“customer-centric ecommerce · sellers need help with shipping • 34% of consumers will only...

“Customer-Centric eCommerce”III. Part 1 – New Models: Shipping

Moderator: Mike ComstockSenior Advisor

GrandCanals Inc.

Co-Founder, Ursa Major Associates

Anthony WatsonBusiness Development

ShipBob

Laura Behrens WuCo-Founder and CEO

Shippo

Brad HarrellCEO

CargoGlide

Steve BurnsCo-Founder/CEO

Workhorse Group

“Customer-Centric eCommerce”Wayfair's online sales increase 60% in

2016 with help from its credit cardPayPal's global mobile

transaction volume grows 53%

in Q4

Retailers turn to drop shipping

to compete in e-commerce

Urban Outfitters uses app

location data to spur sales

Messaging app Viber adds a shopping feature

“Customer-Centric eCommerce”

87% of ecommerce shoppers stated that they would likely to

shop again following a positive delivery experience (Metapack Study)

61% of respondents said they had bought goods from one

retailer over another because they provided more delivery

choices (Metapack Study)

48% of shoppers find guaranteed delivery dates important when

checking out online (2016 UPS Pulse of the Online Shopper Study)

88% of online shoppers said they wanted direct access to

shipment tracking (DHL Study in Germany)

Why Innovation in Logistics Matters

PROBLEM

Ecommerce software (Shopify, Kickstarter, Etsy, Bigcommerce, etc)

have made online selling easy but there is no easy fulfillment

solution

WHY NOW?

Shopify 12/13 13/14

GMV= 128% 133%

Revenue = 112% 109%

$250M

$200M

$150M

$100M

$50M

$0

$4B

$3.5B

$3B

$2.5B

$2B

$1.5B

$1B

$500M

2012 2013 2014

MARKET SIZE

Small businesses

21MSmall business with <4M Revenue=

543k!New businesses each month =

4M

TAM in selected industries and cities** =

$12B/month

TAM ($$)

** selected industries and cities provided in appendix

SHIPBOB PRODUCT OVERVIEW

Order Management Shipping Platform

Customer Communication Inventory Management

Technology Platform

CURRENT SOLUTIONS

DIY Shipping Staff 3PL

WHAT SHIPBOB DOES

Same Day DeliverySplit Inventory

Selling/Listing Tools

Local Pick Up Returns

Optimize CostCustom Packing

Warehousing

Fulfill Your Campaign

Integrate with

Your Store

International Shipping

Technology Platform

Why Innovation in Logistics Matters

SHIPPING FOR

MARKETPLACES, PLATFORMS AND ECOMMERCE

It’s easier than ever to sell online

Sellers need help with shipping

• 34% of consumers will only purchase online if there is free shipping

• 53% will pick one store over another based on return shipping policies

• 69% of buyers expect shipments to be sent within 24 hours of when they click “buy”

Shipping is difficult for ecommerce professionals.

With lower barriers to entry and rise of peer-to-peer, we’re asking consumers to

become shipping experts.

SHIPPING IS THE #1 REASON FOR CART ABANDONMENT

Data above is from from a recent Shippo survey on the State of Shipping

BUILDING BLOCKS OF SHIPPING

MULTI-CARRIER API

Access a global network of

shipping carriers in one integration

INTUITIVE DASHBOARD

One interface to manage shipping

operations from end-to-end

Get real-time rates, print shipping labels, automate

international paperwork, track shipments, and facilitate

returns

Operational Models

NATIVE SHIPPING SOLUTION

Shipping is built directly

into the platform as a

native feature

HYBRID SOLUTION WITH SHIPPO

Merchants access shipping

through the platform and use

Shippo for administration

ORDER SYNC TO SHIPPO

Merchants sync orders from

the platform to Shippo’s

shipping dashboard

PLATFORMS LOOK FOR DIFFERENT WAYS TO SOLVE SHIPPING CHALLENGES

Any platform can build a custom shipping solution using our API and dashboard.

Mercari – Native Shipping

Mercari works with individual sellers who are not well-versed in shipping.

• Mercari provides sellers with 4 flat rate shipping options

• Sellers select their shipping tiers when listing their products

• When a buyer purchases a product the shipping label is automatically generated and emailed to the seller

Snapfulfil – Hybrid Solution

Snapfulfil is a warehouse management system for ecommerce businesses

• Each business using Snapfulfil signs up for their own Shippo account for billing and admin purposes

• Businesses access shipping natively through the Snapfulfil interface

• Snapfulfil helps businesses organize and operate their warehouses for fast fulfillment

Shopify – Order Sync

Shopify users need a better platform to manage shipments

• Shopify orders sync directly onto the Shippo dashboard

• Sellers are able to batch create shipping labels for similar orders quickly

• Shipments tracking numbers are automatically synced back to eBay

Thank you

Laura Behrens Wu, CEO

laura@goshippo.com

Shippo is based in San Francisco, and processes millions of labels for over 15,000 businesses around the world.

Founded in 2013, Shippo backed by Union Square Ventures, SoftTechVC, and other esteemed investors.

“Simply the safest, most productive way to get to your gear.”

Studies Suggest:

Carrier efficiency is increased and cost is reduced through better vehicle utilization.

No room for workers to climb into the work vehicle allows for more storage space.

No need for workers to climb into the work vehicle optimizes injury avoidance.

Strictly Confidential. Not for Distribution.

WORKHORSE GROUP INC.

PostalVision 2020 Presentation

Steve Burns

CEO Workhorse Group

“The Last Mile”

Strictly Confidential. Not for Distribution.

WORKHORSE GROUP

Same two Basic Components: A Horse and a Rider

1

Strictly Confidential. Not for Distribution.

WORKHORSE GROUP

Modern Day Horses

2

Strictly Confidential. Not for Distribution.

SOURCE: EPA

3

The Problem with the Current Horse

Only 14% of Energy Gets to the Wheels

Strictly Confidential. Not for Distribution.

TRUCK SIZE

4

Trucks Can’t Get Much Smaller

0

2

4

6

8

10

12

25 50 75 100 125 150 175 200 225 250

Cost per Delivery

Cost per Delivery

Strictly Confidential. Not for Distribution.

Current HorseFly Technical Specs

Empty Weight: 15 lbs. (6.8 kg)

Payload Capacity: 10 lbs. (4.5 kg)

Configuration: 8-Rotor Octo-Copter

Guidance System: GPS and Compass

Infrared Camera &

Lidar sensor

Max Speed: 50 mph

Flight Time: 20 min

Battery Pack: Lithium 18650

Strictly Confidential. Not for Distribution.

UPS TESTING WITH HORSEFLY FEBRUARY 2017

6

Strictly Confidential. Not for Distribution.

Total Cost of Ownership of the Workhorse E-Gen

Truck is less than 50% of the TCO of a

conventional internal combustion engine truck.

Allows for optimized delivery routes, with the

HorseFly and Workhorse truck working

simultaneously to deliver packages.

Allows for the development of delivery systems

that utilize UAS or autonomous systems for delivery

in the future. These systems will allow for delivery

solutions that are approximately a tenth of the TCO

of conventional internal combustion engine trucks.

Advantages of the “HorseFly” UAS / E-Gen Truck System

Strictly Confidential. Not for Distribution.8

THANK YOU

88