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The Journey to RemarkableReimagining Retail in the Age of Amazon & Digital Disruption

Steve DennisPresident, SageBerry Consulting

Forbes Senior Retail Contributor

Unprecedented number of store closings

Source: Fung Global Retail Tech

8139

5524

8201

2017 2018 2019YTD+

Record bankruptcies

Iconic retailers are struggling

It’s the end of the mall as we know it

Today1998

Topretailersover theyears

Five Critical TruthsAnd One Big Lie

Truth #1:

It’s the end of scarcity

Truth #2: Good enough no longer is.

Truth #3:

We no longer go online.

We live online.We live online.

Truth #4:The customeris the channel

Truth #5: The middle is collapsing

Source: Deloitte, “The Great Retail Bifurcation”

37%

2%

81%

0%

30%

60%

90%

5 Yr Revenue Growth

PRICE Balanced Premier-125

-25

75

175

275

Net Store Openings(Data from 2015-2017 when available)

PRICE Balanced Premier

The middle is collapsing

The Big LIe

US Retail Sales by Segment$ in Billions

2018 2019 % change% of total

2019 spending

% of 2019 growth

contribution

Brick-and-mortar $4,827.09 $4,984.12 2.0% 89.1% 55%

Ecommerce $525.69 $605.30 15.1% 10.9% 45%

- Desktop $317.55 $334.92 5.5% 6.1% 10%

- Mobile $208.13 %270.38 29.9% 4.9% 35%

Total $5,352.78 $5,529.42 3.3% 100.0% 100%

Physical retail is clearly not going away

Source: eMarketer, October 2018

Physical retail is clearly notgoing away

Source: Fung Global Retail Tech

4231

30833446

2017 2018 2019YTD+

Physical retail isn’t dead

But boringretail is.

Retail stands at a precipice

So what choice willwe make?

Choose remarkable

The 8 Essentials OfRemarkable Retail

Digitally-enabled

Human-centered

HarmonizedMemorable

MobileConnected

Personal

Radical

Harmonized

Web-influenced retail sales are nearly 3X larger than online sales

Source: Forrester Research

0

200

400

600

800

1000

1200

1400

1600

2016 2017 2018 2019 2020

Online sales Web-influenced in-store sales

$ Millions

Harmonized: One brand, many channels

Memorable

Be unique

Be intensely relevant

Be authentic

Amplify the “wow”

Radical

I F F A I L U R E I S N O T

AN OPTION,T H E N N E I T H E R I S

SUCCESSS E T H G O D I N

T E S T A N D L E A R N .

CULTURE OF EXPERIMENTATION

T H E B E S T T I M E T O

PLANTA T R E E W A S 2 0 Y E A R S A G O .

T H E S E C O N D B E S T T I M E I S

NOW- C H I N E S E P R O V E R B

steve@sageberryconsulting.comwww.stevenpdennis.com

REMARKABLE RETAIL:How to Win--and Keep--Customers in the Age of Amazon & Digital Disruption (Spring 2020)