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  1. SHARE YOUR FEEDBACK ON OUR MOBILE APPSTARTUP PITCH 1 The Shoptalk Startup Pitch Deborah Weinswig Managing Director Fung Global Retail & Technology May 18, 2016 1
  2. SHARE YOUR FEEDBACK ON OUR MOBILE APPSTARTUP PITCH 2 2 • Fung Global Retail & Technology advises retailers, real estate developers, tech companies, and others on projects situated at the intersection of retail, tech and/or fashion • Our team offers a robust knowledge bank and deep-rooted experience across the retail, fashion. and tech industries. We are involved in many areas of the business, which allows us to offer a unique perspective on the future and where the sector is heading. Retail, Tech, and Fashion 2
  3. SHARE YOUR FEEDBACK ON OUR MOBILE APPSTARTUP PITCH 3 3 “They (consumers) are not buying apparel.” ---Wesley McDonald, CFO of Kohl’s, Q2 2016 earnings call “We are seeing continued weakness in consumer spending levels for apparel and related categories.” ---Terry J. Lundgren, Chairman and CEO of Macy’s, Q2 earnings call “While apparel will always be important to JCPenney, we've conducted a detailed review of our customers’ current and future shopping patterns, and we'll start to strategically shift our merchandising mix to sell more products and services that correlate to where customers are spending the greater percent of their dollars.” ---Marvin R. Ellison, CEO and Director of JCPenney “There's no doubt that the luxury market is the most challenging market we participate in right now. And you've seen that in the results of companies across the luxury spectrum.” ---Gerald L. Storch, CEO of Hudson’s Bay Retail Destruction Company Actual Estimate Kohl’s (3.9%) 0.2% Nordstrom (1.7%) 0.1% Macy’s (6.1%) (3.4%) JCPenney (0.4%) 3.2% H&M 5.0% 9.0% Select Retailers’ Comps/Sales Results Actual Versus Estimates Source: Factset 3
  4. SHARE YOUR FEEDBACK ON OUR MOBILE APPSTARTUP PITCH 4 4 All-Channel Universe Order From Fulfilled By Where Received Home Elsewhere Your Store Different Store Mobile Direct DC Store DC Your Store Different Store Vendor Home Elsewhere Your Store Different Store 82% involve stores! 4 Courtesy of Hudson’s Bay
  5. SHARE YOUR FEEDBACK ON OUR MOBILE APPSTARTUP PITCH 5 5 • Accounted for $0.51 of every $1.00 of growth in US e-commerce in 2015 • Generated 24% of total retail growth in the United States • New Amazon services are changing consumer preferences Is It Amazon or a Change in Customer Preferences? Amazon Annual Sales Growth Source: Bloomberg and US Census Bureau 5
  6. SHARE YOUR FEEDBACK ON OUR MOBILE APPSTARTUP PITCH 6 6 • Over the next 5 years US consumer spending is forecasted to grow by 22%; non-essential categories, including vacations and dining out, will see the fastest growth, about 27% (Mintel) • More than 3 in 4 millennials would choose to spend money on a desirable experience • Experiences are what people use to define themselves across social channels Experiences Trump “Things” 6
  7. SHARE YOUR FEEDBACK ON OUR MOBILE APPSTARTUP PITCH 7 7 The Instagram Effect: Never Be Photographed in the Same Dress Twice 7
