Friday, January 30, 2015

Alibaba's revenue soars as profit takes a nosedive

The company's revenue was up 40 percent and its mobile revenue was up a whopping 448 percent. Alibaba's profit, however, dipped 28 percent to $964 million.
Alibaba made lots of money, but investors still aren't pleased with its fourth quarter earnings.Alibaba
China-based e-commerce giant Alibaba had a strong fourth quarter on sales, but the company's profit took a massive hit at the end of 2014. The company blames the decline on higher income taxes and an increase in financing-related fees.
Alibaba's revenue hit $4.2 billion during the fourth quarter, up 40 percent compared to the same period in 2013, the company announced on Thursday. Alibaba's mobile revenue was up a staggering 448 percent year-over-year to $1 billion. Despite these big jumps in revenue, Alibaba watched its profit fall by 28 percent to $964 million.
Alibaba is a major e-commerce force both in China and around the world. The company operates a wide range of e-commerce sites, including Taobao and Tmall. Alibaba also has a digital-payment arm, called Alipay, that allows users to place transactions online.
Alibaba, which finds itself in an increasingly competitive e-marketplace, is making strides to expand its presence in the US. Earlier this month, the company announced that it's working with US retailers to provide them access to Chinese customers. Rather than set up an e-commerce site in the US similar to that of Amazon, Alibaba, in partnership with its subsidiary Alipay, is providing an apparatus through retailer sites that facilitates transactions with Chinese consumers.
The program, called Alipay ePass, is integrated into existing US online marketplaces. Chinese customers pick the products they want to buy and purchase through their Alipay accounts. The currency is exchanged for dollars and deposited into the US company's account. All logistics are handled by Alibaba, removing costly issues like customs clearance and international shipping costs previously incurred by US companies.
A handful of vendors, including luxury retailers Neiman Marcus and Saks Fifth Avenue, are testing Alipay ePass. 
While Alibaba expressed happiness with its fourth quarter results, the company missed analyst expectations. According to Reuters, analyst consensus on revenue was $4.45 billion -- $200 million-plus more than Alibaba posted during the fourth quarter. Investors also seemed concerned that shares were down nearly 10 percent to $89 on Thursday in early trading.
Despite that, the company touted other data points. The company noted that $127 billion worth of merchandise was sold on its China-based retail marketplaces, increasing 49 percent year-over-year. In addition, Alibaba now has 334 million annual active buyers and 265 million monthly active users on mobile. Alibaba added 48 million mobile users to its e-commerce platform in the last quarter.
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The past two decades have seen e-commerce companies turn the world of retail on its head. Numerous startups have become major outfitters, and there is more transparency than ever.
Today, for example, you can purchase a pair of Nike Air Max shoes in a brick-and-mortar store, or you can buy them more cheaply and conveniently online via Zappos. It may seem that this choice delivers the ultimate in value to consumers, however there are limits to this model. The core brand, Nike, is still extracting a strong margin for this pair of shoes; it’s only at the end of the value chain (Zappos versus store) where consumers benefit because of greater efficiency.
But now there is a second revolution in e-commerce — direct-to-consumer brands with their own products that manage the entire supply chain. Essentially, they are both Nike and Zappos in one.
E-commerce companies that are figuring out this vertically integrated solution — controlling brand makeup and presence, product construction and distribution — take out a much more massive section of the cost stack. These companies are doing more than bringing efficiency to retail, they are bringing efficiency to the entire manufacturing and supply chain process.
In other words, the real power of this new type of e-commerce is in its ability to fundamentally change industries from beginning to end, instead of just adding convenience. And the winner is the consumer.

The eyeglass market

Warby Parker is perhaps the most talked-about example of a vertically integrated e-commerce disruptor. When it first entered the market, the eyeglass and sunglass world was dominated by Luxottica, which controlled 80 percent of the market. Luxottica accomplished this by not only owning the major brands in the space, like Ray-Ban and Oakley, but also owning retailers like Sunglass Hut, LensCrafters and Pearle Vision. With the market cornered and with industry-wide collusion, the worst kinds of business practices developed — deteriorating product quality, exorbitant prices and purposeful obfuscation.
The entrance of Warby Parker did a lot more than make buying a pair of glasses more convenient — it changed how the market fundamentally operated. Instead of simply re-selling Ray-Bans and Oakleys, Warby Parker created its own brand, and managed its own product development and supply chain. By wiping out overhead costs and needless brand markups, glasses became cheaper. The company operated with transparency in its manufacturing, brand and pricing, inciting customer loyalty and, in turn, inspiring customers to spread the word at a remarkable pace.
In overall market share, Warby Parker still remains a small player in the eyewear space, but its effect on the market has been very significant.

