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THE FUTURE OF DIGITAL RETAIL
Deborah Weinswig
Fung Business Intelligence Centre Global Retail & Technology
deborahweinswig@fung1937.com
Cell: 917-655-6790

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AGENDA
• About FBIC (Fung Business Intelligent Centre)
• Holiday 2015 Wrap-Up
• Top 16 Disruptors for 2016
• Top Five Retail Technology Trends in Asia

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Fung Business Intelligence Centre (FBIC)
• Established in 2000 and headquartered in Hong Kong
• FBIC serves as the knowledge bank and think tank for the Fung Group
– Collects and analyzes market data on sourcing, supply chains, distribution and retail
– Provides thought leadership on technology and other key issues
• New York–based Global Retail & Technology team
– Follows broader retail and technology trends
– Provides advice and consultancy services to colleagues and business partners of the
Fung Group
– Builds collaborative knowledge communities

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Futureproofing
• Anticipating future trends and developments
• Plan for future value and avoid obsolescence
– What problem are you trying to solve?
– How will the solution be used?
– How robust does it need to be?
• Ensure flexibility to manage changing formats and deployment patterns

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OUR PARTNERSHIP WITH ACCELERATORS
The New York Fashion Tech Lab is an accelerator that is a result of a collaboration
between the Partnership Fund for New York City, Springboard Enterprises and major
fashion retailers. It focuses on early- and growth-stage companies.
Entrepreneurs Roundtable Accelerator (ERA) provides participant companies with an
intensive four-month program, with the goal of helping early-stage companies progress
rapidly into exciting, viable businesses.
Alchemist Accelerator is an accelerator exclusively for startups whose revenue comes
from enterprises, not consumers.
Plug and Play is a global innovation platform. It connects startups to corporations, and
invests in over 100 companies every year. Its 360° ecosystem allows for remarkable
innovation to take shape on an international scale.
Techstars is a global ecosystem that empowers entrepreneurs to bring new technologies
to market wherever they choose to build their business.
CoCoon is a coworking space where entrepreneurs, creative talent, successful leaders
and investors meet, collaborate and deliver results together. Member companies get
access to networking opportunities, work space, a photography studio and mentors.

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Fung Capital/FBIC Commerce Technology Landscape

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HOLIDAY 2015 WRAP-UP

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HOLIDAY THEMES
• Highly promotional holiday was expected
– Women’s apparel bounced back, up 10%+, while men’s lagged
– Double-digit growth in furniture sales suggests consumers are
willing to spend on big-ticket items (MasterCard Advisors)
• Earlier and later shopping
– In 2015, 1 in 4 shoppers bought a Christmas gift before Halloween
– Almost half did the majority of their shopping before Cyber Monday
– There was a surge in foot traffic in the final week of 2015
• Bifurcation of spending
– Luxury slowed with the strong US dollar and fewer tourists spending
Neiman Marcus
Saks
Nordstrom
Bloomingdale’s
Ann Taylor
Costco
Macy’s
Dillard’s
Supervalu
JCPenney
Kohl’s
Kroger
Safeway
Drugstores
(CVS/Walgreens)
BJ’s/Sam’s Club
Target
Kmart/Sears
Walmart
Primark
Dollar Stores
Aldi/Lidl

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Mixed Holiday Results Despite Healthy Consumers
$529
$554
$569
$584
$608
$626–$633
5.2%
4.6%
2.7% 2.7%
4.1%
3%–4%
0%
2%
4%
6%
8%
10%
$440
$480
$520
$560
$600
$640
$680
2010 2011 2012 2013 2014 2015E
GrowthRate
HolidayRetailSales(USDBil.)
Holiday Retail Sales Growth Rate

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Early Holiday Data
• Holiday spending between Black Friday and Christmas Eve was up 7.9% year over year,
according to MasterCard Advisors’ SpendingPulse
• Holiday online sales rose by 20% year over year
• Free shipping is the new normal—Demandware reported that 88% of US online retail
purchases qualified for free shipping on Cyber Monday
• Amazon reported a massive 2015 holiday season; it added 3 million new Amazon Prime
subscribers and shipped more than 200 million items for free to Prime members
• Almost 70% of Amazon customers shopped on a mobile device during the holiday period
• comScore reported that US retail e-commerce spending from desktop computers reached
$35.4 billion during the first 36 days of the November–December 2015 holiday season,
marking a 6% increase versus the same period in 2014

