Getting the Retail Business Case Right. Larry Arnstein, PhD Sr. Director, Business Development Impinj, Inc.

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2 Getting the Retail Business Case Right Larry Arnstein, PhD Sr. Director, Business Development Impinj, Inc.

3 Retailing is a game of chance

4 RFID in Apparel Taking Off Tag Volume (millions) Year Source: IDTechEx

5 1. Price & size optimization Deb Weinswig s Top 3 Retail Trends 2. Item level RFID 3. Seamless Peter Longo, President of Macy s Logistics and Distribution: Retailers are running multi- their business on fundamentally corrupt data Our 900 stores have to function like our few e-commerce fulfillment centers Nothing has the power to transform our business like RFID channel

6 RFID Is Transformational STORE OPS & CUSTOMER SERVICE SUPPLY CHAIN LOSS PREVENTION Advanced Shopping Experience Seamless Multi-Channel Optimization Inventory Management Desegregation Cycle Counting Pick & Pack Verification Situational Security Conditional Alarming & Video Indexing Perimeter Security

7 What you think you have What you see 30x30 30x31 31x31 32x31 32x32 Inventory Management What you actually have

8 1. Get a guitar So you want to be a rock & roll star 2. Learn how to play Source: The Byrds

9 So you want to get visibility 1. Apply & encode tags at the source 2. Read them in the store

10 So you want to get visibility Apply Understand tags at and the validate source your business case 2. Read tags in the store

11 Making your business case Performance Inventory Accuracy Revenue Operations Wages Tag Cost Count Frequency Count Rate AUR & Gross Margin? Net Profit

12

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14 Store Performance Simulator Merchandising Products Shoppers Operations Count Frequency Count Speed Count Accuracy Transition Gate Loss Rate Re-stock Frequency Re-order Frequency Shipping Time Performance Revenue Inventory Accuracy Fulfillment On Shelf Availability Avoidable Out of Stock Turnover Incremental Profit Finance AUR GM Wages Tagging Cost

15 Merchandising Size Assortment per Style 25 Styles Size Assortment per Style Stock Room 20 Sizes Selling Floor Demand Distribution 500 SKUs ~60 Shoppers per day

16 Jeans Department Results RFID Manual

17 Jeans Department Results Baseline RFID Net Change COGS $ 653,480 $ 690,220 $ (36,740) Tag Cost $ - $ 3,106 $ (3,106) Labor Cost $ 2,712 $ 624 $ 2,088 Carrying Cost $ 16,629 $ 16,537 $ 92 Total Variable Cost $ 672,820 $ 710,490 $ (37,670) Revenue $ 1,257,760 $ 1,326,720 $ 68,960 Turns Added Profit ($) $ 31,290 Added Profit (% of baseline revenue) 2.5%

18 Baseline Manual Add 25% More Inventory Add RFID Add Inventory and RFID Inventory Accuracy On-shelf Availability 64% 60% 96% 95% 91% 93% 97% 97% Turns Fulfillment 85% 88% 90% 92% Avoidable OOS 3,671 3,522 1,826 2,057 Incremental Profit Baseline points points points

19 Adding merchandise Risks overstock Creates clutter Degrades economics RFID Always fits on the shelf Opens door to other benefits Inventory visibility drives sales when merchandising gets it right

20 Peter Longo President of Macy s Logistics and Trend: Price, markdown Distribution: and size optimization [Retailers] are running their business on fundamentally corrupt data

21 "you can't fix what you don't measure" QTY Merchandising Plan Actual Demand Execution (On Shelf) XS S M L XL XXL XS S M L XL XXL XS S M L XL XXL XS S M L XL XXL Style A Style B Style C Style D Markdowns & Stock-outs Merchandising? Store Operations?

22 Peter Longo President of Macy s Logistics and Trend: Seamless Distribution: Multi-channel Our 900 stores have to function like our few e- commerce fulfillment centers

23 Seamless Multi-channel Database Says Belief Behavior Style A, Small 2 Style A, Med Style A, Large Don t search Don t Recommend Turn away mobile/online Search Recommend Offer online Inventory accuracy 64% à 96%

24 What-if? 50% more back stock Without RFID: 20 point LOSS With RFID: 200 point GAIN Overnight supply chain 1/3 less back stock Without RFID: 121 point GAIN With RFID: 215 point GAIN RFID read reliability Add 2% error à 71 point LOSS or 4x tag cost

25 Leverage our Investment Determine what RFID means for your business Design a good pilot Elevate data driven retailing Tagged Inventory Fixed Readers Handheld Readers

26 So you want to get visibility 1. Apply & encode tags at the source 2. Read them in the store

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