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The Secret of Amazon:
Lessons for
Multichannel Retailers
Any use of this material without specific permission of McKinsey ...
McKinsey & Company | 1
Assortment leadershipPrice leadership
Amazon's "triple threat" value proposition is eroding traditi...
McKinsey & Company | 2
Other1
Percent of Margin
Total = 6.2 billion
Profitable diverse revenue models create lock-in and l...
McKinsey & Company | 3
Amazon Prime drives loyalty and supply chain predictability
while allowing Amazon more control over...
McKinsey & Company | 4
0.2-0.4
1.5-2.0
100.0
Optimized inventory
control
Factory gate
Pricing/direct
supplier pick-up
1.0-...
McKinsey & Company | 5
32
-34
Top 5 retailers1
… and superior working capital management
SOURCE: Bloomberg; financial stat...
McKinsey & Company | 6
`
Amazon spends on R&D
like a tech company …
… resulting in breakthrough efficiency and
business mo...
McKinsey & Company | 7
…have made Amazon a go-to search destinationBreakthrough content and
search innovations…
▪ 7 millio...
McKinsey & Company | 8
Amazon will further strengthen its "triple threat" value proposition by
continuing to eliminate rem...
McKinsey & Company | 9
Amazon is on track to become…
The king of retail … knocking big box stores
off price leadership thr...
McKinsey & Company | 10
www.cmsoforum.mckinsey.comWWW
@McK_CMSOForum
www.youtube.com/McKinseyCMSOforum
marketingandsales@m...
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McKinsey & Company | 5 Amazon's secret sauce

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McKinsey & Company | 5
32
-34
Top 5 retailers1
… and superior working capital management
SOURCE: Bloomberg; financial statements; team analysis
42
90
15
16
59
40
Top 5 retailers1
Amazon.com
Days
inventory
Days
receivable
Days
payable
Key drivers
▪ Amazon only keeps the fastest
moving items in stock in all DCs
▪ Long-tail items are kept in only a few
DCs or drop-shipped
▪ Advanced demand estimation
technology leads to less inventory
▪ Amazon customers are only allowed
to pay by credit/debit card, ensuring
fast receivable collection times
▪ Companies with large cash sales
(e.g., Walmart) have advantage over
Amazon
▪ Amazon agrees to pay many
suppliers (book publishers) only
after item is sold
▪ Amazon takes 14 days to pay its
Marketplace sellers
Cash Conversion Cycle (CCC)
Days, 2011
1 Non-food and non-club, determined by 2011 revenues
If the top 10 retailers had Amazon's CCC, they would collectively save $150B+ in working capital

Publié dans : Business, Technologie
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