The document discusses trends in global e-commerce. It begins by showing data on the rapid revenue growth of Amazon, Zalando, Zooplus, and Wayfair. It notes that while Amazon is large, retailers don't need to beat it but rather can focus on outperforming traditional offline retailers. The document also discusses how Amazon generates revenue through its marketplace, AWS cloud services, and Prime membership program. It outlines different strategies for retail success, including becoming a disruptor of industries, focusing on specialist categories, and pursuing opportunities in online food markets.

1. JOCHEN KRISCH & SVEN RITTAU
G L O B A L E - C O M M E R C E I N S I G H T S 2 0 1 8
O M R M a s t e r c l a s s

2. I ) It’s happening…
JOCHEN KRISCH & SVEN RITTAU
II ) Amazon is spooky but…
AGENDA
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III ) Multiple ways to retail success!

3. I ) It’s happening…
JOCHEN KRISCH & SVEN RITTAU
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4. „It’s still day 1!“
AMAZON
JOCHEN KRISCH & SVEN RITTAU
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5. 19 25 34
48
61
74
89
107
136
178
2008 2009 2010 2011 2012 2013 2014 2015 2016 2017
AMAZON
CAGR 28,1%
9,3x
JOCHEN KRISCH & SVEN RITTAU
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Quelle: excitingcommerce.de
Net Revenues
bn USD

6. JOCHEN KRISCH & SVEN RITTAU
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7. 150
510
1,159
1,762
2,214
2,958
3,639
4,489
2010 2011 2012 2013 2014 2015 2016 2017
Net Revenues
m EUR
ZALANDO
29,9x
CAGR 62,5%
JOCHEN KRISCH & SVEN RITTAU
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Quelle: excitingcommerce.de

8. 53 80 123 178 245
319
407
543
711
909
1,125
2007 2008 2009 2010 2011 2012 2013 2014 2015 2016 2017
Net Revenues
m EUR
ZOOPLUS
CAGR 40,4%
21,2x
JOCHEN KRISCH & SVEN RITTAU
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Quelle: excitingcommerce.de

9. 380 500 601
916
1,318
2,249
3,380
4,720
2010 2011 2012 2013 2014 2015 2016 2017
Net Revenues
m USD
WAYFAIR
CAGR 43,3%
12,4x
JOCHEN KRISCH & SVEN RITTAU
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Quelle: excitingcommerce.de

10. 227 692
1,698
3,758
6,393
8,501
10,778
2011 2012 2013 2014 2015 2016 2017
Net Revenues
m USD
VIPShop
CAGR 90,3%
47,5x
JOCHEN KRISCH & SVEN RITTAU
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Quelle: excitingcommerce.de

11. Only public e-commerce
companies with a +20%
growth rate
Category leaders
Ideally founders-led
Plus: selective e-
commerce holdings
GLORE25: THE GLOBAL ONLINE RETAIL FUND
JOCHEN KRISCH & SVEN RITTAU
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12. GLORE25: #A14N9A
JOCHEN KRISCH & SVEN RITTAU
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13. II ) Amazon is spooky but …
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14. JOCHEN KRISCH & SVEN RITTAU
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15. JOCHEN KRISCH & SVEN RITTAU
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„You don’t have to beat amazon.
Just outperform the old school
offline retail competition!“
The K5 Mantra

16. JOCHEN KRISCH & SVEN RITTAU
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0
5
10
15
20
IPO +1 +2 +3 +4 +5 +6 +7 +8 +9 +10 +11 +12 +13 +14 +15 +16
ZARA/Inditex (IPO 1999) Zalando Net Sales (IPO 2014)
Zalando GMV (IPO 2014)
Quelle: excitingcommerce.de

17. JOCHEN KRISCH & SVEN RITTAU
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0
1000
2000
3000
4000
5000
2009 2010 2011 2012 2013 2014 2015 2016 2017
Deichmann (in Mio. €) Zalando (in Mio. €)
Quelle: excitingcommerce.de

18. JOCHEN KRISCH & SVEN RITTAU
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0
200
400
600
800
1000
1200
1400
1600
1800
2000
2002 2004 2006 2008 2010 2012 2014 2016
Fressnapf (Brutto-Gesamtumsatz)
Zooplus AG (Netto-Handelsumsatz)
Zooplus (D, Netto Handelsumsatz)
Fresnapf (Online, Bruttoumsatz)
Quelle: excitingcommerce.de

19. LOGISTICS &
DELIVERY
Amazon - a propulsive force beyond retail
RETAIL
CONSUMER
TECHNOLOGY
CLOUD
COMPUTING
MEDIA &
ENTERTAINMENT
WHAT’S NEXT ???
JOCHEN KRISCH & SVEN RITTAU
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20. JOCHEN KRISCH & SVEN RITTAU
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Amazon is still based on three pillars

21. 2004 2005 2006 2008 2013 2014 20172000
Marketplace: 32 bn
AWS: 18 bn
Prime: 10 bn
AMAZON
JOCHEN KRISCH & SVEN RITTAU
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go

22. JOCHEN KRISCH & SVEN RITTAU
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23. JOCHEN KRISCH & SVEN RITTAU
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Free Shipping
Unlimited Photo Storage Video Streaming
Free Ebooks
Amazon Music
Free Audiobooks Discount Whole Foods
Free Restaurant Delivery

24. JOCHEN KRISCH & SVEN RITTAU
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“Winning a golden globe helps us
sell more shoes and it does that
in a very direct way“

25. JOCHEN KRISCH & SVEN RITTAU
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ACTA Studie
3% 8%
15%
17%
22%
35%50 und mehr Käufe
20 bis 49 Käufe
10 bis 19 Käufe
5 bis 9 Käufe
1 bis 4 Käufe
kaufen nicht online ein
2% 7%
14%
16%
24%
37%
20162015
Quelle: ACTA/Allensbach

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28. III ) Multiple ways to retail success!
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29. a) Disruptors
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35. JOCHEN KRISCH & SVEN RITTAU
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36. b) Specialists
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40. c) The Food Market Potential
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What’s next?
“Companies built around customers
(not products)”

46. JOCHEN KRISCH & SVEN RITTAU
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PLATFORM
PLAYERS
ONLINE
RETAILERS
MARKETPLACE
STRATEGIES
VERTICAL
BRANDS
SHOPPING
EXPERIENCE