The mattress market

The broken market I’m most familiar with is the mattress market. Here, shoppers are left waiting for deceptive sales, dealing with confusing products, and finally dealing (or not dealing) with customer service and warranty issues. Price comparison? Forget about it. Identical mattresses are mislabeled and priced differently among retailers, most often leaving the savvy researcher in a quandary.
But until recently — much like the eyeglass market — there weren’t many other options. The customer had to go to a store and deal with products built by a small set of manufacturers in collusion with a small set of retailers — a system entirely designed to pad both groups’ profits.
This has changed now that e-commerce mattress brands have started to sell direct to consumers online.
Nearly every niche of the mattress market now has a vertically integrated player. Need an expanding mattress that can be delivered in a box to your apartment? Casper and Tuft & Needle offer great solutions. Interested in a more luxurious, innerspring mattress that can be professionally set up in your home? Look to Saatva (full disclosure: I am a co-founder).
The point isn’t that buying a mattress online is just more convenient or cheaper than walking into a store. Of course it’s both of those things. What really matters is that it’s correcting a badly broken market where consumers were seen as bank accounts instead of as people. The introduction of an honest and transparent approach within the e-commerce world by brands that value the customers’ satisfaction, product quality and loyalty (since the success of their brand directly depends on it) makes the entire industry better off.

The next market

Mattresses and eyeglasses are far from the only markets desperately in need of fixing — oligopolies and manufacturer/retailer collusion exist in markets ranging from furniture to home goods. All are industries with structural inefficiencies that extract value from consumers instead of delivering value to consumers. And it is vertically integrated e-commerce that is the best poised to disrupt these industries.
We’re entering the era of e-commerce in which no incumbents are safe; companies can no longer rely on monopolies or confusing business practices, and consumers benefit in a greater way than ever before. Welcome to the golden age of e-commerce.

Thursday, January 29, 2015

The Myth of America’s Manufacturing Renaissance: The Real State of U.S. Manufacturing

JANUARY 12, 2015
| REPORTS

To listen to most pundits and commentators, U.S. manufacturing has turned a corner and is roaring back after the precipitous decline during the 2000s. Long gone are the dismal days when manufacturing jobs and output were lost due to foreign competition. Higher foreign labor costs, cheap oil and gas here at home and automation are combining to make America the new global manufacturing hub: at least according the now dominant narrative. Indeed, the term “manufacturing renaissance” is used to describe this new state of affairs.
However, as a new ITIF report shows, the data do not support such a rosy scenario.  In fact, at the end of 2013 (the most recent year available) real manufacturing value added (the best measure of the health of U.S. manufacturing) was still 3.2 percent below 2007 levels, despite GDP growth of 5.6 percent. Moreover, there are still two million fewer jobs and 15,000 fewer manufacturing establishments than there were in 2007. Much of the growth since 2010 appears to be caused by a cyclical recovery as demand, particularly for motor vehicles and other durable goods, returns. In fact, 72 percent of jobs gained and 187 percent of the heralded real value added growth in manufacturing between 2010 and 2013 came from transportation sector or primary and fabricated metals.
It is true that some jobs are being brought back to the United States. However, reshoring numbers are modest and the manufacturing sector is also still sending jobs overseas, roughly at the same rate. While this new equilibrium between companies coming and going is certainly an improvement over rapid off-shoring, it is hardly indicative of a renaissance.
At the end of the day, much of the renaissance story is based around several misconceptions about U.S. cost advantages, including incorrect assumptions surrounding Chinese wage growth and productivity, global shipping costs, the role of the U.S. dollar, the importance of the shale gas-driven energy boom, and American productivity growth. The pervasive belief that these factors will drive production back to the United States with little real assistance constrains the possibility of real legislative action to support American manufacturing. The report addresses and refutes the following misconceptions: 
Myth: China’s rising labor costs will soon match U.S. wage
Fact: Chinese wages, while rising rapidly, are still estimated to be just 12 percent of average U.S. wages in 2015. Chinese labor productivity growth and its infrastructure push to open the interior for production reduce the impact of Chinese wage growth.
Myth: Global shipping costs are unusually high, making it easier for the United States to produce more for U.S. and European markets.
Fact: Undersupply led to skyrocketing global shipping costs in 2008. However, today shipping costs are back to normal after falling by 93 percent in a six month period in 2009.
Myth: The Shale Gas boom gives U.S. manufacturing a substantial advantage
Fact: Reduced costs for shale energy has had an impact only on energy intensive industries, and then only a minor one. For 90 percent of the manufacturing sector, energy costs are lower than 5 percent of shipment value. The benefits are largely restricted to the petrochemical sector and drilling operations.
Myth: Currency fluctuations will fix the trade deficit
Fact: In the long-term, macroeconomic theory states that currency valuation should fix trade deficits. However, the United States has been running a trade deficit since 1975, and the trade imbalance is wider than ever. The dollar is currently at a comparable level to where it was during the 2000s, when job losses accelerated, and has proven unable to fix the United States’ persistent trade deficit.
Myth: Superior U.S. productivity growth will restore jobs
Fact: U.S. productivity is not increasing faster than that of other industrialized countries, and is growing much slower than China and South Korea.
In summary, to realistically assess U.S. manufacturing, it is important to have a clear idea of where we are. The debate on U.S. manufacturing should not be informed by anecdotal evidence, promotional consulting reports, or reports from think tanks with an agenda of keeping bad news from dampening support for further global integration. From an in depth analysis of available data on U.S. manufacturing workforce, value added, and productivity, U.S. manufacturing is shown to be in state of moderate, cyclical growth and not experiencing a renaissance
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Who will clean up global commerce?

