Successfully reported this slideshow.
We use your LinkedIn profile and activity data to personalize ads and to show you more relevant ads. You can change your ad preferences anytime.

RetailOasis Big Breakfast Presentation: Full

546 views

Published on

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.

Published in: Business
  • Be the first to comment

RetailOasis Big Breakfast Presentation: Full

  1. 1. Proudly sponsored by BigBreakfast #bigbreakfast19@retailoasis
  2. 2. X 3days 3days1-on-1s storewalks
  3. 3. XX PIPPA Pippa Kulmar Co-Director RetailOasis Nike Fifth Avenue - House of Innovatio Proudly sponsored by BigBreakfast
  4. 4. XX 3 KEY TRENDS Wokeasa strategy Delivery economy Retail-as- a-service
  5. 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. 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. 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. 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. 9. Nike + Kaepernick • adding $6B to their market value • $163M in media value • 31% increase in sales
  10. 10. Patagonia ‘Don’t Buy This Jacket; • +30% yoy sales
  11. 11. TITLE subtitle !11 Everlane
  12. 12. subtitle !12 Reformation
  13. 13. XX 3 KEY TRENDS Wokeasa strategy Delivery economy Retail-as- a-service consumer progression = biz growth
  14. 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. 15. TITLE subtitle !15 Nike House of Innovation
  16. 16. TITLE subtitle !16
  17. 17. TITLE subtitle !17
  18. 18. TITLE subtitle !18 Nike NYC
  19. 19. TITLE subtitle !20 Nike NYC
  20. 20. TITLE subtitle !21 Nordstrom Mens, NYC
  21. 21. TITLE subtitle !22
  22. 22. XX 3 KEY TRENDS Wokeasa strategy Delivery economy Retail-as- a-service consumer progression = biz growth can’t have experience without delivery
  23. 23. 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
  24. 24. A SHIFT IN WHERE TO FIND GROWTH WherecanIopenmorestoresor expandintomorecategories? WhatassetsdoIhavethatI cansweat? FROM TO ie. adjacent categories ie. host others websites (AWS)
  25. 25. Walgreens stock a limited amount of Kroger Product + have Click and Collect at their Pharmacies Walgreens - monetising their store network
  26. 26. Ocado helping Kroger with their logistics, warehouse and online disruption across the US Ocado - monetising supply chain expertise
  27. 27. 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
  28. 28. 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
  29. 29. XX PIPPAMark Teperson ChiefDigitalOfficer Accent Group Louis Vuitton Mens Pop-Up Proudly sponsored by BigBreakfast
  30. 30. “Innovation when done properly is a heroic act, it requires deep consumer insight, imagination & courage”
  31. 31. 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)
  32. 32. 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
  33. 33. “The next decade will be won dominated by companies that master data-driven customer experiences.”
  34. 34. Digitise the Value Chain Measure Impact & Influence Loyalty grants access to major experience moments Forces shaping [NEW] retail [Leverage][Codify] [Exchange]
  35. 35. m2 mile2TempleTemporary [Agile]
  36. 36. Louis Vuitton Pop-up [Chrome Hearts]
  37. 37. B8ta stores through the lens of digital Physical landing pages Impressions per product Touch per product Demonstration per product
  38. 38. Digitise the Value Chain Measure Impact & Influence Loyalty grants access to major experience moments Forces shaping [NEW] retail [Leverage][Codify] [Exchange]
  39. 39. Nordstrom Local
  40. 40. Nordstrom & Amazon amazon 4-star
  41. 41. Digitise the Value Chain Measure Impact & Influence Loyalty grants access to major experience moments Forces shaping [NEW] retail [Leverage][Codify] [Exchange]
  42. 42. Nike SNKRS APP
  43. 43. 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
  44. 44. “Innovation when done properly is a heroic act, it requires deep consumer insight, imagination & courage”
