cor molenaar @ retail detail shopper experience marketing
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Business model of retail
Business drivers: Profit on transactions Bonus on sales Profit on cash flow Value of real estate
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m² Reshaping
Decreasing floor productivity
Source: Locatus, HBD, Q&A Research 2012 60
70
80
90
100
110
120
130
140
2000 2005 2010 2015 2020
Development floor productivity in the Netherlands (2000=100)
Retail Total
Food Retail
Non Food Retail
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Lower margens Lower turnover Decreasing loyality Demanding customers Well informed customers
Lack of knowledge and information governmen Lack of skilled staff Lack of “agile” organisations Tunnel vision councels
Rapid development technology New constraints and vision New business models Different objectives
New buying behavior Different buying motives Freedom of choice Personalisation of demand
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Internet Information Communication Transactions infrastructure
Transparancy Supply Prices Tracking tracking Behaviour
Individualisation 24.7 Bridging time,location, moment From supply to demand
Grouping Social media Crowd sourcing modularity
Drivers of change Adoption of technology
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Problem/ need
comparison site
Google/ yahoo
brandsites webshops
Choice/ decision shop/ dealer buying
decision
Orientation
Trading sites
Research/information Communication Action
orientation
Surfing, chatting, twitter, google
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Problem/ need
comparison site
Google/ yahoo
brandsites webshops
Choice/ decision shop/ dealer buying
decision
Orientation
Trading sites
Research/information Communication Action
orientation
Surfing, chatting, twitter, google
Moment of motivation Moment of truth
magnet
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Facebook Announces “Home”, A Homescreen Replacement Android App Designed Around People Facebook today announced a new apps called Facebook Home that replaces your standard Android’s homescreen with an immersive Facebook experience featuring full-screen photos, status updates, and notifications. Facebook also announced a special version of Home will come pre-installed on the new HTC First phone on AT&T. Home will launches on April 12th in the US, and will be available to users of Android Jelly Bean and Ice Cream Sandwich, but not Gingerbread. The international rollout will come later. It won’t require a forked or modified version of Android, though that’s what the HTC First runs. Facebook will try to make Home available on tablets within a few months, and it’s supposed to be a great experience there. Every month, Facebook will release a Home update to add new features and make it accessible to new devices April 5th 2013
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Het Britse supermarktconcern Tesco investeert dit jaar $750 mln in zijn digitale activiteiten. Met deze geldinjectie wil de onderneming zijn online verkopen versnellen. In het Verenigd Koninkrijk voelt Tesco de druk van nieuwe concurrenten, zoals Amazon en Netflix 'Om te kunnen concurreren in het nieuwe retailtijdperk geloof ik dat Tesco meer moet zijn dan een detailhandelsbedrijf', aldus Tesco-ceo Philip Clarke vandaag vanuit Singapore. 'We moeten ook een technologiebedrijf worden. Daarom investeren we in 2013 driekwart miljard dollar in technologie, oplopend tot het drievoudige binnen drie jaar.' Als voorbeeld gaf Clarke de snelle verschuiving van de omzet van boeken, films en dvd's naar het online verkoopkanaal. In het Verenigd Koninkrijk daalden de verkopen van deze producten het afgelopen jaar met 25%. Daar stond een groei van de online verkopen met 150% tegenover. Deze maand begon Tesco met een internet-tv-dienst voor de 16 mln leden van de eigen bonuskaart. Zij kunnen hierop tv-shows en films bekijken met programma's speciaal voor kinderen en families. De zender 'Clubcard TV' biedt ruimte voor gerichte advertenties. Bij de introductie hebben Kellogg, Johnson & Johnson, Colgate-Palmolive en Danone reclameblokken gekocht. FD 21-03-13
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Oude technologie, oude structuur, oud paradigma: afzet centraal
2000 2020
Parallele ontwikkeling
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Oude technologie, oude structuur, oud paradigma: afzet centraal
Nieuwe technologie, Nieuwe structuur, Nieuw paradigma: Klant, koopmoment centraal
Discontinuiteit disruptie
Paradigma verlamming
Individu/ behoefte centraal
Markt/ Aanbod centraal
1990 2000 2010 2020
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Oude technologie, oude structuur, oud paradigma: afzet centraal
Nieuwe technologie, Nieuwe structuur, Nieuw paradigma: Klant, koopmoment centraal
Discontinuiteit disruptie
Paradigma verlamming
Individu/ behoefte centraal
Markt/ Aanbod centraal
1990 2000 2010 2020
internet
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Individu/ behoefte centraal
Markt/ Aanbod centraal
1990 2000 2010 2020
mobility Social media
Big data connectiviteit
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Turnover less costs is profit
Turnover is too low Costs are too high Results are negative!
Effectivity and efficiency through technology and cooperation
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Burberry’s New Look As soon as e-commerce showed signs of eclipsing traditional store sales, retailers altered design strategies, making stores smaller and replacing posters with digital signage. Then, high tech POS systems linked supply chain to in-store customer service reps and roaming Apple store attendants started completing transactions via iPhones. Now Burberry has turned its Regent Street store, housed in a 192-year-old London building, into a futuristic model. The historic store, near renowned Savile Row and Bond Street, is a one-of-a-kind digitally advanced operation that many consider emblematic of the next wave of stores to compete in an online and increasingly mobile world.
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Klassieke Retailers
Pure Players
Winkels met webshop Traditional Sales/online sales in shop
Traditional Sales Internet Sales
Offline Online
Webshops met winkel/ pop-up stores
colenaar.nl
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Tablets bij producten
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Unlimited choice
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Video’s and digital signage
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Videos add to the experience
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