Soup to Nuts Retailing

Soup to Nuts Retailng

Peter Cochrane

COCHRANE a s s o c i a t e s

cochrane.org.ukca-global.org

M sopa a las nueces Retail

Thursday, 3 November 2011

What we know for sure !

Lo que sabemos a ciencia cierta !


• The customer experience 1932 - 2010• Customers expect/want more• Pile em high and sell em cheap is not enough• Today there are alternatives on-line!

Fundamentally nothing much has changed!Fundamentalmente no ha cambiado mucho!


• People will pay for quality• They will go for brands• They love good service• But they won’t buy your wine if you don’t have a parking lot!

Customers are looking for convenience...Los clientes buscan la comodidad ...


• Busy people love it• It is a growing market• It is also far more sophisticated than people think• It is a Green Solution

Home deliver services can be made to work...Inicio prestación de servicios puede llegar a funcionar ...


A new opportunity space !

Un espacio de nueva oportunidad!




• There is $$ in data• Even more $$ in meta data

But it all requires even more attention to data...

Hold that thought...

Pero todo requiere una mayor atención a los datos ...

Espere un momento ...Thursday, 3 November 2011

• There is $$ in data• Even more $$ in meta data

But it all requires even more attention to data...

Hold that thought...

Pero todo requiere una mayor atención a los datos ...

Espere un momento ...Thursday, 3 November 2011

• Only technophobes dislike it• The changing demographic will see it grow• In some cases the high street is the showroom for the on-liners• It is another Green Solution

Online is now mainstream and growing...En línea es ahora la corriente principal y en crecimiento


On-line sector is the master of data & metadata...On-line del sector es el amo de los datos y metadatos ...


• They make $$ on both

• The know ever more about us...

• We are happy for them to know

• It is a win - win situation

• This trend will grow in future

On-line sector is the master of data & metadata...On-line del sector es el amo de los datos y metadatos ...


Stop Press !

Dejar de Presionar


John Lewis offers free wifi across all stores...

The chain said it is also now working on an iPhone app aimed at in-store customers, giving access to product reviews and videos

John Lewis ofrece wifi gratuito en todas las tiendas ...


Why ? ¿Ppor Qué

"We know our customers are mobile and want to be connected anywhere, anytime and anyplace”


Why ? ¿Ppor Qué


The MetaData

Los Metadatos


Why ? ¿Ppor Qué


• Who you are• Where you are• Where you have been• What you purchased• What you did not purchase• How often you visit• Who you visit with• Who your friends are• +++++++• Real time advertising• Real time offers

The MetaData

Los Metadatos


Why ? ¿Ppor Qué



The MetaData

Los Metadatos

Does thi

s app

ly to 3G

also

?


Why ? ¿Ppor Qué



The MetaData

Los Metadatos

Does thi

s app

ly to 3G

also

?

Yes !


La proximidad de ventaProximity selling



• A market of one

• On the move

• Real time

• Push and pull

• Dynamic

• Availability driven

• Meta data support



• A market of one

• On the move

• Real time

• Push and pull

• Dynamic



This ch

ange

s ever

ything

!



• A market of one

• On the move

• Real time

• Push and pull

• Dynamic



This ch

ange

s ever

ything

!

It red

efine

s the

mea

ning o

f loyal

ty


Shopping is changing everywhere...

Text

De la compra está cambiando en todas partes ...



Essentials Only

Text




Luxuries Essentials Only

Text



Fun


Luxuries Essentials Only

Text



It really is about the complete experience...

• Part purchase part entertainment• Good brands/green solutions• Perceived quality• Convenience & pleasure !

Realmente se trata de una experiencia completa ...


BUT even the really big hitters are in trouble

NEWS

Las Vegas retail market deterioratesLas Vegas retail market deteriorates as vacancy rate escalated to a new high of 10.5 percent. Almost 200,000 square feet of retail space was returned to the market.....

Pero incluso los bateadores realmente grandes están en problemas


http://www.retail-digital.com/news_archive/news/cb-richard-ellis/las-vegas-retail-market-deteriorates

http://www.retail-digital.com/news_archive/news/cb-richard-ellis/las-vegas-retail-market-deteriorates

To survive and prosper we have to change !

Para sobrevivir y prosperar todos los negocios tienen que cambiar!


"... Puede ser casi imposible, y es generalmente mucho más fácil construir uno nuevo"

“…can be almost impossible, and it is generally far easier to build a new one”

Changing an established business/sector!

