Reliable partner for value-added logistic process automation
Exceed your customers’ expectations E-commerce is changing consumers’ expectations. They now demand speed, accuracy and flexibility throughout the entire ordering and delivery process – and want you to keep pace with their busy lives. E-commerce offers huge growth potential, but this also means that your warehouse can reach its limit sooner than expected. In such a dynamic environment, you need a reliable partner that can deliver value-added logistic process automation. Vanderlande understands the complexities associated with running a successful e-commerce operation. Vanderlande will help you to exceed your customers’ expectations and stay ahead of the competition. Visit us at Inside Retail Live, booth #113/114. For more information go to vanderlande.com or contact our team at [email protected].
> vanderlande.com
MOVING YOUR BUSINESS FORWARD EDITOR’S NOTE ach year brings with it an opportunity to learn and improve. That is true for e-commerce Ebusinesses, as well as our Top 50 People in E-Commerce report. We made significant changes this year to the judging process and the publication format, with the aim of providing better content based on better information. Most notably, we have moved away from listing the Top 50 alphabetically and instead, for the first time, have ranked people according to the cumulative score CONTENTS they received from the judges. In doing so, we hope to better reflect the individual contributions each person has made to their business and the industry as 3 EDITOR’S NOTE a whole. So how did we arrive at this year’s Top 50? We first invited the judges and Internet Retailing readers to 6 FOREWORD nominate outstanding e-commerce professionals at an Australian e-commerce business or marketplace. Vendors and service providers were not eligible. After 8 JUDGES' PROFILES receiving more than 200 nominations, we then asked candidates to demonstrate excellence in six areas: best practice, knowledge sharing, influencer profile, 10 TOP 50 PROFILES innovation, leadership and broader impact. The judg- es awarded candidates a score in each area, and their total score determined their final ranking. The Top 50 are a diverse bunch. Some people are at the outset of their careers and some are well- established; some started their own business and some work for large retail groups; some are digital Internet Retailing’s Top 50 People in E-Commerce is published by Octomedia Pty Ltd marketing gurus and some are supply chain experts; they are in fashion, food, books, furniture, pets, wine, HEAD OFFICE GROUP SALES MANAGER toys, homewares, beauty and many other categories. Level 10, 51-57 Pitt St, Geoff Kingswood But they also share some characteristics, as the Sydney, NSW, 2000 [email protected] judges’ comments in the following pages show. They PO Box R217, Royal are driven to constantly improve their offering; they Exchange NSW 1225 DIRECTOR OF COMMERCIAL Tel: +61 2 9901 1800 AND INNOVATION embrace new technology and trends; they are gener- Fax: +61 2 9901 1833 Amir Engler ous with their knowledge and time, speaking at events [email protected] and mentoring colleagues; and they care deeply about EDITOR their customers. Heather McIlvaine CEO [email protected] Oliver Ranck On behalf of all the [email protected] judges, I take pleasure in GRAPHIC DESIGN congratulating this year’s Rozelle Carlos [email protected] Top 50. I hope you enjoy getting to know them and their accomplish- ments as much as I did.
www.facebook.com/Internetretailing.au
@internetretail @internetretailingaus
www.linkedin.com/company-beta/367672/ Heather Heather McIlvaine EDITOR, INTERNET RETAILING
InternetRetailing.com.au INTERNET RETAILING 3 FOREWORD
FOREWORD
e have just finished a bumper peak period. Australia Post Wprocessed more than 37 million parcels during Christmas. That’s 16 per cent more total volume growth than the same time last year. And it couldn’t have been achieved without a resilient local e-commerce market that offers Australian consumers a broad range of products at competitive prices. We expect 2018 to be the biggest year yet for Australia's e-commerce industry. The local market is set to spend close to $20 billion shopping online for physical goods and another $5 billion on digital goods – think concert tickets, movies, insurance and music. Considering the size of our population, we’re solid spenders in Australia. Our preliminary numbers indicate the online shopping growth rate will be at least 19 per cent year-on-year. The strength and longevity of the industry is testament to the people who operate within it, and continue to maintain such significant results. These people are the leaders in our industry – they are ambassadors, the digital elite, entrepreneurs, ‘out-of-the- box’ thinkers – who work tirelessly to bring world-class products and services to Australian consumers. It is a privilege to present Internet Retailing's Top 50 People in E-Commerce in 2018. These individuals have been selected for their commitment, determination and General Manager eCommerce and International perseverance, and have helped pave the way Australia Post for online shopping in Australia. This game is a marathon, not a sprint, and one that I’m really proud to be a part of. Congratulations to the Top 50 People in E-Commerce, and all the best for a successful year of increased shopping carts.
4 INTERNET RETAILING InternetRetailing.com.au Star_366 Top50ECommerce_FPAd_FA_OL_R.indd 1 6/2/18 8:54 am OUR JUDGES JUDGES’
MARK FREIDIN Founder, Internet Retailing Mark is a professional consult- ant in digital transformation, e-commerce, ERP and busi- ness systems integration. He has a background in retail and online strategy, financial and accounting, IT, and supply chain logistics. Before becoming a con- sultant, he was COO at Catch Group. He is also the founder of HEATHER MCILVAINE Internet Retailing. Editor, Internet Retailing Heather is the editor of Internet Retailing and a contributing journalist to Inside Retail. Before this, she was a freelance journalist covering such topics as business, technology, culture and politics for international publications.
BEN FRANZI GM, eCommerce and International Australia Post Ben is an expert in the e-commerce market with a detailed understanding of global DAN FERGUSON industry trends and growth areas. CMO, Adore Beauty At Australia Post, he leads a team Dan became CMO of Adore Beauty in Janu- of e-commerce and international ary. Prior to this – and during the entire Top specialists to help businesses 50 judging process – he was CMO of buy- grow and compete online both Myplace, where he managed the company’s domestically and internationally expanding marketing strategy and its associ- by tapping into digital ated partner brands and acquisitions. Dan has marketplaces, building integrated more than 15 years’ experience leading online platforms and using analytical growth for numerous high-profile companies, insights to their advantage. including Vistaprint, Officeworks, GPG, Dell and DesignCrowd.
6 INTERNET RETAILING InternetRetailing.com.au OUR JUDGES
ALITA HARVEY-RODRIGUEZ MD, Milk It Academy
Alita is one of Australia's leading digital marketing futurists and the brains behind Milk it Academy. A research-based training firm to help marketers become new school digital leaders and company innovators. For over a decade, Alita has worked with global brands including SAP, Experian, SEMRush, TS14+, Estee Lauder, Myer, Power Retail and Online Retailer.
MIKE LARCHER Founder/CEO, acidgreen MARK FREIDIN Founder, Internet Retailing Mike is founder and CEO of acidgreen, a multi-award winning digital commerce agency. Over 17 successful years, his teams have delivered solutions for some of the world's leading brands (D-Link, HP, Yama- ha, Universal Music), universities (UTS, UNSW, USYD, QUT) and listed companies (KPMG, Rio Tinto, ANZ, QBE). Mike has a passion for life, success and endless im- JEREMY MELTZER provement and his mission is to constantly Founder, i=Change deliver exceptional, world-class solutions. Jeremy is founder of i=Change, a unique cause-marketing platform, which makes it simple for online retailers to give back and receive the marketing benefits of doing so. Now in partnership with global brands, i=Change has become a leader in the movement of 'business for purpose', appealing widely to millennial consumers and brands wanting to make ‘giving back’ a customer experience with every purchase.
LOUISA SIMPSON DAVID WHITE E-commerce consultant National leader, retail, Deloitte Louisa has worked with retail businesses for many years, David is a partner in Deloitte’s Assurance & Advisory practice with leading e-commerce teams at Coles, Pacific Brands over 19 years’ experience. A retail specialist, he leads Deloitte’s Retail, Underwear Group (Bonds, Berlei & Jockey), and MEC- Wholesale & Distribution Group. David has developed a reputation CA Brands. As an e-commerce consultant, Louisa now for first-class client service, providing proactive and practical advice, helps small and large retailers grow their e-commerce and managing highly complex assignments for a range of clients. and omnichannel businesses by providing strategic and operational support.
InternetRetailing.com.au INTERNET RETAILING 7 8 INTERNET RETAILING InternetRetailing.com.au 2018
InternetRetailing.com.au INTERNET RETAILING 9 01.