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MIXED DECEMBER COMPS
Macy’s: (4.7)% combined November–December comps, though digital sales rose by
about 25%
“About 80% of our year-over-year declines in comparable sales can be attributed to shortfalls
in cold-weather goods such as coats, sweaters, boots, hats, gloves and scarves.” – CEO Terry
Lundgren
JCPenney: November–December comps +3.9%, lapping +3.7% last year
“Despite unprecedented warm weather that significantly affected apparel sales, our focus of
private brands, omni-channel execution and a compelling gift-giving selection resulted in
strong holiday sales.” – CEO Marvin Ellison
L Brands: December comps +8%
“Best December ever.” – CEO Les Wexner
Ascena Retail Group: December comps (4)%
“The holiday period for specialty retail was marked by soft traffic and unseasonably warm conditions,
and was highly competitive. Excluding the planned decline at Justice, consolidated comparable sales
were flat to last year.” – CEO David Jaffe

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Holiday Comps
Company Holiday 2015 Holiday 2014
L Brands 8% 4%
Lane Bryant 6.0% 1%
Gamestop 4.4% -3.10%
JC Penney 3.9% 3.7%
SSI 2.5% 6.50%
Maurice's 1% 8%
Ann* -1.0%
Catherines -2% 12%
Urban Outfitters -2% 4%
Dressbarn -3.0% 4%
Ascena* -4.0% 2%
Macy’s -4.7% 2.70%
Justice -15.0% -3%
*Ascena purchased Ann Brands in the beginning of 2015

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Mixed Holiday Results—Final Tally Still to Come
• US retail sales were up 2.9%
for the week ended January 2
and up 2.2% for December,
according to Johnson
Redbook
• RetailNext reported that
December US traffic dropped
by 5.8%, and that it dropped by
6.4% in the November–
December holiday shopping
period
Sales Traffic Conv. ATV SPS Tran. % Return
December -0.4% -5.8% 0.4% 3.6% 5.7% -3.8% -0.3%
Nov/Dec -2.0% -6.4% 0.3% 3.3% 4.8% -5.0% -0.2%
Thanksgiving -4.7% -5.1% -0.5% 3.1% 0.3% -7.0% -0.1%
November -5.6% -7.6% 0.0% 3.2% 2.3% -8.3% 0.1%
October -12.2% -10.7% -0.7% 3.8% -1.1% -15.1% 0.2%
September -8.7% -8.1% -0.1% 1.1% -0.5% -9.6% 0.1%
August -7.3% -9.9% 0.2% 1.6% 2.9% -8.7% 0.2%
Source: RetailNext

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Favorable Macro Backdrop
• Lower gas prices continue to
provide a silver lining for US
consumers
• Inflation/Deflation
 Apparel prices remain deflationary
 Food prices fell into deflationary
range in November
Indicator Period 2015 2014 YoY % Chg.
Gas Price (USD/Gallon)
Avg.
(Nov./Dec.)
$2.10 $2.70 -22%
Per Capita Disposable
Personal Income
Nov. $42,274 $40,996 3.1%
Savings Rate Nov. 5.5% 4.6% 90 bps
S&P/Case-Shiller 20-City
Composite Home Price
Index
Oct. 182.8 173.2 5.6%
Unemployment Rate 4Q 5.0% 5.7% (70) bps
University of Michigan
Consumer Sentiment
Avg.
(Nov./Dec.)
92.0 91.2 0.8%
Source: Haver Analytics

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Warm Weather in Key US Markets Affects Sales of
Winter Categories
• Warmest winter in over 55 years
• Increased traffic to retailers and
restaurants
• Left manufacturers with extra inventory
• Demand for winter goods decreased, but
consumers still spent on alternate goods
over the holidays
• Unprecedented spending on springtime
products
Source: Planalytics

