360PI
Consultants:
Marta Maria Godoy
Luis Fernando Barillas
Jose Andres Mendez
Edgar Escriba
Agenda
• Key Issue
• Analysis
• Alternatives
• Decision matrix
• Recommendation
• Implementation
• Time line
• Risk and mitigation
• Results
Goal: …..
Key Issue
When
to start?
Goal
How to
do it?
Where to
go?
Analysis
Decision
Alternatives
Recommendation
Implementation
Success
Strenghts
Weaknesses
Current clients
Lack of diversity
Innovation
Limited markets
Technology platforms
Promotion strategies
Team expertise
Leverage on the team expertise and technology clients to increment the services portfolio and
communication strategies in new markets.
Analysis
Decision
Alternatives
Recommendation
Implementation
Success
Goal: …..
Opportunities
Threats
Personalized prices and
promotions to consumers
Government regulations, required
to penetrate Global Markets
Internet penetration rates in
different countries
Currency fluctuations
Consumer online purchasing
behavior
Languages
Implement a research and development department, to minimize the current threats that the
expansion implies.
Analysis
Decision
Alternatives
Recommendation
Implementation
Success
Goal: …..
Alternative: 1
Atract additional Bricks and Mortar Retailers
Alternative: 2
Expand into Additional Retail Categories
Alternative: 3
Target Manufacterers
Alternative: 4
Reconnect with the Consumer Market
Analysis
Decision
Alternatives
Recommendation
Implementation
Success
Goal: …..
Pros
Cons
• Having pricing info
• Highly competitive
• Improvement in sales • Only modest
opportunities for
• Extensive outband
differentiation
calls
• No adjustments
needed
Analysis
Decision
Alternatives
Recommendation
Implementation
Success
Goal: …..
Analysis
Pros
Cons
• New categories
• No expansion in
categories.
• Big market (25%)
• Incomplete data
• No exact information
• Groceries stores still
on ads
• Dynamic pricing not
common
Decision
Alternatives
Recommendation
Implementation
Success
Goal: …..
Analysis
Pros
Cons
• Few Competitors
• Good way to
internationalize
• Large market
• Monitoring multiple
markets
• Learn about their
needs.
Decision
Alternatives
Recommendation
Implementation
Success
Goal: …..
Pros
Cons
• Increase
• Business model
brandawarness
unclear
• Provide
additional insight
Analysis
Decision
Alternatives
Recommendation
Implementation
Success
Goal: …..
Decision Matrix
Criteria
Kpis
Alternative 1
Alternative 2
Alternative 3
Alternative 4
Innovation
(20%)
New services
in current
portfolio
0.2
0.4
0.6
0.6
Global
presence
(30%)
Amount of
countries
0.3
0.3
0.9
0.9
Client needs
(25%)
New clients
0.25
0.5
0.75
0.5
Barriers (25%)
Less barriers
0.75
0.7
0.5
0.75
1.5
Analysis
1.9
2.75
2.75
1
2
3
Low
Mid
High
Decision
Alternatives
Recommendation
Implementation
Success
Goal: …..
International
Retailers
Manufacturers
Social
responsibility
“Success depends on product innovation, a
good understanding of customer needs, and
an a to ability to adapt to rapid technological
change.”
The 360pi Leadership
Eyes on China
Analysis
Decision
Alternatives
Recommendation
Implementation
Success
Goal: …..
First… Retailers.
1. Open international Office in UK.
2. Hire and train sales people to sell our product.
3. Offer 1 month free use our platform
E-commerce participation
90.00%
88.00%
86.00%
84.00%
82.00%
80.00%
78.00%
76.00%
74.00%
Australia
Analysis
Decision
Alternatives
Recommendation
UK
Phase 1:
0-6 months
Germany
Implementation
Denmark
Norway
Success
Goal: …..
Presences in online sales
Apparel
toys/hobbies
sporting goods
office
50.00%
45.00%
40.00%
35.00%
30.00%
25.00%
20.00%
15.00%
10.00%
5.00%
0.00%
Autoparts
Books/music/video
Building/hardware/ho
me renovation
housewares/home
furnishings
Electronics
health & beauty
food and drug
mass
Analysis
Decision
Alternatives
Recommendation
Implementation
Success
Goal: …..
Next step…
1. Develop a sales plan for the new Manufacturer Sales Team.
• Incentives
• Training program on Sales skills and strategies
• Marketing plan for B2B advertising. ( Virtual Showroom)
2. Hire new sales team.
3. Expand our markets in USA and Canada and globally as
manufacturers already have Global presence.
Analysis
Decision
Alternatives
Recommendation
Time:
0-12 months
Implementation
Success
Goal: …..
Eyes on China
China has to be the next in the mid-long term.
• Why to go?
• Rapidly expanding base consumer and e-commerce retailers.
• Many enterprises costumers flagged for future.
• Why not in this moment?
• Government Regulations.
• Cultural differences.
• 55% who are buying. And in 2016 is going to grow 20%.
Analysis
Decision
Alternatives
Recommendation
Implementation
Success
Swimming in the blue ocean
• Everyone is focused on retail stores
• They only compare prices.
• We have to focus on people and what are they actually buying,
what do they like.
• What's more important than price? The value added
Analysis
Decision
Alternatives
Recommendation
Implementation
Success
360 Attributes
• To determine the price in a product you need to know why is
people buying, not only what.
• Our proposal goes directly to Manufacturers.
• With all the information of the retail we can add aspects like,
color, language and forms about products.
• It helps them to innovate and go one step AHEAD.
Analysis
Decision
Alternatives
Recommendation
Implementation
Success
Why are we doing this?
• To help manufacturers in market research.
• To reach a emerging markets not only in product development
but in innovation.
• To understand GLOBAL trends.
Analysis
Decision
Alternatives
Recommendation
Implementation
Success
Goal: …..
360L.O.V.E
• Develop an app for the CONSUMERS.
• This encourage people to live the brand values by making challenges #icebucketchallenge
• The client earn money by doing good things.
• The client can only spend this money on the ecommerce stores of our sponsors
• They will have different options in products, colors and price ranges
• We get feed back, encourage people to do nice things and also we have FUN.
Analysis
Decision
Alternatives
Recommendation
Implementation
Success
Time Line for Phases
Year 1
Q1
Retailers
UK
Germany
Denmark
Norway
Manufacturers
USA Sales Team
Eyes on China
Analysis
Q2
On going
Year 2
Q3
Q4
Q1
Q2
Year 3
Q3
Q4
Q1
Q2
Q3
Q4
Toll Gate
On going
On going
On going
Toll Gate
Research and Development
Decision
Alternatives
Toll Gate
On Going
Recommendation
Implementation
Toll Gate
Success
Goal: …..
Analysis
Risk
Mitigation
Language
Integrate in the team experts
from the countries included in
the expansion plan.
Cultural differences
Research and development
department.
Technologic piracy
Create an appropriate
security system .
Decision
Alternatives
Recommendation
Implementation
Success
Goal: …..
Probability
Technologic
piracy
Cultural
differences
Language
Impact
Analysis
Decision
Alternatives
Recommendation
Implementation
Success
Goal: …..
How to
do it?
Creating a
service for
manufactu
res and
retailers
software
Where
to go?
Europe
and
Australia
When to
start
Now
Analysis
Decision
Alternatives
Recommendation
Implementation
Success
• Thank you