Jane Cay strives to create a positive work environment for the 140 employees of Birdsnest, in Cooma, New South Wales. Her efforts have been recognised by BRW, which named Birdsnest the fourth- best place to work in Australia last year. Jane was a founding board member of NORA and is currently a board member of Jobs for NSW.
10 INTERNET RETAILING InternetRetailing.com.au TOP TEN
JANEFounder/CEO, BirdsnestCAY The True Believer
n the small town of Cooma in the Snowy and laptops and choose any item to through every part of the business and Mountains of New South Wales is a try on. Their order goes straight to the are key factors in its success. Ithriving fashion business, Birdsnest, run warehouse, where items are picked and Consider her partnership with by the remarkable Jane Cay. then placed in a changeroom. A large The Body Image Movement in 2016, Fourteen years ago, Jane left a “arrivals” board lets customers know which led Birdsnest to use more corporate job in Sydney to join her when their order has “landed”. diverse models and phase out the use farmer husband in the country. She This service is largely possible of Photoshop completely ... or her bought a local retail business, turned it because the Birdsnest warehouse is customer-first mentality, which inspired into a women’s clothing store, started directly behind the store. Jane bought a 365-day return policy … or her selling products online and the rest, as the building last year and plans to commitment to employee wellbeing, they say, is history. experiment with the store concept even which resulted in a staff meditation Today, Birdsnest has tens of thousands further. room, healthy snacks and occasional of customers across Australia and While she is tight-lipped about the massages in the office. employs more than 140 people in details – construction will not begin We could go on, but we would be here Cooma (population 6,742). The business until later this year – she says she hopes all day. u regularly leapfrogs better-known and to create a retail experience unlike any -funded rivals to raise the bar of online other in Australia. The revamp will also JUDGE'S COMMENT shopping in Australia. involve a much-needed overhaul of the “Jane is a force to be reckoned For example, Birdsnest last year Birdsnest office. with. Over the past ten years, launched Changeroom, a service that “A huge part of why I bought the lets customers order up to $1,000 of building and why I’m making this big she has built Birdsnest into merchandise, try everything on at home investment is about creating a vibrant a leading online destination and pay only for what they keep. workplace,” Jane says. “I’m really for women’s clothing, while People often marvel at Birdsnest’s committed to this community.” delivering some of the best- success as they don’t expect such Indeed, few things make her prouder rated customer service creativity, innovation and energy in a than the career opportunities Birdsnest small town like Cooma. Jane knows this, has provided in Cooma. in the industry. With her and delights in proving them wrong. “Creating a purpose for people in a tireless work ethic, endless “It’s a little bit random that we’re in place where that’s sometimes hard to creativity and commitment to regional New South Wales,” she says. find is really the joy of this business for making a positive impact on “People still walk into our store and say, me. I look around at this team and I can those around her, Jane has ‘This is so amazing’.” honestly say I love them,” she says. While most of Birdsnest’s sales are From someone else, this might smack deservedly earned the respect online, the store serves as a useful of sentimentality, but Jane is one of the and admiration of her peers.” testing ground for new technology warmest, most authentic people you will - Heather McIlvaine and experiences. Several years ago, for ever meet. She is also self-deprecatingly instance, Birdsnest adopted “endless funny, which endears her to employees aisle”, which lets in-store shoppers and customers alike. It is not a stretch browse the entire inventory via tablets to say her values and personality shine
InternetRetailing.com.au INTERNET RETAILING 11 TOP TEN
JOHN WINNING CEO, Winning Group THE TRAILBLAZER
ohn Winning hates hiking. He past nine years as CEO of the Winning the deep end. I had no idea what I was hates putting on the pack; he hates Group. doing. I treaded water until I figured out Jlacing up the boots. Give him a “My life has been on-the-job learning the job,” he says. gruelling workout at the gym with an absolutely. I’m not one to think that Today, the Winning Group – unforgiving trainer any day of the week planning, studying and sitting in the comprising Winning Appliances, – practically anything is preferable to a classroom can teach you as much about Appliances Online, Home Clearance and slow walk up a steep hill. retail and logistics as learning on the Winning Services – is often cited as an His animosity springs from his days at job,” he says. example of retail done right, especially Scots College, when in Year 9 he lived in His informal education began in when it comes to the sale of bulky items the bush for six months and went on a 2005, when he saw an opportunity to online. long hike every weekend. Familiarity, it start selling appliances online. While Like many of the best in the industry, turns out, really does breed contempt. growing up he had worked for Winning John believes success comes down to Then Charlie Teo came calling last Appliances, his family’s bricks-and- listening to the customer and putting year. The renowned neurosurgeon was mortar business, both in store and their experience above everything else. fundraising for his Cure Brain Cancer behind the scenes. But he knew little “The thing I’m most proud of is that Foundation and seeking 10 executives to about e-commerce. we’ve been able to scale significantly, each commit to raising $100,000 and – “I didn’t even have an email address and our NPS score keeps going up. We oh yeah – climb Mount Kilimanjaro. when I started Appliances Online. I haven’t lost what makes us great. The Perhaps no-one was as surprised wasn’t that computer savvy, but I went bigger we get, the better we get.” u as John when he signed up for the to conferences, asked questions, read challenge on the spot. As he explains, blogs, became friends with people JUDGE'S COMMENT “My grandmother died of brain cancer. in the industry and begged them for “Appliances Online continues Charlie Teo is an absolute hero in my knowledge,” he says. to deliver an incredible online eyes.” He hired some friends and set up But this is not a redemptive story of strong systems and processes, and the shopping experience in one of finding joy where least expected. “I was business grew rapidly. Within a few the most difficult categories: massively underprepared,” says John. “I years, Appliances Online was around bulky goods. This can be had the flu and was so sick on the plane. the same size as Winning Appliances, attributed in part to John’s drive And I became even more sick from the and in 2009 John became CEO of the to excel, a determination that altitude. I did make it [to the top]…just.” Winning Group. Still, it does show a certain willingness It was not something he had been has seen him embrace out-of- to jump into uncomfortable situations aiming for, but he approached the task the-box ideas to great success.” and figure things out along the way, a with his usual sense of pragmatism. “It - Ben Franzi trait John has displayed from the time was like every other change I’ve had he started Appliances Online to his in my career. I was just thrown into
12 INTERNET RETAILING InternetRetailing.com.au John Winning founded Appliances Online in 2005 with a laptop, rented truck and a 1300 number diverted to a mobile phone. Today, the online business employs more than 250 people, and John is CEO of Winning Group, an Australian retail group comprising four separate business entities, including Appliances Online and traditional bricks-and-mortar retailer Winning Appliances.
02.
InternetRetailing.com.au INTERNET RETAILING 13 03.
Kate Morris started Adore Beauty in 2001 when she was 21 years old. The site offers the largest range of cosmetic products of any retailer in Australia, and has an annual turnover of more than $30 million. Kate is passionate about gender equality, and has launched a scholarship for young women studying STEM.