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E-Commerce Sales Delivered Strong Results
• First Data recorded a 9.4% total
spending increase for Thanksgiving
and Black Friday
• ShopperTrak reported a 10% decline in
in-store sales during Thanksgiving
weekend
• MasterCard SpendingPulse said e-
commerce sales were up 20% this
holiday
• RetailNext reported that US store sales
were down 4.7% on a 5.1% decline in
store traffic
Source: comScore and ShopperTrak
Brick and
Mortar
Total
Digital
Desktop
Mobile
% of Total
Consumer
Discretionary
85%
15%
12.6%
2.4%
Growth
Forecast
2.5%
14.3%
9.4%
47.2%
Growth
Points
2.1%
2.2%
1.2%
1.1%
Holiday 2015 Sales Growth by Channel

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Sales and Traffic from Mobile Devices Showed Robust
Growth This Holiday
• Mobile traffic grew by 40%
year over year on
Thanksgiving, Black Friday
and Cyber Monday
• Sales from mobile devices
grew by 47.2% and
contributed to a quarter of
total consumer
discretionary spending
growth for holiday 2015
Source: comScore

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Home and Apparel Were the Top-Performing
E-Commerce Categories This Holiday
Absolute
Dollar Rank Product Category
Season to Date*
YoY Growth Rate
8
7
1
4
9
14
3
18
Home & Garden
Furniture, Appliances & Equipment
Apparel & Accessories
Consumer Packaged Goods
Event & Movie Tickets
Sports & Fitness
Consumer Electronics
Video Games
Very Strong
Strong
Strong
Strong
Strong
Moderate
Moderate
Moderate
*Based on corresponding shopping days in 2014
Source: comScore

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Top 16 DISRUPTORS in 2016
1. E-Commerce Players Go Offline
2. Ready-to-Cook/Eat Economy
3. Online Grocery Shopping
4. Online Fashion Resale Marketplaces
Show Explosive Growth
5. Samsung Pay Accelerates Contactless
Payment Adoption
6. Sharing Economy
7. A Subset of the Sharing Economy Is the
Rental Economy
8. Subscription Economy Is Nibbling Away
at Traditional Retailers’ Sales
9. Caring Economy Promotes Startups for Social Good
10. Experience Economy Is Taking Away Retail
Spending
11. Home Furnishings Market Disrupted by E-Commerce
Pure Plays
12. Jet.com
13. Athletic Brands Investing in Fitness Apps
14. Facial Recognition
15. Additive Technology: Intelligent Clothing
16. Lack of Disruptors: Victoria’s Secret

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1. E-Commerce Players Go Offline
• Millennials prefer mono-brand brick-and-mortar stores, and they shift between online
and offline along the shopping journey
Retailer # of Stores
1
1
20
19

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1. E-Commerce Players Go Offline
Case Study: Warby Parker
– Targeting millennials
– Started exploring offline with pop-ups and
a showroom in its NYC office; now
expanding to over 20 cities in the US
– Warby Parker’s stores make more than
$3,000 per sq. ft., putting the retailer in
an elite category with companies such as
Tiffany and Apple
– More than 85% of store shoppers will
later visit the website, increasing the
chances for further orders

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2. Ready-to-Cook/Eat Economy
Disruptors: Blue Apron, Munchery, Plated, HelloFresh
• Blue Apron was the fastest-growing US e-tailer in 2014,
with sales growing 550%, to $65 million
• Healthier and cheaper than eating out and takeout
• Convenience: ready-to-cook boxes and curated grocery
according to menus, delivered to your doorstep
• US food market
– $1.2 trillion, with $600 billion
in restaurants
– Millennial focused
550% in 2014

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3. Online Grocery Shopping
Disruptors: Instacart, AmazonFresh
• Walmart Grocery Pickup
– Order online
– Pick up at the store
• Amazon Prime Pantry, $5.99
– Order everyday items online, filling the box
– Ship to your home
– Gamified promotion, slower shipping options in
exchange for free Pantry
• Instacart: Personal Grocery Shopper/Multiple Stores

