DTC and the Next Five Years
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DTC and the Next 5 Years Top 5 Trends and How To Prepare Now
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Transcript of DTC and the Next Five Years
DTC and the Next 5 YearsTop 5 Trends and How To Prepare Now
Hello, my name is Andrew Kamphuis
DTC and the Next 5 YearsTop 5 Trends and How To Prepare Now
Predictions Are Tough
Wine DTC 2008-2016
200834 States
201644 States
“Source: Maryland DTC Report”
Wine DTC 2010-2015
8.72%
91.28%
10.19%
89.81%
2010 2015
“Source: ShipCompliant, Wine Institute, Gomberg Fredrikson”
Wine DTC 2010
DTC and the Next 5 YearsTop 5 Trends and How To Prepare Now
Online Retail 2010-2015
2009 2010 2011 2012 2013 2014 2015
34 billion40 billion
48 billion54 billion
61 billion
69 billion79 billion
“Source: http://www.practicalecommerce.com/articles/92465-4-Predictions-for-2015-Holiday-Shopping-Season”
Wine Is At A Tipping Point
Millennials Are Becoming AffluentDTC Wine Tipping Point
Buying Direct And Online Is Growing
DTC Wine Tipping Point
Wine Internet RetailersDTC Wine Tipping Point
Wine Being Sold Online Is SmallDTC Wine Tipping Point
Wine Apparel Electronics Books General Retail
3%
14%
35%
74%
9%
It’s easy to see thisdoubling or tripling
“Source: Wine Institute, SVB Tasting Room Survey, and ShipCompliant ”
DTC and the Next 5 Years5 Changes in 5 Years
Wine Clubs Are DyingLong Live The Modern Wine Club
#1
Your Wine Club
Sign Up ProcessYour Wine Club
FrequencyYour Wine Club
February May
DecemberOctober
20% Off All Wine10% Off All Non-WineReduced Shipping RatesYearly Wine Club Party
BenefitsYour Wine Club
Lets Look At Some Modern Clubs
Dollar Shave Club
Sign Up ProcessDollar Shave Club
Sign Up ProcessDollar Shave Club
Sign Up ProcessDollar Shave Club
Sign Up ProcessDollar Shave Club
MarketingDollar Shave Club
Upgrade OptionsDollar Shave Club
Dollar Shave Club
Launched 2012
2 Million Members
Valuation: $500+ Million
“Source: http://techcrunch.com/2015/06/22/dollar-shave-club-raises-75mm-to-fend-off-gillette-and-harrys/”
Blue Apron
Sign Up ProcessBlue Apron
Sign Up ProcessBlue Apron
Sign Up ProcessBlue Apron
Sign Up ProcessBlue Apron
Sign Up ProcessBlue Apron
MarketingBlue Apron
Upgrade OptionsBlue Apron
Cancel CapabilityBlue Apron
Blue Apron
Launched 2012
3 Million Meals Per Month
Valuation: $2 Billion
“Source: http://techcrunch.com/2015/06/09/blue-apron-cooks-up-135-million-in-series-d-funding/#.3amcp1:qxZk”
Club W
Sign Up ProcessClub W
Sign Up ProcessClub W
Sign Up ProcessClub W
Sign Up ProcessClub W
Sign Up ProcessClub W
Sign Up ProcessClub W
MarketingClub W
Upgrade OptionsClub W
Upgrade OptionsClub W
The Next 5 YearsOf Wine Club
Needs To Be PersonalThe Next 5 Years of Wine Club
Users Want ChoiceThe Next 5 Years of Wine Club
Join White Club Join Red Club
Instant GratificationThe Next 5 Years of Wine Club
Reorder When NeededThe Next 5 Years of Wine Club
Informative Reorder ProcessThe Next 5 Years of Wine Club
Change/ Remove Shipments Online
The Next 5 Years of Wine Club
What Can You DoToday To Prepare?
Start A User Choice ClubWhat Can You Do Today To Prepare?
Pre-Shipment EmailsWhat Can You Do Today To Prepare?
Make Marketing FunWhat Can You Do Today To Prepare?
DTC and the Next 5 YearsTop 5 Trends and How To Prepare Now
Personalization RulesWow The Customer Or Perish
#2
Your Website
Repeat Visitor
Club Member
Red Wine Lover
White Wine Lover
Amazon.com
Your Email
Amazon.com Email
Your Email Schedule
Amazon.com Schedule
Why Personalization?
People Are Egotistical
It Gets Results
Millennials Are Your Next Customer
Next 5 Years Of Personalization
Track User Activity
Real-Time Website Modifications
Targeted Landing Page
Previous Browsing
Leverage Cross-Device Communications
Email Frequency Personalized
Make Customers Feel LikeMore Than A Number
Deliver On Promises
What Can You DoToday To Prepare?
Say HelloWhat Can You Do Today To Prepare?
Dynamic HomepageWhat Can You Do Today To Prepare?
Smart Call To ActionWhat Can You Do Today To Prepare?