14 INTERNET RETAILING InternetRetailing.com.au TOP TEN
KATE MORRIS Founder/CEO, Adore Beauty The activist
f you have ever met Kate Morris, you workforce after they have children. She is strategy, getting out of the business and know there are two things she is passion- also supports women progressing into looking at what’s out there, going into Iate about: make-up and women’s rights. leadership roles in the business. other industries and bringing back what Never one to quietly seethe when In July, Kate created a scholarship you find is important,” she says. faced with inequality, Kate has been to encourage young women to pursue She is currently exploring how busi- known to email event coordinators ask- careers in science, technology, engineer- nesses in different sectors have adopted ing incredulously – she really wants to ing and mathematics, including $2,000 new technology, particularly artificial know – what was going through their for tuition fees and a month-long paid intelligence and augmented reality. Even head when they approved that all-male internship at Adore Beauty. And this is if the specific application is not relevant speaking panel? just the beginning. to Adore Beauty, it may still spark an So you can imagine her sense of “If anything, I feel even more strongly idea. This is crucial to staying ahead of vindication when the past 12 months about it than I did this time last year the curve, Kate says. turned out to be a year of reckoning because things are starting to happen,” “It’s not good enough to just do what with sexism the world over. From the she says. your customers expect. You have to take Women’s March to the #MeToo move- The same could be said about her a step beyond that. It’s what you should ment, women have been speaking out company. After buying back a 25 per cent be aiming for all the time. Unfortunately about everything from sexual consent stake in the business from Woolworths in there are too few retailers doing that.” u to gender bias in the workplace, and February last year, Kate has been laying people are listening. the groundwork for further growth. She JUDGE'S COMMENT “What we are seeing right now is relaunched Adore Beauty’s online com- “I am constantly impressed genuine momentum, and things are ac- munity forum and revamped its delivery by Kate’s entrepreneurial tually starting to shift a little bit,” Kate offering last year, and appointed a chief says, pointing to the fact that Online marketing officer in January. nature and openness to Retailer has committed to gender pari- “I feel like we’re just starting to hit sharing her experiences with ty on its speaking panels this year. our stride. Based on our ability to retain the wider retail community. “People like me have been jump- customers so far, I think people like what She continues to contribute ing up and down and making enough we do. It now becomes how to get that through entrepreneurship, noise that organisations can no longer message out to every Australian woman,” afford to not do something about it. In she says. mentorship and leadership the end, the people in power have to Kate has been broadening her own ho- programs, while growing Adore make public commitments. That’s when rizons too, through EY’s Winning Wom- Beauty and experimenting with change starts happening.” en program for female entrepreneurs, innovations such as artificial As founder and CEO of Adore which has involved meeting and learning intelligence.” Beauty, Kate has long offered her team from other female business leaders in the flexible work hours, which experts APAC region. - Louisa Simpson believe is crucial to keep women in the “When one of your key responsibilities
InternetRetailing.com.au INTERNET RETAILING 15 TOP TEN
JULIE MATHERS Founder/CEO, Flora & Fauna The risk-taker
o you love what you do for a living? fully recyclable, thanks to a partnership about her customers and her business is in- Do you love it as much as Julie Ma- with TerraCycle. Orders are sent in card- fectious, even through the phone. It is easy Dthers loves her job? Probably not. board boxes, and customers can opt for to understand why people keep returning It is hard to imagine anyone deriving as “minimal” packaging at checkout to reduce to Flora & Fauna. much joy as Julie gains from selling vegan, their waste even further. Julie says she inherited her attitude from ethical and eco-friendly products online at Flora & Fauna became a certified B her father, who also runs his own business, Flora & Fauna. That’s a good thing as she Corp in November, joining just 2,200 as did her grandfather. hardly ever takes a day off. businesses internationally that meet the “My dad absolutely loves what he does “I literally work seven days a week. That’s required standards of social and environ- and never wants to stop working. That’s the nature of the beast when you’re an mental performance, accountability and been a value to me throughout my life… entrepreneur, particularly when you’re in transparency. just enjoy what you do because you’re go- your growth phase,” she says. “Theoretical- It is confirmation that when it comes to ing to be doing it for a very long time.” u ly, I’d love to find some work-life balance, retail, Julie knows what she is doing. The but actually I don’t mind because I get such UK native spent 16 years as a management JUDGE'S COMMENT a thrill from it.” consultant for major retailers, including “Some of the most well-known Julie started Flora & Fauna in 2014 with John Lewis, and after moving to Australia brands in Australia have two goals in mind: to be the best retailer in 2009 worked at Coles, APG and Masters possible from a customer perspective, and Home Improvement, where she led the yet to work out what comes the most responsible retailer possible from chain’s multi-channel business until it naturally to Julie: supporting an environmental perspective. In less than closed in 2016. and promoting a responsible four years, she is well on her way to accom- In her own words, she has seen retail shopping experience. Julie has plishing both. done “really well” and “really badly”, more not only given back to her team Simple things like including a handwrit- often as a result of red tape rather than ten note in every order have helped Flora lack of knowledge. This, coupled with the and the retail community, she & Fauna build a loyal following, and Julie is realisation that she did not want to look is also leading Flora & Fauna constantly adding products and categories back with regret, drove Julie to start her into major growth, which is a – most recently fashion – to keep up with own e-commerce business. reflection of her community- customer demand. “Running Flora & Fauna is the hardest minded leadership.” “We don't even bother with numbers job I’ve ever had, because there’s no-one from last year – they’re totally irrelevant to backing me up. I have to back myself - Alita Harvey-Rodriguez where we are now,” she says. wholeheartedly. I can bounce ideas off At the same time, Julie has made envi- people, but it’s down to me. That’s what I ronmental sustainability a core part of her love about it,” she says. business. Every product on the website is The energy Julie gives off when talking
16 INTERNET RETAILING InternetRetailing.com.au Julie Mathers started Flora & Fauna in 2014, with the aim of becoming the best and most responsible retailer possible. Flora & Fauna offers vegan and eco-friendly cosmetics, apparel and other products. Previously, Julie spent 16 years in management consulting for retail before becoming head of e-commerce at Masters Home Improvement in Australia.
04.
InternetRetailing.com.au INTERNET RETAILING 17 05.
Michael Gillespie is responsible for managing Domino’s Pizza Enterprises’ online growth in Australia, New Zealand, France, Belgium, The Netherlands, Japan and Germany. He has helped Domino’s achieve several Australian and world firsts, including the launch of a mobile app in 2009 and delivery by drone in November 2016.
18 INTERNET RETAILING InternetRetailing.com.au TOP TEN
MICHAEL GILLESPIE Group chief digital officer, Domino's Pizza Enterprises The futurist
epending where you are in the e-commerce, and within a year he was run- ments with drone and robot delivery as world, you can order a Domino’s ning the whole online side of the business. mere gimmicks, designed to gain public- Dpizza and have it delivered by “I think I just showed an interest in ity rather than provide a useful service to drone (New Zealand) or self-driving understanding their business and how the customer. Michael disagrees. robot (Europe). And while Australian technology was changing it. I was eager “The whole AI/automation space customers still need to have their pizzas to learn and open to taking risks, and the is a big discussion point for us. We’re delivered the old-fashioned way (au- scope I was given to explore was huge,” he incorporating aspects of AI into many tomobile), this may about to change if says. “I really felt like I found my calling.” different projects, both for the customer Michael Gillespie has anything to say That experience set him on a path that is and the business,” he says, noting that about it. still unfolding. After earning a commerce Domino’s has also used AI to improve He is the man behind the wave of tech- degree and studying marketing, he began rostering in stores. nological innovations that have come out his e-commerce career in earnest, doing “I think it will be really interesting of Domino’s Pizza Enterprises in recent stints at Budget Direct, Domino’s and to watch how retailers embrace AI and years, including AnyWare, a service that Virgin Blue (now Virgin Australia), before robotic delivery over the years ahead.” u lets customers order from Domino’s by landing back at Domino’s in 2008. tweet, text, emoji and voice command. In the past 10 years the pizza retailer JUDGE'S COMMENT But for someone who now spends his has built on its then-revolutionary online “If ever you wanted a case days thinking almost entirely in the fu- ordering platform to become one of the study of how digital can frontrunners in automated food ordering ture tense – how will customers interact transform a once-traditional with retailers; how will they want to shop and delivery globally. and pay? – it is surprising to learn he was Michael chalks it up to a supportive cor- retail business, you need look not always so farsighted. When he left porate culture, where phrases like “test and no further than Domino’s school in 1999, he had no idea what he learn” and “fail fast” are not merely empty and Michael’s work. He has wanted to do with his life. words. His own affinity for technology and been instrumental in putting experimentation also plays a role. “I have “I didn’t take the conventional path. I digital front and centre of the didn’t think there was any point studying a big passion for technology and how it’s if I didn’t have a passion for something, changing things in every area,” he says. Domino’s business, from in- so I decided to work in retail for a year “As with any evolving profession, you store and online customer to earn some money,” Michael says. “I need to commit to staying up to date with experiences to improving figured that when I understood the world trends and testing the latest technology employee engagement in e-commerce. I have an active interest more, I would figure out what I was and interactions with its passionate about.” in figuring out what might be a blip and He started working at the Queens- what’s here to stay.” franchisees.” land-based bookstore chain QBD, which This has sometimes caused friction - David White was just beginning to experiment with with those who see Domino’s experi-
InternetRetailing.com.au INTERNET RETAILING 19 TOP TEN
NATHAN BUSH Group digital manager, Super Retail Group The Networker
