the e-commerce era! - mani bhushan (homeshop 18)
TRANSCRIPT
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Mani Bhushan
Associate Vice President – Operations | Homeshop18
The E-Commerce Era!
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Shopping has a new face!
Unorganized
Small Single Retail Format
Limited Categories
Low Stock size
10 Hour Open
Location Matters
Small, Single Retail Formats
Organized
Large Multi Retail Format
Varied Categories
Medium Stock size
12 Hour Open
Location Matters
Large, Multi Retail Formats
Organized
Huge E Retail Format
Varied Categories
Huge Stock size!
24 Hour Open!
Nothing called Location!
Huge, E Retail Formats
90% 9% 1%5%25% 70%
43%21%
36%
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E-Shopping: Key Stakeholders
21
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• Likes Shopping
• Likes having choices
• Prefers Convenience
• Wants Best Deals/ Better Value
• Expects Timely Delivery
• Wants Easy Returns
• Expects Good Customer Service/Support
• Dislikes Rush
• Avoids Inconvenience
• Hates Surfing Hiccups
• Does not wants to pay more
• Hates Delays
• Dislikes Follow-ups and Iterations
• Dislikes Inaccessibility/ Poor Response
Young | Internet Savvy | Busy Lifestyle
Understanding the E-Commerce Customer1
Brand Ambassador for the business
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But What’s Behind?
E-Shopping: The Front!
COMPUTERS PHONESTELEVISION
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A peek into the Chain!
There is MORE to KNOW
RETURNS/ REFUSALS
DELIVERY ATTEMPT FAILURES
DAMAGESLOSS!
OFFLOADING
NON-AVAILABILTY
ORDER CANCELLATIONS
DELAYS
DAMAGES
LOSS!DELAYS
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The Chain has its Challenges
DELAYS: 20% - 25% DAMAGES: 4% PILFERAGE: 0.5% - 1%
• A Dissatisfied Customer• Doubts on the Mode of Shopping!
Resulting in:
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What’s the mantra to fuel the E-Shopping Business?
Enhance Customers’ Shopping Experience by
building robust SCM processes to minimize delays, damages and pilferage
Satisfy Existing Customers
Build SCM Capacities to build a high growth, profit centric business
Robust, Scalable Business Model
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Profit
Revenue Cost(-)
E-Commerce Sales is primarily driven by Range, Reach and Delivery
Technical/
ProgrammingMarketing
Customer
Service
SCM &
Logistics
Interface Building
Interface Maintenance
Upgrades and Licenses
Brand Management
Segmentation and Advertising
Trade Marketing
Pre-Sales Support
Post Sales Support
Query Resolution
Stock & Vendor Management
Reach across regions
Delivery & Pickups
Sourcing
Procurement: Range and Quality
Margin Negotiations
Deals/Discounts
Product
Sales
Service
Sales
B2B
B2C
Purchase and Sell
Marketplace
COD | Prepaid
Understanding the E-Commerce Business2
SCM &
Logistics
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Fuelling the Growth….
Business Expansion Product ReachMode of Selling
Capability Building Technology Processes Speed
Customer Engagement Interface Marketing Service
P&L Revenue Margins Cash Flow
A Robust Supply Chain &
LogisticsSolution
to enhance Customer
Experience and fuel Business
Growth
Reach
Technology Processes Speed
Interface Service
Revenue Margins
ProductMode of Selling
Cash Flow
Paradigm Shift
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In a Nutshell…..
E-Commerce is going to be the Biggest Shopping Destination in India
Driven by Robust Supply Chain and Logistics
Solutions
Directly Impacting
Top Line Bottom LineCustomer
ExperienceCash Positive
Business
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Questions?
Happy Shopping!