EC
100                                                                                                           10000
                                                                                                      9,408
                                                                                              9,091
                                                                              8,754   8,811
                                                                      8,529
                                                              7,948
                                                      7,730
 75                                                                                                    78     7500
                                              6,942                                           75.3
                                                                              72.5     73
                                                                      70.3
                                                      64.3     66
                                      5,593
                                              57.3
 50                           4,708                                                                           5000

                                      46.3

                              37.1
                      2,706
 25                                                                                                           2500
              1,694
                      21.4
      1,155
              13.4
       9.2
 0                                                                                                               0
      1997    1998    1999    2000    2001    2002    2003    2004    2005    2006    2007    2008    2009
3                                78     80


                            67

                     61            2.46
2.25                                      60
              53
                            2.08

        44
                     1.79
 1.5                                      40
              1.52

       1.23


0.75                                      20




  0                                       0
       2006   2007   2008   2009   2010
3                                 78     80


                             67


2.25
       +16.3   53
                      61



                             2.08
                                    2.46
                                           60




       + 0.4POINT
         44
                      1.79
 1.5                                       40
               1.52

        1.23


0.75                                       20




  0                                        0
        2006   2007   2008   2009   2010
CHINA               32%              47.5%




JAPAN   3.5%   15.4%




 USA        15.5%      12.2%



        0                  25   50           75   100
2,177              1,266
     968    613
   24 346    322


                   2010
26,973              2,725
     12,581 1,341
   125          734
        859

                  2020
BtoB

       169
         +28.6%
Fashion



  130.2%
Fashion                    6.0%




                        9,500
   2.4%   2.6%


  4,390   4,652


   2009   2010    ...   2015
Fashion



          100%
                 SUWA 6months
6/15
mobile
6000000




4500000




3000000




1500000




      0
          2010   2011      2012        2013         2014        2015
                        Cisco Visual Networking Index Cisco VNI Mobile 2011
MOBILE APP SALES AND REVENUS
?
HERMES
On the Internet,
nobody knows you're a dog




The NewYorker on July 5, 1993
CUSTOMER FOCUS
,        ,
(       ),
LTV, CPO
Life Time Value   Cost per Order
CUSTOMER FOCUS
HOTEL

Channel Conversion
Best Rate Guarantee
Channel Conversion
□

□

□

□

□

□                PR

□
Marks & Spencer
150
repeat rate: 2x
frequency rate: 2x
+30%
$   +40%
500Pages
...
NO LIMITS
(       )




      Jeff Bezos
CUSTOMER FOCUS
Context
Amazon’s primary challenge
was to acquire its
customers’ confidence




              Jeff Bezos
CUSTOMER FOCUS
Lester Wunderman
Lester Wunderman
Lester Wunderman
Thank you


 Mitsuhiro Suwa

20110617 EC Seminar