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1 SCIENCE@UJ APRIL 2017 SCIENCE @ UJ NEWSLETTER OF THE FACULTY OF SCIENCE UNIVERSITY OF JOHANNESBURG LEADING SCIENTISTS, INNOVATIVE TECHNOLOGISTS

PowerPoint Presentation · PDF file07/09/2016 1 omnichannel in retail: het antwoord op e-commerce prof. gino van ossel [email protected]

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Page 1: PowerPoint Presentation · PDF file07/09/2016 1 omnichannel in retail: het antwoord op e-commerce prof. gino van ossel gino.vanossel@vlerick.com

07/09/2016

1

OMNICHANNEL IN RETAIL: HET ANTWOORD OP E-COMMERCE

PROF. GINO VAN OSSEL [email protected]

Page 2: PowerPoint Presentation · PDF file07/09/2016 1 omnichannel in retail: het antwoord op e-commerce prof. gino van ossel gino.vanossel@vlerick.com

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AGENDA

1. the new shopper

2. e-commerce

3. omni-channel

4. real estate

5. conclusion

Page 3: PowerPoint Presentation · PDF file07/09/2016 1 omnichannel in retail: het antwoord op e-commerce prof. gino van ossel gino.vanossel@vlerick.com

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AGENDA

1. the new shopper

2. e-commerce

3. omni-channel

4. real estate

5. conclusion

Page 4: PowerPoint Presentation · PDF file07/09/2016 1 omnichannel in retail: het antwoord op e-commerce prof. gino van ossel gino.vanossel@vlerick.com

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A.D.H.D.- generation

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68% of shoppers

start shopping trip online

Page 6: PowerPoint Presentation · PDF file07/09/2016 1 omnichannel in retail: het antwoord op e-commerce prof. gino van ossel gino.vanossel@vlerick.com

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12% online

share of sales

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AGENDA

1. the new shopper

2. e-commerce

3. omni-channel

4. real estate

5. conclusion

Page 8: PowerPoint Presentation · PDF file07/09/2016 1 omnichannel in retail: het antwoord op e-commerce prof. gino van ossel gino.vanossel@vlerick.com

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disruptive destructive incremental

Page 9: PowerPoint Presentation · PDF file07/09/2016 1 omnichannel in retail: het antwoord op e-commerce prof. gino van ossel gino.vanossel@vlerick.com

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disruptive destructive incremental

Page 10: PowerPoint Presentation · PDF file07/09/2016 1 omnichannel in retail: het antwoord op e-commerce prof. gino van ossel gino.vanossel@vlerick.com

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disruptive destructive incremental

Page 11: PowerPoint Presentation · PDF file07/09/2016 1 omnichannel in retail: het antwoord op e-commerce prof. gino van ossel gino.vanossel@vlerick.com

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40%

share of B2C sales (Q1 2016) total: 16% products: 8% services: 60%

Page 12: PowerPoint Presentation · PDF file07/09/2016 1 omnichannel in retail: het antwoord op e-commerce prof. gino van ossel gino.vanossel@vlerick.com

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rational

search

product

specification

long tail

price

51% share of online growth

23% share of total retail growth

US 2015 – estimate by Macquerie Research (NYT Dec 31, 2015)

Page 13: PowerPoint Presentation · PDF file07/09/2016 1 omnichannel in retail: het antwoord op e-commerce prof. gino van ossel gino.vanossel@vlerick.com

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Bol.com: +30% markt: +14%

Ahold company data Q3 2015 & Thuiswinkel Markt Monitor Q3 2015

?

Page 14: PowerPoint Presentation · PDF file07/09/2016 1 omnichannel in retail: het antwoord op e-commerce prof. gino van ossel gino.vanossel@vlerick.com

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FULFILMENT & MARKETING

26,5% 25,6% 23,9% 22,3% 25,80%

26,7% 22,6%

17,6% 13,2%

11,70%

0,0%

10,0%

20,0%

30,0%

40,0%

50,0%

60,0%

2011 2012 2013 2014 2015

fulfilment cost ratio (% of sales) marketing cost ratio (% of sales)

Page 15: PowerPoint Presentation · PDF file07/09/2016 1 omnichannel in retail: het antwoord op e-commerce prof. gino van ossel gino.vanossel@vlerick.com

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Bol.com: +30%

Plaza: +78%

Plaza: 20%

omzetaandeel

Ahold company data Q3 2015

46% of sales = 3rd party sellers

40% of stock in warehouses

= 3rd party sellers

Amazon UK Winter 2015 report

Page 16: PowerPoint Presentation · PDF file07/09/2016 1 omnichannel in retail: het antwoord op e-commerce prof. gino van ossel gino.vanossel@vlerick.com

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AGENDA

1. the new shopper

2. e-commerce

3. omni-channel

4. real estate

5. conclusion

0%

5%

10%

15%

20%

25%

total retail online

retail

online

pure players

online

store based

retailers

1%

20%

18%

23%

retail sales vs. year ago (Netherlands –2015 – CBS)

Page 17: PowerPoint Presentation · PDF file07/09/2016 1 omnichannel in retail: het antwoord op e-commerce prof. gino van ossel gino.vanossel@vlerick.com

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2007 2015

€ 3.512

€ 3.194

floor productivity (sales/m2) - Netherlands (ING Economisch Bureau)

digital as a threat

Page 18: PowerPoint Presentation · PDF file07/09/2016 1 omnichannel in retail: het antwoord op e-commerce prof. gino van ossel gino.vanossel@vlerick.com

