New Channels = New B2B Challenges: Connecting with Consumers in an Omnichannel … ·...
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New Channels = New B2B Challenges: Connecting with Consumers in an Omnichannel World
Transcript of New Channels = New B2B Challenges: Connecting with Consumers in an Omnichannel … ·...
New Channels = New B2B Challenges: Connecting with Consumers in an
Omnichannel World
© GXS
Today’s Speaker
Melanie Nuce Director of Retail Industry Marketing
GXS
Monitors and measures industry trends and uses this important
input to define GXS’s vision and strategy for both the retail and
consumer products verticals
Serves as a retail thought leader at industry conferences, global
and national standards meetings, and through her B2B Retail
blog and speaking engagements
Active in the ongoing development of e-commerce standards
and best practice guidelines through participation in
organisations such as GS1 and VICS
Over 19 years experience in B2B, employed by and a
consultant to various manufacturers, retail suppliers and
technology solution providers
Holds a B.A., Professional Studies, Marketing from Bethany
University
Lives Denver, Colorado, is an avid traveler, short distance
runner, owner of a 3-year old Boxer, and the proud mom of a
Lance Corporal in the United States Marine Corps
© GXS
Global Consumer Behaviour
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Tablet Shopping – Couch Commerce
59%: Internet users
in Latin America
who bought online
in the past year
(eMarketer)
12%: online retail
sales growth
forecast for
Europe 2011-2016
(Forrester)
20%: amount of
e-commerce that
will occur across
borders by 2017
(channeladvisor)
13%: online retail sales
growth in Australia
2011 vs. 2010
(Frost & Sullivan)
68%: U.S. smartphone users
purchasing after researching
on their mobile devices
(Ipsos OTX)
16.1%: U.S. online
sales growth in 2011
vs. 7.9% for total retail
(U.S. Commerce Department)
7.3%: U.S. online sales
as a percentage of total
retail in Q12012
(Internet Retailer)
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U.S. Online Retail Sales
February 2012 “U.S. Online Retail Forecast, 2011 To 2016”
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Online Sales Growth by Category
0 5 10 15 20 25 30 35
Hardware/Home improvement
Toys/Hobbies
Automotive parts/Accessories
Apparel/Accessories
Sporting Goods
16.7
17.3
17.5
21.9
30.4
Percentage Growth 2011 vs. 2010 (Europe)
Source: Vertical Web Media
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Channel Evolution and Emergence
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Channel Strategies
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Omnichannel Retailing
Research Buy Return
Warehouse Shipping Customisation
Catalogue Store Web Tablet Phone Marketplace
On Demand
3rd Party
Fulfilment
Manufacturer
DC
Retailer
DC
Retailer
Store
All via single
channel
All done by
retailer
Each phase via
any channel
mix & match
Numerous
models - varies
by product
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Retailer-Led Online Sales
Consumer places order on
retailer’s e-commerce
website
Retailer uses distributed order
management to dispatch to
fulfilment location
Consumer Retailer
Shopping Site
Picked from local store.
Removes slow moving
“trapped inventory” from
supply chain
Retailer’s distribution
centre receives order and
ships directly to
consumer’s address
3rd party supplier receives
order and drop ships to the
consumer’s address
Shipped from
Supplier
Shipped from
Retail DC
Picked from
Local Store
Shipped to
Local Store
Retailer’s distribution
centre receives order and
ships to store in proximity
of consumer
© GXS
Manufacturer-Led Online Sales
Consumer places order on
manufacturer’s e-commerce
website
Manufacturer captures consumer
data. Uses distributed order
management to dispatch to
fulfilment location
3rd Party website receives
order and drop ships to the
consumer’s address
Local outlet in proximity of
consumer receives order.
In-store pickup or home
delivery
Manufacturer’s distribution
centre receives order and
ships directly to
consumer’s address
Manufacturer
Warehouse
Local Retail
Location
3rd Party Website
Warehouse
Consumer Brand Owner
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Retailer-to-Retailer Data Exchange
Tier 2 Retailers with
Channel Models
Tier 1 Retailers
With Marketplaces
Merchandise
Suppliers
Item Management
Price Management
Order Lead Time
Inventory Update
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Sell Side of Retail
Private Label
Manufacturers
Downstream
Retailers
Product Catalogue
Inventory Position
Point of Sale
Purchase Order
Ship Notice
Invoice
EDI
EDI
“Hub”
Retailer
(as Distributor)
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Organisational Impacts
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B2B Programme Considerations
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Questions?
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Thank You for Your Participation! For More Information…
Contact GXS • Web: www.gxs.eu
• Email: [email protected]
• Phone: +44 (0)1932 776047
• Twitter: @GXS
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