential and Proprietary
  • 6. VOORDELEN PAYPAL Kopers Webwinkel 1. Veilig 1. Makkelijk in het gebruik • Winkelen zonder creditcard- of • Wereldwijde standaard bankgegevens bij elke website achter • Gemakkelijk aanmelden hoeven te laten • Gemakkelijk te integreren op uw site • Goede bescherming tegen spoof & • Geen creditcard contract nodig phishing • PayPal logo wekt vertrouwen op • Complete betaaloplossing (creditcard & alle 2. Gratis banken) • Gratis voor kopers, geen verborgen kosten • Makkelijk in het gebruik 3. Gemak (de WOW-factor) • Ook voor terugkerende betalingen • Zeer gemakkelijk aanmelden • Ook voor microbetalingen • Niet opnieuw financiële of adresinformatie 2. Hogere omzet intypen bij betalingen • Toegang tot wereldwijde PayPal • Betalen met 3 muiskliks klantenbestand • Geen token nodig; betalen vanaf elke • Hogere conversie door verkort bestelproces locatie 3. Hogere marges 4. Kopen bij buitenlandse webshops • Verlaging verlies door fraude • PayPal werkt wereldwijd hetzelfde • Beter dan automatische incasso omdat er geen 5. Vrienden en familie incassorisico is • Gemakkelijk betalen aan vrienden en 4. Betere cashflow familie zonder bankgegevens te delen • PayPal is real time; Geld direct op uw rekening, geen overschrijvingsduur tussen banken Confidential and Proprietary
  • 7. ONZE PRODUCTEN VOOR UW OPLOSSINGEN? Confidential and Proprietary
  • 8. MOBILE EXPRESS CHECKOUT (MEC) SCAN & CLICK PAYPAL FLOW DONE CHECKOUT LOGIN REVIEW PAYMENT COMPLETE GREAT FOR CUSTOMERS GREAT FOR THE MERCHANT – Faster, easier customer experience – Improve mobile conversion and customer loyalty – Simply scan and click – Small incremental integration effort for merchants already integrated with Express Checkout – Eliminates additional data entry Confidential and Proprietary
  • 9. BUY YOUR TICKET WITH.., PATHE MOBILE IN NL Confidential and Proprietary
  • 10. SEND A CARD WITH THE BPOST APPLICATION Confidential and Proprietary
  • 11. BUT, TODAY IS ABOUT MOBILE… ..and taking away the hurdles in mobile payments is a key factor for successful m-Commerce models Confidential and Proprietary 11
  • 12. MOBIEL GEBRUIK IN BE Confidential and Proprietary
  • 13. M-COMMERCE IS HERE, NOW… TRENDS NEW OPPORTUNITIES • Rakuten (Japan) sales already 20% • m-Commerce to represent 20% of via mobile1 e-commerce by 20152 • eBay, Inc.: • Mobile devices will ‘close the loop‘ by getting customers back into the stores • Mobile offers merchant a new way to acquire customers 1) Morgan Stanley 2) ABI Reserach Confidential and Proprietary 13
  • 14. IF EU FOLLOWS US TREND, M-COMMERCE WILL AT LEAST DOUBLE m-Commerce adoption in US twice as high as in Europe, and still growing… Confidential and Proprietary
  • 15. WHO IS THE MOBILE SHOPPER, AND WHAT DO THEY BUY? A VERY attractive consumer for Buying digital goods (as expected)… & a lot any retailer… more! MP3 Music 43% 36% make a purchase on their phone Ringtone 38% while in-store App 36% 83% are between 18-44 years old Music (other than MP3) 31% 72% are smartphone owners Electronics 31% 54% are male, 46% are female Books 30% Clothing 30% 52% make more than $50k a year; 32% DVD/Blu-Ray 28% make more than $75k a year Hotel 23% 32% have an iPad CD 22% Airline Tickets 22% Streaming Movie 19% Groceries 18% Source: Insight Express
  • 16. 2020 VISIE: 50 MILLION DEVICES LINKED Confidential and Proprietary
  • 17. MOST ATTRACTIVE SEGMENT: “DUAL OWNERS” Highly Engaged with Mobile: • Make 2x as many mobile purchases as smartphone-only buyers (40% made >20 purchases in past 12 months) • Make purchases as frequently as online purchases Incremental Spenders: • 60% indicated higher overall spending due to their mobile purchase activity (vs. 29% for Different set of smartphones) shopping activities for High Value Customers: each device • 67% Male; 37 yrs old, $120K average Household Income, 65% with kids Tablet owners may be enticed to spend more due to the larger screen/keyboard and touchscreen capabilities. Retailers should think about how dual owners use both devices in complementary ways to shop their brand. Confidential and Proprietary 17 PayPal Mobile Source: PayPal andIpsos Mobile Usage & Attitude Research, October 2011 Confidential & Proprietary 17
  • 18. WHAT’S THE RELATIONSHIP BETWEEN MOBILE AND POINT OF SALE? POS Needs Mobile in order to be successful … Point of Sale Mobile … Does Mobile need POS in order to be successful? Confidential and Proprietary 18
  • 19. A WALLET JUST LIKE YOUR LEATHER ONE… BUT BETTER PROMOTIES & COUPONS LOYALITEIT MOBILE SCANNEN COMMERCE €$£ IN-STORE BETALING PRIJSVERGELIJKING BOODSCHAPPEN- WINKELLOKATIE LIJSTJES Confidential and Proprietary
  • 20. THANK YOU. Stephen Philips Sales Manager, The Netherlands & Belgium http://www.paypal.nl/ http://www.paypal.be

Editor's Notes

  1. 30% twinkle top 100 accepteerd PayPal
  2. twijfel
  3. twijfel
  4. twijfel
  5. Starting to look more and more like our main-stream e-commerce users. - Closing the male/female gap over the last few yearsiPad will skew a little older and higher income
  6. Dual owners often have higher income and more people in the family to buy for. This means they spend more and shop more often. Devices being used for different things. You might do some initial browsing on your phone when you get an idea. Then do some more research on the tablet when you get home.
  7. Chris wil een nieuwe TV kopen. Na een uitgebreide speurtocht op internet, thuis op de bank met zijn iPad, heeft hij het perfecte gevonden. Hij besluit naar de mediamarkt te gaan om de tv te bekijken. Zou het beeld echt zo vlijmscherp zijn als hij in alle reviews heeft gelezen? Via foursquare checkt hij met zijn mobieltje in bij Mediamarkt, zodat hij daar extra kortingspunten kan verzamelen. De tv blijt inderdaad aan zijn volwachtingen te voldoen, maar het dat model ernaast hangt spreekt hem ook erg aan en is een stuk goedkoper. Hij scant met zijn mobieltje de barcode van deze tv op het prijskaartje en krijgt meteen een overzicht te zien van prijzen van deze tv bij verschillende winkels. Hey, hij blijkt bij BCC goedkoper te zijn. Hij zoekt snel op waar de dichtsbijzijnde BCC zit en besluit er langs te rijden op de terugweg. Bij BCC hebben ze de TV op voorraad. Hij kan de TV ook ter plekke online bestellen, zodat hij hem thuis kan laten bezorgen. Maar hij wil hem toch meteen meenemen. Chris besluit hier ook vaste klant te worden en voor de eerste keer inchecken krijgt hij 5% korting. Mooi meegenomen op het bedrag van een TV. Hij betaalt met zijn mobile wallet van Pay Pal