Niccolò Machiavelli 1469 - 1527

Cambio de una empresa establecida / del sector!






This is what you have







This is what you haveThis is what you need



...if we continue to do what we have always done...

• ...we will continue to get what we have always got• Others will eat our lunch• Customers will vote with their feet• Turnover and profit will decline.....toward an unpleasant end !


To be absolutely clear !

Para ser absolutamente claro !


• It is driven by technology, need, fad & fashion• It goes way beyond the on-line experience• No sector goes unaffected• Only the form and timing is different !

Change is not an option - it is the only constant!El cambio no es una opción - es la única constante!


• You have to think different - not me too!• Customers have to feel special• Products and service has to be outstanding• In the real world and the virtual

An existence theorem!Un teorema de existencia!


• Staff are there to help you - beyond sales!• It is a hands on experience• Lectures and tutorials by experts• A totally new way of selling



• They create anticipation and excitement!• They generate expectation and loyalty• It is an ‘all embracing’ experience• They were the first - and remain the only company to do this



• It continually improves quality and reduces prices• Seasonality has been banished• But we still see the haves and have nots• Logistics, PoS, and the ecology remain a big concern !

Technology powers a global abundance!Tecnología poderes una abundancia global!


• All markets are global• The customer is always on-line• Meta data is where the money is• Customer expectation is on the up• Quality is augmenting cheap and plentiful• Online threats & opportunities are growing• Pres-used/second hand is becoming fashionable• Discounting is dying - but group buying is growing• Consumers will know ever more product detail• Prosumers will be a disruptive retail force• Selling fewer & better for much more• Production will become more local• Flash sales will overwhelm supply• +++++• Green really is an issue

Some key trends ...Algunas de las tendencias clave ...


So what else is on the cards ?

Entonces, ¿qué otra cosa es en las tarjetas?


• Any platform, OS, Application, fixed and mobile• Socially networked and well connected• Ecologically and fashion aware• An entirely different expectation !

Tech savvi and driven consumers & employees!Savvi tecnología y los consumidores impulsados y empleados!


Social networking

* Read* Watch* Listen* Search* Think* Work* Solve problems* Try products* Find good services* Organise group purchases

Other people:

So I don’t have to !

Redes sociales


Social networking leads to social shopping and consumer leverage taking out the middleman...

Las redes sociales lleva a la compra social y el apalancamiento de los consumidores sacar el intermediario ...


The movie and music felt the impact early...

Mobile phones and music players were the tools

El cine y la música se sintió el impacto temprano ...


Social networking impacts markets quickly...

Music sales with and without social networking

No Social Net With Social Net

Impactos sociales mercados de redes con rapidez ...


Social networking impacts markets quickly...

Music sales with and without social networking

No Social Net With Social Net

Off the scale

Impactos sociales mercados de redes con rapidez ...


You no longer upset one person... ...you upset a community !

Bad news spreads faster and further than good


Creativity, publishing, information is all moving to the edge - it is out of control, open, global, accessible anywhere by anyone...

a creatividad, la publicación, la información es todo movimiento en el borde - que está fuera de control, abierto, global, accesible desde cualquier lugar por cualquier persona ...


~800~700~400~3000 ~1940

BC AD

History and speed of change in trading


~800~700~400~3000 ~1940

BC AD

Atoms Bits



~800~700~400~3000 ~1940

BC AD

~2010

Atoms Bits



~800~700~400~3000 ~1940

BC AD

~2010

Atoms Bits


Hands On Hands Off


~800~700~400~3000 ~1940

BC AD

~2010

Atoms Bits


Hands On Hands OffReal Virtual

<10years


Unequals


Unequals


Unequals


Unequals

Worlds apart - a completely new paradigm!


So what is going to happen in this world?


Incramentalism ?

This really isn’t the next step - it really isn’t !!


Incramentalism ?

The banks/card companies are gearing up to do this !!


If cards go from swipe to contactless...and that is all, then there will be another...


If cards go from swipe to contactless...and that is all, then there will be another...

...only this time it will really hurt!


But the real consumer problem is far bigger!

IDPass

DebitCreditGuidesLoyaltyMedical

LicencesInsurancesInstitutions

Quick NotesMemberships

++++++++++

How many more can you cope with?



