AMAZON.COM - Inc. 2004

1. AMAZON.COM - Inc.2004 Dustin Nadeau, Donatas Sumyla, David Deprey and Jaime Rodriguez Bus 411, April 2006

2. Existing Condition Amazon overview Industry overview History, Key Facts, Goals and Objectives and Stock Information Amazon Proposed Vision and Mission External opportunities and threats CPM EFE Financial Ratios Internal strengths and weaknesses IFE Analysis SWOT Matrix SPACE BCG IE matrix Grand Strategy Matrix QSPM Possible strategies Recommendations Strategic implementation and desired results Show Cost Annual objectives (goal) and polices Evaluation Procedure Current Update Case-Study Overview

3. Amazon Overview • Founded in 1994; Started selling books online and now operate Web sites that offer various products and services, which include: music, DVDs, videos, electronics, camera and photography, clothing apparel, shoes, etc. • Features include: one-click shopping, customer review and e-mail order verification. • The company is in coalition with other retailers and offer various new, refurbished, and used items in categories. • Headquarters is in Seattle (Washington) with an additional office in Coffeyville, Kansas. It has six global websites to serve domestic customers in the US, the UK, Germany, France, Japan and Canada

4. Key facts • Index Membership: S&P 500, S&P 1500, Super Comp NASDAQ 100 • Sector: Technology • Industry: Internet Software & Services • 2002: Number 492 in the Fortune 500 list • Full Time Employees:7,800 • The 57th most-valuable brand worldwide • 2002: 31 millions active customers • Sales: • First seven years: $0 => $3.2B • 2002-2003: $3.93B => 5.26B • 2004: revenues of $6.9 billion (growth of 31.5 from 2003 to 2004)

5. History • November 1994 CEO Jeff Bezos and two associates set up shop in a converted garage. • Founder and Bezos opened the virtual doors of Amazon.com's online store in July 1995 and began selling public. • In May 1997 Amazon.com completed its initial public offering (IPO). • April 1998 the company acquired online bookstores in U.K. and Germany (Bookpages and Telebuch): first international expansion • In 1999 the company launched its own auction site • In 2000 Amazon.com launched amazon.co.jp and amazon.fr (Japan and France) • In 2002 e-commerce strategic alliances were performed with Virgin and Office Depot. • In January 2003 announced the Free Super Saver Shipping • September 2003 launched new Sporting Good store.

6. Acquisitions: Bookpages (April 1998, Amazon.co.uk) Telebuch (Telebook) Inc. (April 1998, Amazon.co.de) Paid $200M to acquire e-Niche, Inc., Music Find, Accept.com, and Alexia Internet Company (1999) Introduced zShops; Amazon.com’s online mall (1999) Partnerships: Bought 46% of Drugstore.com (1999) Bought 50% of Pets.com (1999) Gained a 1.7% stake in Sotheby’s Holdings and formed a joint online auction site (1999, sothebys.amazon.com) Bought 35% of Homegrocer.com (1999) Bought 49% of Gear.com (1999) Offered a co-branded credit card with Nextcard (1999) Annouched plans to open a Target store at www.amazon.com (2001) Others partnered with: BabiesRUS, ToysRUS, and Borders Group (2001) Acquisitions/Partnerships

7. Historical Product Introduction and Geographical Diversification

8. Company Structure

9. Amazon Stock (AMZN) Info • Trading on NASDAQ, ticker symbol AMZN. • IPO: 1997 ($18 per share) • Dividends have never been declared or paid on the common stock. • Reason: Earnings are retained to finance future growth and therefore do not anticipate paying any cash dividends in the foreseeable future. • The Company currently does not offer a Direct Stock Purchase Plan.

10. Stock Price Performance

11. Industry Overview The World Wide Web might have been built to support geek-speak, but today it is used to transmit information anyone can understand. Aside from possibly E-mail and instant messaging, accessing online content is the main reason most people use the Internet today. It is estimated that a billion people around the world have some kind of Internet access, either at work or at home, and most are going online to read the news, to get product information or for multimedia entertainment. Some of  the largest content providers are Yahoo, MSN, and America Online. Some other traditional media companies like Walt Disney Internet Group operate some of the top destinations on the Web, such as ESPN.com and ABC News. With Internet access continuing to grow and advertising rates stabilizing, online content is developing and expanding on several fronts.  One of the most exciting areas of development is streaming audio and video content, which has become increasingly popular with the rising use of broadband Internet connections. While sites run by online and traditional media companies will most likely continue to command the lion's share of audience and advertising revenue, there are some grass roots efforts that are beginning to challenge that dominance.

12. Compared to S&P 500

13. Compare to Industry

14. Economic Performance

15. Top Internet Retailing Sites in terms of Unique Visitors(Source: Media Matrix)

16. Goals & Objectives • We seek to be Earth's most customer-centric company, where customers can find and discover anything they might want to buy online, and endeavor to offer customers the lowest possible prices.

17. Vision Statement •  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.

18. Mission Statement • The company’s six core values: customer obsession, ownership, bias for action, frugality, high hiring bar, and innovation. The company motto: ‘Work Hard, Have Fun, and Make History’.

19. Proposed Vision • To continue expanding in all countries with Internet access, while maximizing total commitment in becoming the number one company in Internet transactions.

20. Proposed Mission To continue to offer quality products and services using the best technology available and at a reasonable price. This results in highly loyal customers, while maintaining shareholders interest and company profits in mind. We also want to expand geographically, increasing the number of customers and to keep improving our main competitive advantage - infrastructure. By working hard and having fun we seek to offer the best working environment to our employees, promoting career opportunities, and to increase our responsibility towards environment and the society.