With natural resources diminishing, corporate profits are in the firing line. Should companies be doing more to introduce sustainable business practices and, if so, how should they go about it?
 
CEOs need to get hands-on: many business leaders are unaware how quickly issues like global warming will affect profits. Photograph: Jodie Griggs/Getty Images/Flickr RM
Few play the system better than big business. Whether it’s getting the lowest prices from suppliers, convincing us to buy their stuff or keeping the taxman at bay, corporations reign supreme.
But what happens when the system starts playing them? Corporate capitalism is getting closer and closer to finding out. By putting profits first and the planet second (at best), businesses are helping accelerate many of the most concerning “megatrends” of our age.
Corporations might not be overly concerned about climate change, resource scarcity, food insecurity and so on today, but you can bet they will be tomorrow when these planetary problems set their profits plummeting.
Finding ways to right this system before it’s too late formed the basis of a recent roundtable discussion, hosted by the Guardian in association with global financial services firm PwC. At the heart of the debate was one basic question: what role can and should companies play in changing the existing system of global commerce to make it more sustainable?
At the table
  • Jo Confino (Chair) Executive editor, Guardian News and Media
  • Mike Barry Head of sustainable business/Plan A, M&S
  • Jon Williams Partner, PwC
  • Chris Brett Global head corporate responsibility and sustainability, Olam
  • Geoff Lane Partner, PwC
  • Chris Cook Global sustainability director, AkzoNobel
  • Louise Ellison Head of sustainability, Hammerson
  • Wiebke Flach Head of membership, ETI
  • Tim Haywood Group finance director and head of sustainability, Interserve
  • David Meller Director of product integrity, The Fairtrade Foundation
  • Katherine Teague Head of advocacy, AB Sugar
  • Darren Thomson EMEA vice-president of marketing and chief technology officer, Symantec
  • Estelle Brachlianoff Senior executive vice-president, UK & Ireland, Veolia
  • Mark Wong Director of strategic communications and corporate affairs, Sime Darby
  • Michael Beutler Director of sustainability operations, Kering
Delegates discussed how corporates can collaborate to address global problems. Photograph: Sam Friedrich
Three points became immediately clear. First, action is needed now. Everyone around the table, which comprised sustainability experts from the corporate and charity sectors, agreed about the urgency of the question at hand.
Second, a similar consensus emerged, regrettably, concerning the lack of business leadership. John Williams, a partner at PwC, put it most clearly when he argued that most chief executives have “no idea” how quickly issues like global warming and water scarcity will affect their businesses.
Finally, the idea that business can’t divest itself of responsibility won wide agreement. The private sector needed to step up and take a role in “rewiring” the existing system, Williams stated. And not just one business at a time: the need for collective action across industry was a core message from the debate.
Indeed, if one word characterised the discussion, it was “collaboration”. Chris Brett, head of corporate responsibility and sustainability at Olam, echoed the views of many when he said companies needed to sit down with their peers and determine a “joint roadmap for accelerating sustainability”.

