RetailOasis Big Breakfast Presentation: Full
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The full presentation from all our RetailOasis Big Breakfast presenters - Mark Teperson (Accent Group), Kelly Miller (Mirvac), James Johnson (SalesForce), Stephen Kulmar (RetailOasis) and Pippa Kulmar (RetailOasis.
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RetailOasis Big Breakfast Presentation: Full
- 3. XX PIPPA Pippa Kulmar Co-Director RetailOasis Nike Fifth Avenue - House of Innovatio Proudly sponsored by BigBreakfast
- 5. WE ARE ONLY BECOMING MORE PROGRESSIVE If we don't act now we'll never control our environmental problems same sex couples should be allowed to adopt Have a university degree or diploma Aboriginal culture is an important part of our culture 77% 82% 61% 67% 41% 45% 43% 46% 2014 2017 Source: Roy Morgan, 2019
- 6. AKA GETTING ‘WOKE’ Aware, knowledgeable with a willingness to critique any systems of oppression - Jaded by marketing’s self- interest - they are often better marketers than the brands that try to advertise to them.
- 7. PROGRESSION IS INDICATIVE OF INCOME If we don't act now we'll never control our environmental problems same sex couples should be allowed to adopt Have a university degree or diploma Aboriginal culture is an important part of our culture $114K (+8K) $107K (+1K) $127K (+21K) (+1K) HH income $107K Diff to average Source: Roy Morgan, 2019
- 8. 8 “the chance that you’re urban and have a high income will correlate to the fact you hold a liberal preference (and progressive attitudes that go with that)”. ScottGalloway
- 9. Nike + Kaepernick • adding $6B to their market value • $163M in media value • 31% increase in sales
- 10. Patagonia ‘Don’t Buy This Jacket; • +30% yoy sales
- 13. XX 3 KEY TRENDS Wokeasa strategy Delivery economy Retail-as- a-service consumer progression = biz growth
- 14. !14 theexperienceeconomy thedeliveryeconomy replacement purchases + commodity items delivery + logistics how do I get it to you faster? new products and exclusive services marketing + stores how do I get you to spend time with me? metric: volume metric: acquisition EXPERIENCE ONLY WORKS BECAUSE OF DELIVERY
- 15. TITLE subtitle !15 Nike House of Innovation
- 23. XX 3 KEY TRENDS Wokeasa strategy Delivery economy Retail-as- a-service consumer progression = biz growth can’t have experience without delivery
- 24. WAS IS GLOBALISATION (COPY) INNOVATION (CREATING) LOW GROWTH SHAREHOLDER RETURN HIGH GROWTH ‘FUTURE EARNINGS’ RETAILER INCUMBANT PLATFORMS SILO’ED DEPARTMENTS ANTI-FRAGILE THE FUTURE OF RETAIL IS B2B PLATFORMS
- 25. A SHIFT IN WHERE TO FIND GROWTH WherecanIopenmorestoresor expandintomorecategories? WhatassetsdoIhavethatI cansweat? FROM TO ie. adjacent categories ie. host others websites (AWS)
- 26. Walgreens stock a limited amount of Kroger Product + have Click and Collect at their Pharmacies Walgreens - monetising their store network
- 27. Ocado helping Kroger with their logistics, warehouse and online disruption across the US Ocado - monetising supply chain expertise
- 28. Kroger are selling their private label to China through Alibaba; rumours are Alibaba will help embed their Hema technology into Kroger Stores Kroger - growing Private Label; Alibaba - Sweating their Tech investment
- 29. XX 3 KEY TRENDS Wokeasa strategy Delivery economy Retail-as- a-service consumer progression = biz growth can’t have experience without delivery growth by monetising your assets
- 30. XX PIPPAMark Teperson ChiefDigitalOfficer Accent Group Louis Vuitton Mens Pop-Up Proudly sponsored by BigBreakfast
- 31. “Innovation when done properly is a heroic act, it requires deep consumer insight, imagination & courage”
- 32. Population 0 1,000,000 2,000,000 3,000,000 4,000,000 5,000,000 6,000,000 7,000,000 Year FY12 FY14 FY16 FY18 FY20 FY22 FY24 FY26 FY28 FY30 FY32 Next 5 Years Gen Y leading 10 - 15 Years Gen Z overtake Gen Y 5 - 10 Years Gen Y leading Last 5 Years Gen Y overtake Boomers Generational change is driving a structural shift in the market GenZ (’96-10) GenY (’77-’95) GenX (’55-’76) Baby Boomer (’46-’54) GenAlpha (post 2010) Builders (pre 1945)
- 33. 0% 5% 10% 15% 20% 25% 30% 35% 40% 45% 50% Builders Boomers GenX GenY GenZ 47% 36% 32% 27% 17% Purchased online in the last 4 weeks GenZ is 1.7x more likely to purchase online than Baby Boomers GenZ will grow from 13% of population in 2017 to 20% of population by 2022. Source: Roy Morgan Total Population: +14 55 - 73 years old 74+ years old 43 - 54 years old 24 - 42 years old 10 - 23 years old
- 34. “The next decade will be won dominated by companies that master data-driven customer experiences.”
