This document outlines the agenda for a meeting hosted by Iris Nursery on innovation in retail technology. The morning sessions will include introductions and presentations on smart retail trends and the hybrid of physical and digital retail. An innovation demo and discussion on the sector are also scheduled. The document discusses Iris Nursery's work in accelerating brand innovation, co-investing in ideas, and incubating startups. It explores challenges in retail from data use to the blending of online and offline commerce. Overall, the document provides an overview of the day's discussions on innovative technologies and the transformation of the retail industry.

1. Copyright © 2014
ß
London, 18th September 2014

2. Welcome & SOME INTRODUCTIONS
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4. Copyright © 2014
John
Grant Dan
THwaites Dave
Caygill John Grant – planner,
book writer & startup
veteran
Dan Thwaites–
former digital &
creative agency head,
entrepreneur
Dave Caygill –
strategic technologist,
digital creative, hacker

5. Copyright © 2014

6. Benjamin Chilcott
CEO Iris Concise Sam Noble,
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OUR FRIENDS IN THE NETWORK
Will Silverwood,
MD, Iris Concise
Chief Strategy Officer, Iris

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BRANDS / BUSINESSES TODAY

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THIS MORNING
9:00- 9:40 WELCOME (DAN THWAITES, CO-FOUNDER, IRIS NURSERY)
A little bit about Iris Nursery and getting around some of the
problems of innovation.
9:40-10:00 MARKET VIEW (STEPHEN MILLARD, CEO E-COMMPLISHED
– RETAIL TECHNOLOGY INCUBATOR)
Overview of Technology & Investment Trends in the Sector
10:00-10:30 SMART RETAIL (JOHN GRANT, CO-FOUNDER, IRIS NURSERY)
New Hybrids between Physical & Digital Retail
10:30-11:00 NO MORE DIGITAL DIVIDE (Facilitated by JOHN & DAN)
Discussion around business and the hybrid digital / physical
space
11:00-11:15 BREAK
11:15-12:00 INNOVATION DEMOS (DAVE CAYGILL, TECHNOLOGY LEAD, IRIS NURSERY)
Presenting a series of micro-demos from selected innovative
companies & technologies.
12:00-1pm CHATHAM HOUSE DISCUSSION (Facilitated by JOHN & DAN)
Discussion on the overall sector, the business issues within it
and where we should focus our attention.
1pm-1:15 Wrap up
1:15- 2pm BUFFET LUNCH & CLOSE

9. A little bit about iris Nursery
Copyright © 2014

10. Extending Creativity Beyond
Communications
!
Into business ideas & products
Copyright © 2014

11. Opening up new markets &
finding new value in existing
markets.
!
Often with New partners &
commercial Models to bring
them to life
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HELPING Brands
Accelerate INNOVATIon
!
CO-INVESTING IN
INNOVATIVE Ideas
!
INCUBATING INNOVATIVE
BUSINESSES

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Accelerating Innovation
Creating & managing bespoke
processes for business innovation
!
Ensuring momentum through
new partnerships & models
!
Reducing risk through rapid
prototyping & testing

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Co-Investing in Innovation
Product Innovation
to open new markets
Product Prototyping,
Development & Go-to Market
Co-creative
Product ENHANCEMENT

15. Incubating Innovative Businesses
We have already invested in 10 startups this year through our fund and are
Copyright © 2014
actively seeking more for further investment this year

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Curated Connections

17. A rare combination of creativity, consulting, delivery + global reach
helps us create ideas and, importantly, make them happen.
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GLOBAL INNOVATION NETWORK

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Sharing a Quick Glimpse at a Few of our Innovations in Progress
SNEAK PEAK

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HELPING Brands
Accelerate INNOVATIon
!
CO-INVESTING IN
INNOVATIVE Ideas
!
INCUBATING INNOVATIVE
BUSINESSES

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Challenging Times
Growth Disrupted / fragmenting markets
SPEED FIXING THE PLANE IN THE AIR

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6 Problems with Innovation
and WAYS OF WORKING AROUND THEM
(+ a couple of new ideas that came up along the way)

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Problem
#1
Never short of ideas,
the challenge is making them happen

24. Building a “loose ties” ecosystem of partners
who can BRING NEW IDEAS TO LIFE
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IP
CREATIVE TALENT MARKETPLACE

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Problem
#2
When we see a solution, we CAN BRIEF
PROSPECTIVE PARTNERS.
!
But We don’t know WHAT we don’t know!