  8. SHARE YOUR FEEDBACK ON OUR MOBILE APPSTARTUP PITCH 8 8 “Selfie culture, if you take a photo 10 times today... the result is people are using more makeup and more instant skin care.” ---Fabrizio Freda, CEO of Estée Lauder, commenting on 11% growth in makeup sales in 1Q16 The Beauty Category Outperforms Apparel Industry Global Revenue 2015 Annual Growth 10-15 Cosmetics $276bn 3.2% Apparel $618bn 0.6% Source: IBISWorld 8
  9. SHARE YOUR FEEDBACK ON OUR MOBILE APPSTARTUP PITCH 9 9 • The top half and bottom half are doing better, with outperformance at the bottom • The “consumer hourglass” phenomenon generates opportunities in the value-for- money segment The Consumer Hourglass 9 Squeeze in the Middle Segment Neiman Marcus Saks Nordstrom Bloomingdale’s Dillard’s Macy’s Kohl’s Sears JCPenney Target Walmart Costco TJ Maxx/Off-Price Primark Aldi / Trader Joe’s Dollar Stores
  10. SHARE YOUR FEEDBACK ON OUR MOBILE APPSTARTUP PITCH 10 10 • Retailers are raising capital-spending budgets for technology projects • There has been a capital reallocation between new stores and technology • The software as a service (SaaS) model demands continuous spending on technology services by retailers “You have to spend money to make money.” Increasing Tech Spend by Retailers 10 Creates Opportunity for Startups Source: Company Reports
  11. SHARE YOUR FEEDBACK ON OUR MOBILE APPSTARTUP PITCH 11 FOUR-QUANDRANT DISRUPTORS FRAMEWORK 11 NAME UR PRICE SELF-CHECKOUT GAMIFICATION EVANGELIZE THRIVE NEW RETAIL MODELS: HOW WILL THE CONSUMER SHOP IN THE FUTURE EXPERIENTIAL RETAIL: MAKE THE STORE AN AWESOME PLACE CUSTOMER ENGAGEMENT: HOW DO YOU CONVERT THE CONSUMER ALL CHANNEL: The CONSUMER CAN SHOP WHEREVER + WHENEVER REACTION COMMERCE
  12. SHARE YOUR FEEDBACK ON OUR MOBILE APPSTARTUP PITCH 12 12 Why Online Secondary Marketplaces Took Off: • Online resale industry is worth $34 billion in the US • Rise of retail brands’ resale programs • Consumers are convinced by the great quality of the secondhand apparel bought via online platforms • Societal shift toward less ownership — the art of decluttering • Creating communities where the customers can share experiences about shopping + more… New Retail Models 12 Online Fashion Barter Community
  13. SHARE YOUR FEEDBACK ON OUR MOBILE APPSTARTUP PITCH 13 13 New Retail Models Online Fashion Barter Community – reKindness is a unique “swap to shop” online fashion barter community Barter spare clothes in reKindness’s community closet online and at local events Reduce personal environmental footprint by recycling clothes De-clutter mass-market items to make life less stressful 13
  14. SHARE YOUR FEEDBACK ON OUR MOBILE APPSTARTUP PITCH 14 14 • Name-your-own-price model: allows customers to state the price they are willing to pay • Dynamic pricing and data-driven repricing: prices change in response to real-time supply and demand • 40% of retailers plan to use cloud/Saas solutions for dynamic pricing • Implementing dynamic pricing can improve revenues and profits by 8% and 25%, respectively New Retail Models Name Ur Price Source: WisePricer 14 Best Buy and Walmart implement price changes over 50,000 items per month. Amazon changes prices every 10 minutes or more!
