1. e-Commerce Forum Merchandising in Today’s Environment
December 5, 2017
CONFIDENTIAL

2. 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

3. 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

4. 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

5. 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

6. 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

7. 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

8. “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

9. 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

10. “ In Line ”

11. “ SMU ”
Special Make Up

12. “ DEVELOPMENT ”
Heart

13. “ PRODUCTION ”
Brain