27. Share as much as you can. Even if only the
problems. Open source wins.
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IDEAS
SPA…
THE IDEAS SPA
IP

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Problem
#3
WHICH IDEAS to take to scale?

30. SPARK WITH IMAGINATION, FUEL WITH DATA
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Problem
#4
Scale & complexity of our business
makes innovation harder to land

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Start small, think big
Prototypes, MVP, experiments

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Problem
#5
Innovation can be seen as a distinct activity,
rather than something that the business as a
whole does to survive.

34. BUILDING A CULTURE OF SOLVing
CUSTOMER PROBLEMS
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35. PRODUCT TESTING CONCEPT
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IP

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Problem
#6
Securing continuous effective engagement of the
people who we need to develop the ideas and make
them happen (upstream & downstream)

37. Inspiration, Co-Creation, Sprints,
Competition
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38. Copyright © 2014
BACK TO TODAY… A STARTER

39. …BACK TO TODAY
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Fuel for the imagination

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Therapy

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FINDING SOME NEW AREAS TO START TESTING

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SOMETHING TO TAKE BACK

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45. Eccomplished Dashboard
SeptemberS 2t0e1p4hen Millard, CEO
MARKET VIEW

46. Working exclusively with
retail technology
innovators
Accelerating growth through
market validation, growth
strategies, funding and
value realisation
Connecting the eco-system
of complementary
technologies, partners,
retailers and investors
Providing a unique
combination of expertise,
retail knowledge and
industry relationships

47. Powerful forces are re-shaping retail
Transformation
of the world
economy
Digital technology
Transformation
of an outdated
model

48. Change creates opportunity
Transformation
of an outdated
model
Retail innovation Speculation

49. “Digital technology is critical to the success of my
business”
Disagree
strongly
Disagree
somewhat
Agree
somewhat
Agree
0.36
8%
4%
2%
Agree
strongly 0.5

50. Higher levels of investment in innovation is driving
significant growth

51. But don’t think [insert buzzword]-channel - it’s just retail
What
growth
do
you
anticipate
overall
and
across
each
channel?
What
proportion
of
your
revenues
do
you
ascribe
to
each
channel?
What
growth
do
you
anticipate
overall
and
across
each
channel?
What
proportion
of
your
revenues
do
you
ascribe
to
each
channel?
Mobile
Online
In-­‐Store
37%
44%
Total 40%
50%
46%
47%
41%
51%
2014 2013
Mobile
On-­‐line
38%
17%
In-­‐store 45%

52. 2012
Good logistical efficiency
and competitive delivery
pricing
English is the language
of technology
development
23%
of retail
online
Purchase protection
through credit card
purchases
Competitive and comprehensive
broadband and networks
Adoption of debit /
credit cards for
online purchase
Availability of
digital / design
skills
We are a
nation of
shopkeepers
Common tax laws
and pricing
across UK
Legal
requirements to
accept returns
Trusted
relationships with
retailers
13.5%
of retail
online
2016

53. Go global

54. Retail innovation
innovation models
!!
Reinventing
entire industries
Disrupting and allowing us to do things
we’ve never done before
Improving and enhancing how we do things today

55. Retail’s transformation The new retail reality
at home out & in-store
about

56. What’s trending?
Data
Privacy Payment Personal Location

57. Eccomplished Dashboard
SeptemberS 2t0e1p4hen Millard, CEO

58. Copyright © 2014
SMART RETAIL

59. DEEPLY DUMB: RETAIL AND PRIMAL INSTINCTS
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Neuroimaging research[2] has reported spikes in
reward-circuit dopamine activity related to
shopping, similar to those seen in addictive
behaviors, such as drug use and overeating

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“So strong is the endowment effect that we don't
have to physically own something for the effect to
take hold. The mere suggestion of ownership is
enough to get our guns going. One recent study found
that people who touched an item felt an increased
sense of ownership toward it.”
(Peck & Shu, via FastCoDesign)

61. Copyright © 2014
You're More Likely To Buy Something
When Shopping On Your iPad
The "Endowment Effect," Which Makes Us
Overvalue Items, Is Stronger On A Touch Screen.
(Brasel & Gips via FastCoDesign)

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“No matter how much smarter or more
experienced we have become, there's still
something called "retail magic," where someone
is able to put something out there in a way that
makes us fall in love with it and have to have it.”
(PACO UNDERHILL)