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4. Online Fashion Resale Marketplaces Show Explosive
Growth
Disruptors: thredUP, Tradesy, The RealReal, Poshmark,
Vestiaire Collective
• Online resale industry is worth $34 billion in the US
• SnobSwap estimates the market is growing at a 10%
compound annual rate
• Mobile is hot in resale; over 45% of thredUP’s sales come
from mobile devices
• Patagonia, Eileen Fisher and H&M launched resale
programs
2011 2012 2013
Source: thredUP

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4. Online Fashion Resale Marketplaces Show
Explosive Growth
Disruptors: thredUP, Tradesy, The RealReal,
Poshmark, Vestiaire Collective
• Why Online Resale Marketplaces Took Off
– Heavy venture capital investment in online
consignment industry (over $450 million)
– Retail brands’ resale programs encouraged
consumers’ sustainable consumption habits
– Consumers are convinced by great quality of
secondhand apparel bought via online platforms
– Societal shift toward less ownership—the art of
decluttering

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5. Samsung Pay Accelerates Contactless Payment Adoption
Disruptor: Samsung Pay
• Samsung Pay will accelerate the
current slow adoption of contactless
payment because it uses magnetic
stripe capability (MST) chips
– MST works with new and older credit card
terminals—no additional investment
required
– Most widely accepted mobile wallet in the
US
– Consumers can incorporate loyalty cards
into Samsung Pay
– In 2016: expanding to China, lower-priced
handsets and online transactions
Digital Payment Method Acceptance by North American Retailers
As of July 2015
Source: Boston Retail Partners

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6. Sharing Economy
Disruptors: Uber, Airbnb, Lending Club,
WeWork
• Valuations of sharing economy companies
have skyrocketed
• Revenues are projected to catch up to
aggressive valuations:
Startup Industry Valuation
Uber Car Sharing $50.0 B
Airbnb Peer-to-Peer Accommodation $25.0 B
Didi Kuaidi Car Sharing $16.5 B
WeWork Office Sharing $10.0 B
Lending Club Peer-to-Peer Lending $7.4 B
OLA Car Sharing $5.0 B
Etsy Maker Online Marketplace $3.5 B
HomeAway Peer-to-Peer Accommodation $3.0 B
Lyft Car Sharing $2.5 B
Instacart Logistics/Delivery $2.0 B
Prosper Peer-to-Peer Lending $1.9 B
TransferWise Finance $1.0 B
Funding Circle Finance $1.0 B
$15 Billion
2013
$335 Billion
2025
CAGR: 29.5%
Source: PwC
Source: Company reports/analysts’ estimates

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7. A Subset of the Sharing Economy Is the Rental Economy
Disruptors: Airbnb, Zipcar, Netflix
• Renting goods, services and space is
becoming more popular than owning
• Renting saves consumers money and
the hassle of maintenance
• Suitable for urban living and limited
space
• More environmentally friendly
• Airbnb, Zipcar, Rent the Runway and Le
Tote are major disruptors

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8. Subscription Economy Is Nibbling Away at Traditional
Retailers’ Sales
Disruptors: Le Tote, Birchbox, BarkBox, Pijon,
Stitch Fix
• Convenience and curated products for
consumers
• Recurring revenue model for retailers
• Element of self-gifting
• Beauty is the biggest category
• Fashion styling subscriptions are becoming
popular

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9. Caring Economy Promotes Startups for Social Good
Disruptors: TOMS, Reformation, Warby Parker, NOURI,
SoapBox Soaps, Zady, GoodXChange
• Social activism over self-indulgence
– Consumers, especially Gen Z, are increasingly demanding
integrity from brands and retailers
• Startups for social good apply market-based
strategies to achieve a social goal
– TOMS, the shoe company, has a “one for one” business
model
– Reformation designs and manufactures sustainable
apparel, sourcing sustainable fabrics and vintage garments

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10. Experience Economy Is Taking Away Retail Spending
Disruptors: Gigzolo, Zaptravel, OpenTable, Beautified
• Consumers are spending less on apparel and more on experiences
• 78% of millennials prefer to spend money on an experience rather than
buying something desirable
• Gigzolo: curated network of musicians and DJs available for hire for events
• Zaptravel:
– Digital travel agent
– Uses a semantic search engine to scroll through its database