  15. SHARE YOUR FEEDBACK ON OUR MOBILE APPSTARTUP PITCH 15 15 New Retail Models Name Ur Price – ideally is a smart wishlist generator for customers Follow friends’ and families’ wishlists on social media Slide price bar to indicate the price you want to pay Set an expiration date for auto-buying service when the app discovers a sale 15
  16. SHARE YOUR FEEDBACK ON OUR MOBILE APPSTARTUP PITCH 16 16 New Retail Models Name Ur Price – MeanBuy is an app that empowers customers through PAY WHAT YOU WANNA PAY Discretionary Nice-to-Have product categories Slide the price bar to indicate customer willingness: a lower price corresponds to a longer waiting time Inventory turnover maximization for retailers 16
  17. SHARE YOUR FEEDBACK ON OUR MOBILE APPSTARTUP PITCH 17 17 • Nearly 80% of customers start the path to purchase online (desktop or mobile) • US mall traffic has declined for 41 consecutive months and continues to be challenging • April 2016 store traffic dropped by 6.6% YoY • Malls have seen an average drop in traffic of 9.3% YoY All Channel 17 C It Buy It Source: RetailNext
  18. SHARE YOUR FEEDBACK ON OUR MOBILE APPSTARTUP PITCH 18 18 All Channel C It Buy It – Radius 8 offers online broadcasting that facilitates communication between local stores and customers Engage customers where they are Shoppers see inventory at local store levels Successfully launched a partnership by Guess 18
  19. SHARE YOUR FEEDBACK ON OUR MOBILE APPSTARTUP PITCH 19 19 All Channel C It Buy It – Brickwork is an online-to-store conversion funnel to activate store traffic Enables appointment book and event RSVP Drives customers to stores Dashboard allows retailers to better coordinate 19
  20. SHARE YOUR FEEDBACK ON OUR MOBILE APPSTARTUP PITCH 20 20 All Channel C It Buy It – TUKU is a Tap-to-Learn in-store information tool Presents information in a quick, simple, and easily digestible manner Facilitates more informed purchase decisions Keeps customers engaged and loyal 20
  21. SHARE YOUR FEEDBACK ON OUR MOBILE APPSTARTUP PITCH 21 21 All Channel 21 Click & Arrive PROS • 110 Amazon Dash Buttons available • Two-day shipping on all items • Set up with existing Amazon account • Dash Buttons are available to Prime members for $4.99 each, with a $4.99 credit after the first order • Interfaces with existing system of participating brand • Third-party providers (if needed) for payment, delivery, and fulfillment • Data analytics provided to brands • Brands have a direct relationship with customers • Available globally and to all brands CONS • Does not provide data to brands • Selective regarding which brands can participate • Controls the channel while promoting private label brand • Items must be Prime-eligible • Scale and distribution • Kwik must make sure that deliveries are profitable Source: Fung Global Retail & Technology
  22. SHARE YOUR FEEDBACK ON OUR MOBILE APPSTARTUP PITCH 22 22 All Channel Click & Arrive – kwik An open IoT cloud platform connects to any fulfillment Available to all brands across the globe Provides a dashboard that gathers customer data offers one-click physical “Buy” buttons that allow users to seamlessly restock household essentials 22
  23. SHARE YOUR FEEDBACK ON OUR MOBILE APPSTARTUP PITCH 23 23 • Global retail e-commerce software and service market: – Expected to grow at a CAGR of 16% over 2015-2019 • Global e-commerce logistics market: – Expected to grow at CAGR of 10% over 2016- 2020 All Channel 23 E-Commerce in a Box WooCommerce 26% Magento Community Enterprise 25%PrestaShop 9% Shopify 9% Magento Enterprise 5% VirtueMart 3% Demandware 2% Others 21% Market Share of Top Ecommerce Platforms 2015 Source: Magento
