How Mobile is Transforming Wholesale & Retail

© 2015 IBM Corporation

IBM MobileFirst Protect (MaaS360) & Handshake Brian Adams & Michelle Cook – IBM Glen Coates – CEO & Founder at Handshake July 21st, 2015

How Mobile is Transforming Wholesale & Retail

2 © 2015 IBM Corporation

Housekeeping items

Duration – 60 minutes Submit your questions to all

panelists in the Q&A box located in the bottom right corner of your screen

Recording and slides will be emailed to you


Introductions

Glen Coates CEO/Founder Handshake

Brian Adams Sales IBM

Michelle Cook Sales IBM


Agenda

Current state of mobility in Wholesale & Retail

Transforming Wholesale & Distribution with mobile devices

Updating the Retail & Customer experience with mobile

Wholesale & Retail best practices for Security and Productivity

Q&A


Poll question


Mobile Trends


Mobile changes the way

people work

Mobile provides a better

experience

Mobile creates risk of company data

Mobile is strategic for business


Mobile is complex and challenging to manage

Mobile mixes personal

and work

Mobile lives outside

your perimeter

Mobile is fast-paced and

multi-platform


Retail & Distribution Overview – Challenges

Standard Vulnerabilities & Threats – Information leaves the company or store – Potential for misappropriation of confidential corporate and customer data – Devices lost or stolen

Information Sensitivity & Regulation – Corporate, customer, transaction and payment data – PCI DSS, SOX, Compliance with Green & Sustainability Regulations, etc.

Prime Target for Cybercrime – Mobile devices more vulnerable (Wi-Fi, Bluetooth, USB) – Levels of security inconsistent across mobile platforms and retail-specific apps

“IT Consumerization” and “BYOD” trends set higher expectations for employees – and higher risks for your

organization


Retail Overview – Mobile Initiatives

Mobile devices perform a variety of functions throughout the business – Product lookup – Point of Sale (POS) – Accessing store website – and so much more…

Additional Initiatives – Development of a mobile website and retailer

branded mobile apps • Equipping sales people with mobile devices • Understand the shopper’s location to send

the customer targeted alerts for products and promotions

• Allow payment using the mobile phone • Storing coupons and affinity program

rewards • Providing store location and shopping list

data


Retail Not the Only B2C Organizations Using Mobile

Restaurants & Fast Food – Allowing customer self-service with

tablets in kiosk mode

Entertainment – Enabling line breaking to improve

the customer experience

Hospitality & Travel – Creating more efficient workflows

for increased staff productivity


Distribution Overview – Mobile Initiatives

Mobility can make significant improvements for wholesale distribution

Employee efficiency – equipping the many mobile employees to do more – Executing planned trade promotion merchandising and displays for their

customers – Collecting real-time competitive and consumer information while on site

Connecting wholesale distributors to their retail customers

Improving service levels and gaining speed – Simply equipping mobile force with the ability to recalculate and print customer

receipts can improve efficiency and service.

Collecting data for analytics


Poll question


Transforming Wholesale Distribution with Mobile

GLEN COATES Founder & CEO of

THE FIELD SALES PROCESS

• Sales reps unprepared for customer meetings

• Outdated paper-based order writing

• Major delays in order fulfillment

http://www.handshake.com

THE CUSTOMER ORDERING EXPERIENCE

• Little customer engagement between appointments

• Growing demand for better options


WHOLESALE COMMERCE TECHNOLOGY

• Mobile Order Writing

• B2B eCommerce: Mobile & Web

• Web Order Management

• Integration


MOBILE ORDER WRITING

• More informed sales reps who can provide strategic value to customers

• Faster order writing & fulfillment

• More accurate orders












MOBILE B2B ECOMMERCE

• Giving retailers (our customers’ customers) the ability to place orders from mobile devices any time, anywhere.

• An omni-channel ordering experience that boosts customer loyalty.

• 24/7 access to place orders.

• Expanding geographic reach.