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11. Home Furnishings Market Disrupted by E-Commerce Pure
Plays
Disruptors: Wayfair, Hayneedle, Art.com,
Houzz
• E-commerce pure plays are gaining
significant market share from omni-
channel home retailers
• They offer more curated products and
good customer service
• Houzz is an online home-remodeling
community of 35 million users
worldwide that connects homeowners
with design inspirations and home
professionals
Market Share of Leading Housewares and Home Furnishings
E-Retailers in the US in 2014
Source: Internet Retailer

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11. Home Furnishings Market Disruptor: Houzz
• Founded in 2009, Houzz is aiming to
disrupt the home furnishings space
• Houzz is an online home-remodeling
community that connects homeowners
with design inspirations and home
professionals
• Its business model is driven by
community, content and commerce
• Houzz has already attracted 35 million
users across 200 countries

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12. Jet.com (Pricing Model and Smart Cart Technology)
Disruptor: Jet.com
• Smart Cart technology: savings increase
with each item added, based on the
location of the sellers and the buyer
• Pulls costs out of the supply chain and
bumps them back to customers
• A win-win situation for retailers and
consumers
• On average, 9% cheaper than Amazon and
6% cheaper than Walmart (Profitero)
+10% +10%
+6%
+7%
+11%
+7%
+12%
+8%
+7%
+4%
-2%
+7%
+6%
+10%
Baby Beauty Electronics Grocery Household Office
Supplies
Pet Supplies
Price Comparison of Jet, Amazon and Walmart
Amazon vs. Jet Walmart vs. Jet
More
Expensive
than Jet
Less
Expensive
than Jet

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12. Jet.com (Customers Can Feel Smart)
• Website offers constant comparison and
savings versus Amazon.com
• Also tracks cumulative savings on Jet.com
• Customers can “see” savings by waiving
return privileges or through shipping
synergies (Smart Cart)
• Clean, simple website and mobile app

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13. Athletic Brands Investing in Fitness Apps
Disruptor: Under Armour
Under Armour’s Connected Fitness Platform
– Company launched its own fitness app, UA Record
– Introduced UA HealthBox: set includes wristband, heart rate
monitor and scale, priced at $400
– Under Armour owns the world’s largest digital health and fitness
community, with 130 million users
– One of eight people purchasing a fitness device will be synced on
UA’s platform—Apple Watch and Google are not competing
2013 20152015 2015
$475 million (cash)
Feb. 2015
$85 million (cash)
Jan. 2015
Jul. 2015
(terms undisclosed)
$150 million (cash)
Dec. 2013
UA HealthBox

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9. Facial Recognition
• Facial Recognition market expected growth: $1.3 billion in 2014 to $2.7 billion in 2022 (9.5% CAGR)
• 30% of retailers are using facial recognition technology to track customers in stores (CSC)
• Applications are increasing: health, wellness, beauty and advertising
– Determine the thickness and application of makeup
– Analyze in-store shopper data
• In 2015, Walmart tested with FaceFirst:
– Cameras check you in at location
– Smartphone receives customized deals based on demographic
• Intel released RealSense facial recognition technology in 2015
– Consumer grade 3D cameras
– Home usage: camera recognizes face to unlock front door
• Challenges: Consumers are not especially comfortable with technology use in retail

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15. Additive Technology: Intelligent Clothing
• Application of nanotechnology in smart fabrics offers
potential for development of new textile materials
– Kuraray has developed a way to harness attributes of liquid-
crystalline polymers, resulting in extraordinarily strong fibers that
can hold the weight of four SUVs
– Threadsmiths introduced the Cavalier T-shirt, which uses
“hydrophobic” nanotech woven into the fabric to make it water and
stain resistant
• Visijax embeds LEDs in both the front and rear of jackets
– Machine washable and powered by
a USB-rechargeable battery that
lasts up to 20 hours between charges
– Commuter and City Ace models have
motion-sensing, self-canceling turn signals
embedded into the sleeves of the garment