63. “…according to a French study the phenomenon still
swings a considerable number of shoppers. Researchers
found that lowering the price of a pizza from 8.00 euros
to 7.99 euros boosted sales by 15%.” (BBC)
Copyright © 2014

64. After investigating a marked drop in melon
sales, a retail psychologist's report for Tesco
suggested that the modern preference for
smaller breasts, as modeled by the likes of
the superwaif Kate Moss, is informing
customers' decisions to reject larger melons.
The company has instructed growers in
Spain to produce Galia melons of no more
than 0.55kg, rather than the 1kg melons that
were proving slow to sell.
A Tesco spokesman insisted that the sales
results spoke for themselves. 'Since we
introduced the smaller melons two months
ago we have sold more than a million.’
(THE GUARDIAN)
Copyright © 2014

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Ecommerce AS ‘MAIL ORDER’
Digital shopping & digital delivery
eg media, travel agency
!
vs Digital shopping and physical delivery
= 90% of ecommerce?
!
-> Surprising implications
eg huge advantage if fits through letter box

67. Mail Order dumb too – RETAIL PORN?
Copyright © 2014

68. BUT (UNLIKE MAIL ORDER?) ECOMMERCE ATTRACTED THE
brightest & best
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69. Who created SOME OF THE world’s best retail brands
(THAT happened to be on web)
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“Our vision is to be earth's most customer
centric company; to build a place where
people can come to find and discover
anything they might want to buy online.”
AMAZON.COM

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Amazon’s SMART ideas
1. Customer at the centre
2. Incredible range – the long tail
3. One-Click ordering
4. Customer reviews/recommendations
5. Marketplace
6. Showrooming - & now Firefly
7. Kindle & digital content platforms
DEFINITION
OF
SMART?

71. BUT It’s still been VERY hard miles
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After 20 years of Amazon
& by 2025
McKinsey
predicts
15% Online

72. WHAT KEEPS TESCO AWAKE AT NIGHT?
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VS

73. ALDI RATED 1= WITH WAITROSE FOR QUALITY
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“…the lobster, scallops and venison I was served
by celebrity chef Jean-Christophe Novelli last
week at Home House, the private members’ club
on London’s Portman Square, was part of a
four-course, fine-dining experience created
entirely from the products of the German chain
Aldi.” INDEPENDENT

74. THE RETURN of THE own brand
Copyright © 2014

75. Copyright © 2014
& ETAIL NEVER MISSES A TRICK

76. EVEN BIGGER TREND – CLICKS & BRICKS
These click-to-brick
retailers report e-commerce
sales lifts of
three to five times in the
built-out markets
AT KEARNEY
!
Andy Dunn of Bonobos,
told Bloomberg only 5%
of visitors to their website
make a purchase. In its 10
stores, that number is
83%.
FORBES
Copyright © 2014

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Clicks & Bricks
Made.com encourages shoppers to digitally interact
with physical products using tablets provided in
their showroom, which incorporate real-time
content, reviews and recommendations. Customers
are only asked to identify themselves at end of the
experience, in order to have access to the data they
created in-store after they leave.

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Clicks & Bricks

79. Copyright © 2014
Clicks & Bricks

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Clicks & Bricks
JEANSONLINE.COM
FIRST IN NL TO OFFER SAME DAY DELIVERY
NEW 15 MINUTE ‘EASY FIT & RETURN’ SERVICE
ONLINE LOWEST PRICE GUARANTEE

81. DIGITAL CAN DO DUMB: TEMPTING OFFERS
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82. DIGITAL CAN DO DUMB: SPECTACLES
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shopping is getting smart
(WHETHER STORES ARE OR NOT)

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CUSTOMER CENTRED IS HAPPENING:
DIGITAL BUT ONLY ON MY TERMS
OPINION LABS, 2014

85. SO WHAT COULD SMART SHOPS LOOK LIKE?
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86. Copyright © 2014
A FEW SMART SHOP IDEAS
Data from interactions
with Top Shop “Customise
The Catwalk” app were
then used to inform
merchandising decisions.

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A few smart shop ideas
Adiverse displays turn
a small shop into a
Flagship store – able
to browse 8000 shoes.
In UK rollout an average
40% sales uplift seen.

