Unraveling technologyspeak

October 2012

Steve Hallam

Partner, Deloitte Digital

What is hype versus real enabling capability that can be harnessed today?

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From ‘Industrial’ to ‘Digital’ to ‘Post digital’

Organization

Channel

Market approach

Customer type

Market condition

Industrial

• Specialization• Process-focused

• Single channel

• Plan basedreplenishment

• Un-informed• Homogenous

• Brand and supply driven

Digital

• Functional model• IT-focused

• Multi-channel

• Transaction based replenishment

• Informed• Segmented

• Brand and customer access driven

Post digital

• Interdisciplinary• Collaboration-focused

• Omni-channel

• Intention based replenishment

• Connected• Personalized

• Customer and social network driven

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© 2011 Deloitte Touche Tohmatsu6

The store of the future…

Point of Sale

Connectivity

Staffing Model

Talent Development

Multiple Shopping Channels

Footprint

Product Information

Retailers Differentiation

Bricks & Mortar role

Store 1.0 Store 2.0 Store 3.0

Early 20th Century

• Cash register

• Pony Express

• Shopkeeper & family

• Who has time to develop talent?

• What’s a channel?

• Size 10 ½

• Read the label

• Location

• The only option

Late 20th Century

• Handheld line busting support

• T1 backbone & wifi support

• Staff to support workload

• Hire, hope to retain, hire again

• Multichannel

• Bigger is better!

• Online research

• Product & Service

• Competitor to online channel

Early 21st Century

• Mobile POS• Whole floor is the POS

• Store is web enabled with wifi• 4g connectivity, cloud apps

• Staff to support customer experience

• Engage, train, develop & promote

• Omni-channel• In-store fulfillment of online

• On demand• Personalised

• Customised & aggregated • Pull rather than push

• Customer Experience

• Critical to brand fulfilment• Integrated to other channels

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eCommerce: Hype or real?

Critical Mass• Product search• User Experience• Social presence

On The Verge• Mobile shopping• Marketplace offering• Personalisation• Crowd sourcing

The Next Wave• Social engagement• Actionable analytics• Fan sourcing• Consumerisation of B2B

Next Wave

On The Verge Critical Mass

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Omni-channel: Hype or real?

Demonstrated Winners• Cross-channel inventory visibility• Cross-channel order fulfilment

Emerging Stars• Mobile equipped store associates• Companion apps• Digital content linked to

store inventory• Mobile POS• Clienteling

The Rookies• Store as a showroom• Geo-fencing• Social media analytics• The end of money

The Rookies

Emerging Stars Demonstrated Winners

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ThanksAny questions?

Steve Hallam

Partner

sthallam@deloitte.com.au

Phone: 03 9671 6544

Mobile: 0412 922 723

@sahallam

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