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PwC’s Digital Services
S1e2
„The NewCommerce” - nowa fala e-commerce?
>20 modeli biznesowych, które mają szansę zmienić uk...
I would say that,
systematically, I’m skeptical of
all trends. Every trend you
could name, I think it’s
overrated. You sho...
Past
• Traditional BM
• Flash & Private sales
• Subscription
• Deals & Group buying
Present
• New marketplaces
• Sharing>Collaborative>Rental
• Mobile First>Only
• Predictive retailing
• On Demand
• Crowdso...
Future
all mixed up
PwC’s Digital Services
Business/Revenue model + Technology = Something New
7
https://www.slideshare.net/krecz/jak-zarabiac...
PwC’s Digital Services
Smart money goes to… „technology enabled”
PwC’s Digital Services
Order online, but how?
Domino’s pizza order:
• tweeting pizza emoji
• texting emoji
• smart TV
• Fo...
PwC’s Digital Services
Interfaces: AR, voice, gestures, computer vision…
PwC’s Digital Services
Sensors: Smart, connected devices, IoT
PwC’s Digital Services
Digital platforms: cloud, XaaS, SDK, developer ecosystems
PwC’s Digital Services
Algorithms: Data Science, Artificial Intelligence, Conversational Commerce,
Natural Language/Image ...
PwC’s Digital Services
Automation: autonomous commerce, replenisment economy
PwC’s Digital Services 15
Digital Transformation (DX): Connected vessels
Competition
TechnologyConsumers/Clients
Customer
...
PwC
What to look for
PwC’s Digital Services
ASOS (4$B MktCap), Boohoo (3$B
MktCap), adidas, NYX (acquired
by L’Oreal), e.l.f. (1B MktCap),
Face...
PwC’s Digital Services
The RealReal (172M$ TEF),
Vestaire Collective (130M$ TEF),
Poshmark (65M$ TEF), momox,
rebuy, music...
PwC’s Digital Services
Digitally Native Vertical Brands, V-brands
Bonobos (127M$ TEF), Allbirds
(27M$ TEF), Away (31M$ TEF...
PwC’s Digital Services
Radical Transparency & Pricing
Everlane (1M$ TEF)
• Direct-to-consumer brand that sells clothing ma...
PwC’s Digital Services
Super Safe
Beautycounter (21M$ TEF)
• Develops and sells highly effective cosmetics that are safe f...
PwC’s Digital Services
Product 2 Service
Philips pay-per-lux, Rolls-Royce
Power-by-the-Hour, Xerox pay-
per-copy, Zipcar, ...
PwC’s Digital Services
Leasing, Renting, Installment…
Apple Upgrade Program
• Fast and low cost consumer onboarding for ne...
PwC’s Digital Services
Mobile only gets the scale
Wish (1B$ TEF), OfferUp (221M$
TEF), LetGo (375M$ TEF)…
• From mobile Ch...
PwC’s Digital Services
YouTube stars meets Subs
ipsy (103M$ TEF)
• Sample 5 beauty
products tailored to you in a
collectib...
PwC’s Digital Services
Influencers meets e-commerce & mobile
Kim Kardashian digital empire
• Shoedazzle - online shoes sho...
PwC’s Digital Services
Brand, with no Brand
Brandless (50M$ TEF)
• Narrowed product line down to a
couple hundred essentia...
PwC’s Digital Services
Multiple global niches
Becca (Acquired by Estee Lauder))
• 55% of Becca’s customers identify as non...
PwC’s Digital Services
Packaging: Small <> Huge
Stowaway Cosmetics (1,5M$ TEF)
• Direct to consumer cosmetics brand
• „Rig...
PwC’s Digital Services
Unboxing
Unboxed (7,5M$ TEF)
• Watch popular unboxing videos on
the coolest tech product
• Ask ques...
Mashups =
MIX & MATCH
PwC’s Digital Services
D2C, vertically integrated, crowdsourced, superfast
Julep (55 mln$ TEF)
• Full-stack beauty brand, ...
PwC’s Digital Services
D2C, customization at scale & algorythms
Function of Beauty (10M$ TEF)
• 12 billion different
combi...
PwC’s Digital Services
Curated by man & machine, subs + computer generated private label
StitchFix (54M$ TEF)
• Personal s...
PwC’s Digital Services
„Size matters not. Look at me. Judge me by my size, do you?”
Amazon (450B$ MktCap): Go,
Prime, Mark...
PwC’s Digital Services
New Retail, O2O, New/old shop?
Alibaba (427B$ MktCap) from
HEMA grocert to full shopping
mall…
• Gr...
“56% or US executives felt
the single greatest obstacle
to growth it’s the corporate
culture”.
Economist Intelligence Unit
PwC’s Digital Services
Podsumowując
Nowe katalizatory: Pominąłem
Produkcja np. autonomiczne roboty
Finansowanie np. ICO
Dy...
PwC’s Digital Services
Thank you
http://pl.linkedin.com/in/michalkreczmar
https://www.facebook.com/krecz
http://www.slides...
S1e2. "The new commerce" - nowa fala e-commerce +20 modeli biznesowych, które mają szansę zmienić układ sił
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S1e2. "The new commerce" - nowa fala e-commerce +20 modeli biznesowych, które mają szansę zmienić układ sił

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New technologies, disruptions and business models for online retail, that can change market dynamics. Examples of new digital business models for retail.

