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© Clavis Technology Ltd – 2013 G ROW YOUR S ALES THROUGH THE O NLINE C HANNEL WITH E C OMMERCE I NTELLIGENCE Clavis Technology March 12 th, pm EST
© Clavis Technology Ltd – 2013 T HE CHANGING NATURE OF RETAIL WITH THE RISE OF O NLINE
3 © Clavis Technology Ltd – 2013
4 Demand Research Feedback Fulfilment Purchase Evaluate
5 © Clavis Technology Ltd – 2013 RetailNext, Forrester
6 © Clavis Technology Ltd – 2013 Global - Ecommerce Sales Topped $1 Trillion for First Time in CPG online increasing 25–30% annually to $32 billion in % of households purchased groceries online in the past three months. Global - Ecommerce Sales will Grow 18.3% to $1.298 trillion worldwide in Average Online basket - $80 vs $30 Sources (1)e-Marketer (2) Nielsen
© Clavis Technology Ltd – 2013 O NLINE I MPACTS Y OUR T OP L INE
© Clavis Technology Ltd – In-Store Sales GrowthOnline Sales GrowthTop line Growth Supplier A2%30%4.2% Supplier B2%10%2.6% Source: Sainsburys (UK top 4 grocery retailer) – Online makes a big difference Suppliers that focus on e-Commerce see very significant top line growth
9 © Clavis Technology Ltd – 2013 Sainsbury's - UK big 4 Grocery Retailer Two suppliers, 9 Months - Q1-Q In-store Sales Growth Online Sales Growth Total Sales Growth Supplier B - Average online performer 2% 10% 2.60% Supplier A - Top online performer 2% 30% 4.20% [company name] Revenue 2012 (USD Million)$1,000.00m * Source: [revenue source] Current Online Store sales % of total revenue3% Four-Year Cumulative Total [company name] eCommerce sales 10% Online growth$30m$33m$36m$40m$44m [company name] eCommerce sales 30% Online growth$30m$39m$51m$66m$86m$241m Value in Revenue Growth A vs B USD (million)$6m$14m$26m$42m
© Clavis Technology Ltd – 2013 M AXIMIZE THE O NLINE S TORE O PPORTUNITY
© Clavis Technology Ltd – Promotion Compliance Promotion Compliance Product Assortment Placement On-Shelf- Availability Pricing Pack Information
12 © Clavis Technology Ltd – 2013
13 © Clavis Technology Ltd – 2013 Demand Research Feedback Fulfilment Purchase Evaluate Promotions Right place/time Promotions Right place/time Top 5/10? Feedback Consistency across chain No Barrier to Sale? Reviews / Assortment Online Store
14 © Clavis Technology Ltd – 2013 Grow Online Sales by 15-30% with optimized Assortment, positive First Moment of Truth (product available, with the right information and in a very visible aisle) & Compliance to Promotions Uncover issues with your Brands identity. e.g., wrong/out of date images & product specific naming/branding issues Ensure compliance to national & international regulations. e.g. EU Food Information Regulation
© Clavis Technology Ltd –
© Clavis Technology Ltd – 2013 W HERE TO START
© Clavis Technology Ltd – Start with 3-5 Online Stores in one geography Focus initially on the basics, e.g., – 100% of products have an Image – Consumer friendly descriptions – Eliminate out of stocks – Full and clear product details Deploy to several key brands/categories and reapply – set clear targets for the organization Share with e-tailers, fix broken work processes, grow business together SCALE – by Online Stores, Markets and Metrics
© Clavis Technology Ltd – Retail landscape is changing as never before eCommerce will have a significant impact on your Top Line Opportunity to audit and optimize the online channel to: Contact Clavis Technology Today to get your Online Store Program Started Today: e: t: North America T: EMEA
Trade Promotion Management Study Summary Charts
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