- 35. Digitise the Value Chain Measure Impact & Influence Loyalty grants access to major experience moments Forces shaping [NEW] retail [Leverage][Codify] [Exchange]
- 37. Louis Vuitton Pop-up [Chrome Hearts]
- 38. B8ta stores through the lens of digital Physical landing pages Impressions per product Touch per product Demonstration per product
- 39. Digitise the Value Chain Measure Impact & Influence Loyalty grants access to major experience moments Forces shaping [NEW] retail [Leverage][Codify] [Exchange]
- 40. Nordstrom Local
- 41. Nordstrom & Amazon amazon 4-star
- 42. Digitise the Value Chain Measure Impact & Influence Loyalty grants access to major experience moments Forces shaping [NEW] retail [Leverage][Codify] [Exchange]
- 43. Nike SNKRS APP
- 44. 400,000 members $100 annual subscription 95% of revenue generated from members Restoration Hardware Complimentary interior design Concierge to manage orders Pre access to events 25% off full price & 20% off sale merchandise
- 45. “Innovation when done properly is a heroic act, it requires deep consumer insight, imagination & courage”
- 46. XX PIPPAKelly Miller GM-Retail Mirvac Gucci Wooster Store Proudly sponsored by BigBreakfast
- 48. PARTNERSHIPS & COLLABORATIONS Mirvac Retail Tour Jan 2019 2© Copyright Mirvac. All Rights Reserved. AND TAKEOVERS
- 49. Story & Macys
- 50. Starbucks Roastery & Rocco Princi
- 51. Louis Vuitton & Chrome Hearts
- 52. MISSION DRIVEN Mirvac Retail Tour Jan 2019 6© Copyright Mirvac. All Rights Reserved.
- 53. Patagonia
- 54. All Birds
- 55. STORY TELLING Mirvac Retail Tour Jan 2019 9© Copyright Mirvac. All Rights Reserved. THE NEW MARKETING
- 56. Samsung
- 57. Gucci
- 58. CUSTOMER Mirvac Retail Tour Jan 2019 12© Copyright Mirvac. All Rights Reserved.
- 60. Nordstrom
- 61. Nordstrom
- 62. DESIGN DETAILS Mirvac Retail Tour Jan 2019 16© Copyright Mirvac. All Rights Reserved.
- 64. kith
- 66. Gucci
- 67. Moncler
- 69. MERCHANDISING & CURATION Mirvac Retail Tour Jan 2019 23© Copyright Mirvac. All Rights Reserved.
- 70. Gucci
- 73. Le District
- 74. DIGITAL NATIVES Mirvac Retail Tour Jan 2019 28© Copyright Mirvac. All Rights Reserved. THE YOUNG AND FABULOUS
- 77. X
- 79. X LANDLORD & BUSINESS INVESTMENT -TECHNOLOGY, DIGITAL, DATA -PEOPLE & TRAINING -PARTNERSHIPS -PILOTS & INCUBATORS -BRAND -CUSTOMER Mirvac Retail Tour Jan 2019 33© Copyright Mirvac. All Rights Reserved.
