Global Retailers Wishlist 2014/2015 CAMS: Cloud Analytics … · than 10 years in retail). IBM has...

© 2014 IBM Corporation1

Global Retailers Wishlist 2014/2015

CAMS: Cloud – Analytics – Mobile - Security



IBM is positioned towards the next generation of markets and opportunities and is executing a bold agenda to reshape the company

Savings and Divestitures

$6B 2006-2010 savings: Globally integrating—shared

services and end-to-end process transformation

$8B 2010 – 2015 savings: Making things smarter—end-

to-end process transformation and integrated operations

$1.5B in IT savings since 2005 through consolidation

80% energy cost savings and 85% floor space

reduction

Agreement to sell much of Intel-based x86 server business

to Lenovo

Investments and Acquisitions

$7B on 15 cloud acquisitions, including $2B for

Softlayer

$1B for BlueMix

$1.2B expansion to 40 cloud data centers

$1B in Watson Group and 2,000 professionals

$17B of gross spend for Big Data and Analytics

acquisitions, including more than 30 companies

$24B invested to date to build IBM capabilities in

Big Data and Analytics; $7B of organic investment

$6B yearly research / development investments

Source: IBM 2013 annual reporti



Overview

1. What´s cooking and why?

2. The Disruptors

3. Global Retailers Wishlist 2014/15

4. CAMS - The New Winning Theme

(Cloud / Analytics / Mobile / Social)

© 2014 IBM Corporation6© Copyright IBM Corporation 2013

What´s cooking and why?


We are facing Web 3.0


The Internet of Things Landscape 2014 – Many New Players


Cognitive Systems: a new era of computing

Tabulating Systems Era

Programmable Systems Era

CognitiveSystems Era

1950s – 1960s

Sales Reporting

1970s – 1980s

Scanning point of sale

PO Management

Perpetual inventory

Financial control

2010s

Customer relationships

Gather massive data

Advanced analytics for

marketing, merchandising,

personalized shopping

Social

Mobile


Consumers posted

about a retailer in 201443%

Consumers would

end their relationship

with a retailer if not

given personalized

content

54%

Mobile will influence

store sales by 2016$650B

Sales missed

annually because

of out-of-stocks

$100B

53%Retailers have systems

that don’t adequately

support cross-channel

activity on the buying

side

36%

4xMore spend from

customers who shop

multiple channels

Digital content

created by 2015

8 Zetabytes Shoppers would share

their location with a

retailer

Challenges and trends in Retail


The Old Four P’s The New Four P’s

• Product-centered view of the world• Mass produced products • Established distribution channels• One-Size Fits All mass advertising• Push based communication

• Customer-centered view of the world• Products tailored to customer preferences• Trusted product information • Personalized, targeted offers• Listening in a two-way dialogue

Personalization

Presence

Persuasion

Permission

Product

Price

Place

Promotion

Merchandising Marketing

What´s the new thing?


Growing Online &

Omni-Channel

Capabilities

Engaging with the

Empowered

Consumer

Creating Digital

Real Estate

Re-engineering

Economics for

Omni-channel

Driving Continuous Change

Retailers Responses and Challenges

New Business

Models

Setting the Strategy Executing for Profit Three Cornerstones of Digital Transformation

Individual Centred

EconomyLittle BoxesDisrupters

Everywhere

Grocery to Go

goes Mainstream

The 5 Big Trends

Made in the Labs

driven by Big Data

Leadership & Culture Innovation & Agility

Transformation RoadmapOrganisation

Freedom in a Framework

Industry Trends and Key Retail Responses


The Disruptors


The Disruptors cause the pressure…and consumers seems to “like”

The New Disruptors in Grocery


Locker shipping

option

Integration in

the eCommerce

shopping path

The Next Growth Area in e commerce?