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A few smart shop ideas
Debenhams is embarking on
a social selling strategy in the
build-up to Christmas
encouraging customers to
share special offers with
friends in return for rewards,
based on co buying (group
rewards, leaderboards…)

89. Copyright © 2014
Clicks & Bricks
Westfield Collect Lounge - collect
your items and try them on in a
very snazzy private changing
room. Even better if it doesn't fit
or you don't like it you can return
there on the spot. 1 hour free
parking too. Not too shabby
aye ?"
Callie,
fromthecornersofthecurve.com

90. Copyright © 2014
A few smart shop ideas
Innovative “magazine style”
retailer STORY uses Prism
a cloud based analysis
platform that turns video
footage into heat maps
and realtime analytics.

91. Copyright © 2014
A few smart shop ideas
Many stores use tablets to
show extended choices,
content etc. Saks Fifth
Avenue use 3,500 tablets
equipped with the Raymark
clienteling application, with
a customer-specific
database including high-resolution
images of
customers’ past purchases.

92. Copyright © 2014
A Few Debates
Where are we on the smart-dumb scale?
To compete in future, where should we be?
For the hybrid digital/physical ‘total retail’ era…
(centred on the customer not the channel)
- What are our challenges?
- What are our conflicts?
- What are the key opportunities?

93. Copyright © 2014
NO MORE DIGITAL DIVIDE

94. Conflicts, OpportunitIes & CHALLENGES
Copyright © 2014
NO MORE DIGITAL DIVIDE
TALK WITH YOUR
NEIGHBOUR
!
10 MINS
COMPARE WITH
THE TABLE
!
10 MINS
SHARE WITH THE
GROUP
!
10 MINS

95. Copyright © 2014
Break

96. Copyright © 2014
STARTUP ACCELERATION

97. Copyright © 2014 97
POST
IT
NOTES
brainstorm

98. Copyright © 2014
launch LEAN AND LEARN
98

99. THEY DON’t go far before VALIDATING LEARNING OR
PIVOTING.
99
Copyright © 2014

100. MATCHMAKING BRANDS AND STARTUPS.
100
Copyright © 2014

101. In-Store Data Capture & Electronic Receipts!
without EPoS Integration

102. Ryan

103. Ryan is a happy customer.

104. “yReceipts delivers customer visibility and data capture capabilities that replace
traditional swipe card-based loyalty schemes and helped us increasing in-store
customer data capture 18-fold.”
Head of CRM & Loyalty, Mothercare

105. 100,000 identified customer every week in 200 stores!
That’s every 2nd customer!
84% marketing opt-in rate!
65% feedback rate

107. 107

108. 108

111. One store sending 300 digital receipts a week can fill a stadium the size
of Centre Court with known customers in a year

112. 50 stores and you
know all of the!
650,000 Royal
Wedding visitors

113. Ryan now knows every person in Hamburg (after 9 months)!
1,837,327 new customer profiles

114. 7,181,593 sale items

115. 1,837,327 new customers!
bought
7,181,593 products!
in
2,979,594 transactions!
across
200 stores!
served by
6,592 sales assistants

116. yReceipts puts data where it belongs: in real-time
Electronic
Receipt
Mobile
App
Feedback
System
CRM
Database
Product Review
Service
Loyalty
System
Customer Web
Login
Analytics
System
Newsletter
Database
yReceipts Hub
No EPOS integration required
Receipt Data
Customer Data

117. Join Ryan and many more happy customers in
Europe, Australia and the US

118. thank you

119. 119
In-Store Digital
Media: Reinventing
the Retail Space

123. Click
&
Collect
Click
&
Collect
PHYGITAL

127. API
Basket
ID
Store
ID
Checkout
details
Payment
HTML
Templates
Confirmation
&
XML
Data
Feeds
IN-­‐STORE
SCREEN

128. 1
2
3
4
5
SHOP
THE
VIRTUAL
INVENTORY
ENABLE
AN
OMNICHANNEL,
CONNECTED
SCREEN
STRATEGY
PREVENT
“WALK
AWAYS”
LEVERAGE
EXISTING
ONLINE
COLLATERAL
RE-­‐INVENT
THE
PHYSICAL
RETAIL
SPACE

129. DEMO
SCREENS

135. !
“What would physical retail’s role be if it were
invented today”?!

140. Qudini’s Solution

141. Qudini’s Solution

142. Qudini’s Solution

144. Service retail

145. Service retail
• 25% mention!
!
• More conversations!
!
• 40% reduced walkouts!
!
• Increased footfall!
!
• Serve faster and better!
!
• Increased spend!
!