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S1e2. "The new commerce" - nowa fala e-commerce +20 modeli biznesowych, które mają szansę zmienić układ sił

  1. 1. PwC’s Digital Services S1e2 „The NewCommerce” - nowa fala e-commerce? >20 modeli biznesowych, które mają szansę zmienić układ sił Michał Kreczmar, Director, Digital Transformation, PwC
  2. 2. I would say that, systematically, I’m skeptical of all trends. Every trend you could name, I think it’s overrated. You should be thinking ‘fraud.’ You should be running away from it. Peter Thiel
  3. 3. Past • Traditional BM • Flash & Private sales • Subscription • Deals & Group buying
  4. 4. Present • New marketplaces • Sharing>Collaborative>Rental • Mobile First>Only • Predictive retailing • On Demand • Crowdsourcing & Crowdfounding • Customization • Makers, 3D Print, Materialization • Digital Assets & IP • Hollywood meet e-commerce • MultiLevel Marketing • Consumer Merchandised Shops • Media & Commerce • Curation & Personalization • Social curation & lookbooks • Ecosystems: CCCC • D2C, vertically integrated • Online 2 Offline (& reversed) • Packaging • Unique assets • Data > advertising • Auctions • Distributed commerce • Mission
  5. 5. Future all mixed up
  6. 6. PwC’s Digital Services Business/Revenue model + Technology = Something New 7 https://www.slideshare.net/krecz/jak-zarabiac-w-digitalu-czyli-xxx-modeli-biznesowych-generujacych-przychody
  7. 7. PwC’s Digital Services Smart money goes to… „technology enabled”
  8. 8. PwC’s Digital Services Order online, but how? Domino’s pizza order: • tweeting pizza emoji • texting emoji • smart TV • Ford Sync • smartwatches • apps • voice - Amazon Alexa, Google Home • 0 click app • FB Messanger
  9. 9. PwC’s Digital Services Interfaces: AR, voice, gestures, computer vision…
  10. 10. PwC’s Digital Services Sensors: Smart, connected devices, IoT
  11. 11. PwC’s Digital Services Digital platforms: cloud, XaaS, SDK, developer ecosystems
  12. 12. PwC’s Digital Services Algorithms: Data Science, Artificial Intelligence, Conversational Commerce, Natural Language/Image processing
  13. 13. PwC’s Digital Services Automation: autonomous commerce, replenisment economy
  14. 14. PwC’s Digital Services 15 Digital Transformation (DX): Connected vessels Competition TechnologyConsumers/Clients Customer Experience Customer Insigths Customer Journey Organization Structure Strategy Data Processes IT Business Model Infrastructure Leadership Organization culture Capabilities Vision Role Regulations Compliance Ways of working KPI Pricing & promotion Advertising & Marketing Production Packaging Sale Product information Inventory planning Demand & supply modeling Distribution Logistics
  15. 15. PwC What to look for
  16. 16. PwC’s Digital Services ASOS (4$B MktCap), Boohoo (3$B MktCap), adidas, NYX (acquired by L’Oreal), e.l.f. (1B MktCap), Face Shop… • Time to market: design, production, sales, fullfilment, distribution, logistics… • Offshoring > nearshoring • „Move fast with stable infrastructure” Fashion, Beauty… on steroids
  17. 17. PwC’s Digital Services The RealReal (172M$ TEF), Vestaire Collective (130M$ TEF), Poshmark (65M$ TEF), momox, rebuy, musicMagpie, ThredUp (131M$ TEF), Tradesy (75M$ TEF)… • Buy sell, trade used products, electronics, fashion, luxury… • Matchmaking marketplace or platforms buy used goods, assess their quality and sell the product through their own sites or third party marketplaces • Mobile phone scan the barcode number of the book, CD, DVD and game, or describe the fashion item for sale, and receive an immediate purchase offer as well as payment once the items are accepted Re-commerce
  18. 18. PwC’s Digital Services Digitally Native Vertical Brands, V-brands Bonobos (127M$ TEF), Allbirds (27M$ TEF), Away (31M$ TEF), Outdoor Voices (30M$ TEF), Parachute, Eloquii (21M$ TEF), Morphe, Rothy’s, Saxx (50M$ TEF)… • Bonobos founders become fixated on making a pair of the best- fitting pants possible, product was the end result of endless hours of fascination and minute detail, enough to hang a brand on. • Allbirds - brand as a product. Make one perfect thing, and then let your work speak for you. • Start from kickstarter, real sportsmen CEO, multiple product changes based on customer input • 0 carbon footprints, even packaging, surprise & delight unboxing