here is something about Nathan more women, but not getting the applica- business case,” he says. Bush that makes you want to work tions,” he says. “For me, there’s no point “Our challenge now is how do we Twith him, or at least hang out after trying to aim for diversity at the hiring minimise the prototype process – take it work and share a few beers. It’s not just stage, it has to start with education. How back a step so we can get customer feed- the fact that he is clearly passionate about do we encourage that interest in tech back before we actually build anything his job in a laidback kind of way, but also and digital across men and women and or write any code, using drawings and that he seems genuinely invested in the people of different backgrounds?” storyboards?” people around him. He admits he does not have a ready One unconventional idea is to have the This may have something to do with answer. His 10-person team includes digital team talk directly to customers in Super Retail Group being based in Bris- just one woman, but he is working with stores. As Nathan points out, “Everyone bane, where it is notoriously hard to find female entrepreneurs to identify up-and- has to understand the customer. It’s part top talent. coming women in tech. of everyone’s job today.” u “When you hire good people, you have Meanwhile, he is leading change in to look after them – keep them happy, other ways. Super Retail Group, which JUDGE'S COMMENT make sure they’re developing, give them owns and runs Supercheap Auto, Rebel, “It takes more than just opportunities. That’s what I’m focused on,” Ray's Outdoors and BCF, has revved up access to great technology Nathan says. its online and omnichannel business This mindset can be seen in everyday lately, launching initiatives like 60-minute to be successful online, it interactions, which reveal an inclusive, click-and-collect at Supercheap Auto. also requires the leadership bottom-up management style. Much of this work is done in a and guidance of talented, “I spend most of my day in conversa- repurposed outbuilding affectionately, motivated and inspiring tion with people, making sure I get all the and accurately, called “the shed”, where individuals. Nathan is well viewpoints to feed back to the right team,” evidence of design thinking can be seen Nathan says. While this approach often on walls covered with post-it notes and known in Australia as a takes longer, he says it is worth the effort. Kanban boards. leader in e-commerce and “We have so many people across the “It’s a big open-plan space, but it’s not omnichannel strategy. As well organisation...the results we get in e-com- very glamorous. I had to fight hard to get as being a leader within Super merce come down to being able to harness windows put in before the digital team Retail Group, Nathan has also all the great people we have – not just in moved in,” Nathan says. digital.” The new environment has helped positively impacted the broader Nathan’s outreach goes beyond Super break down some old ways of thinking. online retail sector through his Retail Group to include young Brisbanites For instance, Super Retail Group once active knowledge sharing and at the start of their e-commerce careers. As executed ideas without testing them on community building events.” a guest lecturer at QUT and the organiser customers first, risking millions of dollars - Mike Larcher of a monthly networking event, he aims if they didn’t work out. “Now we’re actu- to encourage more people from diverse ally saying, ‘Hold up. We can prototype backgrounds to work in digital. this really quickly and easily and get it “It started with really wanting to hire in front of customers’. We’re building a
20 INTERNET RETAILING InternetRetailing.com.au Nathan Bush is leading the omnichannel transformation of Super Retail Group, encompassing strategic, operational and cultural change. With a focus on seamless customer software, scalable technology and e-commerce optimisation, Nathan is responsible for the digital and omnichannel strategies at Supercheap Auto, Rebel, BCF and Ray's Outdoors.
06.
InternetRetailing.com.au INTERNET RETAILING 21 07.
Nyree Corby is an entrepreneur with a social conscience. She started her first business at 21 years old, and was 24 when her second company reached millions in revenue. In 2014, Nyree founded Fame and Partners to disrupt mainstream fashion and deliver sustainably produced dresses to women across the globe.
22 INTERNET RETAILING InternetRetailing.com.au TOP TEN
NYREE CORBY Founder/CEO, Fame and Partners The Trendsetter
etail’s start-up scene is rife with fashion’s inventory problem was just the tweaking the traditional production line problem-solving entrepreneurs. tip of the iceberg. Social media, fast fash- and up-skilling workers. RYou can’t take two steps on the ion and e-commerce have created an un- After raising more than $10 million internet without bumping into a new precedented level of consumer demand, from two US-based venture capital firms watch business claiming it has solved the but also made it harder for brands and in 2016, Nyree moved the business to Los “problem” of making designer timepieces retailers to predict trends, and shortened Angeles, where she has invested in grow- at affordable prices, or some underwear the lifecycle of each one. ing the team, expanding the range, add- brand touting a fabric innovation that “No longer do we have 30 to 40 design- ing customisation options and launching will “change your life”. er brands dictating what the trends will personalised sizing. These products may be useful, or even be over the next 12 to 18 months,” she And while Fame and Partners was great, but to be honest, expensive watches says. “Instead, we have millions of mi- born from a set of statistics, Nyree and underwear seams are not the most cro-influencers interpreting trends across believes consumer expectations are pressing problems in life. However, when the globe. Trying to keep up as a buyer or catching up. Nyree Corby says her made-to-order retailer with a traditional supply chain is “I feel there is a culture emerging clothing business, Fame and Partners, not really tough.” around less is more,” she says. “This is only solves the problem of holding inven- It typically also comes at the cost of not a niche message. It’s a mass message tory in retail, but also drastically reduces sustainable manufacturing and ethical and it touches everyone.” u waste and even improves the customer working conditions. So Nyree decided to experience, it is actually true. solve the problem. JUDGE'S COMMENT Nyree is not a person to do anything She launched Fame and Partners “On-demand manufacturing by halves. She started her first business at as an online-only fashion business in is one of the most exciting 2014, with the aim of having zero waste. 21 years old, and was leading her second, areas of innovation in retail a digital services agency, to millions of Instead of sourcing products first and dollars in revenue by the age of 24. Later, hoping customers bought them later, she today, and Nyree is one of its she entered the world of venture capital flipped the model and made garments most promising ambassadors. and became well versed in market trends only after the order was placed. Known With Fame and Partners, and consumer pain points across the as on-demand manufacturing, the ap- she has made zero-waste proach has captured the interest of many e-commerce spectrum. clothing affordable, accessible That is where she learned a startling retailers but few have been able to make statistic: half of womenswear is sold at it work as economically as Nyree has. and fashionable, and she markdown, and 20 per cent is cleared “We have created one of the world’s continues to innovate with new through secondary markets, used as first completely on-demand manufactur- technologies and trends.” landfill, or simply destroyed, leaving just ing processes that makes and dispatches - Heather McIlvaine 30 per cent sold as intended. within two to five days single pieces at a “That was enough to spruik my curi- similar margin structure to bulk manu- osity,” Nyree says. “I wanted to find out facturing,” she says. why. Is there an imbalance in supply and While she declines to say exactly how demand?” Fame and Partners achieves this – “that’s The deeper she dug, the more realised our secret sauce” – it has to do with
InternetRetailing.com.au INTERNET RETAILING 23 TOP TEN
TONY NASH CEO, Booktopia The entrepreneur
ony Nash knows the elements of However, the companies he was pitch- “We can already ship 30,000 titles in a good story – a hero on a jour- ing were more interested in reaching the a single day, but as we expect to grow to Tney, an unexpected plot twist, a top of Google searches than implement- 40,000 to 50,000 titles, the current infra- satisfying ending. And yet, he resists the ing live chat, so he transformed once structure will need a few tweaks.” impulse to bend the disparate events of again, to become an internet marketing Through all of this, Tony most enjoys his own life into any sort of narrative arc. consultant. “dealing with the shenanigans of what’s “If I were to write an autobiography, it After completing a project for Angus & going on with suppliers”. He says it takes would just be a story of one thing leading Robertson bookstore, he saw an oppor- him back to sales. to another,” he says. tunity to launch an online-only venture. Yet, with his unpredictable career path, In other words, he never set out to start Booktopia was born in February 2004. he is happy where he ended up. “Being a business, let alone the largest online Initially, the idea was to run it along- in e-commerce is like selling ice cream at bookstore in Australia. And while some side the consulting business, but after a the beach on a hot day – that’s where the people’s early work foreshadows their few years the potential for growth was action is, that’s where people are migrat- later success, he readily admits his career hard to ignore. Things really took off in ing. The opportunity is there,” he says. u did not exactly have a flying start. “I 2007 after Tony took warehousing and went to uni and mastered in snooker and fulfilment in-house. JUDGE'S COMMENT Space Invaders…and failed economics,” “That was the year we realised this “Tony is an e-commerce he says. could be something. Our volumes were visionary – not just of Looking for something to do with his increasing, we continued to hire more life, Tony ended up in IT. After a stint as people, we started to hold stock for the online book sales, but in a Cobalt programmer in the 1980s – “I first time and we progressively built the driving significant growth wasn’t very good” – he started selling business,” he says. for Booktopia. Tony has computers. Selling, he found, was some- Over the years, Booktopia has made a helped pioneer postage and thing he could do. name for itself, both in the book world delivery options for busy “I took to it like a duck to water,” he – it was last year named National Book says. He parlayed his tech background Retailer of the Year – and in e-commerce, Australian online retailers. His into an IT recruitment job, and found where its logistics and customer service commitment to excellence of he was just as good at selling companies are considered among the best in the execution is profound, and his on people as he was at selling people on industry. dedication to support literacy computers. In the 12 months to July, the company causes is both noble and These were the heady days of the generated more than $100 million in dotcom boom, and Tony thrived in IT revenue. The goal now is to reach $200 authentic.” recruitment for 14 years, eventually million. To achieve that, Tony is focused - Jeremy Meltzer starting his own online recruitment on growing the range, carrying more business, which he later sold to focus on stock and investing in automating Book- chat software. topia’s 13,000sqm warehouse.
