PDF Emetrics Summit 2004
[Pages:31]Emetrics Summit 2004
Front Line Internet Analytics at
Ronny Kohavi, Director of Data Mining and Personalization Matt Round, prior Director of Personalization
Copyright 2004,
1
? Fortune 500 company ? Over 41M active customers accounts ? Order Fulfillment to More than 200
Countries ? World's 74th most valuable brand
ahead of Levi's, Motorola, Boeing, J&J, Starbucks, FedEx, Barbie(*) ? Vision
? Offer Earth's Biggest Selection ? Be Earth's most customer-centric
company
? American Customer Satisfaction Index gave a score of 88--the highest customer satisfaction score ever recorded in any service industry, online or off
(*) BusinessWeek Aug 4, 2003 Copyright 2004,
6,000 5,000
sales ($ millions)
5,264
4,000
3,933
3,000 2,000
3,122 2,762
1,000
1,640
610 0
1998 1999 2000 2001 2002 2003 2
Business Strategy
? Low Prices
? Leverage fixed-costs ? Enable 3rd party sellers to offer products, alongside
ours, and set prices
? Convenience
? Feature-rich content: recommendations, wishlists, registries, Search Inside the BookTM
? Secure and trusted transaction environment ? Fast, reliable fulfillment
? Wide Selection of Merchandise
? Millions of unique products available ? We want to be the destination of first resort
Copyright 2004,
3
Earth's Biggest Selection
? Half a ton Jointer ships free with Super Saver Shipping
? Gold, Platinum, Opal, and Diamond "Nirvana" Necklace for $390,000
(Please call credit card company first to pre-qualify purchase.)
? Caviar anyone?
? Yak cheese, highest altitude cheese, from Tibet
Copyright 2004,
4
Selection in Books
? Oxford: 22,000 pages in 20 volumes
? Bhutan: A Visual Odyssey (Real-life kid shown) 60"x44" book for $10,000 (1.5m x 1.1m)
? $2 book to help with Super Saver Shipping
Copyright 2004,
5
Not Just a Retailer
? Technology company building platform ?
? Utilize platform to operate another business's website ? Sometimes offer fulfillment services ? Example:
? Merchant@ and Marketplace
? Allow other merchants to integrate their products into our website
? Example:
? In Q1 2004, 23% of world-wide units were sold by retailers other than
Copyright 2004,
6
The Unique Advantage Inventory Turns (TTM)
Gross Margin
24%
Inventory Turns
Inventory Turns
20
19
Barnes & Noble Costco Home Depot
27%
3
Costco
11
12%
11
32%
5
Wal-Mart Best Buy
Home Depot
Best Buy Wal-Mart
25%
7
22%
7
2 10%
Barnes & Noble
22.5% Gross Margin
35%
Best of Both Worlds -- High Turns, High Margins
Source: MultexIR Stock Screener (Most Recent Available Data as of April 22, 2004) -- Inventory Turns = TTM COGS / TTM Average Inventory
Copyright 2004,
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Capital Efficiency ? Negative Operating Cycle*
Day 0
Product Received
20 23
21 Days 44
Product Customer Shipped Payment
Supplier Paid
Working Capital is a Source of Cash
* As of 3/31/04 -- TTM Average Inventory Turns, Approximate AR Days and Ending AP Days
Copyright 2004,
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