clavis technology ecommerce insight
Post on 16-Jul-2015
457 Views
Preview:
TRANSCRIPT
© Clavis Technology Ltd. 2008 – 2013
GROW YOUR SALES THROUGH THE
ONLINE CHANNEL WITH ECOMMERCE
INTELLIGENCE
Clavis TechnologyMarch 12th, 2013
12.00pm EST
© Clavis Technology Ltd. 2008 – 2013 2
• Retail is Changing with the Rise of the Online Store
• Online Now Impacts the Top Line
• Maximize the Online Store Opportunity
• Where to start
© Clavis Technology Ltd. 2008 – 2013
THE CHANGING NATURE OF
RETAIL WITH THE RISE OF
ONLINE
4© Clavis Technology Ltd. 2008 – 2013
Today online is just 3-5% of retail sales.
By 2016 it will be 10-20% of your retail sales.
Web Influenced SalesToday
© Clavis Technology Ltd. 2008 – 2013 5
Demand Research FeedbackFulfilmentPurchaseEvaluate
6© Clavis Technology Ltd. 2008 – 2013
Store Trips Down
16.4%
Online Shoppers
up
15%
RetailNext, Forrester
7© Clavis Technology Ltd. 2008 – 2013
Global - Ecommerce Sales Topped $1 Trillion for First Time in 20121
• CPG online increasing 25–30% annually to $32 billion in 20152.
• 18% of households purchased groceries online in the past three months.
• Global - Ecommerce Sales will Grow 18.3% to $1.298 trillion worldwide in 20131
• Average Online basket - $80 vs $30
Sources (1)e-Marketer (2) Nielsen
$1,207
$1,738
2012 2016
Online Average Spend to rise 44%
© Clavis Technology Ltd. 2008 – 2013
ONLINE IMPACTS YOUR
TOP LINE
© Clavis Technology Ltd. 2008 – 2013 9
2011/2012 Q1-Q3
In-Store Sales Growth Online Sales Growth Top line Growth
Supplier A 2% 30% 4.2%
Supplier B 2% 10% 2.6%
Source: Sainsbury’s (UK top 4 grocery retailer) – Online makes a big differenceSuppliers that focus on e-Commerce see very significant top line growth
10© Clavis Technology Ltd. 2008 – 2013
Sainsbury's - UK big 4 Grocery Retailer Two suppliers, 9 Months - Q1-Q3 2012.
In-store Sales
Growth
Online Sales
GrowthTotal Sales
Growth
Supplier B - Average online performer 2% 10% 2.60%
Supplier A - Top online performer 2% 30% 4.20%
2012 2013 2014 2015 2016
[company name] Revenue 2012 (USD Million) $1,000.00m
* Source: [revenue source]
Current Online Store sales % of total revenue 3%
Four-Year Cumulative
Total
[company name] eCommerce sales 10% Online growth $30m $33m $36m $40m $44m
[company name] eCommerce sales 30% Online growth $30m $39m $51m $66m $86m $241m
Value in Revenue Growth A vs B USD (million) $6m $14m $26m $42m
© Clavis Technology Ltd. 2008 – 2013
MAXIMIZE THE ONLINE STORE
OPPORTUNITY
© Clavis Technology Ltd. 2008 – 2013 12
PromotionCompliance
Product Assortment
Placement
On-Shelf-Availability
PricingPack Information
Products & Assortment
Shelf Presentment
On-shelf Availability
Promotion/Price
Consumer Feedback
13© Clavis Technology Ltd. 2008 – 2013
Visit Online Stores Audit & AnalyzeDeliver Actionable
Results
SKU Integrity
SKU Portfolio
Online Placement
Price & Promotions
Review Track
Availability
14© Clavis Technology Ltd. 2008 – 2013
Demand Research FeedbackFulfilmentPurchaseEvaluate
PromotionsRight
place/time Top 5/10? Feedback
Consistency across chain
No Barrier to Sale?
Reviews / Assortment
Online Store
15© Clavis Technology Ltd. 2008 – 2013
Increase Sales: Clicks & Bricks
Protect Your Brand Online
Comply with Regulations
• Grow Online Sales by 15-30% with optimized Assortment, positive First Moment of Truth (product available, with the right information and in a very
visible “aisle”) & Compliance to Promotions
• Uncover issues with your Brand’s identity. e.g., wrong/out of date images & product specific naming/branding issues
• Ensure compliance to national & international regulations. e.g. EU Food Information Regulation
© Clavis Technology Ltd. 2008 – 2013 16
• eCommerce Intelligence: Reports & Analysis about your products and brands across digital channels
• Rapidly Identify Issues in Online Stores
Audit
• Proactively manage Products, Promotions, Information, Placement & Availability in online stores
• Collaborate with Trading partners to deliver growth
Act
• Increase your Online & Offline Sales
• Protect your Brands in the Digital channel
• Comply with Industry Regulation and Consumer Requirements
Deliver
© Clavis Technology Ltd. 2008 – 2013
WHERE TO START
© Clavis Technology Ltd. 2008 – 2013 18
• Start with 3-5 Online Stores in one geography
• Focus initially on the basics, e.g.,– 100% of products have an Image
– Consumer friendly descriptions
– Eliminate out of stocks
– Full and clear product details
• Deploy to several key brands/categories and reapply – set clear targets for the organization
• Share with e-tailers, fix broken work processes, grow business together
• SCALE – by Online Stores, Markets and Metrics
Audit
Act
Deliver
© Clavis Technology Ltd. 2008 – 2013 19
• Retail landscape is changing as never before
• eCommerce will have a significant impact on your Top Line
• Opportunity to audit and optimize the online channel to:
Increase Sales
Protect Your Brand
Comply with legal
Contact Clavis Technology Today to get your Online Store Program Started Today:
e: info@Clavistechnology.comt: +1 800-693-9591
© Clavis Technology Ltd. 2008 – 2013 20
• Three Handouts Available for Download– Clavis eCommerce Insight data sheet
– Food & Beverage eCommerce Insight Study
– North America Insight Study
• Download: www.clavistechnogy.com/insight
Contact Clavis Technology Today to get your Online Store Program Started Today:
e: info@Clavistechnology.comt: +1 800-693-9591
top related