growing margins & loyalty in a price transparent world€¦ · confidential © 2016, 360pi...

CONFIDENTIAL

© 2016, 360pi Corporation. All Rights Reserved.

Growing Margins & Loyalty in

a Price Transparent World

© 2016, 360pi Corporation. All Rights Reserved.CONFIDENTIAL 2CONFIDENTIAL 2© 2016, 360pi Corporation. All Rights Reserved.

Outline

• About Us

• Trends

• Strategies


360pi Team

Alexander Rink

CEO

Joleen Wroten

Sr. Retail Strategist


Who We Are

Profitable insights for retailers and brands.Customers

Partners & Integrations

Recognized By


TRENDS


E-Commerce

$0

$100

$200

$300

$400

Web Sales(US$B)


Shoppers Trending Online

• Web-impacted retail sales will account

for 55% of total sales by 2020.

• 71% of shoppers believe they will get a

better deal online than in stores.

• Generation X spends $561 on average

online, 15% more online than Generation

Y who spends $489.

• 62% of Millennials know what they want

to buy through online research


Amazon’s Endless Aisle

All Products:

• All Sellers > 419M

• Amazon as the Seller 15.9M

• Unique Sellers ~217K

Office Products:

• Office Products – All 6.2M

• Amazon 333K

• Unique Sellers ~40K

• Unique Brand Names ~60K

14% increase from May

3.8%

5.4%


BU

LK

FU

RN

ITU

RE

TE

CH

/EL

EC

TR

ON

ICS

BREAKROOM SUPPLY

PRINT

SE

AS

ON

AL

INK

/TO

NE

R

AC

CE

SS

OR

IES

GE

NE

RA

L S

UP

PL

Y

ORGANIZATIONAL

CL

AS

SR

OO

MPA

PE

R

BAGS

More than Amazon


What About B2B?

• US B2B eCommerce will grow from $780 billion in 2015 to $1.13 trillion in 2020.

• Forrester forecasts that 1 million US B2B salespeople will lose their jobs to self-service eCommerce by the year 2020 (4.5M to 3.5M.


Amazon’s Price Dynamism

Labor Day


Back to School Pricing Gap

Labor Day


Electronics Price Gap to Amazon

Labor Day


Amazon in Office

$0

$20

$40

$60

$80

$100

$120

2012 2013 2014 2015

Revenues - Amazon vs Staples(US$B)

Amazon Staples


STRATEGIES


Know Thy Self and Thy Customers

Define your identify and brand.

Choose your target market. Understand your customers and their needs.

Establish your offering and pricing strategy with identified key products and categories.


Know Your Market – Retailers

• Competitive Pricing

• Sales/Margin Opportunities

• Sales/Margin Threats

• Zone Pricing

• MAP Compliance


Know Your Market – Brands

• Market Presence

• Share of Shelf

• MAP Compliance

• Promotion Compliance

• Content Compliance


Differentiate Your Assortment

• Private Label

• Variants

• Bundles

• Pack Sizes

• Services


Curated Product Lists & Event Pages

Powered by 360watchlistTM


Think Creatively About Pricing


Content Matters

• Rankings in search engines (Google)

• Ratings and Reviews– 70% of global consumers indicating they trust online

reviews (Nielsen)

– 84% of Millennials say consumer-written content on brand sites influences what they buy (Bazaarvoice)

• Photos and Videos– Photos increase conversion 20-100% (Kiss Metrics)

– Video viewers 1.7x more likely to purchase (Website Magazine)


Service, Service, Service

• Installation, Returns, Technical Support

• Relationship (e.g. birthday cards)

• Proactive fulfillment

• Subscriptions

• Outsourcing

• On-site


Consider Marketplaces

Pros Cons

Retailers • Test and Learn

• Endless Aisle

• Unverified Sellers

• Control over

Experience

Brands • New Channel

• Increased Sales

• Test B2C Models

• Brand Dilution

• Private Label Risk


Last One! Brands: Consider D2C

• Increased sales

• Increased margins

• Risk diversification

• Broader product assortment

• Increased customer engagement and

loyalty


Inspiration

• Ace Hardware (expert, local service, relationships)

• Build.com (curated collections, analytics)

• Hayneedle.com (increased marketing, product count)

• eBags (category expertise, private label)

• Chewy (subscription model)


Thank You!

www.360pi.com

[email protected]

[email protected]

Sign up for insights and reports on our website:Amazon Holiday Insights

Google Shopping vs Amazon

Marketplaces Report

Back to School Report

http://www.360pi.com

mailto:[email protected]

mailto:[email protected]

CONFIDENTIAL

© 2016, 360pi Corporation. All Rights Reserved.

Product Overview


Competitive/Channel Price Intelligence


Price History


ThreatMap

Powered by 360insightsTM


Zone-based Pricing


Same, “Like”, Equivalent Matches

• Same shoe

– Unique product identifier

• Equivalent shoe

– User determined based

on found attributes

• “Like” shoe

– Scoring based on title &

description


MAP Compliance


Report Writer


Real-time Browser Request

Google Chrome

browser extension

Mobile app with text &

barcode search

Desktop browser interface API to PoS or call center app


Easy to Use Real-time API

Drive Conversions | Increase Revenues | Protect Margins

For call centers, store associates, and merchandisers.

Google Chrome

browser extensionRetailer custom app with

text & barcode search

Desktop browser interface PoS or call center integration


Brand Recommendations


Product Recommendations


Brand Market Presence & Share of Shelf


Final Words

growing margins & loyalty in a price transparent world€¦ · confidential © 2016, 360pi...

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