The gap between what is competitive and “pre-competitive” has shifted, argued Brett. He added:
“To be able to sit with people and transparently talk about what your common issues are – and what the common solutions are – is really coming to the forefront now.”
If that sounds easy, it’s not. For companies operating in a competitive environment, it’s “not second nature just to connect and talk about this stuff”, admitted Darren Thomson, chief technology officer at US software firm Symantec. For this reason, he believes independent organisations have a vital role to perform, bringing key industry players together.

One such organisation is the Ethical Trading Initiative (ETI), a cross-sector coalition that seeks to promote workers’ rights. According to ETI’s head of membership, Wiebke Flach, effective collaboration takes leadership, clear responsibilities, transparency and, in the case of global supply chains, a reduction in the power of “certain middlemen”. Mike Barry, head of sustainable business at Marks and Spencer, pointed to the Consumer Goods Forum as a tangible example of how collaborative approaches can influence systems change. This cross-sector alliance brings together many of the world’s largest food manufacturers and retailers, he explained, and aims to make a “material difference” in two areas: curbing deforestation and eliminating HFC-based refrigeration.
Although the forum may not convince all the sceptics – big retailers are still flogging product as they always have done – it has, at least, enabled the food sector’s big hitters to trust one another enough to make have a meaningful, productive conversation, said Barry. “Think of it as version 1.0 of system change,” he added.
Opinions differed on the precise way progress should be achieved. In one camp sat those who held to a “linear” view of progress: if a business does A, B and C in sequence, then, the argument runs, D will ultimately come about (D being systemic sustainability).
Among those subscribing to this approach was Chris Cook, global sustainability director at Dutch paints and chemicals firm AkzoNobel. Businesses, he said, need to: set a corporate sustainability vision (“Planet Possible” in his company’s case); provide employees with the tools and incentives to embed it; measure progress; and celebrate success when it happens. “It’s good, sensible change-management stuff, but it takes a lot of grind,” he said.

The approach adopted by AB Sugar follows a similar path. Everything has to start with a clear idea of the end point, emphasised Katherine Teague, head of advocacy at the UK sugar producer. She said:
“We’re getting our people to think about what the future will look like and how we can deal with the tricky issues that will come along.”
In addition to the usual management tools, however, companies need to pick their priorities, she stated. “We can’t do everything. So we need to think at a local level about what we can do, but also at a global level about what we all need to do.”
In the other camp, some argued that systems aren’t linear, but complex and interdependent – so the solution couldn’t just be linear either. Estelle Brachlianoff, senior executive vice-president for Veolia in the UK & Ireland, argued that a circular (or “round”) mindset was required.
Companies are only one cog in a much larger wheel, her argument ran. Improvements to a company’s internal systems may be welcome, but they need to be linked to the efforts of others if we’re to see large-scale change. That may be “very difficult and very complex”, she conceded, but it is also “very exciting”.
Others objected to pursuing a linear “incremental” approach on the grounds of scale and urgency. Chipping away at a company’s carbon emissions here or cutting waste there simply won’t change the system fast enough, said David Meller, director of product integrity at the Fairtrade Foundation. His solution: a radical redesign. “The nature of the change,” he said, “needs to be so different that the system might have to look fundamentally different. So when we talk about systems thinking, we shouldn’t necessarily talk about the system as we know it. We should step outside it and almost redesign it.”
Nor is it necessary to map everything out at the start. Instead, we should “learn by doing”. Innovation and experimentation – not data sheets and strategy statements – are the engines of change, he argued. “We need to recognise that systems change is not a precise science,” he argued. “You need to take risks and be able to give things a go.”