InPost Locker Infrastructure in the

UK ready for market testing

512 lockers placed in cities most

usable for key clients

Courier contracts established and

ready for work

A staff of 28 UK based InPost

employees ready to support the

market tests

There are over 500 lockers deployed and ready for use in the UK as of Nov. 2013


Global Retailers Wishlist 2014/15


Supply

Chain

47%

Data

Analytics

56%

Regulatory

compliance

54%

Human

Resources

52%

Omni Channel /

Digital Strategy

54%

Data

security

and

privacy

47%

Growth and

International

expansion

46%CSR

40%

Global Wishlist according to KPMG Report “Top of mind” Survey

Percentage of companies rating as ”very” or ”critically” important this year

www.kpmg.com/global/en/...top-of-mind-survey-2014

Health &

wellness

46%


1

2

3

6

4

5

7

8

9

Retail

Source: Question E8–What are the most important external forces that will impact the enterprise over the next 3 to 5 years?; Global n=4,009; Retail n=340

1

2

3

6

4

5

7

8

9

Global

Market factors

Technology factors

Macro-economic factors

Regulatory concerns

People skills

Socio-economic factors

Globalization

Environmental issues

Geopolitical factors

Market factors

Technology factors

Socio-economic factors

Macro-economic factors

People skills

Regulatory concerns

Geopolitical factors

Globalization

Environmental issues

External forces impacting the enterprise (3–5 Years)

CxOs in Retail agree that Market and Technology Factors affect their business the most.


CAMS Cloud – Analytics - Mobile - Security


Retail simplified


Combinations of Social, Mobile, Analytics and Cloud capabilities drive solutions that are relevant in a Retail industry Context.

So

cia

lM

ob

ile

Clo

ud

An

aly

tic

s


The Merchant MindsetCreating the WOW in store feel

Develop Relationships with Your CustomersThe era of personalization versus paper ads for all

The New Health and WellnessIntegrating Doctors, Insurance Companies and the Grocery Store

Product is the HeroCreating differentiation with product

The New Winning Formula for Retailing?

23

Play where She wants to PlayBuild world class omnichannel

From Gut Based to Fact Based decision making


The new situation causes need for new roots

Cross-Platform

Development

and Testing

GPS &

Geo-fencingDirect Update

Push

Notifications

Rapid

backend

integration

Offline support

& Data sync

Security

Apps

30%

70%

Remote

Disable

App

distribution

Authentication

Single Signon

App

version

management

Logging &

Problem

determination

Analytics


Excel is not

the answer

Humans

struggle to

handle all the

data

“Rear View

Mirror” versus

“Looking

Forward”

Pricing &

Promotion

Optimisation

Supply Chain

OptimisationWorking

Capital

Optimisation

From “Gut” Based to “Fact” Based Decision Making


Summary

1. Retail excellence = IT excellence

2. Old and new ” 4 P ” – you still need booth

3. CAMS - The New Winning Theme (Cloud / Analytics / Mobile / Social)

4. Decide where you want to compete in the market

5. Go from ”Gut” based to ”Fact” based decision making


IBM Business Connect Sthlm / Oct 7

E-tail Conference Cphg / Oct 14-15

Analytics Summit Las Vegas / Oct 26-30

NRF Big Show NY/Jan 11-14 (2015)

D Congress Gbg / Mar 12 (2015)

More Inspiration….


Stay in touch

[email protected]

Skype: eliassonbengt

Twitter: bengt eliasson@modernhandel

mailto:[email protected]


Importance. The retail Industry is a $4.5B business for IBM and was IBM’s second-fastest

growing industry in 2013. IBM has invested over $3B in acquiring market-leading software

solutions for omni-channel retail sales, marketing, and supply chain, which we call ‘Smarter

Commerce.’ We have also increased our focus on retail in the growth markets by establishing a

Retail Center of Competency (consulting) in Asia and continuing our investments in IBM

research as well as IBM’s Institute for Business Value.

