1.
The Future of Retail
is Not Digital
Ansgar Pabst
26 January 2023
Non-Food
Omnichannel
DIGITAL RETAIL AFRICA 2023

2.
Competition
or
Co-Creation?

3.
Forget Digital:
Always Start Your Transformation Analogue
Innovation (In- /
External)
Agility & Adaptation
Non-Food
Omnichannel

4.
Non-Food
Omnichannel
Digital Retail 2023 | 5x Analogue Mindset changes
Pipe vs.
Platform
Biz Model
Design
Digital 1st &
Digital
twins
Concept
3 Roles:
Retail, CX &
Fulfilment
Explore &
Exploit
Ambidexterity
Opportunity
Or Threat
Mindset

5.
“Based on lessons learned
from previous disruptions,
firms are strongly advised to
follow an ambidextrous,
balanced approach between
appropriate short-term cost-
cutting and long-term
resource commitments in
Innovation.”
Prof. Boris Urban (Wits Business School)
Courtesy Tendayi Viki:
Author of “Pirates in the Navy
& “The corporate start-up”
Non-Food
Omnichannel

6.
#1:
Multi-Optionality
Between
Research- & Purchase Channels
Non-Food
Omnichannel

7.
3.
“Decoupling”
Non-Food
Omnichannel
Insight #1:

8.
In-Store
Offline Physical
E-Commerce
Online Digital
Non-Food
Omnichannel

9.
Web-/Showrooming
ROPO
O2O
Non-Food
Omnichannel

10.
Omnichannel Market penetration: Instore, ASAP, TAL, PnP Home
Non-Food
Omnichannel

11.
powered by
In-store or @home
in 60min
Non-Food
Omnichannel

12.
#2:
Downstream Tilt
Through Community Retail
Non-Food
Omnichannel

13.
Non-Food
Omnichannel
Insight #2:

14.
Retail
Communit
y
Banks
3rd Party Service
providers
“Born in the cloud”
Telcos
Alternate lender
New Entrants
FinTech
Retailers
OEM’s
Insurance/Med. Aid
Technology Co.
Produc
t &
Price
Traditional Competitors → other
retailers
New World Competitors → …well,
everyone
Down-
Strea
m
Tilt
Non-Food
Omnichannel

15.
#3:
From Product/Price
to
Retail-as-a-Service
Non-Food
Omnichannel

16.
Non-Food
Omnichannel
Insight #3:

17.
Non-Food
Omnichannel
Insight #3:

18.
Affordability Job To Be
Done
Non-Food
Omnichannel
Insight #3:

19.
Nationwide Primary Field test (10-12 Oct 2014)
• Affordability/Convenience vs. Price criterion
• Simultaneous execution at 813 POS’
• 384 golden locations (representing 68% of TV market)
• One Marketing Message – One price – One Retail Execution
• Stock, Promo and Marketing embargo
• 70% Share of Voice contribution of all Media
• PR, 10m Google impressions, 2m leaflets
Rest of
Retail:
PRICE
FNB:
AFFORDABILIT
Y
Non-Food
Omnichannel

20.
Channel
Historic
Share
Sell-In
Blue
Weekend
Share Sell-
Out
Mass-
Channel
Furniture
Independen
ts
Online
FNB
By dominating the “Point of
Decision”, any external party
can determine the
Consumer’s Choice of
Channel and “Point of Sale”
Rest of Retail:
PRICE
Non-Food
Omnichannel

21.
”SA’s #1 Non-Food Omnichannel CVP”
2. Store Network
1. Brand &
People
3. Smart Shopper 4. Digital OTT
UVP
&
Non-Food
Omnichannel
*Not confirmed
1 2 3 4
Schedule
d
Non-
Food
* *
Non-Food
Omnichannel
Non-Food | The Future is digital and analogue

22.
Innovation & Agility: mariesapierneerf@pnp.co.za
Non-Food
Omnichannel