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e-Commerce Forum Merchandising in Today’s Environment
December 5, 2017 CONFIDENTIAL
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Golden Age of the Consumer
Demand for price and quality transparency along with wider range of convenience and options will continue to drive many industry changes Two seasons/year now only a dream. Industry norm is now 4 or 5 seasons with a new drop each month Fast Fashion (ZARA, H&M, UniGlo) impacted retail thinking but e-Commerce the market disruptor More styles, smaller volume/style, more samples but compression of time in production
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Marketing Challenges Sameness – Limited creativity, “follow the leader” mentality Discounting – With so much “sameness” the only way to entice the shopper is with “deals” Death by Discount
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Many Losers but Also Winners
Losers – traditional brick & mortar - many (most?) department stores; large specialty retailers Winners – e-Commerce (Amazon, Alibaba); Creative “new comers” that bring “newness”, think “outside the box” - Shinola, Bonobos Companies that push the barrier in innovation – adidas with 3D Printing, Tianyuan with robot driven automation for t-shirts (one every 22 seconds), Winds with eco-friendly yarns
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Solid Drivers of Success
Behavioral understanding - Building a greater understanding and stronger connection to empowered consumers Adopting Innovation – early decisions and investments in game-changing technologies Welcoming a “partnership mindset” – Incorporating this as part of a growth (and survival) strategy – this includes private and government partnerships Last mile Delivery is here to stay Data analytics can accelerate understanding
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Thoughts to Consider “A focus on tranformative change is essential, we have tried incremental change for 15 years and it doesn’t work” – Paul Charron “Change is a door that can only be opened from the insider” – Tom Peters “It is not the strongest of the species that survives, nor the most intelligent, but the one most responsive to change” – Charles Darwin “You must be the change you wish to see in the world” – Gandhi “It is not wise to leap a chasm in two bounds” – Chinese proverb
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Speed to Market is essential for e-Commerce Execution
A Renewed Mantra Make what is selling instead of Selling what has been made Speed to Market is essential for e-Commerce Execution 4/12/17 CONFIDENTIAL
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“It’s not the big that eat the small …
“It’s not the big that eat the small …. It’s the fast that eat the slow” “To make it clear …. quick thinking and fast action has replaced size as a competitive advantage.” Jason Jennings & Laurence Haughton 4/12/17 CONFIDENTIAL
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Merchandising Panel Don Young, Founder/President, Merchant Coterie
Mercedes Gonzalez, Founder/Director, Global Purchasing Group Simone Ross, VP Setlog, former executive Victorinox and Hugo Boss Colin Israel – Founder/President Black Ink Strategy; former executive Alpha Industries; Black Diamond, Volcom Moderator - Walter Wilhelm – Chairman WWA Advisors
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“ In Line ”
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“ SMU ” Special Make Up
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“ DEVELOPMENT ” Heart
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“ PRODUCTION ” Brain
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