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digital as an opportunity

OMNI-CHANNEL

omni- channel

cross- channel

multi- channel

mono- channel

Page 19: PowerPoint Presentation · PDF file07/09/2016 1 omnichannel in retail: het antwoord op e-commerce prof. gino van ossel gino.vanossel@vlerick.com

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customer centric commerce

Page 20: PowerPoint Presentation · PDF file07/09/2016 1 omnichannel in retail: het antwoord op e-commerce prof. gino van ossel gino.vanossel@vlerick.com

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growth John Lewis

online

+17%

growth John Lewis shop sales

-1%

online share of sales

John Lewis

33%

click & collect 53% of

online orders (70% @

Waitrose)

source: John Lewis 2015/16 annual report – growth vs. year ago

Page 21: PowerPoint Presentation · PDF file07/09/2016 1 omnichannel in retail: het antwoord op e-commerce prof. gino van ossel gino.vanossel@vlerick.com

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THE BUSINESS CASE

sales

online as driver of revenue growth

?

Page 22: PowerPoint Presentation · PDF file07/09/2016 1 omnichannel in retail: het antwoord op e-commerce prof. gino van ossel gino.vanossel@vlerick.com

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growth John Lewis

online

+17%

growth John Lewis shop sales

-1%

online share of sales

John Lewis

33%

click & collect 53% of

online orders (70% @

Waitrose)

source: John Lewis 2015/16 annual report – growth vs. year ago

FULFILMENT & MARKETING

26,5% 25,6% 23,9% 22,3% 25,80%

26,7% 22,6%

17,6% 13,2%

11,70%

0,0%

10,0%

20,0%

30,0%

40,0%

50,0%

60,0%

2011 2012 2013 2014 2015

fulfilment cost ratio (% of sales) marketing cost ratio (% of sales)

Page 23: PowerPoint Presentation · PDF file07/09/2016 1 omnichannel in retail: het antwoord op e-commerce prof. gino van ossel gino.vanossel@vlerick.com

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cracking the code

Page 24: PowerPoint Presentation · PDF file07/09/2016 1 omnichannel in retail: het antwoord op e-commerce prof. gino van ossel gino.vanossel@vlerick.com

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AGENDA

1. the new shopper

2. e-commerce

3. omni-channel

4. real estate

5. conclusion

Page 25: PowerPoint Presentation · PDF file07/09/2016 1 omnichannel in retail: het antwoord op e-commerce prof. gino van ossel gino.vanossel@vlerick.com

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NUMBER OF OUTLETS

-20% -15% -10% -5% 0% 5%

toy stores

book stores

consumer electronics

DIY

fashion

food specialty

supermarkets

-19%

-17%

-14%

-10%

-9%

-3%

1%

evolution 2015 vs. 2010 – The Netherlands (CBS)

NUMBER OF OUTLETS

-40% -30% -20% -10% 0%

textile

brown goods

DIY

newspaper

butchers

bakers

flowers

-31%

-23%

-19%

-16%

-12%

-12%

-8%

evolution 2014 vs. 2009 – Belgium (FOD Economie)

Page 26: PowerPoint Presentation · PDF file07/09/2016 1 omnichannel in retail: het antwoord op e-commerce prof. gino van ossel gino.vanossel@vlerick.com

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387 Dutch cities & villages (96% of total)

source: Rabobank – sales evolution “non-daily purchases” 2009 - 2011

IMPACT OF SIZE OF SHOPPING AREA

sales floor productivity

commercial space (m2)

source: Rabobank – evolution 2009 - 2011

Page 27: PowerPoint Presentation · PDF file07/09/2016 1 omnichannel in retail: het antwoord op e-commerce prof. gino van ossel gino.vanossel@vlerick.com

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fun shopping: “the winner takes it all”

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B: 27 stores in 20 cities

& shopping malls

the rule of…

Page 31: PowerPoint Presentation · PDF file07/09/2016 1 omnichannel in retail: het antwoord op e-commerce prof. gino van ossel gino.vanossel@vlerick.com

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RUN SHOPPING: EFFICIENCY RULES

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Page 33: PowerPoint Presentation · PDF file07/09/2016 1 omnichannel in retail: het antwoord op e-commerce prof. gino van ossel gino.vanossel@vlerick.com

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AGENDA

1. the new shopper

2. e-commerce

3. omni-channel

4. real estate

5. conclusion

Page 34: PowerPoint Presentation · PDF file07/09/2016 1 omnichannel in retail: het antwoord op e-commerce prof. gino van ossel gino.vanossel@vlerick.com

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‘Dit boek biedt een stevig conceptueel kader én heel concrete handvatten! Een echte must voor al wie begaan is met de toekomst van retail!’

Wouter Torfs, CEO Schoenen Torfs

‘Een echte aanrader voor zowel retailers als e-tailers!’

Bart Claes, CEO JBC

‘Een boek geschikt voor zowel professional als leek, voor de denker en de doener, de gelegenheidslezer en de alleslezer.’

Verslag van de Jury, Managementboek van het Jaar

Page 35: PowerPoint Presentation · PDF file07/09/2016 1 omnichannel in retail: het antwoord op e-commerce prof. gino van ossel gino.vanossel@vlerick.com

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CONCLUSION

70

Prof. Gino Van Ossel

Retail management

E-commerce & omni-channel

Shopper & trade marketing

Channel management

[email protected]

@ginovanossel