© Bluebeaks Solutions

E-Commerce:

D2E Service for

Consumers

Sunday, September 04, 2016 1

Atanu Ghosh

Founder and CEO, Salt n Soap

atanu.ghosh@saltnsoap.com

© Bluebeaks Solutions Sunday, September 04, 2016 2

• A new sales channel?

• A home delivery service?

• A seller-buyer information portal?

• A technology platform?

What is E-Commerce?

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Out of 5 only 1.5 Senses can be

transmitted electronically!

Sunday, September 04, 2016

If all other considerations were same, we all will buy everything

after examining a product with our 5 senses (i.e. buy offline).

E-Commerce would have been a non-starter.

© Bluebeaks Solutions LLP

Customer Engagement Cycle:

Discover to Experience (D2E)

Sunday, September 04, 2016

Discover Research Order Pay Possess Experience

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D2E Process:

Brick and Mortar Retail Domain

Sunday, September 04, 2016

Discover Research Order Pay Possess

Physical

Channels

Digital

Channels

Experience

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Revenue Model:

Brick and Mortar Retail

Sunday, September 04, 2016

Discover Research Order Pay Possess

Physical

Channels

Digital

Channels

Experience

Reve ue – Cost = Profit : Traditio al Trader Model

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Channels Facilitating D2E Cycle

Sunday, September 04, 2016

Discover Research Order Pay Possess

Physical

Channels

Digital

Channels

Experience

Physical

Channel

Digital

Channel

© Bluebeaks Solutions LLP

Digital Disruption in D2E Cycle

Sunday, September 04, 2016

Discover Research Order Pay Possess

Physical

Channels

Digital

Channels

Experience

Physical

Channel

Digital

Channel

© Bluebeaks Solutions LLP

How Customers Today

Traverse the D2E Path

Sunday, September 04, 2016

Discover Research Order Pay Possess

Physical

Channels

Digital

Channels

Experience

Physical

Channel

Digital

Channel

© Bluebeaks Solutions LLP

Retail in Digital Age

Sunday, September 04, 2016

Discover Research Order Pay Possess

Physical

Channels

Digital

Channels

Experience

Physical

Channel

Digital

Channel

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Retail Industry in Digital Age:

E-Commerce Business Model

Sunday, September 04, 2016

Discover Research Order Pay Possess

Physica

l

Chann

els

Digital

Chann

els

Experience

Physical

Channel

Digital

Channel

Potential

Earnings

leveraging

Digital Asset

Revenue (Present + Potential) – Cost (Mostly Present) = Potential Profit

The Valuatio Ga e

© Bluebeaks Solutions Sunday, September 04, 2016 12

Leveraging Digital Assets

Digital Asset

Mo etise Digital E t y Ba ie

Higher Customer

Life Cycle Value

Cost Take-out

through greater

negotiation power

Monetise Data

Monetise home-

grown technology

© Bluebeaks Solutions Sunday, September 04, 2016 13

So... What can the Customer get

from E-Commerce Transformation?

Cost

Convenience Choice

© Bluebeaks Solutions Sunday, September 04, 2016 14

Can E-Commerce Provide a

Sustainable Low Cost Option?

Challenges Opportunities

Replacing physical assets

with digital assets

Leveraging digital entry

barrier to obtain greater

bargaining power with suppliers

Cross-subsidising product

sale with earnings from

digital assets

Last mile delivery cost

Customer acquisition cost

Technology cost

© Bluebeaks Solutions Sunday, September 04, 2016 15

Can E-Commerce Provide

Convenience with Dependability?

Challenges Opportunities

“avi g usto e s’ ti e, fuel, hassles, etc.

Empowering customers

with digital discovery,

research and

experience facilitating

smarter buying decision

I a ility to p ovide all 5 se se shoppi g

experience

Inability to provide

eigh ou hood a uai ta e

confidence

© Bluebeaks Solutions Sunday, September 04, 2016 16

Can E-Commerce Provide

Choice with Timeliness?

Challenges Opportunities

Fulfilment

predictability

and time

Servicing the

lo g tail demand

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Thank You!

Sunday, September 04, 2016 17