Key elements of B2W’s strategy include:
Capture synergies derived from the merger between Americanas.com and Submarino
Sale of new products/services and cross selling opportunities among the brands. Additionally, we will capture the natural benefits resulting from the increase in our scale, preserving the commercial aggressiveness and customer relation quality.
Grow our customer base
Our active customer base has been posting a sound growth. Our customer acquisition strategy is based on effectively promoting our brand, delivering quality service, and offering a broad selection of products and services.
Increase revenue per customer
Annual revenue per active customer has been significantly increasing in recent years, as a result, we believe, of greater product assortment and rising share of high ticket products. Average frequency of purchases, however, remains low, and we see opportunities to stimulate higher frequency purchases using data mining in our personalized pages (My Store) and promotional e-mails. We also plan to use consumer financing actions to reward customer loyalty, to increase the purchasing power of our customers and to generate additional revenues.
Improve profitability
Our gross margin has been consistently growing in recent years as a result of scale increases and consequent improved negotiation conditions with our suppliers. SG&A expenses have been benefited by the increase in scale, posting significant reductions in relation to net sales. Our management model is highly leveraged and we are focused on increasing our productivity gains using technology.
Pursue strategic relationships and acquisitions
We plan to increase the number of companies for whom we run e-commerce sites. In addition, we intend to continue to pursue partnerships and acquisitions that enable us to expand the products and services that we offer.