24 INTERNET RETAILING InternetRetailing.com.au Tony Nash started Booktopia on a budget of $10 a day in 2004. Today, the online bookstore has sales of $100 million a year and employs 155 people. Booktopia has invested millions of dollars in automating its 13,000sqm distribution centre, and has donated $750,000 worth of books and cash to literacy-based causes in Australia.
08.
InternetRetailing.com.au INTERNET RETAILING 25 09.
Lucy Glade-Wright worked as a graphic designer at elite design agencies in Australia and the UK before launching online homewares business Hunting for George with her sister, Jo Harris. Hunting for George takes a design-focused approach to both product offering and user experience, earning the sisters a passionate customer base and industry acclaim.
26 INTERNET RETAILING InternetRetailing.com.au TOP TEN
LUCY GLADE–WRIGHT Co-founder/CEO, Hunting for George The storyteller
or the past few years, the most of storytelling,” she says. more of a managerial role and stepping popular item on homewares site Back in Australia a few years later, back from creative projects, which has FHunting for George has been a Lucy decided to build her own brand, sometimes not been easy. “If I’m not black-and-white poster proclaiming, and that lesson stuck with her. “I realised being creative, I’m not happy,” she says. “Oh, the places you’ll go”. I wanted to tell my own story.” But few things entail more creative Co-founder Lucy Glade-Wright creat- While brainstorming ideas with her thinking than starting and running your ed the print herself in 2012 as a birthday sister Jo Harris, she kept coming back to own business, and it is obvious that Lucy gift for her boyfriend. When she later her time abroad. “As a young 20-some- is thriving. made it available to customers, it became thing in London, I would walk into “For some reason, I’ve never been an instant best seller. Topshop and see the nail bar and the scared by business. I’ve always had the It is almost too easy to see the poster barbershop and the personal stylist, and confidence to do things and try new as a metaphor for Lucy’s own uncharted it blew my mind that retail could be that things. Hunting for George was one of evolution, from shop girl, to entrepre- incredible and fun. I wanted to bring a them.” u neur, to graphic designer, to business bit of that to Australian retail, especially owner and leading e-commerce voice. homewares.” JUDGE'S COMMENT But sometimes the obvious answer is the It soon became clear that a bricks- “With a strong focus on right one. and-mortar store would not be feasible design, community and, most “I’ve never felt comfortable labelling financially, so Lucy and Jo turned to of all, customer experience, myself,” Lucy says. “Even when I was a e-commerce, which is when the idea for graphic designer, I didn’t like to say I was Hunting for George really took off. Lucy has shown a flair for a graphic designer because I knew I was “The challenge was – and really still is innovation and leadership. more than that. I always find new things – how to convey our personality online, She has always been open to that interest me. I don’t like being bored.” so that when someone visits the website, sharing her journey, as well as Boredom is what caused Lucy to quit they feel like they know us,” Lucy says. being frank about areas where a sales job at Sportsgirl after two weeks “Words are incredibly important. and start designing and selling her own Everything has to feel and sound the way she wants to improve. That t-shirts in shopping centres, at the age we speak… Helping customers, educat- takes courage. Lucy is humble of 17. A creative at heart, she went on to ing them, storytelling. That’s what you too. Running a tight ship, she study communication and graphic design get in-store, and that’s how you can get a has embraced technology before moving to London in 2007. personal connection with the customer to continuously improve the It was there that Lucy realised design online.” is not just about making things “look Since launching in 2010, Hunting for efficiencies of the business.” pretty”, but can change how people think George has grown rapidly in all direc- - Mark Freidin and feel. tions, amassing a highly engaged custom- “I had this incredible brief to create a er base, entering new categories, expand- training book for new employees. It was a ing the team and, most recently, opening very real, inspiring and beautiful piece of a store on the ground in Melbourne. content. That’s where I learned the power For Lucy, this has meant taking on
InternetRetailing.com.au INTERNET RETAILING 27 TOP TEN
MARK TEPERSON Chief digital officer, Accent Group The salesman
ne of the first things you notice business. Things came full circle when building which accommodates everyone when walking into Mark Tep- The Athlete’s Foot’s parent company, on the digital team, including Mark with Oerson’s office is a phrase embla- RCG Corporation (now Accent Group), his ever-present reminder to “follow the zoned in large script across the wall, acquired Shoe Superstore in 2009. customer”. “Follow the customer and you’ll never “That was when I effectively got sucked Paradoxically, that often means going have to look for growth”. into the ‘mothership’ and started to focus into stores. The quote from former Tesco CEO the whole organisation around CRM and “Digital to me has always been about the Terry Leahy has been something of a per- loyalty and digital. I’ve spent the best part opportunity to reimagine the physical re- sonal mantra for Mark since his univer- of the past five to six years doing that,” tail experience,” Mark says, an attitude that sity days, when he took his first retail job Mark says. has helped the digital team gain support selling shoes at The Athlete’s Foot. When he joined Accent Group, which from the business as a whole. He describes “All of my thinking around the also runs Hype DC and Platypus stores it as a “watershed” moment over the past customer was shaped by that experi- and several shoe brands including Skech- year. ence,” he says. “The thing I learned that ers and Vans, online sales were non-ex- “Most of our revenue and profits by far really stuck with me was that if you can istent. Now the company is “better placed are still generated through our bricks-and- describe to the customer exactly what than most” to deal with the changing mortar business, but it really feels like there they will feel when they put on the shoe, retail landscape, according to a statement has been a pivot to digital and an embrace before they take their first step, you co-CEO Hilton Brett made in August of what it can really mean.” u immediately create a feeling of trust and 2017. connection.” Mark links this back to the board’s JUDGE'S COMMENT Indeed, the technique is so effective early investment – both financial as well “Many people call themselves that one customer invited Mark to inter- as political – in his digital transformation customer-centric, but few view for a job on the spot. The customer plan. The company has invested in CRM demonstrate it on a daily basis was the owner of children’s footwear and e-commerce software and set up chain Shoes & Sox, and 12 months later, an organisational structure that lets the to the degree that Mark does. after finishing a degree in accounting and brands tap into a level of talent in the dig- He is constantly looking for business law, Mark took him up on the ital space that they could not otherwise ways to improve the customer offer. afford. experience through process, “I became a general manager in a “One of the things I think we did that organisational, infrastructure very short time, but I left after about 18 was unique was set up a shared services months to start my own business,” says division for digital, as well as embed ded- and other changes and has Mark. icated people in each of our brands, so garnered the internal support He started Shoe Superstore with a part- it is completely seamless between sales, to implement them.” ner in 2005, and over the next three and a planning, operations and marketing.” -Dan Ferguson half years he grew it into a multi-channel This is reflected in Accent Group’s new
28 INTERNET RETAILING InternetRetailing.com.au A digital thought leader, Mark Teperson has more than 15 years’ experience in retail and more than 10 years’ experience in e-commerce. As chief digital officer for Accent Group (formerly RCG Corporation), Mark is tasked with “re-imagining retail” for HypeDC, Merrell, Platypus, Saucony, Skechers, Sperry, The Athlete’s Foot, Timberland and Vans. MARK TEPERSON
10.
