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Israeli Retailers Opportunities in eCommerce
1. eCommerce
Guest Lecture at Arison School Of Business
IDC Herzliya
Guest Lecturer: Dave Yakar
Founder @ Go Global | eCommerce Agency
2. Today’s Subjects
1. The Rise Of eCommerce
2. The opportunities in eCommerce for Israeli
Retailers
3. eCommerce Models
3. 1. The Rise Of eCommerce
1. Israeli Entrepreneurship in eCommerce
Channel
2. Trends In The World Of eCommerce
3. The Israeli Consumer and Online
Shopping
4. (Israeli) Diamonds are a girl’s best friend
Israeli Entrepreneurship in eCommerce Channel
5. (Israeli) Diamonds are a girl’s best friend
Flourishing trade in The Diamonds Exchange Center
Israeli Entrepreneurship in eCommerce Channel
7. From Bnei Brak With Love
Prescription Glasses Online
Israeli Entrepreneurship in eCommerce Channel
8. Namefully - Name Jewelry
It started as a small business, today there is an arrangement with the
Israeli Post, a truck comes specially every day to pick up the packages
Israeli Entrepreneurship in eCommerce Channel
10. Gas Masks On ebay
Family Deals Available
Israeli Entrepreneurship in eCommerce Channel
11. Rising demand for workers in the field
Israeli Entrepreneurship in eCommerce Channel
12. Small businesses succeed in their eCommerce ventures
Israeli Entrepreneurship in eCommerce Channel
13. For the first time - eCommerce School
Israeli Entrepreneurship in eCommerce Channel
14. 1. The Rise Of eCommerce
1. Israeli Entrepreneurship in eCommerce
Channel
2. Trends In The World Of eCommerce
3. The Israeli Consumer and Online
Shopping
15. Creativity In Product Illustration
How many cards are in your wallet?
http://bellroy.com/slim-your-wallet
Trends In The World Of eCommerce
16. Creativity In Product Illustration
360 degrees product illustration
https://www.magictoolbox.com/magic360/examples/
Trends In The World Of eCommerce
17. Creativity In Product Illustration
Virtual Try On
http://www.trylive.com/demos/trylive-eyewear/player-fitting-room
Trends In The World Of eCommerce
18. Mobile vs. In-Store
Mobile phone becomes an integral part of In-Store shopping
Trends In The World Of eCommerce
19. Mobile vs. In-Store
Threat for retailers: a quarter of mall shoppers in the US on Christmas
2014 say they made purchases with mobile phones while waiting in lines
Trends In The World Of eCommerce
20. It’s all about the customer
"We believe that
customer service
shouldn't be just a
department; it should
be the entire
company.“
Tony Hsieh
(CEO Zappos.com)
Trends In The World Of eCommerce
23. But who needs Christmas??
Trends In The World Of eCommerce
24. 1. The Rise Of eCommerce
1. Israeli Entrepreneurship in eCommerce
Channel
2. Trends In The World Of eCommerce
3. The Israeli Consumer and Online
Shopping
25. Traditional retail is transforming
“By 2022, brick and
mortar retail spaces will
be little more than
showrooms.”
Eddie Machaalani &
Mitchell Harper
(Co-CEOs of
Bigcommerce)
The Israeli Consumer and Online Shopping
26. Or maybe brick and mortar retail spaces
are a little more than showrooms today
-An article explaining how Israeli shoppers use retail store for size
measurement and than buy the product online from abroad
The Israeli Consumer and Online Shopping
27. Offline / Online – Is there any difference?
Macy’s Goes Omnichannel
https://www.youtube.com/watch?v=L62N0XOsmgU
The Israeli Consumer and Online Shopping
28. Threat for local retailers: 60% of the Israelis’ online shopping
are Cross Border. A large share of the online retail market
The Israeli Consumer and Online Shopping
29. Top sites in Israel
Right after Facebook and News – Shopping Online
The Israeli Consumer and Online Shopping
30. Big spenders in global scale
The Israeli Consumer and Online Shopping
32. A threat to Israeli retailers
The Chinese are coming!!
The Israeli Consumer and Online Shopping
33. And it looks like they have secret weapon
The Israeli Consumer and Online Shopping
34. Wait one moment!
There is high Demand: The Israeli consumer shops
online and would prefer buying from local retailers
There is enough Supply: Local retailers offer more than
enough goods tailored to the Israeli taste
There’s an Economic Vacuum, the local consumer’s
choice to shop Cross Border when all the goods are
available in the local market is an Economic Distortion
The Israeli Consumer and Online Shopping
35. Why are the Israeli retailers sleeping while on duty?
The Israeli Consumer and Online Shopping
36. Summary - The Rise Of eCommerce:
Small Israeli businesses are thriving in eCommerce sales
channel to the global market
The Israeli consumer shops online... and a lot!
With the rise of eCommerce comes a critical threat on a
significant share of the online (and offline) market
37. 2. The opportunities in eCommerce for Israeli Retailers
1. The Opportunities in the local market
2. The Opportunities in the global market
38. Bricks and Clicks
Synergy: Integration between the store chain to the online shop
Opportunities in the local market
39. A completing channel for the store chain channel
For customers in areas where there is no store
Opportunities in the local market
40. Online catalog, new arrivals updates
Anything that would bring the customers to the stores
Opportunities in the local market
51. Forward integration – expand activities to include
control of the direct distribution of the market
Becoming a retailer instead of wholesaler
Opportunities in the global market
52. The perfect solution for seasonal product categories
Australia and New Zealand: Coats in the summer, swimwear in the winter
Opportunities in the global market
53. So why retailers are not doing anything about it??
Opportunities in the global market
54. 3. eCommerce and organizations
1. The organizational challenge
2. Awakening demand for consultation
3. Business models
55. “It is not the strongest
or the most intelligent
who will survive but
those who can best
manage change.”
