CEO of New Vision Baltija Evaldas Budvilaitis

1. What will drive the
Retail Technology in
2015 - 2016
Evaldas Budvilaitis
CEO, New Vision Baltija UAB

2. SHOP PAY
BE
REWARDED
How future
consumers will
SHOP, PAY and
WANT TO BE
REWARDED?
PSI Group strategic outlook

3. SHOP PAY
BE
REWARDED
How future
consumers will
SHOP, PAY and
WANT TO BE
REWARDED
PSI Group strategic outlook

4. 1. BALTIC RETAILERS MOVE TOWARDS
OMNICHANNEL RETAILING
Pay
Reward
Shop
• Consumers can now buy virtually
anything, any time, and have it
delivered from anywhere in the
world.
• Store-based retailers continued
their move into the online
• Offering an Omni channel
shopping experience by using the
same database of products, prices
and promotions across all
channels simultaneously allows
retailers to track their customers
across all channels in order to gain a
better profile of their needs and
preferences

5. Pay
Reward
Global trends

6. 6
2. MOBILE WILL BE IN THE CENTRE
OF NEW RETAIL TECHNOLOGIES
Pay
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Shop
Point of
Sale moves
to…
Point of
Service
Self
Service

7. 4 % of all Internet sales in Lithuania is done
Pay
Shop
with smartphones

8. Pay
Reward
Shop
Customer acceptance is the Key

9. Sample - Self scanning app usage patterns
(Italy)
App downloads driven by curiosity and fun
Drop-out rate between downloads and
registrations is relatively low, less than 50%
Active users (at least 1 shopping session or
payment / month) are about 30% of
registered users
The number of active users per store has
reached several hundreds in well-advertised
stores

10. 3. CREATING PERSONALIZED EXPERIENCE
Role of
Customer
data and
insights
Reward
What are their
needs and
how is best to
address?
How and
when is most
efficient to
reach them?
What are
my most
valuable
customers?
In what
lifestage
they are?

11. 11
Store ajusted to customers shopping missions
(“Store within store”)
Pay
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12. Pay
Shop
Parcel Lockers
Refrigerated
Grocery Lockers

13. Pay
Shop

14. 4. MIX OF DEVICES INTEGRATED INTO
ONE SYSTEM DELIVERING PERSONALIZED
EXPERIENCE
Pay
Shop

15. Reasons Retailers invest in
Pay
Shop
Digital signage
Enhancing Customer Experience
Brand Awareness
Staff Training
Return on Investment
20%
10%
10%
60%
Digital Signage Association

16. 16
Pay
5. DYNAMIC PRICING
Reward
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17. 6. STORE ANALYTICS
Ranking selected KPI
Own score vs. the best
Sales
competition,
ranked result
selected
Item/SKU
Sales; today,
yesterday, week
and month
Score “Store
Olympics” –
selected
criteria's

18. SHOP
BE
PAY
REWARDED
How future
consumers will
SHOP, PAY and
WANT TO BE
REWARDED
PSI Group strategic outlook

19. 7. SELF SERVICE CHECKOUTS
RETURNING TO BALTICS
Pay
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Shop

20. Hypermarket with 6 SSCO, 3 months after go –
live, based on payroll logs:
Pay
Labour usage before the project 1.308 hours. / week
After project 1.061 hours / week
Savings: 247 hours / week
Annual savings: 1 2.844 hours
• Number of Self Checkouts: 6
• Number of traditional tills: 22
• Open 24 hours

21. SPAR Supermarket St. Petersburg
• 50% transactions goes
thru Self Service

22. Self service – only store
Boots Bishopsgate London
Store Format Health & Beauty
No. of SSCO Units 9
Boots Flagship store Format
Located nearby Liverpool St Station– huge hub of
commuters and tourists
9 Self-service Checkouts
Operates with minimal but effective use of
attendant
Liverpool St. – Circle/Cent./Met./Hamm.

23. New Layout concepts Dominant customers outflows
Improved
utilisation due to
better queue
management
Ability to draw
customers from
other lanes
Improved staff
productivity
shrink management
Faster clearance for
Interventions
Single Exit Point
with automated
opening gate
Better customer
service

24. 24
8. NEW SELF-SERVICE CONCEPTS
Pay
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25. Optimised Layout for Convenience
• Queue busting when calling staff from shop filling
• Self service and the fractional attendant model
Visibility and accessibility of the SSCOs is key
RAP Station
Ease of Store Management
Improved overall store Efficiencies and Customer Service
Now always have 3-4 lanes open
Fractional Attendant Support

26. 9. CASH AUTOMATION
Pay
Shop
1
2
3
4
Helps cut cash handling related cost up to 30%

