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Lesara - The Leading Agile Fashion Retailer - 6 Theses

Lesara - The Leading Agile Fashion Retailer - 6 Theses

Presentation for the QA Session with Jochen Krisch, Roman Kirsch and Robin Müller on the K5 conference in Berlin 2017.

Video of the session can be found here: https://www.youtube.com/watch?v=BqF-egWaUso

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Robin Müller

June 22, 2017
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  1. Lesara The Leading Agile Fashion Retailer #6 Theses Berlin, June

    2017
  2. None
  3. 3 Mass-Market : 50-60% (Price points €5-€40) Mid-Tier: 25-35% (Price

    points €40-€150) High-End: 15% (Price points >€150) Dominant Offline Players Dominant Online Players #1 Fast-Fashion & Value-retail is the biggest underserved market Existing players are not up to excellence due to product quality & customer satisfaction (Chinese marketplaces) or time-to- market- & supply-chain-speed as well product innovation (European players). • Boohoo with €500m+ revenues, +50% Y-o-Y • €2.8bn+ market cap, 5.5x revenues • Wish with $3.5bn valuation • $1bn+ in financing • H&M lost €15bn in market cap last 2 years (-40%) • -6% revenues Y-o-Y • Bestseller: -50% profit • Primark: First revenue decrease 2016 with -2% • Asos €2.2bn revenues, +26% Y-o-Y • €6.1bn market cap, 2.8x revenues • Zalando with €4.4bn revenues, +22% Y-o-Y • €10.7bn market cap, 2.4x revenues
  4. 7/18/16 Example Presentation 4 Faster time-to-market correlates with strong revenue

    growth #2 See now, Buy now generation – Agile Retail wins
  5. 5 #3 Vertically integrated players & Cross-Border Commerce outperforms market

    Vertically integrated players winning market share Cross-Border-Commerce gaining market share Global E-Commerce growing fast – we ship to 10 out of the Top 20 markets* 7 9 10 12 18 35 48 60 9 11 11 13 21 41 59 70 10 13 13 15 24 48 73 80 Germany UK +19% +20% +12% +12% +17% +16% +23% +14% Italy Spain Benelux AT & CH Nordics France 2014 2016 2015 € billion
  6. 6 #4 Mobile first wins * UK, Germany, France, Italy,

    Netherlands, Sweden, Switzerland, Spain, Belgium, Poland. (1) Source: Internet Retailer We are mobile first – outpacing the market in adaption 41 35 75 60 41 29 12 2015 2017e 2016 2014 25 2013 30 20 Lesara mobile revenue share EU Mobile e-commerce revenue share (1) 1. Browse, not Search 2. Push, not Pull 3. Speed, not Size 4. Pictures, not Text We are mobile first – outpacing the market in adaption
  7. 7 #5 Data-Driven Merchandise & Product Management Our Vision –

    Product Management on “Autopilot”:
  8. 8 #6 Customer Analytics & Personalization is essential Customer interaction

    tracking allows us to personalize content and communication Recommendation Daily 10% Promotion 60% Recommendation 30% Information Reaction Push Measure Adapt Calculate initial content, contact mix and frequency Track user interactions on all channels
  9. 9 Mobile first Scalable Personalized Super fast Live Content A/B

    Testing “No page view is the same” A Kick-Ass E-Commerce Website in 2017
  10. 10 The new architecture

  11. 11 Buy a tuxedo before you are thirty. Stay that

    size. Set a performance goal for your website. Stay that size.