Amazon power block: How to win in retail with Amazon's four pillar playbook

© 2017 BuyerLegends.com / @TheGrok #CCS2017
This is your title Slide
Bryan Eisenberg, Partner, Buyer Legends, LLC
@TheGrok

I. Customer Centricity
II. Culture of Innovation
III.Corporate Agility
IV.Continuous Optimization

… Jeff Bezos, I do think is the most
remarkable businessperson of our
age. To succeed in two different big
businesses in a huge way. I can't think
of another example like it.”
– Warren Buffett, May 9, 2017
“

1994… The Story Begins

There is only one boss.
The customer. And he
can fire everybody in
the company from the
chairman on down,
simply by spending his
money somewhere
else.
- Sam Walton
“

1995… The Story Begins

“
I asked the Eisenbergs to do a study of
our web site… found something we
had to fix immediately… 
We fixed it that night, and saw an
immediate 5% lift in our sales.
Bryan and Jeffrey Eisenberg are #1 in
the online conversion game and there
is no #2.”
- Patrick Byrne, CEO of Overstock.com

22x
3.32% vs. 74%
conversion rate.
What exactly is 22x
better?

The Amazon “Tribe” convert 74% of the time &
spend 3-5x more

Jeff Bezos 
CEO & President amazon.com
“The most important
single thing is to focus
obsessively on the
customer. Our goal is to
be earth’s most
customer-centric
company.”

“
People don't buy what
you do; they buy why
you do it. And what you
do simply proves what
you believe.
- Simon Sinek

100%
80%
60%
40%
20%
0%
Performance of companies
80%
8%
“Delivery gap”
Companies that
believe they Provide
a superior proposition
Companies whose
Customers agree
Source: Bain Customer-Led Growth diagnostic questionnaire, n=362;
Satmetrix Net Promoter database, n = 375

Prioritize

Actions Express Beliefs

When things get
complicated, we simplify by
saying ‘what’s best for the
customer?’ And then we
take as an article of faith if
we do that, it’ll work out in
the long term.”
“

Sam Walton’s 10 Commandments
 
1. Commit to your business.  
2. Share your profits with your associates and treat them like your
partners.
3. Energize your colleagues.  
4. Communicate everything you possibly can to your partners.  
5. Appreciate everything your associates do for the business.  
6. Celebrate your success.  
7. Listen to everyone in your company.  
8. Exceed your customers’ expectations.  
9. Control your expenses better than your competition.  
10. Blaze your own path.

Day 1
#BeBetterToday

Unifying Principles

“Your brand is what other people say about you when you’re
not in the room.”
Jeff Bezos, CEO & Founder
relentless.com

Budget
for Word of Mouth!

What are you doing to understand your customer?
To collect more data?
To deliver a 5 star experience from end to end?

First to Use Social Commerce

SELLBUY
Which business are you in?
The business of selling your products, or helping your customers buy your products?
@BuyerLegends

What are you doing to stay ahead of your customer?
Where is your innovation happening?

Execute rapidly!

Never have business teams that 2 pies of pizza can’t
feed! via @TheGrok

How quickly can you respond to customers?
How quickly can you change?
How well do your teams work together?

Align Brand With Customer Reality Data
•4 Key Inputs:
•Selection: 7x the category depth
•Price: 5 to 13% lower than top 5 competitors
•Availability: 20 inventory turns, most orders fulfilled by Zone 0-1shipping
•Experience: 13% higher American Customer Satisfaction Index
“
If there’s one reason we have done better than of our peers in the
Internet space over the last six years, it is because we have focused like
a laser on customer experience.

Aligning Customers & Business Objectives

How do you measure success?
How often are you experimenting?
Are you testing ideas from the boardroom to stockroom?

I. Customer Centricity
II. Continuous Optimization
III. Culture of Innovation
IV. Corporate Agility
What Stands In The Way Of The Four Pillars?
I. Organizational Focus
II. Maintaining Staus Quo
III. Competitor Focus
IV. Misplaced Accountability

Can we talk about process first?
…if the process we’ve used in
the past is broken, let’s fix it,
because, in fact, getting that
process right is actually more
urgent than the problem
we’ve got right now…”
“ Seth Godin 
Blog post, June 21,2014

…The Buyer Legends
framework allowed us to
more effectively focus our
efforts, improving the
bottom line. And equally
important, to make a more
compelling case for change
with our marketing,
engineering and product
colleagues."
“
Paul Jeszenszky
Head of Global B2B Digital Marketing
Center of Excellence, Google

Your Day 1?

The Money Is in the Data  
But You May Fire Your Analysts!
Bryan Eisenberg 
bryan@buyerlegends.com
@TheGrok
© 2013 Eisenberg Holdings, LLC. BryanEisenberg.com / @TheGrok, @JeffreyGroks, #BigData© 2013 Eisenberg Holdings, LLC. BryanEisenberg.com / @TheGrok, @JeffreyGroks, #BigData
bryaneisenberg.com
DAY 1? FREE EVALUATION TOOL:
https://belikeamazon.com/
fourpillars/
Bryan Eisenberg 
Bryan@bryaneisenberg.com
@TheGrok

Amazon power block: How to win in retail with Amazon's four pillar playbook

Empfohlen

Empfohlen

Weitere ähnliche Inhalte

Was ist angesagt?

Was ist angesagt? (20)

Ähnlich wie Amazon power block: How to win in retail with Amazon's four pillar playbook

Ähnlich wie Amazon power block: How to win in retail with Amazon's four pillar playbook (20)

Mehr von National Retail Federation

Mehr von National Retail Federation (20)

Amazon power block: How to win in retail with Amazon's four pillar playbook