FRANKFURT OKTOBER 2016
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- Cornelius Bennett
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1 FRANKFURT OKTOBER 2016
2 DUTCH BOOK TOKEN NO 1 GIFTCARD IN THE NETHERLANDS PART OF ROYAL DUTCH BOOKSELLERS ASSOCIATION NON-PROFIT, MISSION IS TO PUT AS MANY BOOKTOKENS AS POSSIBLE IN DUTCH MARKET MISSION IS TO SUPPORT SALES AND TRAFFIC FOR BOOKSELLERS / BOOKMARKET WE SUPPORT READING IN EVERY POSSIBLE WAY (PROJECTS)
3 DUTCH BOOK TOKEN TURNOVER TOTAL DUTCH BOOKMARKET 498,4 MLN IN 2015 BOOKTOKEN DELIVERS 5% MARKETSHARE IN TOTAL BOOK MARKET 30-40% OF THE BOOKS IN HOLLAND ARE BEING BOUGHT AS A GIFT TURNOVER: ,- PER YEAR BOOKSHOPS EMI 10 YEARS REDEEMABLE
4 GROWTH GIFTCARD MARKET TOTAL 200 MLN TOTAL 250 MLN TOTAL MRD
5 GIFTCARDS > 500 IN TOTAL > 80 A/B BRANDS 2 BIG COMPETITORS (GIFT FOR 2 / BLACKHAWK) 60% 1 YEAR REDEEMABLE (Dutch Booktoken 10 years) CLOSED LOOP OPEN LOOP GAME CARDS / I-TUNES
6 DEVELOPMENTS DUTCH BOOK TOKEN : INTRO GIFTCARD AND EXPANSION SELLINGPOINTS FOCUS ON 4 CHANNELS 1. BOOKSTORES: SHOPS + ONLINE + E-BOOKS 2. RETAIL: +/ SUPERMARKETS CONVENIENT TABACCO STORES 3. BUSINESS: SCHOOLS GOVERNMENT COMPANIES GIFTING 4. ONLINE: DIRECT TO CONSUMER BOOKSTORES RETAIL SELLINGPOINTS: - SUPERMARKETS - TABACCO - POSTOFFICE BUSINESS ORDERS ONLINE
7 1. BOOKSTORES > 500 SMALLER INDEPENDENT BIG INDEPENDENT TRIPPLE A 4-6 FRANCHISE 2-4 INTERNET
8 PRO & CON BOOKSELLERS CON PREFER TO SELL A BOOK SELLING PROFIT TOO LOW REDEEM MARGIN TOO HIGH DON T LIKE FACING HAVE OWN CARD PRO CLIENTS ASK FOR IT MONEY NEEDS TO STAY IN MARKET COMPETION DIRECT INTERNET SELLERS (NOT MEMBERS) BOOKSELLERS & PUBLISHERS PROFIT!!!
9 2. RETAIL SELLING POINTS CONVINIANT STORES - 1 BIG DOMINANT GIFTCARD SUPERMARKETS - 5 DOMINANT (OVER SELLING POINTS) PETROLS POST AGENCY / CIGARETTES SHOPS / ETC
10 PRO & CON RETAIL SELLING POINTS CON LESS SELLING IN BOOKSTORES (Miss 6,5% revenu) PRO MORE BOOKTOKENS SOLD = MORE BOOKS DEFENSIVE AGAINST NON - BRANCHE BOOKSELLERS (not members) COMPETION OTHER MARKETS BOOKSELLERS & PUBLISHERS PROFIT!!!
