http://www.ianjindal.com/breakfast-briefing-clearwater-corporate-finance/ Presentation to Clearwater's contacts - investors and entrepreneurs - at a breakfast briefing on ecommerce and retail.

1. “What makes a successful online business”
Clearwater Corporate Finance - breakfast seminar: September 2008
www.ianjindal.com

2. Today

3. • Retail context
• Sustainable
competitive position
• Cross-channel
• Service
• Then get complex
Today

4. • 40% up at £13bn
• 65% online, of
which 90% on
broadband
• Rising tide floats
all boats?
• 99% pregnant?
• Christmas day
sales - 4.4m
customers online.
Donuts: there’s no “middle” in ecommerce

5. 3 sustainable competitive positions..

6. • Customer
Product – segment
– needs
– access
Operations
• Product
– exclusivity
– access
– knowledge
• Operations
Customer – efficiency
– effectiveness
– service
3 sustainable competitive positions..

7. Reassessing Retail

8. • “Retaillier” - Slice
& Dice, focus on
customer - tailor-
made.
• Heart of retail is
– close to customer
– responsive
– service
• New brands -
based on what
you DO not what
you say.
• Price & product:
make old retailers
into wholesalers
Reassessing Retail

9. Cross-channel experience

10. Service

11. Not covered... so much - but build on a focused
foundation of service

12. Commercial Challenges

13. • Ruthless
customer and/
or price focus
• Action, not just
words: say
what you do,
do what you
say, repeat.
• Think ‘retail’!
• Then guild the
lilly.
Commercial Challenges

14. Thank you.
www.ianjindal.com