InternetRetailing.com.au INTERNET RETAILING 29 Danny Gilligan Co-Founder, Reinventure
The 1 day forum hosted in Sydney and Melbourne brings a new dimension of knowledge and education to the retail industry through the exploration of a key topic presented by industry experts and influential retail brands. The forum features keynote presentations, round table discussions and workshops to get your retail teams involved in active learning. Non Executive Director, zipPay
CEO, Catch Group
In partnership with TOP 50 PROFILES
ANDREW GIBBS GM, Multichannel, PETstock
Andrew Gibbs is responsible for the “Andrew has been the orchestrator and financial performance of PETstock, as leader behind some truly amazing innova- well as the integration between stores tions, most notably enabling PETstock to be and e-commerce in Australia. He the first pet retailer to implement click-and- oversaw the recent national rollout of collect across their national network with 11. click-and-collect and the introduction autoship recurring orders. He has also made of PETstock into the New Zealand a generous effort to assist the online retail market, where it is now the leading industry through knowledge sharing and online pet retailer. guest speaking.” - Mike Larcher
ANGUS MCDONALD GM, Multichannel, Supercheap Auto Angus McDonald has worked in retail for more than 18 years. He joined Supercheap Auto in 2010, assuming full responsibility for the brand’s 12. digital presence in 2015. He has led successive years of significant growth and launched 90-minute click-and- collect, which last year was reduced to a 60-minute promise.
“Angus has listened to his customers and used it to inform business strategy. This is a practice normally seen in nimble startups, but it's rare to see it used so effectively in a large multichannel retailer. The results generated for Supercheap Auto through Angus's decision to focus on customers speak for themselves.” 13. - Alita Harvey-Rodriguez ELIZABETH ABEGG Co-founder/director Spell & The Gypsy Collective
ADAM KRON Elizabeth Abegg is half of the sister duo behind Byron Bay fashion brand Spell & GM, Catch Group 14. The Gypsy Collective. With a background in video editing, Elizabeth has turned the Joining Catch Group in February last year, Adam Kron is GM of Australia’s label into a global business employing 50 largest e-commerce company, overseeing all retail business. Before this, women. By embracing the world of blog- he was GM of Milan Direct and responsible for turning the startup into a ging and e-commerce, it has more than market leader, culminating in a merger with Temple & Webster and an IPO one million followers on social media,. in 2015. “Elizabeth and her team have grown “Retailers must work hard to stay competitive and relevant in today’s modern what was a small fashion business into marketplace. Adam has consistently displayed his ability to innovate and an international powerhouse through a pioneer new systems and platforms to seamlessly integrate, improve process- strong social media strategy and trans- es and to grow whatever business he is involved with. He is a true industry parent customer service. All the while influencer.” - Mike Larcher she has remained committed to ethical sourcing and driving health and sustaina- bility.” - Louisa Simpson
InternetRetailing.com.au INTERNET RETAILING 31 15. 16. MARK COULTER PATRICK SCHMIDT Co-founder/CEO Co-CEO Temple & Webster Global Fashion Group Mark Coulter has been in- As CEO of The Iconic, Patrick volved in online furniture Schmidt led Australia’s largest and homewares business online fashion company, Temple & Webster since offering 700 brands, same- its inception. He was pre- day delivery and free returns. viously director of strategy He left the role in January to for digital-media prop- become co-CEO of The Iconic’s erties at News Limited, parent company, Global where he managed a port- Fashion Group, which runs folio of businesses, includ- e-commerce businesses across ing the digital ticketing “In turning around Temple & Webster, five continents. company Moshtix. Mark Mark has performed a demanding task co-founded NORA and with skill and confidence, earning him the “Patrick’s firm belief that a ParcelPoint/Fluent Retail, trust and respect of the industry. He has a seamless retail experience begins a logistics and technology shrewd understanding of the e-commerce at home has helped make The company. sector.” - Ben Franzi Iconic the agile disruptor it is today. He is an experienced leader who understands his role as enabling those around him to achieve success.” - Heather 17. McIlvaine SVEN LINDELL CMO, Temple & Webster Sven Lindell joined Temple & Webster in July “Sven is one of our digital natives and 2016. With a background in CRM and analytics, a true innovator. He is sought after he is passionate about using technology and cus- by data agencies and recently worked tomer insights to deliver retail experiences. Sven to feed mind-blowingly beautiful previously oversaw the digital transformation of segmented content to customers.” Bras N Things and held senior digital positions at - Mark Freidin Woolworths, Rebel Group and Microsoft.
JO HARRIS Co-founder/operations director, Hunting for George Jo Harris completed a Bachelor of Nursing and worked at The Alfred Hospital in Melbourne before launching online homewares store Hunting for George with her sister Lucy Glade-Wright, in 2010. Hunting for George takes a design-focused approach to both product offering and user experience, earning the sisters a passionate customer base and industry acclaim.
“Jo serves as an inspiration for young entrepreneurs and has helped many small business and startups by sharing her story with the online retail community. Jo's ongoing commitment to innovating as the business grows is impressive.” - Louisa Simpson 18. 32 INTERNET RETAILING InternetRetailing.com.au TOP 50 PROFILES
JUSTIN DRY Co-founder/joint CEO, Vinomofo Justin Dry is co-founder and joint CEO “Honesty in failures isn’t something every of one of Australia’s fastest-growing leader is brave enough to share. This is companies. Launched in April 2011, something Justin has championed, which 19. Vinomofo has a run rate of more than is why I think he has made such an impact $50 million in annual revenue, 500,000 on the e-commerce industry. He genuinely members and 100 employees. Justin doesn’t do things to serve himself, but oversaw Vinomofo’s recent expansion to always has the broader community in New Zealand and Singapore and is now mind. This is reflected in everything preparing for it to enter the US market. Vinomofo does.” - Alita Harvey-Rodriguez
CHRISTIAN MCGILLOWAY Chief technical innovation officer Retail Zoo Christian McGilloway has a track record of creating significant and sustainable growth across digital channels. During his four years lead- 20. ing Retail Zoo’s digital strategy, Boost Juice has become synonymous with JULIA SIMMONDS digital innovation. Its app has had Founder/CEO, Itchy Baby Co. more than 900,000 downloads and A pharmacist, Julia Simmonds made the leap into created a 2,000 per cent uplift in sales. e-commerce after being unable to find suitable products for her son, who had chronic eczema. “Christian has driven some of the Since founding Itchy Baby Co. in 2015, she has 21. most exciting advancements in helped more than 35,000 families. Julia continues to e-commerce and is a true early grow her all-natural product range. adopter of powerful user experiences. Not only has he helped advance new “Customer loyalty is hard to win and easy to lose, technologies, he has actively designed but Julia has managed to avoid the typical pitfalls and engaged software to meet digital with ease. She cares deeply about her customers challenges. ” - Jeremy Meltzer and genuinely wants to solve their problems. Others would do well to follow her example.” - Dan Ferguson JANE LU 22.Founder/CEO, Showpo Jane Lu left her career as a business analyst at accounting firms KPMG and EY to launch online fashion business Showpo in 2010. Since then, Showpo has amassed a 2.8 million-strong following on social media and reached an annual run rate of $30 million. Jane is a fashion-savvy entrepreneur and social media expert.
“Even more impressive than Jane’s success in growing Showpo, is her desire to share her hard-earned wisdom with budding entrepreneurs through networking groups and social media. As generous as she is ambitious, Jane shows great promise.” - Heather McIlvaine
InternetRetailing.com.au INTERNET RETAILING 33 JUST INSIDE PER RETAIL $47MONTH WEEKLY
+ +
GET FULL ACCESS to Inside Retail premium content across all your digital devices when you subscribe to the WEEKLY magazine PLUS also receive:
+ Quarterly Feature Magazine + Annual Australian Retail Outlook + Discounts to Academy Events
SUBSCRIBE NOW
insideretail.com.au TOP 50 PROFILES
DAVID SHAFER Executive director/COO/CFO Kogan.com
Involved with Kogan.com since 2006, 23. David Shafer became a partner and executive director in November 2010. Before this, he was a senior associate at Arnold Bloch Leibler. He holds a Bachelor of Law (Honours) and Bache- lor of Commerce from the University of Melbourne and is a chartered financial analyst.