  24. SHARE YOUR FEEDBACK ON OUR MOBILE APPSTARTUP PITCH 24 24 Market Segment Focus Number of Customers Selected Clients Best Fit For Starting Price Small Business 95,000+ Toyota, Schwinn Payless, Camelbak • Simple storefronts with custom look &feel • Small businesses looking to scale $29.95/ month Small Business 10,000+ online merchants BTOSports, Clive Coffee, Fireball HAAN, Taylor Swift • Online stores with custom look & functionality • Use add-ons & work with professional services $79.95/ month Small Business 275,000+ Budwesier, Tesla GE, World Vision • Easy-to-use platform to sell products right away (but are not planning to scale rapidly) $9/ month Small Business 40,000+ stores Etech parts, Redfox, BookPC, Radiantz, Sawhouse • Businesses that need an out-of-box solution for inventory management and order processing $15/ month Small Business 295+ Adidas, Crocs, Godiva, Godiva, Party City • Large scale e-commerce operations (multiple brands or stores; high purchase volume) NA Mid-size Companies, Enterprises 260,000+ Rosetta Stone, Alex and Ani, Ghiradelli Zumiez, Olympus • Businesses looking to run multiple storefronts or multiple brands with a backend system • Open source and mobile friendly NA Small to medium-sized businesses 8,500+ Stores N/A • Businesses looking for an open-sourced platform which allows flexibility in templates and customized designs $45/ month Source: Magento All Channel E-Commerce in a Box – Reaction Commerce 24 Reaction Commerce
  25. SHARE YOUR FEEDBACK ON OUR MOBILE APPSTARTUP PITCH 25 25 All Channel E-Commerce in a Box – Reaction Commerce is a completely open source JavaScript platform that provides a premier customer experience Powerful, customizable solutions Instant updates with real time reactions Open source, easily extendable templates and themes 25
  26. SHARE YOUR FEEDBACK ON OUR MOBILE APPSTARTUP PITCH 26 26 • Non-food industry loses $14 billion from abandoned purchases due to long checkout • 73% of customers say the checkout process is the largest pain point at grocery stores • Traditional self-checkout experiences are not satisfactory for shoppers; New technologies include “Scan-Bag-Go” by Kroger • Most self-checkout solutions are focused on grocery stores. Yet studies suggest that many other retail environments may be conducive to innovative self-checkouts *Motorola Research Experiential Retail Self-Checkout 26
  27. SHARE YOUR FEEDBACK ON OUR MOBILE APPSTARTUP PITCH 27 27 Experiential Retail Self-Checkout - Shopic is a QR-code empowered express self-checkout app Focuses on small basket item sizes at drug stores, convenience stores and toy stores Can be integrated into retailers’ own app Notifies users about special deals or discounts 27
  28. SHARE YOUR FEEDBACK ON OUR MOBILE APPSTARTUP PITCH 28 28 • Augmented reality enables consumers to visualize products in 3D • The market size is estimated to reach $1 billion with a 200% growth rate in 2016 • Augmented reality has great applications in the home, fashion, and beauty categories, and furniture Experiential Retail Augmented Reality 28
  29. SHARE YOUR FEEDBACK ON OUR MOBILE APPSTARTUP PITCH 29 29 Experiential Retail AR - Cimagine uses augmented reality and configurable 3D models of products to drive sales and conversion Augmented Commerce Click and see the products in 3D at home Augmented Stores: “Endless aisle” or virtual showroom Augmented Sales A B2B sales tool for sales associates to use with customers 29
  30. SHARE YOUR FEEDBACK ON OUR MOBILE APPSTARTUP PITCH 30 30 • Fashion and apparel is the fastest growing e-commerce category, hitting $73 billion in 2016. • Poor fit is the no.1 reason for online returns. • Conversion rates can increase 300% when fitting technology is adopted • Online return rates for apparel can range between:  15%–20% at multichannel retailers  35%-40% at online pureplays  35%–40% at multi-brand  15%–25% at monobrand retailers • Fashion retailers can reduce fit-related returns by up to 50% using virtual fitting technology Experiential Retail Fit Tech 30
  31. SHARE YOUR FEEDBACK ON OUR MOBILE APPSTARTUP PITCH 31 31 Experiential Retail Fit Tech Year Founded Fitting Category Retail Partners Key Technology 2011 Men’s Fashion 3D body scanning 2011 Women’s and men’s apparel and footwear Custom input measurements, 3D body scanning 2013 Apparel 3-D visualization and color discrimination 2010 Footwear 3-D scanning system, shoe database Clothes Horse 2011 Apparel Customer input measurements and product database True Fit 2010 Footwear and Apparel Customer input measurements and product database Fitted Solutions 2016 Footwear and Apparel Online retailers and brands Cloud-based 3D measurement 31
