Current Trends and Key Factors That Drive Global E-commerce and O2O Success

What  I  am  not  going    to  talk  about  

     Culture      Localiza6on      Brand  

Company  

Does  your  company  culture  spark  crea6vity  and  openness?  

+   +  Limited  to  2  hours  to  spend  raising  money  

30  Minutes  to  present  to  the  class  of  50  

MBA  Students  

WiNNER  is  the  group  that  makes  the  most  money  

$96  

$460  

$6,500  

Key  Factor  #1:  Create  a  company  culture  of  open  innova6on.    

     Culture      Localiza6on      Brand  

Company  

       

Key  Factor  #  2:  Localiza6on  

Source:  Forrester,  2014  

Source:  PayPal  Spice  Routes  Study,  2013  

External  factor  1:    Size  of  Overall  Market    

External  factor  1:    Size  of  Overall  Market    

180B  

8B  

External  factor  1:    Size  of  Overall  Market    

Source:  Forrester,  How  e-­‐Commerce  Markets  Evolve  

External  factor  2:    E-­‐commerce  readiness    

Source:  Forrester,  How  e-­‐Commerce  Markets  Evolve  

External  factor  2:    E-­‐commerce  readiness    

External  factor  3:    Size  of  Addressable  Market      

External  factor  4:    Ease  of  Market  Entry      

Key  Factor  #  2:  Localiza6on  

Source:  Forrester,  2014  

Merchant  

Payments:  contracts  –  technical  integra6on  –  repor6ng  –  fraud  –  repatria6on  –  dispute  management  40+  connec6ons  or  work  with  a  few  KONWLEDGEABLE  providers    

Language  –  Customer  Service  –  Fulfillment  endless  connec6ons  and  people  

Local Solutions

Gap’s  site  in  Japan  offers  XXXS  to  M  sizes  on  this  shirt.  

For  the  same  shirt  on  the  US  site,  Gap  offers  XS  to  XXL  sizes.  

Source:  March  18,  2014,  “The  Five  Key  Success  Factors  Of  A  Global  eBusiness”  Forrester  report    

 

Local Merchandising

Source:  March  18,  2014,  “The  Five  Key  Success  Factors  Of  A  Global  eBusiness”  Forrester  report    

Clarins  adverFses  whitening  products  in  Japan  

…And  tanning  products  in  Spain  

     Culture      Localiza6on      Brand  

Company  

Key  Factor  #  3:  Brand  

A  new  era…  

Source:  May  2,  2014,  “Lessons  In  Leading  The  Digital  Business  Revolu6on”  Forrester  report  

Brand  Driven  O2O  

Brand  Driven  O2O  

Brand  Driven  O2O  

All  the  coolest  gadgets  and  tech  and  coupons  and  whatever  else  in  the  world  

Brand  

Store  

In  Summary:    1.  Companies  with  a  culture  of  open  innova6on  have  

a  much  becer  chance  to  succeed  globally.  

2.  Companies  need  to  pay  acen6on  to  external  factors  before  selling  into  a  country.    

3.  Most  companies  in  the  world  don’t  have  the  resources  or  exper6se  to  succeed  globally  (locally).    They  need  to  rely  on  others.  

4.  Invest  in  your  brand  iden6ty  and  stay  true  to  your  ‘why’.  

Contact Details

Carl Miller - Managing Director Global Retail Insights Network (GRIN) carl@thegrinlabs.com +1-415-420-6688 Skype: globalcarl www.thegrinlabs.com