“David has been relentless in ensuring that customer feedback continues to drive NATHAN HUPPATZ products that match demand. By lever- Director, Directshop (Costumes.com.au) aging customer data and understanding Starting his online retail career in 1999, shopping behaviours, David and his team Nathan Huppatz is passionate about continue to drive strong sales growth.” - creating and growing digital businesses. 24. David White After building and exiting several small- er e-commerce businesses, he now runs Costumes.com.au. Nathan also owns ReadyToShip, a software-as-a-service product that integrates web stores and eBay accounts with carriers like eParcel, Toll and more. “Nathan is an e-commerce veteran 25. who remains at the top of his game. He BEN HARE transcends easy categorisation, not only Director/COO, TinyMe being a retailer, but also building tools that help other businesses grow.” - Ben Franzi Ben Hare oversees the finance, “Ben has been a driving force in HR, compliance and risk, IT, leading the business side of things customer service and logistics of as well as innovation in customi- the business. Growing rapidly in sation and growth at TinyMe. His sales of personalised children’s experience and formal training products, TinyMe has received have served him well and made numerous industry acco- him a popular go-to person and lades. Ben spent two years as a mentor for many in the industry.” non-executive director of retail - Mark Freidin industry network NORA. 26. LANA HOPKINS Founder/CEO, Mon Purse Unable to find the perfect handbag, Lana Hopkins started Mon Purse, a design-your-own handbag and accessories brand, in 2015. The vertically in- tegrated online business has gone global through partnerships with Bloom- ingdale’s and Selfridges, and gained the endorsement of celebrities. Lana is now translating the concept to standalone stores.
“Traditionally, it has taken many years for companies to build a brand and customer following such as Mon Purse enjoys today. What Lana has managed to do in such a short period of time is highly impressive and an inspiration for Australian entrepreneurs.” - David White
InternetRetailing.com.au INTERNET RETAILING 35 TOP 50 PROFILES
MIKE WILSON Co-founder/director, TinyMe Mike Wilson is the “ideas man” at TinyMe. With a background in industrial design, he launched the online customisation business from his spare bed- room in 2006. Mike is now responsible for TinyMe’s strategy, design and marketing. He has a passion for entrepreneurial business and converting ideas into ANDRE EIKMEIER commercial reality. Co-founder/joint CEO Vinomofo 27. “An early adopter of mass customisation, Mike continues to push the envelope and find creative new Andre Eikmeier launched Vinomofo applications for personalisation in retail. He has a with brother-in-law Justin Dry in 2011. strong working relationship with his co-directors and Now one of the most successful wine regularly makes time to share his insights with the sites in the country, Vinomofo has a run 28. industry.” - Dan Ferguson rate of $50 million in annual revenue and employs 100 people. Andre is responsible for leading every aspect of Vinomofo’s domestic business. KRISTY CHONG “Andre’s energy and commitment come across in his many speaking engagements Founder/CEO, Modibodi in the online retail community. Even more 29. impressive is his openness and sincerity Modibodi offers fashionable, comfort- about the challenges he has faced and his able and sustainable underwear with interest in overcoming obstacles through patented odour-absorbing, mois- change.” - Louisa Simpson ture-wicking technology. Kristy Chong has sold more than 100,000 garments to date, using a powerful online mar- keting strategy to achieve profitability. Before this, she worked in marketing and PR for multinational brands.
“Understanding customer experience and customer service are key drivers, and Kristy and her small team provide levels of service unheard of in larger, better-re- sourced businesses. Kristy also shares her insights at industry events, and was one of Remodista’s Women2Watch.” - Mark Freidin
NADIA LOTTER 30. Brand director, Samantha Wills A people person, thinker, planner and problem-solver, Nadia Lotter is a digital marketing and e-commerce specialist with extensive experience in digital strategy, e-commerce, social media, CRM and leadership. She has more than 10 years’ experience creating digital brand experiences and strategies across the fashion, FMCG, finance, not-for-profit, travel and corporate categories.
“Demonstrating a deep and genuine interest in the platforms, processes and new technology that power online retail, Nadia seems capable of conceiving and executing successful digital projects in her sleep. She was recently tasked with developing an entirely new direct-to-consumer business model at Samantha Wills.” - Dan Ferguson
36 INTERNET RETAILING InternetRetailing.com.au TOP 50 PROFILES
ERICA STEWART Founder/CEO, Hardtofind Erica Stewart has spent the past 10 years building a profitable, sustainable, award-winning e-commerce business from the ground up. Hardtofind has become one of Australia’s leading curated marketplaces, with an annual turnover of more than $20 million and offices in Sydney and Manila.
“In a world of bulk generic manufacturing, Erica has nailed the position of her business in the e-commerce industry. This isn’t just reflected in the handmade and one-off products she offers through Hardtofind, it is also reflected in her innovation, marketing and leadership. Erica's attention to detail, from prod- uct to placement, has helped Hardtofind become the success it is today and will 31. continue to be.” - Alita Harvey-Rodriguez 32. IVAN LIM Co-founder/CEO, Brosa
Serial entrepreneur Ivan Lim started Brosa in 2014 after finding a gap in the market for affordable, easy-to-buy premium furniture. Brosa works directly with craftsmen around the world to create special designs and experiences for customers. Ivan was previously head of marketing and growth at website design startup Elto, acquired by GoDaddy in 2015. 33.
“Ivan sets himself apart by bringing a Silicon Valley sensibility to Australian retail. With Brosa, he has not simply built a successful e-commerce business, but a 'digital-first' organisation.” - Heather McIlvaine
WAYNE BASKIN Deputy CEO/CTO, Booktopia Not wanting to be a small cog in a big wheel, Wayne Baskin left his job at GE Commercial Finance to contribute to a 34. smaller company’s growth and success. PIP EDWARDS He joined Booktopia in 2008 and is Co-founder/creative director now a key leader in the business. He is P.E Nation responsible for the company’s systems, oversees strategy and sits on its board. After working for some of the biggest names in Aus- “Wayne is one of the foremost tech voices tralian fashion, Pip Ed- in the Australian e-commerce sector. wards started her own ac- He plays an integral role in Booktopia’s tivewear-meets-streetwear evolution to the innovative, efficient and label P.E Nation in March successful organisation it is today.” 2016. Her creative vision “P.E Nation is a true example of an Australian label har- - Ben Franzi and disruptive approach nessing the power of e-commerce and pushing all bounda- have brought the brand ries. While e-commerce may not be Pip's background, she global acclaim. It is now has led Australian fashion retail for years. Her drive and stocked in more than 100 vision are a force. She is constantly innovating to satisfy boutiques, as well as being demand for her label.” - Jeremy Meltzer sold online.
InternetRetailing.com.au INTERNET RETAILING 37 Post your job now and also get featured on
Also featured on
Call us today on 02 8224 8366 TOP 50 PROFILES 35. AUDREY KHAING-JONES Co-founder/COO, GlamCorner Leaving behind a career in finance, Audrey Khaing-Jones launched online fashion rent- al business GlamCorner in 2012 to make a difference in the wardrobes of Australian women. Today, GlamCorner has tens of thousands of customers and more than 40 employees. It has raised $5.5 million from several leading Australian investors.
“Audrey led her team in conducting significant trial and innovation to create a powerful logistics model. The environmental impact of this business is impressive, with more than 100 tonnes of clothing being DEAN JONES diverted from landfill over the last 12 Co-founder/CEO, GlamCorner months.” - Louisa Simpson 36. Dean Jones spent the first four years of his career working as an invest- ment banker in Sydney, London and New York. Spotting an opportunity to MARTIN HOSKING introduce the sharing economy to the 37. CEO, Redbubble wardrobes of Australian women, he Martin Hosking became CEO of the Redbub- launched GlamCorner with his wife, ble marketplace for independent artists in July Audrey Khaing-Jones, in 2012. 2010. It listed on the ASX in May 2016. Before this, Martin was instrumental in the develop- “Dean has championed and created a ment and NASDAQ listing of search company unique segment within e-commerce. LookSmart. He started his career as a diplomat The ability to design and deliver with the Australian Department of Foreign an e-commerce experience for the Affairs and Trade. millennial market (and wallet) shows a special talent. GlamCorner will “While every brand and retailer is rushing to continue to disrupt in this space and the promised land of marketplaces, Martin has Dean will inspire others to follow.” maintained Redbubble's dominant position by fo- - Jeremy Meltzer cusing on what it does best: unique art and design, lightning-fast manufacturing and a user-friendly experience.” - Dan Ferguson
JEN GEALE 38. Co-founder, Mountain Bikes Direct Mountain Bikes Direct is achieving “Jen is an inspirational profitable growth at a significant e-commerce entrepreneur rate under Jen Geale’s leadership. who has shown courage Known as the “process guru”, Jen and innovation to take her oversees the implementation of business to new heights. This new projects to drive the business includes making a progressive forward across marketing, analyt- decision to become the only ics and overall strategy. She also pureplay in her category to played an integral role in setting use a 3PL. Successful retailers up the company’s flagship Dol- like Jen understand they can’t lars For Dirt community funding do it alone.” - Mike Larcher program.