  32. SHARE YOUR FEEDBACK ON OUR MOBILE APPSTARTUP PITCH 32 32 Experiential Retail Fit Tech – Fitted Solutions offers a next-generation virtual fitting technology Highly accurate fitted solutions for apparel and footwear Cloud-based system 3D model measurement 32
  33. SHARE YOUR FEEDBACK ON OUR MOBILE APPSTARTUP PITCH 33 33 • There are 120m US mobile gamers today, 65% are between the ages of 21-50, and 48% are women, which constitutes perfect shopping demographics • The market is expected to reach $2.8 billion • Objective: engage, interact and promote brand Consumer Engagement 33 Gamification US M-Commerce Sales, 2010-2015 billions and % change Source: eMarketer
  34. SHARE YOUR FEEDBACK ON OUR MOBILE APPSTARTUP PITCH 34 34 Experiential Retail Gamification – Skrownge is a gamified solution to increase store traffic via promotion rewards Geo-location engages customers at venues Injects relevant retailer content and promotions Helps retailers increase store foot traffic and sales The average consumer attention span is 8 seconds. 34
  35. SHARE YOUR FEEDBACK ON OUR MOBILE APPSTARTUP PITCH 35 35 • Smart Data + Cognitive Technologies + Hyper Personalization • Product Recommendation: Amazon • Voice Powered Search: Baidu • Intelligent Agent • Assortment Intelligence Tool Consumer Engagement Artificial Intelligence 35
  36. SHARE YOUR FEEDBACK ON OUR MOBILE APPSTARTUP PITCH 36 36 Consumer Engagement Artificial Intelligence – Cognilyze is a psychology-based recommendation engine powered by AI Traditional engines see WHAT customers buy, Cognilyze sees WHY they buy Builds psychological profiles of clients Relies solely on historical purchases and other shopper interaction data 36
  37. SHARE YOUR FEEDBACK ON OUR MOBILE APPSTARTUP PITCH 37 37 • Marketers felt the biggest issue is scale, with 59 %, intending to increase their influencer marketing budgets. (Tidal Labs) • A transparent marketplace can: Search all influencers by relevant attributes Streamline process to cut overhead Remove friction in reaching out to startups via email • Problems the sector is facing: fragmentation, scale, and authenticity Consumer Engagement 37 Influencer Marketplace Main Challenges When Rolling Out Influencer Engagement Strategy Source: Augure/State of Influencer Engagement Survey
  38. SHARE YOUR FEEDBACK ON OUR MOBILE APPSTARTUP PITCH 38 38 Consumer Engagement Influencer Marketplace - Shopography Owns data from 5,000 retailers and 130 million products Makes a perfect match between retailers and the right influencers Helps minimize overhead costs is a data-driven influencer marketplace 38
  39. SHARE YOUR FEEDBACK ON OUR MOBILE APPSTARTUP PITCH 39 39 Consumer Engagement Evangelize & Thrive Group Shopping Encourage people to buy together Shopping Communities Bring like-minded people together to discuss, share and shop Recommendation Engines Let shoppers provide advice to each other Social Marketplaces Connect buyers and sellers Social Media Use social media tools and influencers to sell goods and services 39
  40. SHARE YOUR FEEDBACK ON OUR MOBILE APPSTARTUP PITCH 40 40 Consumer Engagement Evangelize & Thrive - Everfave customers use the app to spread the word, refer a business to their friends and get rewarded Recommendation Referrals are shared via 25+social media platforms Reward Increase conversation rates and customer retention Discovery Discover and share on mobile with customized text message and emails 40
  41. SHARE YOUR FEEDBACK ON OUR MOBILE APPSTARTUP PITCH 41 FOUR-QUANDRANT DISRUPTORS FRAMEWORK 41 NAME UR PRICE SELF-CHECKOUT GAMIFICATION EVANGELIZE THRIVE NEW RETAIL MODELS: HOW WILL THE CONSUMER SHOP IN THE FUTURE EXPERIENTIAL RETAIL: MAKE THE STORE AN AWESOME PLACE CUSTOMER ENGAGEMENT: HOW DO YOU CONVERT THE CONSUMER ALL CHANNEL: The CONSUMER CAN SHOP WHEREVER + WHENEVER REACTION COMMERCE

Notas do Editor

  1. http://adage.com/article/digitalnext/consumers-experiences-things/299994/ http://www.mintel.com/press-centre/social-and-lifestyle/america-is-back-to-pre-recession-spending-habits-of-save-less-and-spend-more
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