  19. 19. PwC’s Digital Services Radical Transparency & Pricing Everlane (1M$ TEF) • Direct-to-consumer brand that sells clothing made in factories with humanitarian conditions at wholesale price • The lowest price covered the cost of making and shipping the items, middle covered the overhead of selling, highest provided a profit. Beauty Pie • For a $10 monthly membership fee (the way Beauty Pie takes a profit) and the price of shipping, you can buy the products at factory cost produced in the same top labs in Switzerland, Korea, UK, and Italy that manufacture best-in-category products for designer and high-end brands. Maison Standards • Timeless basics with a policy of transparency surrounding their fabrication and offering prices between 30 and 40% lower than its affordable luxury peers by returning its retail margin to customers. • Basic level covers cost of the item and its transport, a second price integrates development costs and salaries, while the third allows the brand to finance new developments. Hollar (47M$ TEF) • Reinventing the dollar store for online and mobile shopping, proving you can still buy cheap, high-quality goods online.
  20. 20. PwC’s Digital Services Super Safe Beautycounter (21M$ TEF) • Develops and sells highly effective cosmetics that are safe for consumers • Products formulated with high safety standards excluding more than 1,500 harmful ingredients linked to cancer, hormone disruption, reproductive toxicity, skin irritation, cumulative exposure risk and other hazards. Madison Reed (45M$ TEF) • At-home hair color experience a more luxurious, fearless, happy process. The direct-to- consumer line a nutrient-rich hair color formula crafted without ammonia, parabens, resorcinol, PPD, phthalates, and gluten • The entire line of color products is enriched with argan oil, keratin, and ginseng root
  21. 21. PwC’s Digital Services Product 2 Service Philips pay-per-lux, Rolls-Royce Power-by-the-Hour, Xerox pay- per-copy, Zipcar, Cadillac… • Sales of boundles of services & products rather than products alone • Access over ownership, less expensive access to products • New revenue streams & revenue generation model – recurring payments - make money over time, on usage, outcome…
  22. 22. PwC’s Digital Services Leasing, Renting, Installment… Apple Upgrade Program • Fast and low cost consumer onboarding for new products • Easy upgrade from old to new products • Consumer binding
  23. 23. PwC’s Digital Services Mobile only gets the scale Wish (1B$ TEF), OfferUp (221M$ TEF), LetGo (375M$ TEF)… • From mobile China products offer aggregator to direct to consumer, • New and second hand, global & local • Mastering multiple push 2 sell strategies • Heavy advertising spend on app install & reengagement
  24. 24. PwC’s Digital Services YouTube stars meets Subs ipsy (103M$ TEF) • Sample 5 beauty products tailored to you in a collectible bag, watch product tutorials from stylists, save up to 70% through members only offers • YouTube creator Michelle Phan - 8 million subscribers, 1.1 billion lifetime views • Ships to over 3 mln subscribers every month; reaches over 20 million people every month
  25. 25. PwC’s Digital Services Influencers meets e-commerce & mobile Kim Kardashian digital empire • Shoedazzle - online shoes shop, style quizz, stylists, subscription/membership, shop by item • Kim website & app - Subscribe for access to exclusive daily content: videos, behind-the-scenes pics, live stream, personal journals for just $2.99/month • Kimoji paid app - one of the top 5 most bought apps that week, Kim Hollywood app - since launching it’s been downloaded more than 42 million times, netted more than $100 million.
  26. 26. PwC’s Digital Services Brand, with no Brand Brandless (50M$ TEF) • Narrowed product line down to a couple hundred essential items • Source just the essentials from partners. Offer just one versions of the same product, but its selection also doesn’t seem incomplete. • Packaging, which seeks to highlight the important details of each product. That means pointing out what’s non-GMO, organic, fair trade, or kosher, as well as which things are gluten-free or have no added sugar. • In the process cutting all the distributor costs, breakage costs, sales trade costs and other fees associated with retail distribution, which is the main way it’s able to offer products so cheaply.
  27. 27. PwC’s Digital Services Multiple global niches Becca (Acquired by Estee Lauder)) • 55% of Becca’s customers identify as nonwhite Stature • An online boutique run by small women for small women • Work with individual designers to create custom sizes on key pieces Dia & Co (20M$ TEF) • Plus-sized clothing and accessories retailer delivering its service via a try-on-at-home model. Memebox (156M$ TEF) • Exclusively features Korean beauty products • Started out as a beauty box service, expanded to online store and brick- and-mortar presence Bevel • Men's shaving kit aimed to eliminate irritation and razor bumps aim to change the way the black male community approaches shaving