InternetRetailing.com.au INTERNET RETAILING 39 TOP 50 PROFILES
BASIL KARAM 39. CEO, Life Interiors Basil Karam is an entrepreneur with “An innovator in unifying data, Basil has more than 17 years’ experience in retail, managed to connect his retail environment technology and digital marketing. As with his online environment through NFC co-founder of vertically integrated price tags and a version of Google Analytics omnichannel furniture and homewares that simulates showroom interactions. He retailer Life Interiors, he aims to offer has been a staunch supporter of startups and great design at an affordable price, while has presented at industry events, as well as seamlessly powering furniture and donating furniture to needy causes each year.” homewares marketplaces, including - Mark Freidin Temple & Webster, Your Home Depot and Zanui.
Working with the global direct-to-con- sumer technology team, Andrea Gonzalez is responsible for growth and 40. the consumer experience at Treasury Wine Estates. Her extensive background in marketing, product management, channel management and technology gives her an informed perspective on meeting customer expectations and growing sales through data, business and technology.
“Andrea is taking Treasury Wine Estates to the next level and challenging digital parameters for wine retailers. Her inno- vations are creating a special experience for customers that will ripple throughout 41. ANDREA GONZALEZ the sector. Andrea demonstrates that every Global IT manager, Commerce/experiences single market within e-commerce can be CARL JACKSON extraordinary.” - Jeremy Meltzer Treasury Wine Estates CEO, The MySale Group
Carl Jackson launched online shopping club OzSale with his brother in 2007, pioneering a new channel of distribution in Australia. With extensive experience in venture capital investments, Carl went 42. on to lead the strategic acquisition of IRENE FALCONE flash-sale brands Buyinvite and Cocosa, Founder/CEO, Nourished Life and e-commerce brands Deals Direct, OO.com.au and Top Buy to form The Irene Falcone launched MySale Group. Nourished Life in 2012. Today, the business is a one-stop “Innovation abounds in The MySale shop for natural and organic Group. Carl instigated the internal skincare, bodycare, haircare, development of OurPay, offering clients “Through hard work and determination, Irene has makeup, suncare and eco- short-term credit via their own funding turned a personal passion for organic goods into an friendly homewares and sources. He has been active on the speaking incredibly successful business. It helps that she is 100 clothing brands. Irene sold the circuit lately as he feels that it is important per cent authentic and dedicated to her customers.” - business to ASX-listed BWX in to share with the e-commerce community.” Dan Ferguson September for $20 million. - Mark Freidin
40 INTERNET RETAILING InternetRetailing.com.au 43. RUSLAN KOGAN CEO 44. Kogan.com Entrepreneur Ruslan Kogan came from humble beginnings to become one of Australia’s most successful businessmen. Interested in technology from an early age, he built his first computer when nine years old, and started his first “Despite a growing core business, Ruslan business one year later. He launched has continued to seek out new opportu- Kogan.com in his parents’ garage in nities to keep sales growth strong and to 2006, before going public in 2016. diversify. The recent strategic partnership Today it is one Australia’s largest online with Vodafone together with the expansion companies. into insurance products is evidence of his ability to think strategically and identify MARK GRAY new gaps in the market.” - David White Head of marketplace/cross-border trade Catch Group Mark Gray has managed digital market- ing and online marketplace teams for more than 13 years in Australia, Europe, 45. the US and Asia Pacific. He is responsi- SANDY ABRAM ble for managing Catch Marketplace and Founder launching products on to other chan- Wholesome Hub nels. He is passionate about e-commerce and helping retailers/manufacturers sell A former nurse, Sandy Abram started their products online. her first organic food business in 2005, before launching Wholesome Hub, “While only joining Catch a year ago, an online organic food and natural Mark has delivered a huge project for personalcare and lifestyle store, in 2016. the group - introducing a marketplace to Passionate about health, wellbeing and take on Amazon within Australia. While sustainability, she aims to make organic leading such significant cultural and oper- food more accessible to all Australians. ational change, Mark has also contributed meaningfully as a speaker in the online “Sandy is active in sharing her years of retail community and beyond.” knowledge in sustainability. She was - Louisa Simpson part of a Kickstarter workshop last year and is an avid member of Business Chicks. She believes in aligning per- sonal needs with available work hours. Sandy’s core drive is to make a positive impact.” - Mark Freidin
LUKE JECKS Founder/CEO, Naked Wines Passionate about “customer-centric disruption”, Luke Jecks has not only disrupt- ed the wine industry, but also direct-to-consumer delivery, crowdfunding and the subscription business through his e-commerce venture Naked Wines. He was appointed CEO of Naked Wines International in 2015 and now focuses on growing the company’s global presence.
“Luke continues to delight and excite wine lovers and wine makers alike with Na- ked Wines. The innovative funding model, together with the ability for customers and wine makers to share real-time feedback, has meant the business continues to 46. grow and disrupt what is a highly competitive market segment.” - David White
InternetRetailing.com.au INTERNET RETAILING 41 TOP 50 PROFILES
ANNA FORSTER 47. GM, Operations/supply chain, Lux Group Anna Forster drives operations and supply “Anna is an expert in her field, who shares chain at Lux Group, one of Australia's her insights by participating in several pro- largest e-commerce groups. She deliv- fessional associations. She tackles complex ers the key customer value proposition supply chain issues with ease and is an of price competitiveness through cost invaluable asset to the Lux Group.” efficiency, thanks to Lux Group’s propri- - Ben Franzi etary logistics system purpose-built for flash sales. She has a passion for tech and previously worked at startup incubator, Rocket Internet.
48. 49. DEAN SALAKAS CEO AMANDA GREEN The Party People Head of e-commerce L’Oreal Australia Dean Salakas is the “chief party dude” at The Party People, handling strategy, Amanda Green’s digital career spans marketing and finance. Since taking 15 years and multiple countries. After The Party People online in 1999, developing Nike’s e-commerce business he has achieved many e-commerce in Europe and revolutionising its business firsts, including being the first Google in Australia, she is now leading the digital AdWords customer in Australia. He transformation of L’Oreal Australia’s is passionate about sharing with the e-commerce business. industry what he has learned, growth hacks and early failures. “Amanda has shown true leadership and passion for the industry by generously “Dean is an outstanding contributor mentoring people looking to get into to the retail and startup e-commerce e-commerce. She is a beacon of best community. He has become a great practice.” - Mike Larcher resource, always sharing what he has learnt and how to market on a shoestring budget.” - Alita Harvey-Rodriguez
JODIE FOX 50. Co-founder/chief creative officer, Shoes of Prey A banking and finance lawyer by trade, “Jodie’s ability to effectively communicate Jodie Fox explored the world of adver- Shoes of Prey’s ‘what and how’ should not tising before setting out to solve a prob- be underestimated - it was critical to the lem of her own, finding the perfect pair brand’s early success. But as customers of shoes. Along with her co-founders, have become more familiar with the ‘de- Michael Fox and Mike Knapp, Jodie sign-your-own’ concept, she has expanded launched Shoes of Prey, an award-win- her expertise to new parts of the business. ning website, where women can design A woman of many talents.” their own shoes. - Heather McIlvaine
42 INTERNET RETAILING InternetRetailing.com.au Marketing Tools for High-Growth Retailers
Sophisticated commerce marketing automation for increased engagement to maximise revenue opportunities.
Award-Winning Products, Services and Support
1300 546 112 • bronto.com InternetRetailing.com.au INTERNET RETAILING 43
SUBSCRIBE TODAY IT’S FREE!
E-commerce news and views
www.internetretailing.com.au