Meller’s advocacy of a “systems doing” approach (as opposed to just “systems thinking”) chimed with Tim Haywood, head of sustainability at support service and construction company Interserve, who confessed to taking inspiration from his daughter, a climate change campaigner. He said:
“The idealism of youth is something we all need to connect back to, rather than being weighed down with all the reasons not to [try something].”
Many would assume that therein lies financial ruin. Not Haywood (who is also Interserve’s finance director). Despite being “new to the game”, his company recently tabled a bid for a £600m government contract to provide probation and rehabilitation services. Having gone back to fundamentals to consider the “root cause” of prisoner reoffending, they drew on the expertise of three major charities with expertise in combating drug addiction, homelessness and social exclusion – and produced a successful combined bid.
In an ideal world, businesses would realise for themselves the need to build a more sustainable system. After all, it’s in their interest – healthy profits ultimately require a healthy planet. Yet too few business leaders twig this. Even when they do, the commercial benefits are often not clear enough or immediate enough, said Mark Wong, director of strategic communications and corporate affairs at Sime Darby. “People on the ground say: ‘That sounds fine, but what’s in it for me?’”
Hence, the hesitancy among many to leave the private sector to fix the system on its own. As PwC’s Williams said by way of conclusion: “Most CEOs go through a risk assessment and they all conclude that it [systems change] is just too risky.”
An inevitable conclusion is that legislators need to step in. It fell to Louise Ellison, head of sustainability at property management firm Hammerson, to spell it out. “The problem is so big that at some point somebody is going to have to say: ‘Clearly there are solutions that can work in that industry, so you’re just going to have to deliver them.’ It will have to be mandated.”

The Key Trend for Manufacturing in 2015: An Interview with IDC’s Simon Ellis

Drones—near-shoring—3D printing—or something else. What will be the key trend that changes the manufacturing industry in 2015? Supply Chain Nation asked Simon Ellis, practice director for supply chain strategies at IDC Manufacturing Insights, for his thoughts on what 2015 might hold for the industry. His answer might surprise you.
SCN:      What is the biggest trend you feel will impact the manufacturing industry’s supply chains in 2015?
Ellis:      While there are a number of things we are following, the one that I think we’ll see begin to affect the way manufacturers run their supply chains this year, and ultimately will continue on, is this notion of the networked supply chain. I’ve looked at all of the new technologies and the new business processes and the one that strikes me as having the most transformative potential is this notion of networks.
I’ve articulated a vision of supply chain having three lobes—demand aware, supply visible and innovation networked. The idea in all three of those is that business networks, whether it is B2B commerce networks or ways to connect to consumers, really have the potential to transform how those processes work. On the demand side, it’s about networking with customers, consumers, and even suppliers to a degree. On the supply side, it is about having the connections and visibility into supply, not just into your Tier 1 or direct suppliers, but also into your Tier 2 and Tier 3 suppliers—that notion of deep supply visibility. On the innovation side, supply chain clearly has a role to play in the innovation process. For example, high tech suppliers play a pretty significant role in the innovation process; other industries perhaps a little bit less, but growing. So whether it’s consumers, customers, suppliers, academics, or open-source innovation, it all plays nicely in this context of the innovation network. That’s the thing I’m looking at this year. It’s not going to be one of those things where we complete by the end of the year and then say ‘we’re done, we’re fully networked;’ I think it is something we’re going to see increasingly discussed and increasingly affecting supply chains as we move through 2015.
SCN:      In addition to what you’ve just mentioned, how else will the networked supply chain impact manufacturers?
Ellis:      As with all things, some manufacturers are leading edge, others fast-followers, and still others are laggards. Certainly the notion of networked supply chains is not something we are just starting to explore this year. A number of leading manufacturers have looked at it and a number of vendors including JDA have talked about networks. The impact for manufacturers, in terms of their business, we’ll begin to see this year, but we certainly aren’t going to say we’ve done it all this year. It will be a journey, especially for those manufacturers who aren’t typically early adopters of these sorts of things. We’ll see the fast-followers and even the laggards start to get involved this year and the impact will be felt over a multi-year journey.
SCN:      What should manufacturers do to prepare for and leverage this trend?
Ellis:      My advice is not really different than I would have for any new approach or technology, whether you call it skunk-works or pilots or whatever; I think businesses have to do the due diligence on what networks might mean to their supply chain. Are they involved in networks today? Many of them are, but some are not. Those that are may be doing it only in limited areas. The due diligence will say, what does this mean for my business? But also, companies should be clear in their own minds where they are in terms of technology. As you know, I worked for a major consumer goods company for many years and while the rhetoric was early adopter, the reality was really fast-follower. RFID was a very good example of that.
I think it is also incumbent on manufacturers to be clear in their own minds where they are and not try to be what they aren’t. So if it makes sense to be a fast-follower in terms of leveraging networks, be clear on that and behave that way. At the end of the day, it’s about engaging with customers and with vendors, understanding what networks mean for the business, what potentially they can contribute to the business such that as the maturity curve increases over time, they will be in a position to adopt quickly where it makes sense to adopt. As a manufacturer, what you always want to feel you are able to do is, even if you choose strategically not to be on the leading/bleeding edge, at least do enough of the due diligence so when the time comes to adopt, you can do it quickly and effectively. I think at the end of the day, that is what informs the level of preparation for this notion of a networked supply chain

