I V A N N I K K H O O

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2 I N T RODUCTION I V A N N I K K H O O 2

3 I N T RODUCTION I V A N N I K K H O O 3

4 W h a t i s E - C o m m e r c e? ˈēˌkämərs/ Noun: ecommerce commercial transactions conducted electronically on the Internet. Buying and selling of products or services over the Internet, via any device 4

5 E v o l u t i o n o f B u s i n e s s M o d e l s Traditional E-retailing C2C Marketplace Flash Sales Group Buying/Coupons Subscriptions New Business Model Copycats Apply to Different Categories Apply Innovative Marketing Strategy Aggregator N/A N/A N/A 5

6 C u r r e n t S t a t e o f t h e M a r ke t National 5.8% of total retail sales in 2013 Expected to reach 10.3% of total retail sales by US 2013 e-commerce sales were $263.3 billion, increase of 16.9% from 2012, total retail sales reached $4.5 trillion, increasing 4.2% from Amazon has outperformed the E-Commerce industry over the past 5 years, increasing its US market share from 6.8% in 2008 to 16.1% in In 2013, mobile accounted for 20% of E-Commerce sales. International Global E-Commerce sales hit $1.25 trillion in 2013 and is expected to increase 20.1% to reach $1.50 trillion in In 2014, consumers in Asia-Pacific expected to spend more on E-Commerce than North America for the first time. China s E-Commerce sales are expected to grow 64% in Chinese shoppers are expected to spend nearly twice as much online as US shoppers by % of Chinese retail sales will be conducted online by Europe s E-Commerce sales reached $358.4 billion in 2013, an increase of 12.6% from

7 C o m p e t i t i v e L a n d s c a p e National Market Leaders International Market Leaders The Samwer Brothers Challengers Challengers 7

8 C a t e g o r i e s Consumables Products Services Rentals Entertainment 8

9 M o n e t i z a t i o n M e c h a n i s m s One Time Purchases Flash Sales Subscription Curated Commerce 9

10 M o n e t i z a t i o n M e c h a n i s m s 10

11 K e y R e v e n u e P a r a m e t e r s Market Focused Customer Focused Target Market Growth Conversion Rates Size of Customer Base Total Addressable Market Target Demographics Growth of Customer Base Scale & Scope of Competition Brand Creation Gross Margin and GM Trends Revenue Growth Per Period Upsell and Cross Sell Opportunities Monthly Unique Visitors Frequency of Purchases Average Basket Size Revenue Per Client Per Period Lifetime Value of a Customer Engagement Rates 11

12 K e y C o s t P a r a m e t e r s Operations Market Inventory Turnover Returns Gross Margin Shipping and Freight Consumable vs. Non- Consumable Vertical Integration Strategic Partnerships Barriers to Entry Customer Marketing Customer Service Churn CRM CAC Tech Platform Advertising Costs Social Media Engagement Public Relations 12

13 Tr a f f i c G e n e r a t i o n Organic vs. Bought Direct Response Traditional Social Optimization Retargeting Advertising 13

14 Conversion M a n a g i n g t h e F u n n e l Awareness Campaigns Branding Content Creation Organic Paid Search Advertorial Target Market Visitors Leads Selection Intent Preference Purchase Referrals Shopping Cart Creation Payment Processing Loyalty 14

15 C u s t o m e r R e t e n t i o n Engagement Social Sharing and Referrals Social Commerce Apps Loyalty Programs Influencers Customization Curation Personalization Personal Outreach Marketing Newsletters Blogs Retargeting Customer Service Call Centers Online Help Surveys 15

16 S o c i a l C o m m e r c e Online retail models that incorporate established social networks or peer-to-peer communication to drive sales. The highest average order value driven by Polyvore, which converts mainly fashion focused consumers. Pinterest has taken over as the leader in Social Website Integration, with the Pin It button appearing on 62% of retailers sites. Facebook drove about 85% of all orders from social media in Q a YOY increase of 129%. 16

17 Tools & Partners Affiliate Marketing B2B SaaS tools Channel Partnerships Digital Marketing Retailer Product Data Orders Marketplaces 17

18 I n t e r n a t i o n a l E x p a n s i o n Localization Currency Payments Credit Returns Shipping/ Customs 18

19 M o b i l e C o m m e r c e In Q4 2013, Mobile sales increased 46% YOY, accounting for 20% of all digital sales. M-Commerce is expected to represent 27.2% of E-Commerce sales in By 2018, M-Commerce is expected to represent 46.6% of E-Commerce sales. Apple ios generated 5 times as much online sales and double the web traffic compared to Android in Q Amazon dominates the M-Commerce space as 53% of smartphone users in October 2013 shopped on Amazon. 19

20 R e t a i l I n t e g r a t i o n 20

21 M a r ke t Tr e n d s Traditional Commerce E-Commerce Disintermediation Emerging Markets Same Day Delivery 21

22 M a r ke t Tr e n d s Mobile Commerce Mobile Commerce is expected to be nearly half of e-commerce by Personalized and Curated Commerce 40% of consumers say they prefer buying from retailers that cater to their preferences. 22

23 F i n a n c i a l Tr e n d s M&A Cap Raises IPOs Undisclosed December 2013 $157 Million March 2014 TBD Estimated Q Undisclosed December 2013 $800 million September 2013 Undisclosed August 2013 $75 Million March 2014 $7 Million March 2014 $10 Million March 2014 $80 Million January 2014 $170 Million Filed March 2014 $15 Billion Filed March 2014 $500 Million Filed March 2014 $1.5 Billion Filed January 2014 $94 million June 2013 $41 Million October 2013 $253 Million November

24 K e y I m p a c t s Supply Chain Management & Fulfillment Impact on Retail and Real Estate Window Shopping and Show-rooming Payment Challenges Omni Channel Commerce Vertically Integrated Commerce Demographic Shifts M-commerce Growth Increased Online Spending 24

25 T h a n k Yo u 25