21. OPPORTUNITIES: Construction of an extensive community of buyers Positive changes in the business model of the book market Internet taxes prohibited by the Internet Tax Freedom Act (1998) and its extensions (2001 and 2003) Growth of internet users in the next five years, predominantly in the international market E-commerce expansion in Asia and the Pacific Several product categories with high penetration of retail on-line sales 13% jump of Latinos going online in 2003 in the US since 2001 THREATS: eBay, Barnes & Nobles, and Wal-Mart Possible rejection to on-line sale in international markets if new taxes (Value Added taxes: VAT) in products are levied Population segment not targeted to on-line sales due to their lack of internet access Weak economic performance of Germany and France in the last year Competition will increase due to the low barriers to entry in the market: offline companies are coming online External opportunities and threats • OPPORTUNITIES: • Construction of an extensive community of buyers • Positive changes in the business model of the book market • Internet taxes prohibited by the Internet Tax Freedom Act (1998) and its extensions (2001 and 2003) • Growth of internet users in the next five years, predominantly in the international market • E-commerce expansion in Asia and the Pacific • Several product categories with high penetration of retail on-line sales • 13% jump of Latinos going online in 2003 in the US since 2001 • THREATS: • eBay, Barnes & Nobles, and Wal-Mart • Possible rejection to on-line sale in international markets if new taxes (Value Added taxes: VAT) in products are levied • Population segment not targeted to on-line sales due to their lack of internet access • Weak economic performance of Germany and France in the last year • Competition will increase due to the low barriers to entry in the market: offline companies are coming online

22. EFE Matrix

23. Direct Competitors Comparison (2006) AMZN = Amazon Inc. BKS = Barnes & Noble Inc. EBAY = eBay Inc. Industry = Internet Software & Services (Source: http://finance.yahoo.com)

24. Competitive Profile Matrix (CPM)

25. STRENGTHS: Strong brand name * Large product selection * Pricing policy with discounts Corporate culture High quality management team Customer service support (Highest score in 2002 American Customer Satisfaction Index) Strong Infrastructure: Effective automated distribution centers in the US and overseas (Competitive Advantage) Developed and upgraded technology: software and hardware Pioneer in the syndicate selling on the Web Two segments: B2C and B2B e-commerce. In the process of building efficiencies of scale WEAKNESSES: Lack of Spanish website version (Latino and Hispanic Americans are the fastest-growing online ethnic group) Low finance performance (high debt level) Risk of introduction of wrong new categories which could damage company’s brand Company’s offered free shipping might affect future financial outcome Certain products (high volume/weight) have high shipping costs which could confront with local offline retailers Internal strengths and weaknesses

26. IFE Matrix

27. Amazon Key Ratios (2006)

28. Overall Key Ratios (2006)

29. SWOT Analysis

30. SPACE Matrix * Y axis: - Financial Strength: + 3 - Environmental Stability: - 2 => Y coordinate: + 1STRATEGY: AGGRESIVE * X axis: - Competitive Advantage: - 1 => X coordinate: + 5 - Industry Strength: + 6

31. Operating Segments: BMVD = Books, Music, and Video/DVD: Include retail sales from the different websites and commissions ETK = Electronics, Tools, and Kitchen: Includes sales from www.amazon.com, mail-order catalog sales, and commissions International segment: Includes all retail sales from the international sites Services segment: consists of commissions, fees, and other amounts earned from other service business Operating Results: North America: www.amazon.com, www.amazon.ca, and mail-order catalogs. International: www.amazon.co.uk, www.amazon.de, www.amazon.fr, and www.amazon.co.jp Business Structure

32. Business Structure

33. Sales: Amazon vs eBay

34. BCG Matrix INTNL: 31% STARS QUESTION MARKS NA: 69% CASH COWS DOGS

35. IE Matrix

36. The Grand Strategy Matrix Potential Strategies: - Market Development - Market Penetration - Product Development - Backward Integration - Concentric Diversification

37. Matrix Analysis

38. QSPM

39. Decisions • Primary: Expanding to emerging Asian Markets • Alternative: • Introducing new product categories • Expanding to Central and South American markets • Research and Development to increase the innovation and quality of customer services provided • Increasing marketing expenditures in order to reach new population segments and fastest growing trends and tendencies

40. Showing Cost: EPS-EBIT Analysis

41. Implementation • Objectives: • Increase net income by 5% in the first year and 15% in the overall period of 3 years • Increase the net profit margin to 5% • Increase total revenue in Asian market by 30% • Decrease long–term debt • Use increased income to pay down long-term debt • Keep operating costs low (efficiencies of scales) • Create different website versions based on the five most common language in Asian region • Focus marketing strategies on customer feedback to find out what Asian customers tend to buy

42. Evaluations • Financial reports annually and quarterly if necessary • Customer feedback program • Top level management meetings to assure goals are achieved • Determine corrective actions after the first year if annual objectives weren’t accomplished

43. Update: 2004-2005 • 2004 • Expansion in China (www.joyo.com) buying a Chinese e-commerce website • Debuted A9.com: company focused in researching and building innovative technologies: “Search Inside the Book” and “Find It on the Block” • Launched “Presidential Candidates” feature • Set up an online donation channel to American Red Cross (Tsunami in the Indian Ocean) • 2005 • Set up an online donation channel to American Red Cross (Tsunami in the Indian Ocean)

44. References • http://finance.yahoo.com • 2004 Amazon Inc. Annual Report • Amazon.com: a business history. To appear in “e-commerce management: text and cases”; by Sandeep Krishnamurthy (last updated on September 27, 2002) • Strategic Management : Concepts and Cases (10th Edition) by Fred David. Prentice-Hall • Strategia e Sistemi di Pianificazione; E-strategy: Il caso Amazon. By Prof. Cassia and Fattore. Universita di Bergamo • www.altavista.com (images)

45. Thank you! • Questions? • Comments?