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TRANSCRIPT
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Marketplace MadnessScot WingoCo-Founder and Executive Chairman, ChannelAdvisor3:30pm-4:30pm
1Copyright 2018 ChannelAdvisor
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Welcome!
• Co-founder and Executive Chairman, ChannelAdvisor
• CEO of GetSpiffy – On-demand car wash and detail
• Amazon Ninja
• Podcaster - Jason and Scot Show
§ www.JasonandScot.com
§ 80+ shows and counting….
• Twitter: @scotwingo
• LI: linkedin.com/in/thescotwingo
2Copyright 2018 ChannelAdvisor
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Who is ChannelAdvisor?
Retail & Brand customers worldwide
Global transactionsGlobal employees focused on e-commerce
Our mission is to connect and optimize the world’s commerce.
100+ channels supported worldwide
3
~200Mpackages
Copyright 2018 ChannelAdvisor
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Trusted by Thousands of Retailers and Brands Globally
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Topics:
•What do Consumers Want?
•What is a Marketplace?
• Types of Marketplaces
•Marketplace Pros and Cons
•Case studies: Amazon, Alibaba and Walmart
• Takeaways / next steps
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What Do Consumers Want?
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What Do Consumers Want?
7
We all love to save $!
Selection
The Great Bifurcation
One site/app – lots of items
(aka assortment)
Value Convenience
Trust
Is this lowest price?Will I get it?
Mobile
Great Mobile Experience
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The Marketplace Flywheel
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What is aMarketplace?!
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What is a Third Party Marketplace?
Responsibility Retail (1P) 3P-MP
Merchandising Retailer Seller
Merchant of Record Retailer MPCustomer service Retailer Seller + MP
Ship the product Retailer(or drop ship)
Seller (or FBA)
Pricing Retailer SellerMarketing Retailer MP
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Types of Marketplaces
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Pure Play Marketplace -eBay
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Hybrid Model (1P and 3P)
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App Based
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Hyper-Vertical Focused Marketplace
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Drop Ship Marketplace
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Social Media Based Marketplace
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Chat or Messenger Marketplaces
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Why Should You Care About
Marketplaces?
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Marketplaces Make Up 40%à50%à?? of US E-commerce
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•E-Commerce/DTC training wheels•No need to acquire customers•But do need to develop fulfillment, customer service and merchandising capabilities•Nice on-ramp to DTC•On-ramp to global
Copyright 2018 ChannelAdvisor 22
Marketplace Upside
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MarketplaceDownsides(for Brands)
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•Standard direct-to-consumer challenges:§Channel conflict, pricing
•Higher costs than selling direct•Need to develop fulfillment capabilities•Need to develop customer service skills•Complex inventory management
24
Marketplace Downsides
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Marketplace Case Study:
Amazon
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Amazon Consumed Majority of 2017 Growth
26
Source: Slice Intelligence
Where Did E-Commerce Growth Dollars Go in 2017?
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55% of Product Searches Begin on Amazon
27
44%
34%
21%
55%
28%
16%
0%
10%
20%
30%
40%
50%
60%
Amazon Search Engines Retailers
2015 to 2016 % of Searches
2015 2016
Source: BloomReach
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When + Why Did Amazon > E-Commerce
28
• Bullet 1• Bullet 2• Bullet 3• Bullet 4
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Amazon’s 3P Flywheel
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Amazon Is 2X Bigger Than You Think
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1P vs. 3P Economics
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1P vs. 3P Economics
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Amazon 1P vs. 3P
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Putting it All Together
34
Prod
uct V
olum
e
LOWLow
HIGH
High Amazon Sales Rank
Amazon 1P
Amazon 3P+FBA
Amazon 3P
Total Inventory: 500m items
Prime Eligible: 100m (20%)
1P: 10m / 3P: 400mHead: 4m items
Torso: 47m items
Long Tail:350m items
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Marketplace Case Study:
Alibaba/Tmall
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Alibaba is a Family of Marketplaces
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Alibaba vs. Amazon vs. eBay vs. Walmart
• Alibaba: 80% marketshare in China
• GMV +49% in Q3’17• 488 million active users• $550 billion in GMV (!)• ~80% mobile commerce (549
MAUs)
37
eBay
Amazon
Alibaba
Walmart
Sources: RBC Capital Markets, Forbes, Alibaba
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Alibaba Singles’ Day
38
• Up 32% year/year in 2016• 82% from mobile phone• That’s $15 billion in mobile
commerce in one day!!• 15x Cyber Monday mobile
sales!• $25 billion projected for 2017
Source: Bloomberg
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Marketplace Case Study:
Walmart Marketplace
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40
Walmart Marketplace
• 100 million monthly visitors!• Highest grossing retailer on the planet • 39% of surveyed ChannelAdvisor customers saw Walmart sales
increase by 50% or more. • Requires approval process• While most categories are
a good fit, top categories include:
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41
Walmart Marketplace Example
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A seller should…• Have product that is not already sold on Walmart.com. This will
allow Walmart to add more breadth and depth to its catalog• Proven track record on Amazon or eBay – great seller metrics• Sellers tend to experience success in top categories including sports
& outdoors equipment, home & kitchen, clothing shoes & accessories and health & beauty
42
Walmart Considerations
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TAKEAWAYS
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The Largest Global Marketplaces
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ChannelAdvisor Marketplaces
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1. Marketplaces are set to be a large % of e-commerce over next 2-3 yrs. What if we look like China in 2020?
2. Traditional Marketplaces are one model, Hybrid, 3. Leverage 5-10 marketplaces for maximum exposure4. Every Brand should have a MP strategy both from a
participation perspective and an implementation perspective
5. Start with the ‘big guys’ – eBay and Amazon and then work to verticals and international
6. Think through 1P vs 3P vs Hybrid Strategies
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Key Takeaways
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Hybrid Model – 1P+3P
47
Brand /Manuf.
RetailerHybrid
Consumers
Third-Party (3P)First-Party (1P)Select remaining inventory
Inventory sold directly to Amazon
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Exposure Example
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Thank YOU!
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