Más contenido relacionado La actualidad más candente (20) Similar a Growth hacking-in-ecommerce. Zalando & ASOS cases (20) Growth hacking-in-ecommerce. Zalando & ASOS cases1. How to achieve growth
in e-commerce ?
⏐Growth hacking⏐ Zalando ⏐ Asos ⏐Case study
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2. Growth issues in e-commerce
• Growth is a very important strategic issue
– Break-even point requires high volume (fixed costs issue)
– Volume increases profitability by enabling purchasing
price reduction (negotiating power gross margin)
• How to achieve growth ?
– Diversification (i.e. catalog extension)
– Internationalization
• From local to Europe
• Global from scratch
– Economy of scale generation
– Marketplace
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6. Zalando Business Model
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Web site
Mobile (40% MAU)
Shop (Berlin)
Private Label
Online
marketing
Data-driven
Sourcing
IT platform
Warehouse
Brand
Intl payment
platform
Third party
fashion brands
(data driven
relations)
11 logisitics
partners
Marketing costs 13,6%
Fulfillment costs 23,4%
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european
countries
Women
Men
150 000 styles
1 500 brands
Local
Global
Fast
Private Label
High Avaibility
Better selection
Free delivery &
returns
Personalized
shopping
experience
Gross Margin 40 to 60 %
Net margin 1,2 %
17. Zalando: Concluding remarks
• High level of economy of scale
– Fulfillment capacities
– IT platform
• Diversification in assortment
• European markets extension
• Strong branding that reduces Customer cost of
acquisition
• Quality in operations execution that drives customer
loyalty
Ø High level of scalability
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21. ASOS Business Model
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9 Web sites
Mobile (46% MAU)
Sourcing
Warehouse
800 Third party
brands
Tmall (China)
Marketing costs 5,7%
Fulfillment costs 22%
Worldwide
(200
countries)
20
somethings
Women
75 000 items
Newness
Gross Margin 49,5%
Net margin 4%
Private Label
(50%)
As seen On me
Recommendations
Rewards
Personal stylist
29. ASOS: concluding remarks
• From UK to Worldwide sales
• Categories extension
• Opening China market with Tmall
• Marketplace opening
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