- 80. XX PIPPAJames Johnson IndustryStrategy Salesforce Gentle Monster Proudly sponsored by BigBreakfast
- 81. Bringing Brands Closer to Consumers Since 1999 Shopper Success
- 82. Source: Salesforce Shopping Index Q4 2018 Consumer experiences should reflect that... Mobile Is The Digital Glue 65% of traffic is from mobile devices (ANZ) 21% of mobile visitors displayed a buying signal (ANZ) 54% of orders are now placed on mobile devices (ANZ) global 65% global 19% global 46%
- 83. 83% of shoppers aged 18-44 use mobile devices instore Source: Salesforce and Publicis.Sapient, Shopper-First Retailing.*: Ages 18-44 32% photographed a product 40% compared prices 25% read product reviews 30% researched a product Consumer experiences should reflect that... Mobile Is The Digital Glue
- 84. 54% of all orders are mobile +69% YoY increase orders sourced from social 26% of revenue driven by AI-product recommendations 80% say experience is as important as products & services How Do You Go Faster to Keep Up? Brands who get to the future first will win
- 85. Delivering Tastemaking Rental, subscription, delivery, AR/VR Instagram & YouTube “Rent is the new CAC” Artificial Intelligence/ Machine Learning
- 86. XX PIPPAStephen Kulmar Founder RetailOasis Dover Street Market Proudly sponsored by BigBreakfast
- 87. CONFIDENCE
- 90. CONFIDENCE COMPETENCE CASH CHINA
- 91. CONFIDENCE COMPETENCE CASH CHINA
- 92. !92 YEAR ON YEAR IMPROVEMENT 2019201820172016201520142013 DENIAL DESPAIR ACCEPTANCE INVEST BELIEVE REINVEST GROWTH
- 93. !93 $billions A$0 A$4 A$8 A$12 A$16 2014 2015 2016 2017 2018 4.6 3.83.5 3.1 2.8 10.810.911 10.4 9.8 Bricks & Mortar Online 5 YR CAGR Total Sales 5.4% 5 YR CAGR Online Sales 13.9% Key strategies ‣ Omni channel capabilities ‣ Investment in top markets ‣ Integrating store & online ‣ Focus on local markets
- 94. !94 Key strategies ‣ Interconnected (aka frictionless) retail strategy ‣ Focus on pro sales ‣ Focus on digital $billions A$0 A$30 A$60 A$90 A$120 2014 2015 2016 2017 2018 7.66.8 5.6 4.7 3.8 96.794.1 89 83.8 79.4 Bricks & Mortar Online 5 YR CAGR Total Sales 5.8% 5 YR CAGR Online Sales 19%
- 95. !95 $billions A$0 A$100 A$200 A$300 A$400 2014 2015 2016 2017 2018 22.115.813.712.210.03 296.4285.7282.6274.3266.8 Bricks & Mortar Online 5 YR CAGR Total Sales 3.4% 5 YR CAGR Online Sales 16% 4Q 19 Comp Sales +4.2% 4Q 19 Online Sales +43%
- 96. CONFIDENCE COMPETENCE CASH CHINA
- 97. CHICKEN OR THE EGG?
- 98. CEO President Snackfoods President North America CHRIS BALDWIN
- 99. CTO EVP Technology VP, Software Dev JEREMY KING
- 100. ELEANOR MORGAN Location Director Product Designer Chief Experience Officer
- 101. CEO President & CEO Global CMO Divisional President MARY DILLON
- 102. CONFIDENCE COMPETENCE CASH CHINA
- 103. !103 RESTORATION HARDWARE Cumulative CAPEX 2015-18: $400m ROI: 18.5%
- 104. !104 RESTORATION HARDWARE Sales: $100m Contribution Margin: 28% Capital Investment: $50m Payback: 20months New York Design Gallery
- 105. !105 Seed Round Apr’15 $1.1m Series A Oct ‘15 $7m Series B Jul ‘16 $13m Venture Round Aug ‘17 $9m Series C Mar ‘18 $34m OUTDOOR VOICES - RAISED $64M TOTAL IN FUNDING SINCE SEED ROUND drexler ventures Google Ventures 9 stores, 2018 turnover: $15M +
- 106. !106 CVS HEALTH 5YR CAGR: 8.1% 2018: $70b acquisition of Aetna, American managed Health Insurance Increased capital expenditure coverage from 1.8x to as high as 5x in 2017 to aid transition from retailer to integrated health provider
- 107. CONFIDENCE COMPETENCE CASH CHINA
- 108. !108 •7,000 DCs •100 drone bases •Initial fleet of 20 AI enabled delivery robots JD.COM
- 109. !109 Alibaba World’s fastest streaming processing platform: Singles shopping day 2018: ‣ 325,000 transactions per second ‣ $10b first hour ‣ $30b in one day
- 110. !110 Alibaba’s Hema grocery stores are shopped by app whether in-store or at home Hema Grocery Store
- 111. !111 Launched as a messaging app in 2011 850m active monthly users Now offers what Facebook, WhatsApp, Messenger, Amazon, ApplePay & Uber offer combined WeChat
- 112. CONFIDENCE COMPETENCE CASH CHINA
- 113. want to join us next year? Level 4, 1a Rialto Lane, Manly NSW 2095 retailoasis.com02 9976 6222 enquire@retailoasis.com NRF Big Show + Retail Study Tour: January 2020