TRANSFORMING WHOLESALE SALES

Increase in Order Volume

Faster Order Fulfillment

Increase in Average Order Value

Decrease in Data Entry Costs


A MOBILE EXPERIENCE FOR REPS

“Our product line has grown so much in the last couple years that the order form just became an unwieldy beast.” -Grant Madsen VP of Marketing, American Crafts

THE IMPACT: • Appointment times cut down by half. • No longer a need to spend time and resources on manual data

entry. • Access to customer order history and sales reporting on mobile

devices allow reps to easily see product gaps and upsell opportunities.


A MOBILE EXPERIENCE FOR CUSTOMERS

“After joining Cooper-Booth, my vision for ordering was to be more order process agnostic…I would love to say, ‘we just want your orders. If you want to use the web, that’s OK. If you want to have a sales rep write the order, that’s OK. If you want to use a handheld ordering device, that’s OK too.’ We’d like to be able to offer our customers a whole suite of options for ordering and let them choose whatever they like.” -Lori Homsher VP of Information Technology, Cooper Booth

THE IMPACT: • Reorders are done 50-75% faster. • Order accuracy has increased by 75%. • 70% of sales reps are visiting more accounts each week. • Sales reps have more time for strategic discussions with customers. • Over 100 customers are already placing reorders online.



Transforming Retail, Hospitality, Entertainment & Travel with Mobile


IBM MobileFirst Protect – Complete mobility management and security

Advanced Management Visibility & Control

Secure Productivity Suite Trusted Workplace

Secure Document Sharing Content Collaboration

Mobile Threat Management Malware Protection

Mobile Enterprise Gateway Enterprise Access


Advanced Mobility Management • Manage smartphones, tablets & laptops featuring iOS,

Android, Windows Phone, BlackBerry, Windows PC & OS X • Enable Kiosk Mode or Single App Mode • Distribute Public & Enterprise Applications Secure Document Sharing • Contain documents & files to prevent data leakage • Create, edit & save content in a secure, encrypted container • Access IBM MobileFirst Protect distributed content &

repositories such as SharePoint, Box & Google Drive • Store content securely, both in the cloud & on devices

Secure Browsing • Enable secure access to intranet sites & web apps w/o VPN • Define URL filters based on categories & whitelisted sites • Restrict cookies, downloads, copy/paste & print features

IBM MobileFirst Protect – Changing the Customer Experience


IBM MobileFirst Protect Threat Management

Anti-Malware solution protecting customer and company data from malicious applications and attacks

Detect, analyze and remediate mobile malware and compromised devices Automate remediation with a near real-time compliance rules engine Use over-the-air detection logic updates to take action on jailbroken and rooted devices


Customer Success Stories

Retail

A large U.S. supermarket chain with 1,300 locations on the East Coast

is rolling out

5,000+ mobile devices

ensuring store employees have access to inventory to stock product faster, boost sales

and free up time to focus on the customer experience

MobileFirst Protect

Restaurant/Entertainment

A leading gaming and entertainment company

reduces customer wait time by

80% with tablets using a single

managed app to speed the time to deliver food and drinks to customers

MobileFirst Protect


Best Practices for Productivity & Security


Traditional & Non-Traditional Retail – Provide shared devices to move

point-of-sale to the store floor or even customer’s home

– Close transactions, look up inventory & find store locations

– Lock devices to specific retail apps & locate if lost or stolen

– Protect company & customer data against malicious attacks


Shared Device MDM feature

Customized App Catalog

Secure Browser with Kiosk Mode

Application Lock MAM feature

Locate Device MDM action

Anti-Malware Feature


Hospitality, Entertainment & Travel – Allow customer self-service with

tablets in kiosk mode – Enable line breaking to improve the

customer experience – Create more efficient workflows for

increased staff productivity


Secure Browser with Kiosk Mode

Customized Enterprise App Catalog



Distribution – Enable sales team with sales tools

to succeed such as Handshake – Lock mobile devices to productivity

specific applications – Enable devices with access to

appropriate enterprise resources such as Email, Documents, etc…


37

Customized Enterprise App Catalog


Secure Mail

Secure Documents


Poll question


Get started now

Instant Access a free, fully functional trial for 30 days

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