Charles Robert
Darwin
(1809-1882)
56. The venture is treated as branch # 155, another store
eCommerce activity has completely different set of needs
and requires focus as a separate independent channel
The organizational challenge
57. Today’s Status: many companies in recent years got burnt in an attempt to
set up eCommerce activity by suppliers without sufficient knowledge
I will build you a website... For only $100,000
The organizational challenge
58. A website is not a solution, without formulating clear vision and strategy
funds will be invested on an online venture and the project will fail
The organizational challenge
59. Many retailers are afraid of losing the current physical
advantage in a new channel (and beginning)
The organizational challenge
60. Inflexibility of organizations in containing new ventures
Formal organization built many complex processes
and may act as a barrier to effective entrepreneurial activity
The organizational challenge
61. eCommerce venture - a new realm of high technology
marketing and is not a part of the core activity of the firm
The organizational challenge
62. Technology
Implementation of knowledge and many processes along with
a shortage of qualified suppliers in the domestic market
The organizational challenge
63. Lack of knowledge in product management in international markets
Conversion of thousands of products to different languages
The organizational challenge
64. Lack of global marketing experience / strategy
Loss of brand value in a foreign environment
The organizational challenge
66. Low customer service awareness in Israel comparing to the world
The heart of eCommerce activity is customer experience
The organizational challenge
67. eCommerce project is a cross-organizational
The challenge is cooperation of senior management in favor of
changing the perception of the organization from top to bottom
The organizational challenge
68. At first no manager in the organization
would want to adopt the new kid
The organizational challenge
69. After the first 100K all managers will seize the opportunity
The organizational challenge
70. This will be the CIO’s reaction after understanding
the necessary integration with the ERP system
The organizational challenge
71. And this is the CMO after hearing the
extreme change in the marketing strategy
The organizational challenge
72. And the CFO when he found out about the
need for bank accounts in Japan and the US
The organizational challenge
73. And the COO’s response to the need of a dedicated
warehouse and shipping within 24 hours
The organizational challenge
74. And the this is how the consultant will feel
The organizational challenge
75. And all this with the difficulty of proving the ROI
When the venture didn’t show a first shekel in sales
The organizational challenge
76. 3. eCommerce and organizations
1. The organizational challenge
2. Awakening demand for consultation
3. Business models
77. Today’s status: re-awakaning of demand for consultation
Many companies assigned budgets for eCommerce and it looks
like organizations are willing to invest on ‘Round Two’
Awakening demand for consultation
78. Golf acquires Adika for 40 Million Shekels
Awakening demand for consultation
79. Organizations understand and feel the threat from cross border
competitors and the need to align to today’s market requirements
Awakening demand for consultation
80. There is an understanding that the nature of eCommerce is not
a site, it is a vision and strategy and these activities require
professional consultancy in setting up the project
Awakening demand for consultation
81. 3. eCommerce and organizations
1. The organizational challenge
2. Awakening demand for consultation
3. Business models
83. In-House model
Starting points of the organizations who choose this model:
Refresh the existing online presence strategy of the organization
An organization that wants the ability to manage the brand presence
across all channels
Improving and refreshing an existing eCommerce business unit
An organization with a vision and strategy for the online channel
An organization with a centralized nature
Business models
84. In-House model
Abilities and functions involved in this model:
Cross organizational project
Needs to be sponsored by one of the senior ranks or by the CEO
Support most or all of the functions in the organization (as noted in
previous chapters)
Online marketing vision and strategy development
Implementation of technological knowledge in the organization
Rewriting of many processes
Recruitment and building the eCommerce unit in the organization
Business models
85. “An important
re-engineering
principle is that
companies should
focus on their core
competence and
outsource
everything else.”
Bill Gates
Outsource model
Cooperation with a company that specializes in eCommerce
Business models
86. Outsource model
Reasons for choosing this model:
Professionalism
Quick launch and GTM
Each party is measurable and maximizes its capabilities
Different needs in moving the project away of the organization
Minimum investment
Strategy: First step is outsource and the next step will be
implementation of capabilities within the organization
Business models
87. In this model there is a minimal dependence on the
organization’s capabilities
IT level: There is a need for integration to the corporate’s ERP
Product and service level: SLA development for the online
channel, inventory availability, quality control, deliveries within
24 hours of orders and implementation of many other
processes
Outsource model
Abilities and functions involved in this model:
Business models
88. Back to Back Wholesaler model
Selling to online retailers
The organization
as a wholesaler
Online retailerOnline retailerOnline retailer
Consumers
Business models
89. Wholesaler model
Reasons for choosing this model:
The lack of eCommerce strategy
Minimal investment and risk
A decision to stay as a retailer in the local market and
operate on a B2B model in other markets
Strategy: Learning the market at the expense of other
retailers
Business models
90. IT level: Integration to the corporate’s ERP
Product and service level: SLA development for the online
channel, inventory availability, quality control, deliveries within
24 hours of orders and implementation of many other processes
Sales and marketing level: development of a sales unit
specializing in acquisition of retailers as clients
On development level: Website, lead generation system and
other technological solutions
Wholesaler model
Abilities and functions involved in this model:
Business models