  28. 28. PwC’s Digital Services Packaging: Small <> Huge Stowaway Cosmetics (1,5M$ TEF) • Direct to consumer cosmetics brand • „Right sized" cosmetics in sizes you can carry and actually finish. • Products are half the size and half the cost Boxed (132M$ TEF) • Favorite big box sized products at pint-sized prices. • Save on time, gas and membership fees while shopping for items you use every day - all shipped to your door
  29. 29. PwC’s Digital Services Unboxing Unboxed (7,5M$ TEF) • Watch popular unboxing videos on the coolest tech product • Ask questions and share product experiences with other enthusiasts • Buy new favorites seamlessly in app with Apple Pay
  30. 30. Mashups = MIX & MATCH
  31. 31. PwC’s Digital Services D2C, vertically integrated, crowdsourced, superfast Julep (55 mln$ TEF) • Full-stack beauty brand, controlling every aspect of product development – from concept and testing, to rapid manufacturing and distribution - 300 new products a year, 10X faster than traditional beauty brands • Leverages crowdsourced feedback gathered via social channels such as Facebook, Twitter, Instagram, Pinterest • Launching products first via its Mavens online subscription community, and then expanding distribution to Julep.com, Sephora, QVC, and Nordstrom.
  32. 32. PwC’s Digital Services D2C, customization at scale & algorythms Function of Beauty (10M$ TEF) • 12 billion different combinations of ingredients • Start by quiz about your hair type, structure and scalp moisture. Select 5 "hair goals" like volumize, deep condition, or lengthen. Pick which color and scent you'd like the shampoo and conditioner to be, along with the fragrance strength. • Building your Hair Profile, which the company saves so you can easily reorder more products.
  33. 33. PwC’s Digital Services Curated by man & machine, subs + computer generated private label StitchFix (54M$ TEF) • Personal styling platform that delivers curated apparel and accessory items • Blend expert personal styling based on Stitch Fix Style Profile with proprietary AI technology • "Fix" of 5 items unique to your taste, budget and lifestyle. Buy what you like and return the rest • Fashion Graph?
  34. 34. PwC’s Digital Services „Size matters not. Look at me. Judge me by my size, do you?” Amazon (450B$ MktCap): Go, Prime, Marketplace, Essentials, Pantry, Basics, Elements, Fresh, Flex, Fullfilment, Sub&Save, Adv, Dash, Handmade, Lab, Music, Studios, Sommelier, Pay, AWS, Video, @Work… • >460 brands & trademarks • Products, technologies, content, IP, private label brands, hardware, solutions… • IMDB, Zappos, CDnow, Audible, Woot, Kiva, IVONA, Diapers, Goodreads, Soap, Alexa, Pets, Souq, Twitch, Whole Foods…
  35. 35. PwC’s Digital Services New Retail, O2O, New/old shop? Alibaba (427B$ MktCap) from HEMA grocert to full shopping mall… • Grocery store, 10 locations in Shanghai and Beijing. • Curated selection of 3,000 products from 100 countries • Order on mobile app and get delivery within 30 minutes, within a 5-kilometer radius • Digital price tags updated in real time, shoppers scan bar codes, pay via app and have purchases delivered for free • Customers can also go to the store to select fresh produce, have it cooked and eat there
  36. 36. “56% or US executives felt the single greatest obstacle to growth it’s the corporate culture”. Economist Intelligence Unit
  37. 37. PwC’s Digital Services Podsumowując Nowe katalizatory: Pominąłem Produkcja np. autonomiczne roboty Finansowanie np. ICO Dystrybucja np. automatyzacja Płatności np. frictionless Promocja=sprzedaż medium=message Media/interfejsy np. voice, video, AR, gesty Technologia, cloud, IoT np. AI wszędzie Narzędzia np. platformy > dane > produkty Turystyka, Bilety, Automoto Bankowość, Finanse, Płatności Nieruchomości Ogłoszenia Fullfilment, Logistics, backend …. Rethink New Economy: service/outcome/on-demand/gig, subscription, collaborative/sharing/renting, experience, assetless/access, reputation/trust, free… again B2B Comparison engines
  38. 38. PwC’s Digital Services Thank you http://pl.linkedin.com/in/michalkreczmar https://www.facebook.com/krecz http://www.slideshare.net/krecz Michał Kreczmar Dyrektor, Cyfrowa Transformacja, PwC michal.kreczmar@pl.pwc.com Questions, comments, suggestions?
  • IzabelaWisocka

    Sep. 29, 2017
  • tomaszmcichocki

    Sep. 28, 2017

New technologies, disruptions and business models for online retail, that can change market dynamics. Examples of new digital business models for retail.

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