Experience and Assets. IBM has: over 5,000 retail industry practitioners in more than 165

countries worldwide (including over 1000 Retail Industry consultants with an average of more

than 10 years in retail). IBM has Retail Innovation Centers in US, UK, France, China, Japan,

India and Brazil as well as solution assets and accelerators (e.g., IBM’s Retail Industry

FrameworkTM , ROI for SmarterRetail, etc.). IBM continues it's long history of retail industry

innovation (which included innovations that have transformed the industry, such as invention the

bar code, magnetic stripe and electronic POS).

Smarter Retail. IBM delivers transformation, scale, quantifiable business outcomes (e.g., Elie

Tahari: 30% reduction in supply chain and logistics costs), improved KPIs (e.g., Orvis:

Increased Revenue from product recommendations by 70%) and critical infrastructure

operations challenges (e.g., Macys: Achieved SLAs with 10/10 cust sat rating for past 8 years).

Learnings and experience from working with marquee retailers, such as: Walmart, JC Penney,

Saks, Tesco, Macy’s, Best Buy, Marks & Spencer, Carrefour, Loblaws, Staples, Kroger, Lowe’s,

Boots, Safeway, Walgreens, HSN, Shop Direct/Littlewoods, El Corte Ingles , among others.

IBM COMMITMENT TO RETAIL AND E-TAIL


The 39 Omnichannel Capabilities

Pricing is consistent between online and in-store

Assortment is consistent between online and in-store

The retailer tailors online pricing independently of in-store pricing

Loyalty program benefits are available online and in-store

Online coupons are redeemable in store and In-store coupons are redeemable online

I am able to track my customer service issues across channels (whether in-store or online)

I am able to access my purchase history (whether items were bought in-store or online)

I can track order/shipment/delivery status for my online purchases

Has store associates with mobile devices able to access my purchase history

Has store associates with mobile devices able to access inventory and find elsewhere an item that is out-of-stock in the store

I am able with my own mobile device to access inventory and find elsewhere an item that is out-of-stock in the store

Has store associates with mobile devices able to access my online browsing history

Able to use a retailer-owned mobile device while shopping to scan items for purchase

Able to use my own mobile device while shopping to scan items for purchase

Offers me personalized promotions via mobile/text while in the store

Offers me personalized promotions via mobile/text while near but not in the store

Provides me with regularly scheduled personalized promotions via text

Provides me with regularly scheduled personalized promotions via email

Offers on-demand personalized coupons/promotions in store (for example, I log into a kiosk and get personalized coupons)

Offers on-demand personalized coupons/promotions online (for example, I log into the retailer’s site and get personalized coupons for use in-store or online)

Offers on-demand personalized new product recommendations in store (for example, I log into a kiosk and get recommendations)

Offers on-demand personalized new product recommendations online or mobile (for example, I log into the retailer’s site and get personalized new product

recommendations)

Has store associates who can offer personalized coupons/promotions based on your purchase history/personal preferences

Has store associates who can offer personalized new product recommendations based on your purchase history/personal preferences

Provides alternate “Pick up” locations (not inside the retailer’s traditional store) to allow you to pick up online purchased items

When faced with an out-of-stock item, offers the ability to locate the item at an in-stock location and have it shipped to my home free the next day

Offers in-store pickup of online/mobile purchases

Offers in-store return of online/mobile purchases

Offers the ability to pay via my mobile device in store to pay for items

Offers the ability to shop for items via social network sites

Offers free Wi-Fi in store

Offers apparel items I have previously browsed online to be ready for me in a dressing room at the store (only apparel)

Offers innovative “smart shelves” that interact with you (via your mobile device or loyalty card) to provide additional product information

Offers innovative “smart shelves” that interact with you (via your mobile device or loyalty card) to provide personalized offers and communications

Offers innovative “smart dressing rooms” that interact with you via display screens to provide additional product information (only apparel)

Offers innovative “smart dressing rooms” that interact with you via display screens to provide personalized offers and commun ications (only apparel)

Invites some shoppers to a premium tier of service with additional benefits (faster shipping, free services normally paid for, privileges not available to others) based on

high customer value or spending purchase history

Offers a subscription (fee) based, premium membership with exclusive offers such as faster shipping, free services normally paid for, privileges not available to others

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