DTC and the Next 5 YearsTop 5 Trends and How To Prepare Now
20% Of Your Sales Will Be GlobalLook Outside Your Own Backyard
#3
Tasting Room Customers
“Source: http://www.visitnapavalley.com/press-release-visit-napa-valley-releases-the-2014-napa-valley-visitor- industry-economic-impact-report-and-visitor-profile-121.htm ”
86% 14%
Website Customers
100% 0%
Global Possibilities
You're missing 14%
Current Global Ecommerce
Global Consumers Value USA Brands
Current Global Ecommerce
Are From Outside The USA
Current Global Ecommerce
“Source: ”“Source: http://multichannelmerchant.com/global-ecommerce-meeting-challenges-growing-opportunities”
46% Of AmazonSales
24% Of Purchases Are Made With Retailers Outside Of Their Own Country
Current Global Ecommerce
“Source: http://multichannelmerchant.com/global-ecommerce-meeting-challenges-growing-opportunities”
Ecommerce GrowthCurrent Global Ecommerce
Image Source: Trellis “Source: http://multichannelmerchant.com/global-ecommerce-meeting-challenges-growing-opportunities”
15% 26%
Challenges In Global Ecommerce
ComplianceChallenges in Global Ecommerce
ShippingChallenges in Global Ecommerce
Payment ProcessingChallenges in Global Ecommerce
Lack Of ExperienceChallenges in Global Ecommerce
Challenges Can Be Overcome
Opus One
Next 5 Years OfGlobal Ecommerce
Logistic Solutions
Technology Evolving
Increased Education
Foreign Competition
China is the Largest Opportunity
94.2%
What Can You DoToday To Prepare?
Start SmallWhat Can You Do Today To Prepare?
Focus On Your Top PerformerWhat Can You Do Today To Prepare?
Find A 3rd-Party ProviderWhat Can You Do Today To Prepare?
Don't ForgetWhat Can You Do Today To Prepare?
DTC and the Next 5 YearsTop 5 Trends and How To Prepare Now
Mobile RevenueWill Overtake Desktop
#4
2015 DTC Traffic
35% of website traffic
5% of sales
General Retail Stats
Almost 1/3 of sales are mobile
“Source: https://www.internetretailer.com/2015/08/18/mobile-commerce-now-30-all-us-e-commerce”
General Retail Stats
Mobile Ecommerce
“Source: http://www.emarketer.com/Article/Happy-Holiday-Season-Expected-Retailers/1012898”
32% 14%General Ecommerce
General Retail Stats
Mobile sales exceed desktop
“Source: http://marketingland.com/black-friday-weekend-e-commerce-thinned-crowds-mobile-devices-drove-traffic-153761”
BLACKFRIDAY
Micro Session is the New Norm
Short Attention Spans
While You Wait At The Dentist
While You're Commuting
When SFO Has Yet Another Delay
Information At Your Fingertips
Next 5 Years OfMobile Ecommerce
Millennials Will Buy WineWith Their Phones
Mobile Revenue WillOvertake Desktop Revenue
Seamless Shopping Experience
What Can You DoToday To Prepare?
Responsive SiteWhat Can You Do Today To Prepare?
Remove BarriersWhat Can You Do Today To Prepare?
Focus On SpeedWhat Can You Do Today To Prepare?
Call To ActionWhat Can You Do Today To Prepare?
Study Ecommerce LeadersWhat Can You Do Today To Prepare?
DTC and the Next 5 YearsTop 5 Trends and How To Prepare Now
Delivery - 2 Days Or LessFast, Flexible and Free
#5
Your Current Shipping Solution
5-7 Day DeliveryYour Current Shipping Solution
Weather HoldsYour Current Shipping Solution
Line Haul – 3 WeeksYour Current Shipping Solution
Your Competitors Solution
Your Competitors Solution
Drizly
Same Day
Your Competitors Solution
Club W
2 DayFedEx HAL
Your Competitors Solution
Naked Wine
Same Day DoorMan
FedEx HAL
Your Competitors Solution
Amazon
1 Hour Delivery
Consumer Expectations
Consumer Expectations
Delivery When They Want It
1 2 3 4 5
6 7 8 9 10 11 12
13 14 15 16 17 18 19
20 21 22 23 24 25 26
Consumer Expectations
Flexibility
vs
Consumer Expectations
Better Return Options
“Image Source: Shyp”
Next 5 Years Of Delivery
“Image Source: The Blaze”
Real Time Delivery
Delivery As Competitive Advantage
What Can You DoToday To Prepare?
Estimated DeliveryWhat Can You Do Today To Prepare?
TrackingWhat Can You Do Today To Prepare?
Tracking EmailsWhat Can You Do Today To Prepare?
Ship QuicklyWhat Can You Do Today To Prepare?
DTC and the Next 5 YearsTop 5 Trends and How To Prepare Now
Conclusion
Wine Is Not Special
Push the Ecomm Bar
Push the Fulfillment Bar
Thank You!www.vin65.com/blog