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16. Lack of Disruptors: Victoria’s Secret
Disruptor: Who will it be?
• Victoria’s Secret’s Success
Formula
– Marketing via $12 million annual fashion
show
– A brand that creates celebrities
– Benefits from athleisure/loungewear trend
– Close attention to in-store experience
– Wise international expansion strategy
– 20% e-commerce penetration
– L Brands reported 8% holiday comps
Victoria’s Secret Store and Beauty Comparable
Store Sales
14%
13%
6%
4%
3%
4%
8%
Q3 2010 Q3 2011 Q3 2012 Q3 2013 Q3 2014 Q3 2015 Q4 2015

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TOP FIVE RETAIL TECHNOLOGY TRENDS IN ASIA
• Uberification in Asia
• Streaming Media
• Fast Adoption of 3D Printing
• Inconsistent Mobile Payment Growth
• End of One-Child Policy in China Driving Retail

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1. Uberification in Asia
• On-demand services are available for
everything from accommodation to
personal chefs in Asia
• Home Cooked is the most successful
uberified service in China
• Uberified services faced legal and
regulatory challenges
• Not expected to replace established
industries
Service Company (Location)
Accommodation Hanintel (S. Korea), Kozaza (S. Korea)
Babysitting Caregiver Asia (Singapore)
Food and Drink Delivery Grain (Singapore), Home Cooked (China)
Home Cleaning Whome365 (China)
Home Finder AnAnZu (China)
Logistics (Pickup and Delivery) GogoVan (Hong Kong), EasyVan (Hong Kong)
Taxi Service Kuaidi ONE (China), Ola (India)
Selected Asian Startups that Provide Uber-Like Services

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2. Streaming Media
• Netflix will expand into Hong Kong, Singapore, South
Korea and Taiwan in early 2016
• HOOQ, a joint venture of Singtel, Sony Pictures and
Warner Bros., is competing directly with Netflix
• Alibaba recently acquired streaming media company
Youku Tudou for $4.4 billion
• Growth driven by the rising affluence of consumers,
growing Internet penetration and increasing
smartphone ownership
Rank Country Minutes per Day
2-Year Growth
Rate
1 China 67 5%
2 Vietnam 61 84%
3 Thailand 60 14%
4 UAE 54 43%
5 Hong Kong 51 16%
6 Philippines 51 74%
Figure 2. Time Spent Watching Online Video
Top Six Countries (4Q 2014)
Source: GlobalWebIndex

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3. Fast Adoption of 3D Printing
• The Asia-Pacific region
accounted for 27% of global 3D
printer shipments in 2014
• Key region for fast adoption
due to government support and
extensive industrial funding in
important markets
• China plans to invest $300
million in 3D printing over three
years
3D Product Shipments: Market Share by Region, 2014
Source: Canalys/FBIC Global Retail & Technology
AMERICAS
42%
ASIA-PACIFIC
27%
ASIA-PACIFIC
27%

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4. Inconsistent Mobile Payment Growth
• China is experiencing fast adoption of mobile
payment via Alipay and WeChat Wallet
• South Korea, Japan, Hong Kong, Taiwan and
Singapore have the infrastructure, but are not yet
seeing substantial growth
• Several banks in Singapore have launched mobile
payment services and new services using NFC on
USIM cards
Mobile Payments Readiness Index:
Selected Countries in Asia
Source: MasterCard
Global
Ranking
COUNTRY
1 Singapore
5 South Korea
6 Japan
10 China
11 Taiwan
12 Philippines
13 Malaysia
14 Hong Kong
20 Thailand
21 India

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5. End of One-Child Policy in China Driving Retail
• Starting in 2016, couples in China
will be allowed to have two children
without risk of fine
• Huatai Financial estimates that the
relaxation of the one-child policy
could create a $15 billion market
• The second-child boom will benefit
several categories, including food
and dairy, healthcare, garments,
automotive and education
• The first wave of the second-child
boom is expected in 2017
Source: MasterCard

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THANK YOU!
deborahweinswig@fung1937.com
Cell: 917-655-6790
HK: 852.6119.1779
CHN: 86.186.1420.3016
@debweinswig