11 3. BUSINESS AND RESELLERS CLOSED LOOP - OPEN LOOP (BUSINESS EARNINGS) DUTCH MARKET ESTIMATED AT 100 / 150 MLN. MARGIN DISCOUNT ( TOO LOW 15% NEEDED, 20% PREFFERED) CARDS BEING VALUEDATED FROM DISTANCE (SECURE) SOLUTION = DIFFERASATION OF SELLING PERCENTAGE BIG PRO = ELSE WE (BOOKSELLERS) DO NOT HAVE THAT MARKET
12 4. ONLINE HITS - VALUE INDICATOR CONSUMER CAN MAKE PERSONAL ATTENTION LITTLE TURNOVER UNTIL NOW
13 WHATS IN IT FOR THE BOOKMARKET? REALTIME AND USEFULL SALES AND CONVERSION DATA STRONG IT-ARCHITECTURE TO LEARN AND GROW (LOYALTY CARD) COMPEED WITH OTHER GIFTCARDS AND GIFTS GIVE THE BOOK A COMPETIVE POSITION IN NEW RETAIL SELLING POINTS BUILD THE STRONGEST GIFT PROPOSITION (BESIDE BOOKS) IN THE GIFTMARKET: CHOOSE ALL THE BOOKS YOU WANT IN MANY SHOPS IN THE COUNTRY ALSO ONLINE RETAILERS AND E-BOOKS YOU GIVE SOMEONE ELSE: o o o KNOWLEDGE CREATIVITY EMPATHY o o o FANTASY SOCIAL COHERENCE RELAXATION
14 EXTRA S GIFTCARD VS PAPER? NEW SELLING POINTS (+3.000) OPEN VALUE BOOKSHOPS + + INTERESTING FOR B-TO-B MARKET + + VISIBILITY IN SHOPS + READY FOR WEBSHOPS BOOKSELLERS + PERSONALISATION
15 BENEFITS FOR BOOKSELLERS NO CHANGE / CASH SAFER LESS FRAUDE NO PRE-FINANCING RISE IN SALES ONLINE WEBSHOPS ADDITIONAL REVENUE NEW SELLINGPOINTS HANDLING DISAPPEARS: COUNTING TOKENS IMPOSE ORDER INVALID STAMP FILL IN FORMS DISTRIBUTION COSTS DIGITAL BILLING RISE IN SALES BY VISABILITY IN SHOPS EASILY TRACK IN STOCKS EASY AND RELIABLE TECHNIQUE INTERESTING CONSUMER DATA
16 GOOD TO REALISE BEFORE TRANSITION EUROPEAN LAW RESTRICTIONS (IF NEEDED) CONTRACTS NATIONAL BANK (IF NEEDED) FINANCIAL DIFFERENTIATION TECHNICAL PLATFORM AND OPTIONS SEGMENTATION IN COMMUNICATION IS CRUCIAL
17 EUROPEAN LAW RESTRICTIONS OPEN LOOP GIFTCARDS (DIFFERENT BOOKSTORES) WITH A REVENU ABOVE 5 MLN A YEAR WHO USE DIGITAL PAYMENT SERVICES MEANS EUROPEAN LAW (EUROPEAN MONEY INSTITUTION) YOU NEED A BANK PERMIT OR SOMEONE ELSE WHO HAS ONE
18 CONTRACTS NATIONAL BANK YOU NEED TO INTEGRATE EUROPEAN LAW AND RULES FROM THE NATIONAL BANK INTO YOUR CONTRACTS EVERY SELLINGPOINT NEEDS TO SIGN FOR EACH STORE! EACH SELLINGPOINT NEEDS TO BE FINANCIALLY CHECKED AND APPROVED BY THE NATIONAL BANK AFTER FINANCIAL CHECK, THERE WILL BE AN IT-CHECK
19 FINANCIAL MARGINS GIFT CARD INDUSTRY: 6,5% TO 30% BE AWARE AND DIFFERENTIATE: BOOKSELLERS (6,5%) RETAIL (6 15%) B2B (10 40%) ONLINE (6 15%)
20 FINANCIALS 2.25% SPACE TO INVEST SPENDINGS REVENUE 6.5% 8.75% 40% B2B 8.75% MARGIN 2.25% NON-REDEMPTION 3% INTEREST 1%
21 FINANCIALS DUTCH BOOK TOKEN BOOK TOKEN PLATFORM BOOKSELLER RETAILER BUSINESS ONLINE MARGIN 6,5% MARGIN 6,5% DISCOUNT 0% - 10% MARGIN BOOK TOKEN CONSUMER BOOKSELLER BOOK TOKEN PLATFORM BOOKSELLER PAYS 8,75%