Customer service the long, wrong way

By Seeta Hariharan, General Manager and Group Head, Tata Consultancy Services Digital Software & Solutions Group
JANUARY 29, 2015
I recently had a very telling experience with a high-end retailer — a store known for its exemplary customer service and where I spend an embarrassingly large amount of money. The journey began with an online purchase of Marco Bicego earrings that, unfortunately, upon receipt, were too big for me. So, I decided to return them, and that's when the saga began.
I called the customer service department to get a return label so that I could send the earrings back. The customer service representative explained to me that the order had already been cancelled and that my credit card was refunded. I informed her that I was looking at the earrings at that very moment and that my online credit card transactions showed that I had not been refunded. She was baffled.
I asked to speak to a supervisor who explained that the earrings I ordered online had been shipped from one of their stores because it had not been in stock at the warehouse. She went on to explain that when an online order is shipped from a store, the retailer has to cancel the online order and place a new order with that store. She also told me that it has been difficult to integrate the online and point-of-sales systems and she didn't expect that it would happen anytime soon.
When four weeks after returning the earrings I did not see a credit back on my card, I called customer service again and asked to speak to a supervisor. She told me that the earrings were at the warehouse; they need to be shipped to the store and the store needs to provide me a credit. After more than a dozen calls, I saw a refund on my credit card.
But there is more. Several weeks later a supervisor called me to relay that, as a good customer, they were offering me a $100 gift card. I told her, "Given that I am a very valuable customer who does way too much business with you every year, I thought you would have treated me differently through this process." She was very quick to respond, "We treat all of our customers the same; it doesn't matter whether they spend a dollar or ten thousand." That's a nice egalitarian comeback, but it was the wrong answer for me.

Wednesday, January 28, 2015

The Devil was in the Details at Target Canada by Kelly Barner

Posted on January 28, 2015
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On January 15th, Target announced that they would be closing all 133 of their locations and distribution facilities in Canada. The failure was attributed in large part to problems stemming from their supply chain operation.
BloombergBusinessWeek article on the retailer’s decision stated, “The company has admitted it botched management of its supply chain in Canada, which led to often empty shelves.”
That might be a good enough explanation for a general audience, but supply chain professionals know better. The devil – or in this case, the preventative value – is in the details. Characterizing the failure of the supply chain as ‘botched’ is a gross oversimplification akin to managing time by checking the day of the week. When you look below the surface, the problem was complex, compounded, and multi faceted. And while they all roll up to the supply chain leadership at the end of the day, each problem needed to be solved differently.
target
Off Target in Canada . . .

Problem #1: Pack quantity breakdowns
Discrepancies in pack quantity, meaning how many of each item could be ordered at a time, resulted in wild overstocking of some items and disconnects between DCs and stores in other cases. “As goods arrived at the warehouses, workers found errors, 12 shirts per box when the computer system expected 24, for example,” said two former third party supply chain employees quoted in a May 2014 Reuters article. Each time a problem was uncovered, an audit was required, and that caused costly delays in goods getting from one of Target’s three Canadian warehouses to its stores. So while the warehouses were often overflowing, the actual store shelves were often empty, including the critical holiday shopping season.
Problem #2: Regional purchasing discrepancies
There was also a confusing disconnect between what was to be carried in US stores versus their Canadian counterparts. This resulted in corporate buyers making large purchases of items and sending them to Canadian stores – items that they were not expecting and did not want. Another dimension of this story – the role of procurement technology – clearly also played a part. In a better managed supply program, the system in use would have made clear which markets each item, supplier, or category of product was appropriate for placement in.
Problem #3: Outsourcing costs
Target outsourced the staffing and operation of their three Canadian warehouses to Eleven Points Logistics. Efficiencies notwithstanding, outsourcing still costs money, especially when the operation is not running smoothly as a result of the third party’s involvement. Adding the expense of a 3PL to the already higher cost of running a retail business in Canada prevented Target from matching the pricing strategy that contributed so much to their success in the United States. Although the contributing factors to the higher costs may not have been apparent to consumers, the prices themselves were. As one shopper remarked in an interview quoted in Supply & Demand Chain Executive magazine, “They think we’re idiots or something” a sentiment that is always bad for business, regardless of who is to blame.
Supply chain problems were not the sole cause of Target’s inability to operate successfully in Canada. In addition to stock outs and inventory misalignments, their pricing strategies and product mixes didn’t align with the expectations of Canadian consumers well enough for them to compete with established retailers such as Wal-Mart.
In a way, Target’s famure in Canada is much like the case against Paul Devine, the rogue Apple employee found guilty of selling confidential product and R&D information to the company’s suppliers. In that case, the importance of an ethical procurement function was clearly demonstrated by its absence. In this case, we see how a poorly managed supply chain can seal the fate of a large, successful retail operation.

