Slide 1: Building a Brand that Matters Tony Hsieh CEO eBay DevCon June17, 2008 Follow me on twitter: http://twitter.com/zappos 1
Slide 2: What led me to Zappos… • Co-founded LinkExchange (cooperative advertising network) in 1996 with college roommate, sold to Microsoft in 1998 for $265 million • Co-founded Venture Frogs ($27 million investment fund and incubator) in 1999 with now-COO/CFO of Zappos, invested in over 20 startups including: • Ask Jeeves • OpenTable.com • Tellme Networks • Zappos.com. • Originally investor and advisor to Zappos, eventually joined full time as CEO. 2
Slide 3: Zappos at a Glance Background • Founded in 1999 • 1600 employees (half in Las Vegas headquarters, half in Kentucky) • Zappos is powered by service • Providing the best online shopping experience possible. • Fast, Free Shipping. Free return shipping. 365-day return policy. • Fast fulfillment. Expedited delivery. Fast, friendly & expert customer service. • Best selection • Over 1200 brands, over 200,000 styles, over 900,000 unique UPCs. • 4 million items in warehouse • Photography in multiple angles. • 100% of products inventoried (no drop ship). • Zappos is a service company that happens to sell shoes, clothing, handbags, eyewear, watches (and eventually a bunch of other stuff). 3
Slide 4: Customer service value proposition in action… Zappos is committed to WOWing each and every customer. • Customers come… • 8.1M total purchasing customers (2.7% of US population) • 3.5M have purchased in the last 12 months • Customers come back… • On any given day, about 75% of purchases from returning customers • Repeat customers order >2.5x in the next 12 months • Customers come back, order more and order more often… • Repeat customers have higher average order size • $111.98 – first time customers in Q406 • $143.22 – returning customer in Q406 4
Slide 5: Power of Repeat Customers & Word of Mouth $1 ,0 0 0 $9 0 0 $8 0 0 $7 0 0 $6 0 0 $5 0 0 $4 0 0 ) M n i $ ( e l a S s o r G $3 0 0 $2 0 0 $1 0 0 $0 2 000A 2 001 A 2 002 A 2 003 A 2 004A 2 005A 2 006A 2 007A 2 008F 1 .6 8 .6 32 70 1 84 370 597 840 1 ,0 0 0 5 G ss S s ro ale
Slide 6: Customer Service in Action
Slide 7: Customer Service: What Customers First See • 24/7 1-800 number on every page • Free shipping • Free return shipping • 365-day return policy 7
Slide 8: Customer Service: What Customers Experience • Fast, Accurate Fulfillment • Most customers are “surprise”-upgraded to overnight shipping • Friendly, helpful “above and beyond” customer service • Occasionally direct customers to competitors’ web sites 8
Slide 9: Customer Service: What We Do Internally • No call times • No sales-based performance goals for reps • Run warehouse 24/7 • Inventory all product (no drop-ship) • 5 weeks of culture, core values, customer service, and warehouse training for everyone in Las Vegas • Culture book • Interviews and performance reviews are 50% based on core values and culture fit 9
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Slide 11: 4 Things You Need to Build a Brand that Matters
Slide 12: THING #1 VISION “Whatever you’re thinking, think bigger.” Does the vision have meaning? Chase the vision, not the money… 12
Slide 13: THING #2 REPEAT CUSTOMERS “Great product, Great service, or Low Prices” (Choose and focus on 2 of the 3) 13
Slide 14: Repeat Customer Data for Zappos.com % customers who buy again within next 12 months (repeat customers) March 2001 March 2002 March 2003 March 2004 March 2005 March 2006 March 2007 20.4% 27.0% 33.5% 44.6% 51.0% 52.5% 54.9% avg # purchases by repeat customers over next 12 months % repeat customers multipled by avg # purchases 1.50 1.74 1.96 2.36 2.53 2.60 2.68 0.31 0.47 0.66 1.05 1.29 1.37 1.47 14
Slide 15: THING #3 TRANSPARENCY “Be real, and you have nothing to fear.” 15
Slide 16: THING #4 CULTURE “Committable Core Values” 16
Slide 17: Zappos Core Values 1. Deliver WOW Through Service 2. Embrace and Drive Change 3. Create Fun and a Little Weirdness 4. Be Adventurous, Creative, and Open-Minded 5. Pursue Growth and Learning 6. Build Open and Honest Relationships With Communication 7. Build a Positive Team and Family Spirit 8. Do More with Less 9. Be Passionate and Determined 10. Be Humble 17
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Slide 19: Q&A • Email me – tony [at] zappos.com for: • A copy of this presentation • A copy of our culture book (need your mailing address, this is a physical book) • Schedule a 1-hour tour of Zappos offices in Vegas (daily tours available) • Job opportunities • Follow me on Twitter! • http://twitter.com/zappos 19
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Slide 21: Legal and Financial Disclaimer P.S. You might be wondering why we need to have a legal and financial disclaimer in this presentation, but you are still reading, so our lawyers, auditors and accountants would really like to make sure we make the following clarifications. Although an audit was underway and almost done, the financial information presented in this slide show was unaudited. We made every effort to present the best information we had at the time. Gross merchandise sales is a non-GAAP metric. We use it to express the total demand across all of our web sites and stores. This number measures the dollar value of the orders placed in the year before accruing for certain items such as returns, and it ignores certain timing cut-offs that are required by GAAP for revenue recognition purposes. If we were a public company, we would have to reconcile gross merchandise sales to the nearest GAAP metric (net sales), but we are currently a private company so the gross merchandise sales number should be viewed just as an interesting number that we want to share with our friends. This presentation contains forward-looking statements that involve risks and uncertainties, as well as assumptions that, if they ever materialize or prove incorrect, could cause our results to differ materially from those expressed or implied by the forward-looking statements and assumptions. These risks and uncertainties include, but are not limited to, the risk of economic slowdown, the risk of over or underbuying, the risk of consumers not shopping online or at our web site at the rate we expected, the risk of supplier shortages, the risk of new or growing competition, the risk of a natural or some other type of disaster affecting our fulfillment operations or web servers, and the risk of the world generally coming to an end. All statements other than statements of historical fact are statements that could be deemed forward-looking statements, including statements of expectation or belief; and any statement of assumptions underlying any of the foregoing. Zappos.com assumes no obligation and does not intend to update these forward-looking statements. Congratulations on making it through all the fine print. If you enjoy fine print, look for openings on our legal and finance team at jobs.zappos.com. 21