22 IT INFRASTRUCTURE 1 PLATFORM (INTERSOLVE) DATA CENTRE (INTERSOLVE) RETAILERS WEBBASED CHECKOUT 300x CARD PAYMENT 200x ONLINE SHOPS (PSP: BUCKAROO, OGONE) CASH DESKS 4.500x
23 CORRECT SEGMENTATION = CRUCIAL GATHER IT DATA BOOKSTORES AND RETAIL SELLING POINTS SEGMENTATE: CASH DESKS ATM S WEB CASH DESKS CABLE CONNECTION SENT CONTRACTS TO SIGN FINANCIAL HELPDESK IS STANDBY SENT SIGNED CONTRACT TO NATIONAL BANK FOR CHECK AFTER APPROVAL NATIONAL BANK START IT IMPLEMENTATION SENT IT INSTALLATION INFO (4 DIFFERENT VERSIONS / SEGMENTS) TECHNICAL SUPPORT IS STANDBY TEST SYSTEM WITH 0.01 TRANSACTION AFTER APPROVAL BOOKSTORE IS TECHNICALLY READY SENT OVER CARDS AND PACKAGINGS TO BOOKSTORES AND RETAIL LAUNCH WEBSITE WITH BALANCE CHECK, SELLING PONTS AND ONLINE SALES DELIVER POINT OF SALE MATERIALS TO BOOKSTORES AND RETAIL START CAMPAIGN AND SALES GATHER DATA IT HARDWARE CONTRACTING HELPDESK FINANCE NATIONAL BANK CHECK IT IMPLEMENTATION IT INSTRUCTIONS IT SUPPORT SYSTEM TEST BOOKSTORE READY DISTRIBUTE CARDS WEBSITE LIVE POS + CAMPAIGN STORES LIVE
24 INDICATION COSTS INTERSOLVE TECHNICAL INFRASTRUCTURE COSTS EUROPEAN MONEY INSTITUTION PRODUCTION CARDS DISTRIBUTION ORGANISATION PERSONEL 1% - 1,5% PER ITEM
25 DO NOT- ADIVSE SET SELLING MARGIN TOO LOW EXCLUDE INTERNET BOOKSELLERS EXCLUDE BUSINESS & RETAIL 10 YEARS (2 3 YEARS) NON REDEMPTION EARNINGS & SOONER REDEEMED. FIXED VALUE
26 DO - ADVISE OUTSOURCE (administration / financial / marketing / printing / distribution) DIGITAL (e-books / digital voucher / etc) COOPERATION PUBLISHER-BOOKSELLERS IT S A GIFT / ADRESS THE BUYER (personal gift and effort, packing) PREMIUM BOXES
27 WHAT ARE YOUR PLANS?
28 Variable Number cards Average value 19 Euro Percentage sales 6,50% Percentage redeem 8,75% Average value 1 book 20 Euro Extra Sales 15,00% Percentage how much is redeemded 97,00% Percentage profit book 30,00% Profit Profit selling Booktoken Redeemning Booktoken cost Sales Book (incluis VAT) Extra Sales (incluis VAT) Total Sales Vat 6% Sales without VAT Margin for Bookcompany Total Result
29 Variables Number cards Average value 18 Euro Percentage sales 0 Percentage redeem 8,75% Average value 1 book 20 Euro Extra Sales 15,00% Percentage how much is redeemded 97,00% Percentage profit book 30,00% Profit Profit selling Booktoken Redeemning Booktoken cost Sales Book (incluis VAT) Extra Sales (incluis VAT) Total Sales Vat 6% Sales without VAT Margin for Bookcompany Total Result
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