146. House of Fraser Click and Collect

147. House of Fraser Click and Collect
• Productivity doubled!
!
• 2 in queue!
!
• 40% reduced walkouts!
!
• Aids low resource!
!
• Faster more professional!
!
• Increase repeat purchasing!
!

149. THANK YOU!
!
Imogen Wethered!
CEO – Qudini!
!
imogen@qudini.com!
07766113002

150. 150
Shop the visible

151. 151
What problem are we solving?
Lovethelook was set up to find outfits without subjective
keywords.
People want immediacy. I see it, I want it now
Marketers want insight and need to be where
their market is
Publishers are looking for new income streams.
Their images are dead assets

152. 152
Our solution
Technology that automatically finds product/s in any digital image and offers similar,
unbiased buying opportunities
Automated
Automatically finds product/s
in any digital image
Customization
Can be white labeled against
a closed list of products
Iterative
Iteratively learns so accuracy
improves over time
Not just fashion
Not just fashion and interiors. Any product in
any image
Scalable
Can scale up to huge image collections for
legacy projects
Unobtrusive
Works on rollover so doesn’t obstruct user
experience

153. 153
Lovethelook as a service
Easily integrated solution for
publishers
Lovethelook is quickly and easily integrated in any
web content allowing rapid monetisation of images.
Commission is shared between publisher and
Lovethelook. Legacy projects of large image libraries
can be quickly implemented due to Lovethelook’s
scalability.

154. 154
Closed catalogue apps
Unique solutions that drive
engagement
We can build branded apps using your catalogue
feed so results only feature your product/s. For
example street fashion images generate the closest
match in your catalogue. This builds brand
engagement and offers a unique user experience
whilst also driving valuable insight in to buyer
behaviour.

155. 155
Enterprise
Saa
We can process billions of images
Lovethelook is robust and infinitely scalable. We
work with and partner some of the world’s largest
digital companies dealing with billions of page
impressions each month.

156. 156
Lateral applications
Saa
We’re not just in fashion and
ecommerce
We are now using Lovethelook technology in a range
of lateral applications including Google Glass. We are
also working in sectors such as security, engineering,
healthcare and military as well as other ecommerce
areas such as interiors.

157. 157
Leading experts in
computer vision and AI
Our unique mixture of
techniques
More in depth learning
and recognition than
competitors
Our advantages
Unparalleled scalability and
iterative tech

158. 158

159. 159
Contact us to request a demo
grant@lovethelook.com
@lovethelook
linkedin.com/lovethelook
E4F, Birmingham Science Park, Aston University,
Birmingham
Lovethelook.com

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166. We create omnichannel customers
166

167. 167
Most valuable data isn’t being captured
Retail Sales
©
2014
CloudTags
-­‐
Confidential
and
proprietary
90%
Online Sales
(intent data is tracked)
10%
In-store sales
(Intent data not tracked)

168. Harvey Nichols Video Case Study
©
2014
CloudTags
-­‐
Confidential
and
proprietary

169. 169
MADE
©
2014
CloudTags
-­‐
Confidential
and
proprietary

170. Consistent
Results
Furniture
(MADE)
Lifestyle
(DropDead
Clothing)
Pick up
Sign up
Come back
Luxury
Department
Store
(Harvey Nichols)
56% 16%
53%
21% 44%
46%
41% 31%
14%
AOV +15% +42% +18%
©
2014
CloudTags
-­‐
Confidential
and
proprietary

171. 171

172. LOCATION MARKETING
1.
LOCATION
Registration
MAC
authentication
2.
CONTEXT
Location
profiling
User
profiling
Social
tracking
Usage
Other
profiling
3.
RELEVANCE
Offers
Recommendations
Promotions
Advertising
Content
4.
COMMUNICATION
SMS/MMS
Email
Push
notifications
Vouchers/passbook
Social

173. What YOUR BUSINESS is doing RIGHT, WRONG, NOT FAST ENOUGH,
what YOU should TRY and WHAT SHOULD YOU LEAVE ALONE.
Copyright © 2014
CHATHAM HOUSE DISCUSSION
BREAKOUT
GROUPS
!
30 MINS
SUMMARISING
FINDINGS
!
10 MINS
SHARE WITH THE
GROUP
!
20 MINS

174. Copyright © 2014
WRAPPING UP

175. Copyright © 2014
London, 18th September 2014