230 likes | 342 Views
Retail Management System Latin America Strategy. September 30, 2004. RMS Introduction & Vision. Product Overview & Way Forward. Business Opportunity Latin America. RMS Introduction & Vision. Brief History of RMS. Acquired Sales Management Systems in May 2002
E N D
Retail Management SystemLatin America Strategy September 30, 2004
RMS Introduction & Vision Product Overview & Way Forward Business Opportunity Latin America
Brief History of RMS • Acquired Sales Management Systems in May 2002 • Rebranded QuickSell product line as Retail Management System • Grew customer base from 12,000 to 17,000+ customers in over 55 countries • Hundreds of customers throughout Latin America – Caribbean – Central America • Built sales & marketing momentum in the US
HUGE Opportunity in SMB Retail Global Retail Market • “Lane” = PC/Software opportunity • Majority have not automated their business • Need for a smart client solution • Ease of deployment / lack of entrenchment • Strong, positive Microsoft brand image • Expands marketplace for partners Enterprise 9.3M Lanes Company Size No Market Leader Small & Medium 62.8M Lanes! ISV Opportunity Strong Brand, Complete Solution Lane Count Source: Clarendon 2003
Before Before After After Cash Register + Paper Ledger + Extra Hardware PC with Retail Management System Retail Management SystemCustomer Value Proposition
Why Retail POS for Microsoft? • “Broad and deep” opportunity – millions of retailers sharing a common need. • Clear value proposition • Starting point in “Demand Chain” • Connection to consumers and self-service • Sizable and growing PC marketplace • Largest market is underserved and fragmented
Retail Management System Target Customer • Small retailers – single or multi-store • Mid-sized retailers – small chains • Proprietor owned and operated stores • Inventory managed within stores and/or at a lead store or head office • Specialty and general merchandise • Inventory that can be price-tagged and stocked in stores • Examples include hobby, wine, apparel, bike shops, gift shops and more
Latin America POS/ECR Market • EPOS is PC based point-of-sale hardware system • Includes PCs from Dell, HP as well as POS from IBM, NCR, etc. • PC white box is dominant • ECR is Electronic Cash Register, not a PC • ECR has larger installed base • ECR is losing share to PCs
Caribbean POS/ECR Market • EPOS is PC based point-of-sale hardware system • Includes PCs from Dell, HP as well as POS from IBM, NCR, etc. • PC white box is dominant • ECR is Electronic Cash Register, not a PC • ECR has larger installed base • ECR is losing share to PCs
Latin America Retailer Statistics • Caribbean Regions are defined as follows: • Caribbean 1 • Bermuda, Bahamas, Cuba, Jamaica and W. Caribbean • Caribbean 2 • Puerto Rico, Dominican Republic, Virgin Islands, E. Caribbean • Caribbean 3 • Aruba, Curacao, Trinidad, Tobago and S. Caribbean Source: AMI Research, 2002
Caribbean 1 to 25 Store Retailers Source: Clarendon Reports, 2004
Caribbean Opportunity Summary • 1 to 10 store lane opportunity is 227,000 Lanes at 20% per year or • 45,400 POS shipments • 1% share = 454 RMS units • 11 to 25 store lane opportunity is • 3,181 Lanes at 20% per year • 1% share = 318 RMS units Source: AMI Research, 2002
Caribbean Market Opportunity FY05 FY06 Annual Refresh Rate 20% 20% Annual Refresh Shipments 45,400 45,400 Estimated FY’04 Market Share for RMS 1% 5% Microsoft RMS shipments 454 2,270 Percentage of FY 100% 100% FY’04 RMS shipments 454 2,270 FY’04 RMS revenue @ $1,000/lane $454,000 $2,270,000 With 1:1 Microsoft pull-through $908,000 $4,540,000 Current resellers 5??? 10???? Licenses per dealer 90 @ 5 VARs 227 @ 10 VARs Deals per dealer per year 18 23 If we are 50% wrong 9 11 Who wants this opportunity????
Latin America Opportunity Summary • 1 to 10 store lane opportunity is • 1,137,000 Lanes at 20% per year or • 227,400 POS shipments • 1% share=2,274 RMS units • 11 to 25 store lane opportunity is 714,000 Lanes at 20% per year • 142,000 POS shipments • 1% share = 1,420 RMS units Source: AMI Research, 2002
Retail Management System • A comprehensive retail solution designed for small and midmarket retailers • Enables small and midmarket retailers to begin reaping the advantages of affordable automation: • POS transactions • Inventory • Pricing • Purchasing • Customer service • Accounting integration • Store Operations • Headquarters • Merchant Services Store Operations Headquarters
The Solution Stack Deployment RMS MBS Financials MS Office WinXP RMS MBS Financials MS Office WinXP RMS WinXP Manager Station POS Station HQ Station TCP/IP RMS WinXP Internet Dial-up POS Station In-Store ServerSQL Server/MSDE HQ Server RMS WinXP POS Station Store Operations Headquarters
CUSTOMER INVOICE Revenue Breakdown Wine Retailer with 10 Stores What Success Looks Like
Summary • Microsoft can be successful in small retail with POS resellers – we have proof • Latin America and the Caribbean are high growth markets for PC based point-of-sale • ECRs need to be replaced with PCs so retailers can have faster transactions, e-mail, internet access, CRM, Office and… • Value Proposition: A small retailer can save time and go home sooner at the end of each day • Latin American can grow MBS business with Retail Management System today