  45. 45. XX PIPPAKelly Miller GM-Retail Mirvac Gucci Wooster Store Proudly sponsored by BigBreakfast
  46. 46. Mirvac MIRVAC NEW YORK
  47. 47. PARTNERSHIPS & COLLABORATIONS Mirvac Retail Tour Jan 2019 2© Copyright Mirvac. All Rights Reserved. AND TAKEOVERS
  48. 48. Story & Macys
  49. 49. Starbucks Roastery & Rocco Princi
  50. 50. Louis Vuitton & Chrome Hearts
  51. 51. MISSION DRIVEN Mirvac Retail Tour Jan 2019 6© Copyright Mirvac. All Rights Reserved.
  52. 52. Patagonia
  53. 53. All Birds
  54. 54. STORY TELLING Mirvac Retail Tour Jan 2019 9© Copyright Mirvac. All Rights Reserved. THE NEW MARKETING
  55. 55. Samsung
  56. 56. Gucci
  57. 57. CUSTOMER Mirvac Retail Tour Jan 2019 12© Copyright Mirvac. All Rights Reserved.
  58. 58. Nordstrom
  59. 59. Nordstrom
  60. 60. DESIGN DETAILS Mirvac Retail Tour Jan 2019 16© Copyright Mirvac. All Rights Reserved.
  61. 61. Intersect & Lexus
  62. 62. kith
  63. 63. Dover Street Market
  64. 64. Gucci
  65. 65. Moncler
  66. 66. Restoration Hardware
  67. 67. MERCHANDISING & CURATION Mirvac Retail Tour Jan 2019 23© Copyright Mirvac. All Rights Reserved.
  68. 68. Gucci
  69. 69. Dover Street Market
  70. 70. Le District
  71. 71. DIGITAL NATIVES Mirvac Retail Tour Jan 2019 28© Copyright Mirvac. All Rights Reserved. THE YOUNG AND FABULOUS
  72. 72. X
  73. 73. 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.
  74. 74. XX PIPPAJames Johnson IndustryStrategy Salesforce Gentle Monster Proudly sponsored by BigBreakfast
  75. 75. Bringing Brands Closer to Consumers Since 1999 Shopper Success
  76. 76. 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%
  77. 77. 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
  78. 78. 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
  79. 79. Delivering Tastemaking Rental, subscription, delivery, AR/VR Instagram & 
 YouTube “Rent is the 
 new CAC” Artificial Intelligence/ Machine Learning
  80. 80. XX PIPPAStephen Kulmar Founder RetailOasis Dover Street Market Proudly sponsored by BigBreakfast
  81. 81. CONFIDENCE
  82. 82. CONFIDENCE COMPETENCE
  83. 83. CONFIDENCE COMPETENCE CASH
  84. 84. CONFIDENCE COMPETENCE CASH CHINA
  85. 85. CONFIDENCE COMPETENCE CASH CHINA
  86. 86. !92 YEAR ON YEAR IMPROVEMENT 2019201820172016201520142013 DENIAL DESPAIR ACCEPTANCE INVEST BELIEVE REINVEST GROWTH
  87. 87. !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
  88. 88. !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%
  89. 89. !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%
  90. 90. CONFIDENCE COMPETENCE CASH CHINA
  91. 91. CHICKEN OR THE EGG?
  92. 92. CEO President Snackfoods President North America CHRIS BALDWIN
  93. 93. CTO EVP Technology VP, Software Dev JEREMY KING
  94. 94. ELEANOR MORGAN Location Director Product Designer Chief Experience Officer
  95. 95. CEO President & CEO Global CMO Divisional President MARY DILLON
  96. 96. CONFIDENCE COMPETENCE CASH CHINA
  97. 97. !103 RESTORATION HARDWARE Cumulative CAPEX 2015-18: $400m ROI: 18.5%
  98. 98. !104 RESTORATION HARDWARE Sales: $100m Contribution Margin: 28% Capital Investment: $50m Payback: 20months New York Design Gallery
  99. 99. !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 +
  100. 100. !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
  101. 101. CONFIDENCE COMPETENCE CASH CHINA
  102. 102. !108 •7,000 DCs •100 drone bases •Initial fleet of 20 AI enabled delivery robots JD.COM
  103. 103. !109 Alibaba World’s fastest streaming processing platform: Singles shopping day 2018: ‣ 325,000 transactions 
 per second ‣ $10b first hour ‣ $30b in one day
  104. 104. !110 Alibaba’s Hema grocery stores are shopped by app whether in-store or at home Hema Grocery Store
  105. 105. !111 Launched as a messaging app in 2011 850m active monthly users Now offers what Facebook, WhatsApp, Messenger, Amazon, ApplePay & Uber offer combined WeChat
  106. 106. CONFIDENCE COMPETENCE CASH CHINA
  107. 107. 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

×