IDPass

DebitCreditGuidesLoyaltyMedical

LicencesInsurancesInstitutions

Quick NotesMemberships

++++++++++

Just manage my life for me!







iCards




iCards



So, how about that Meta-Data ?

Así que, ¿qué tal que los meta-datos?


What does it know

about you?

Where you are ?Where you have been ?Where you are likely to be going to ?Who you have met ?Who you are going to meet ?Who you call ?Who calls you ?Who you TXT - IM - Link ?All your contactsAll your urlsAll you passwordsWhat you are doing now ?What have you done in the past ?What games you play ?What apps you use ?What music you listen to ?What you watch ?What you read ?What you buy ?++++++++++


Tagging for life

Chunky technology

PrettyJewellery

Limited information

Cradleto Grave

Data

Chips and tags on and in everythingincluding goods, animals & people

Marcado de por vida


Much of this technology will be extended to other vehicles...


Our logistic systems waste a significant % of the global GDP...


Logistics inefficiency see losses of $2T a year !

Ineficiencia logística ver pérdidas de US $ 2T un año!


Tagging and tracking changes the name of the game !

De marcado y seguimiento de los cambios en el nombre del juego!


Data, admin, dosage, treatment errors kill 1000’s or sees serious disablemnet !De datos, de administración, dosis, errores de tratamiento de matar a 1000 o ve disablemnet en serio!


Modern farming sees tagged crops and animals + vehicles and supplies !La agricultura moderna ve a los cultivos y los animales etiquetados + vehículos y material!


Industrial and personal recycling and reuse could be vastly improved to reduce waste !Reciclaje industrial y personal y la reutilización podría ser ampliamente mejorado para reducir el desperdicio!


Ultimately this is all about sustainability and survivability!

✦Not more for the few✦But sufficient for all

✦Using what is plentiful✦Not fighting over the scarce

✦Creating less waste✦Helping nature not fighting her

✦Living in a way the planet can support

En última instancia, esto es todo acerca de la sostenibilidad y la supervivencia!


Beyond tagging... Más allá de etiquetas ...


And then...


Let's play a mind game !

Vamos a jugar un juego de la mente!


- I see this add- Come to your store- Find the jacket to fit- But wrong colour pants

- Veo que este complemento- ¡Ven a tu tienda- Buscar la chaqueta para adaptarse- Pero los pantalones de color incorrecto


- I see this add- Come to your store- Find the jacket to fit- But wrong colour pants

- Veo que este complemento- ¡Ven a tu tienda- Buscar la chaqueta para adaptarse- Pero los pantalones de color incorrectoNo S

ale !

No hay

venta

!Thursday, 3 November 2011

- With RFID you locate the right pants at another store- You promise to send the same day

- Con la tecnología RFID a localizar los pantalones a la derecha en una tienda de otra- Usted se compromete a enviar el mismo dí


- With RFID you locate the right pants at another store- You promise to send the same day

- Con la tecnología RFID a localizar los pantalones a la derecha en una tienda de otra- Usted se compromete a enviar el mismo dí Sa

le !

Venta

!


So, what else is on the horizon ?

¿Qué otra cosa es en la tienda?


An endless stream of technology!

Una corriente sin fin de la tecnología!Thursday, 3 November 2011

So how about the non-obvious !

Así que, ¿quéel no es obvio?


We can now replicate 3D objects at a distance...


Ultimately we will move from shipping products to shipping designs!

En última instancia, vamos a pasar de envío de productos a los diseños de envío!


Problems to come !

Los problemas por venir!


We understand a lot about the sociology of people, but nothing about the sociology of machines !

Entendemos mucho acerca de la sociología de la gente, pero nada acerca de la sociología de las máquinas!


Creativity and commerce are moving to the edge and this will include machines that will produce and trade

La creatividad y el comercio se están moviendo hacia el borde, lo cual incluye las máquinas que producen y comercializan


For sure we will have to t h i nk and ope ra t e differently to leverage the technology...

P o r s u p u e s t o q u e tendremos que piensan y actúan de manera diferente a aprovechar la tecnología ...


All we can see, forecast, guess, is just the tip...!

Todo lo que podemos ver, la previsión, supongo, es sólo la punta ...!


Final Word

REMEMBER

Palabras finales

RECUERDE

The £ $ € is in the ʻMeta Dataʼ Los $ £ € se encuentra en la "Meta Data"


ca-global.orgcochrane.org.uk


1995


Thank You

ca-global.orgcochrane.org.uk


1995

Gracias