Omni-Channel Strategies Get You Digital Ubiquity But Not Digital Relevance


This article is by Brian Solis, principal analyst at Altimeter Group.
CMOs are prioritizing mobile customer experiences because they have to. Mobile is after all only becoming more pervasive in the digital customer journey. Accordingly, CMOs have widely accepted a “mobile first”-design mindset when approaching campaigns and other important digital initiatives. But what does mobile first mean? New research suggests that mobile first design might be just the beginning of a complete mobile renaissance.
As of last year, mobile platforms accounted for 60% of total time spent on digital media, according to ComScore. A recent study conducted by Nielsen reported that roughly half of consumers believe mobile is the “most important resource” in their purchase decision-making.  More so, over one-third said they used mobile exclusively. And, as Google found, some 90% of consumers multiscreen between devices to accomplish a goal, using an average of three different screen combinations each day.
While mobile first is already a well-accepted mindset, it is open to interpretation and as such, it represents many things to many different people. For example, a mobile CX strategy could be a single purpose app. It could also be part of an omni-channel marketing campaign. Some strategies apply a mobile-first strategy by making a website responsive or adaptive to smaller screens.
Mobile-first is of course all of these things and more. The answer isn’t limited to any one thing, nor it is achieved through omni-present, be everywhere, digital ubiquity. The challenge that CMOs face is that each approach in its own way represents a finite or fractured view into the evolving customer journey.
The truth is that “mobile-first” should be the standard for all things digital, but it may not be enough. At the same time, digital ubiquity doesn’t necessarily address the needs or expectations of customers in real-time, specific to each channel, based on the native behaviors in each channel.
Digital is only becoming more complex with every new network, app, and underlying technology that gains momentum. At the same time, devices too are multiplying. For example, in mobile, smartphones and tablets are indeed the most popular small screens today. But in a post-PC era, smart watches, augmented reality, payments, beacons, et al will populate the customer journey as well. CMOs must plan ahead for how these technologies impact touchpoints, tasks, and outcomes. Even with just phones, the experience today is fragmented.
Digital customers are well on their way to expecting entire journeys to transpire on the small screen. But as consumers become increasingly mobile only, brands too need to think about designing mobile only customer journeys that complement other digital and omni-channel experiences.  Innovation in brand marketing and customer engagement indeed starts with mobile first and a new focus on mobile-only design. That takes much more than disparate mobile initiatives run by disparate groups. It takes new vision and models to support omni-channel and mobile only experiences.
For example, companies such as Starbucks, Zappos and Sephora are uniting formerly disparate marketing and digital teams to come together in one group to create an integrated customer experience regardless of channel. They’re looking at mobile as a complementary and complete channel to not only deliver native experiences to the mobile screen, but also cater to users along the entire journey and relationship – as a part of, and independent of ubiquitous digital strategies.
It’s just a matter of time until all brands approach mobile in this fashion and stop forcing consumers to multiscreen or channel hop.
To win among mobile- and digital-first customers, organizations must focus on learning more about customer frustrations, expectations, and behaviors specific to mobile. When done in parallel to other digital investments, mobile (in each of its forms) becomes an experience unto itself. Accordingly, strategists must apply those insights to architecting an ideal mobile state.
Marketing innovation begins with recognizing that mobile and the ecosystem of devices that define it is both a means and an end to incredibly improved customer experiences. Consumers will reward your work accordingly.