The Breakfast Briefing event Wednesday 25 April 2012

1. How to Manage in Digital Markets Dr Fiona Ellis-Chadwick Senior Lecturer in Retail Management The Breakfast Briefing event Wednesday 25 April 2012

2. Chapter 1 The Beginning Twenty years ago today….. Fiona Ellis-Chadwick

3. Chapter 2 -Trail blazers Netscape – web browser Compuserve CIS Leading internet companies… were making claims that: “by 1997, 5% of all retail spending in England, Scotland and Wales will be done over the net” (Computing 1996); “By the year 2005 it will capture between 8 and 30 per cent of the UK retail market” Aol - GIS Alta vista – search engine Pipex Dial NSP The WELL – virtual community CDnow – retailer Demon – NSP IE - web browser Webvan – home delivery Fiona Ellis-Chadwick Tesco.com- retailer

4. Chapter 3 the end of the beginning But what was the fate of each these companies? The Well Closed – Alta Vista Bankruptcy - WebVan Hostile takeover by Cable and Wireless Why ? Acquisition by Amazon Merged with Talk Talk Survivors AOL & Time Warner- then disappeared Fiona Ellis-Chadwick

5. Chapter 4 New horizons Take over the high street Replace the middle man Promises and predictions became drives …………… Pirate the value chain Enter new markets Leverage rapid growth Perfect competition Take on market leaders on a level playing field Source http://mariacalinescu.eu/ebusiness/internet-a-market-with-perfect-competition/ Fiona Ellis-Chadwick

6. Chapter 5: 50/50; phone a friend or ask the audience? • When you arrived you were asked to answer 3 questions: • What is the vision that drives the online part of your business ? • 2) What is the key message you want visitors to receive (in the first 3 seconds) when they arrive on your home page? • 3) How do you realise 1) and implement 2)? Fiona Ellis-Chadwick

7. Chapter 6 Creative thinkers. What did the following people have in common? Stelios Haji-Ioannou Jeff Bezos Pierre Omidyar Steve Jobs Passion + Commitment + Vision = Deliverance Fiona Ellis-Chadwick

8. Chapter 7: Young Upstarts Making it happen; young entrepreneurs: Suleman Sacranie Fiona Ellis-Chadwick

9. Chapter 8: Hard Core - overview Factors affecting success come from different sources Managerial influences Market influences Relative advantage Doherty & Ellis-Chadwick, [1999, 2003, 2010.] Fiona Ellis-Chadwick

10. Chapter 9: Hard Core – detail 1 Managerial Influences 4.3.1.1. Positive influences. This group of factors (1, 2, 3, 4, 6, and 7) is characterised by a fairly steady rise in mean values from ‘nonadopters’ to the adoption of an ‘active website’. The implication of this pattern is that these six factors all exert a positive influence on an organisation’s adoption of the Internet. Consequently, as an organisation makes progress in the adoption of an ‘active website’, there is an increasing recognition of the importance and influence of factors, such as the availability of an appropriate ‘infrastructure and development capability’ and an ‘Internet strategy’. 4.3.1.2. Negative influences.Two of the factors, ‘cost of Internet trading’ and ‘consumer sensitivity’ are exerting a negative influence. It can be seen that there is a steady decline in mean values from ‘nonadopters’ to ‘active website’. The implication of this pattern is that both these factors have strongly influenced the ‘nonadopters’ to refrain from investing, but the influence of the cost of Internet trading and consumer sensitivity gradually weakens as an organisation progresses to an ‘active website’. 4.3.1.3. Variable influences. One of the nine significant factors, ‘Internet communications’, displays a distinctly different pattern to the others. While its influence rises steadily from the ‘nonadopter’ to the ‘active planning’ phase, it then starts to decline as the organisation progresses through ‘active development’ to ‘interactive website’. The implication of this is that while the Internet’s ability to facilitate communications strongly influences an organisation to commence an Internet project, once the project is underway, its perceived importance gradually diminishes. Strategy Leadership style Resources Capabilities Targeting, segmentation and positioning strategy • + = leads to success • = leads to failure • +/- = unpredictable outcome Fiona Ellis-Chadwick

11. Chapter 10 : Hard Core – detail 2 Market influences: Digital market place Customer behaviour/experiences Competition – local and global Pace of technological change Nick Wheeler founder of Charles Tyrwhitt Fiona Ellis-Chadwick

12. Chapter 11: Hard core- detail 3 Digital technologies provide amazing opportunities but companies which successfully create competitive advantage are those with leverage relative advantage rather than taking finding a digital solution at any cost… Relative advantage: Successful companies use digital technology to: create opportunities to serve their markets better Improve the financial potential of their operations Create innovative marketing opportunities Fiona Ellis-Chadwick

13. Chapter 12: Social Media: an Opportunity or a threat? What’s the relative advantage of Social Media? Tweeting for a businesses Fiona Ellis-Chadwick

14. Chapter 13: The Future High street is under threat  Pirates and cannibals  A radical new market place  Exponential growth  A level playing field X So what has become of the early predictions and drivers? Fiona Ellis-Chadwick

15. Chapter 14: The beginning of the end (of this presentation) Strategic thinking in the digital age requires: Traditional business models have been turned over. Leading dot coms have created markets by giving away their core products; in less than 15 years Google has moved from start-up to multi-billion dollar global corporation. Clarity of purpose Understanding of the market Analysis of Relative advantage of the technology Releasable goals Effective implementation Fiona Ellis-Chadwick

16. Postscript: Buy the books and read the research Recent papers: Latest Books: Ellis-Chadwick, F, and Doherty, NF (2011) 'Web advertising: The role of e-mail marketing', Journal of Business Research, available online 5 February. Doherty, NF, and Ellis-Chadwick, F (2010) 'Internet retailing: the past, the present and the future', International Journal of Retail & Distribution Management, vol. 38, no. 11/12, pp. 943-965.Accessible at: Doherty, Neil F. and Ellis-Chadwick, Fiona (2009). Exploring the drivers, scope and perceived success of e-commerce strategies in the UK retail sector. European Journal of Marketing, 43(9/10), pp. 1246–1262. Available at: The Open University Research Repository Fiona Ellis-Chadwick

17. PPS: The End? Universal solutions and plans to take over the world begin here ………………… To fiona@ellis-chadwick.com Answers on a postcard! Fiona Ellis-Chadwick

18. Thank you Fiona Ellis-Chadwick