27. 10. VENDING INTEGRATION INTO
CHECKOUT PROCESS
1 2 3
Choose product as a product
card in the shelf
Or choose product on the Kiosk
Retrieve
your
products
from the
dispenser
Scan the valid
receipt
at the
dispenser
Hand in the Kiosk receipt or
the product card and pay at
the cashier
4 5

28. 11. MOBILE PAYMENTS
- Issues to be solved
• Lack of standard platform
• Costs of updating
infrastructure
• Debates over fee structure
• Privacy and security fears
• Customers are not aware
• Inertion to current models
• No clear reason for customers
to adopt
Source: Euromonitor, Collis

29. 12. PAYMENTS BECOMES MORE INTEGARTED
INTO WHOLE SHOPPING JOURNEY
Payments are just one component of the
consumer transaction

30. Shop

31. SHOP PAY
BE
REWARDED
How future
consumers will
SHOP, PAY and
WANT TO BE
REWARDED
PSI Group strategic outlook

32. 13. SHIFTING FROM JUST POINTS TOWARDS
ENGAGEMENT ON THE INDIVIDUAL LEVEL
• Personal deals
• Rewards not just for purchases but for
other activities –visiting the store
(IKEA), other gamification elements
• Experiential rewards (free cofee,
exclusivity, etc.)
• 2 ways communication

33. 14. MOBILE LOYALTY
• The first ever completely
cardless customer loyalty
scheme launched in Sweden by
the Willys supermarket chain.
• Starbucks successfully used
their customers loyal
behavior to drive mobile
payment usage

34. Lwallet in Lithuania
Months
after go live
Tx
3500
3000
2500
2000
1500
1000
500
0
Purchanses at POS made with Lwallet
1 2 3 4 5 6 7 8 9

35. 3 components for success
STRATEGY
INTEGRATION
TO
SYSTEMS
INTEGRATION
INTEGRATED
INTO TO
PROCESS
PROCCESES
STRATEGY

36. OUR COMPANY
A LEADING PARTNER FOR RETAILERS IN BALTIC COUNTRIES
WHOLY OWNED SUBSIDIARY OF PSI GROUP ASA, AS OF JULY 3, 2014
WWW.PSIGROUP.NO, COMPANY LISTED ON OSLO STOCK EXCHANGE
21
years of experience
within complete
integrated retail
management solutions
In-house
software development
competence
190
experienced
professionals comprising
the largest provider of
retail software and
hardware solutions in the
Baltics
Key solution areas Offices Key segments
International retailers
Food retailers
Domestic speciality
retailers
Hospitality Chains
Enterprise solutions
Store solutions
After sales service
FI
RU
EE
LV
LT
Self service and
checkout efficiency
36

37. PSI Group mission
“Driving Retailers’ profitability by providing innovative
integrated technology solutions”
- enabling storeowners to reach their full potential

38. PSI - team of more than 540 profesionals
PSI TECHNOLOGY PSI RETAIL PSI LABELS
RD Research Development
Manufacturing Vendor Partner – Value added reseller Manufacturing
Sales marketing
System integration
Project planning roll outs
Installation education
Service support
Sales marketing
Design

39. NEW VISION SOLUTIONS
A HOLISTIC APPROACH
ERPBI
Midware
Data collection
and
MS Dynamics NAV and LS Retail, BI solution
Retail Back office and Loyalty systems
transaction handling
POS Front office SW, data transfer solutions,
IP video and analytic solutions, specialized software
solutions, mobile apps, self service platform and etc
POS systems, Fiscal solutions, scales,
Barcode systems, Warehouse automation products,
PC servers, peripherals, networks, IP cameras
39

40. 40
ISO CERTIFICATION TO PROVE HIGH QUALITY
SOLUTION DESIGN, IMPLEMENTATION,
SYSTEM INTEGRATION AND SERVICE
ISO 9001 - Quality Management System Standard
ISO/IEC 20000 - IT Service Management Standard
ISO 27001 Information Security Standard

41. RETAIL ENVIRONMENT
NEW VISION / PSI GROUP READY TO DELIVER
Understanding and satisfying the
consumer is more complex than
before
Multichannel
becomes omnichannel
Self Service – new way to be
Retailer and improve consumer
service
Implication Trends/drivers
• New opportunities with mobile
devices for retailer staff
• New generation of ERP and Retail
solutions, with integration to various
external solutions, will require
providers with integration experience
• Large variances within ERP SW
whether they are adapted to new
channel strategies
• Suppliers must be Experienced
independant solution providers with
knowledge in Self Checkout, Self
scanning on mobile and traditional
one are well positioned for growth
• Providers with business
consultancy tools and know how
on how to organize check out for
general retail will be sought after
• Consumers needs personalized
approach, means more
sophisticated systems for retailers
• Traditional HW and POS SW
providers can‘t meet needs of
retailers
• Traditional ERP companies don‘t
have required retail know how
41

42. Thank you