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com 2007-early 2009

Gary J. Stockport

fli/scase study is concerned with the continual roil-out of Amazon's global strategy through the development of resources and strategic capabilities. It is about global dominance through the development and use of technology ind acquisitions and alliances to offer an increasing array of products and services and continually enhancing customer experience. The case discusses the widening of Amazon's business through serving three distinct and different groups of customers. The case highlights a number of potentially disruptive technologies including Kindle and cloud computing.


By 2008, A hud a market capitalis ation of some U S$29.4 billion 1 (19.3bn or 21.4bn) (s ee Appendix 6) and employed around 20,700 employees. It was a truly global company and it had establis hed websites in Canada, the UK, Germany, France, Japan and China and 47 per cent of consolidated sales w ere out side its home country (see Appendix 2). The company sold everything from books to jewellery to digital music and it had recently established itself as a major player in cloud computing with the development and provision of services in 'the cloud'. Amazon had faced many challenges over the years. It had 'weathered' significant challenges such as the technology bubble 'bursting' during April 2000 as well as deteriorating shareholder sentiment at various times. The organisation had survived and overcame all these challenges, and even within the 'eye' of the recent global financial crisis, Amazon continued to make strategic investment decisions for the longer term. CEO Jeff Bezos pointed out: 'When we plant a seed, it tends to take 5 to 7 years before it has a meaningful impact on the economics of the company.' As 2009 rolled on, s ome strategic issues that Bezos had himself identified and needed to consider included the following:
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How might depressed consumer sentiment in the global financial crisis affect its growth? Ts the continued heavy investment in technology and innovation the right strategy for building and maintaining Amazon's sustainable competitive advantage? What is t he opt imal balance betw een cat ering for the needs of A mazon's different customer groups? As Amazon developed from being just an online retailer to a web s ervices provider for sellers and now moving into providing web technology infrastructure development, it may face challenges in try ing to reconcile its vis ion of being 'customer -centric' t hrough having to consider which group(s) of customers should take priority. Generally, is Amazon's business model the right model looking ahead live years or more?

At the age of 14, Jeff Bezos, the stepson of a petroleum engineer, admitted t o w ant ing t o become an astronaut or a physicist, or something that would allow him to use cutting edge technology. During his high school years he founded his first venture, the DREAM Institute, which w as a summer school programme aimed at stimulating creative thinking in youngsters. By t he age of 30, J eff Bezos, t he P rinceton 's umma cum laude' graduate with a Bachelor degree in Electrical

This ca se study i s an update of a number of case studies written about and published in earlier editions of this textbook. This ve rsion of the ca se wa s written by Profe ssor Gary J. Stockport and MBA student s Tricia Ong, Celina Chien, Eun -Ah Lee. Wentao (Mark) Wa, Mary Ngusaru and Michael Yoo: Business School, The University of Western Australia. It is intended as a basis for class discu ssion and not as an illustration of good or bad practice. Gary J. Stockport 2010. Not to be reproduced or quoted without permission.



Engineering and Computer Science, was t he youngest Senior Vice President of D.E. Shaw, running a Wall Street hedge fund. Whilst working at Shaw, Bezos came up with the statistic that the electronic world, known as the World Wide Web. would grow at an incredible rate of 2300 per cent monthly. Bezos, stunned by these growth figures, felt driven to act quickly, saying: 'I decided that when I was eighty, I wouldn't regret quitting a Wall Street job w hen I was thirty, but when I was eighty I might really regret this great opportunity.' After quitting his job, Bezos drove his wife, M acKenzie, and their dog across the U S in a Chevy Blazer that his stepfather had donated, arriving in Seattle on 5 July 1994. Bezos had already chosen books as his preferred product due to their low price point and the s ize of the global market, estimat ed at over U S$ 80 billion at the time. He believed web-bas ed technology would provide customers with a much larger range of t itles at their fingertips as well as enable better organis ation and present ation of the millions of books. Seattle was a logical choice to locate the business as it was close to Ingram Books, the largest US book distributor. It also had access to a large supply of computer software talent. Furthermore, the St ate of Washington had a more favourable s ales t ax climat e. O ver the next 12 months , w hilst op erat ing from t he garage of his rent ed home, Bezos, his wife, and three others established relationships with s hippers and w holes alers , developed the softw are and tried to raise money. The bus iness w ent 'live' with an online store in July 1995.

Silicon Valley funding for a further $8 million. During 1997, an initial public offering (IPO) comprising 3 million shares raised $50 million and enabled an aggressive expansion of the business.

The vision behind A mazon has progressively changed since it started in 199 5. What began as the goal to become the world's biggest and best online bookstore developed into a store where customers could buy 'anything w ith a capital A'. It also wanted to become the world's most 'customer-centric' company. Bezos added: Our goal is to be Earth's most customer-centric company. I will leave it to others to say if we've achieved that. But why? The answ er is three things. The first is that customer-centric means figuring out what your customers w ant by as king them, then figuring out how to give it to them, and then giving it to them. Thai's the traditional meaning of customer-centric, and we're focused on it . The second is innovating on behalf of customers, figuring out what they don't know they want and giving it to them. The third meaning, unique to the internet, is the idea of personalisation: redecorating the store for each and every individual customer. If we have 10.7 million customers.. .then we should have 10.7 million stores.

Bezos believed the power of the internet lay in continuous communication and w ord of mouth, which made branding even more important . As a result, he chos e to name his site after the world's largest river, believing A mazon would become the biggest bookshop in the world. Bezos pointed out: 'A brand for a company is like a reputation for a pers on. You earn reputat ion by trying to do hard things well.' In 1995, A mazon had no s ignificant online rivals and although Barnes and N oble had a 14 p er cent market share of traditional retail bookstores , it had no online pres ence. O nce launched, it t ook less than a year for Amazon to be recognised as the w eb's largest and best online bookstore with over 1 million titles. During this early growth period, Bezos did a lot of the manual work himself s uch as loading and unloading packages in the back of his Chevy Blazer and delivering them to the Post Office. Unable to raise critical funds needed to grow the business from his existing contacts in New York's money market, Bez os relied on private investment of $1.2 million and

The core of what defined Amazon, as rellected in the 1997 Letter to Shareholders, has remained over the years. This letter contained a series of core commitments such as their emphasis on longer term market leadership. Extracts from it are reproduced opposite. From originally serving just website retail customers. Amazon in 2009 served three distinct groups of customers: * Consumer customers: through its retail websites, Amazon provided a wide range of merchandise, low prices, and convenience to its consumers: * Seller customers: sellers that sold their products either on Amazon's websites or on their own brand websites and fulfilled their orders using Amazon's fulfilment facilities: * Developer customers: customers that used Amazon web services which provided access lo Amazon's technology infrastructure that enabled them lo create virtually any lype of business. See Appendix 3 for a more detailed analysis defining Amazon's business. Central to Amazon's strategy was growth. Figure 1 shows Amazon's approach of achieving growth through




(From the 6th Paragraph]

Because of our emphasis on the long ter m, w e may make decisions and w eigh tradeoffs differently than some companies. Accordingly, w e want to share with you our fundamental management and decision- making approach so that you, our shareholders, may confirm that it is consistent w ith your investment philosophy: We w ill continue to focus relentlessly on our customers We w ill continue to make investment decisions in light of long-term market leadership We w ill continue to measure our programs and the effectiveness of our investments analytically, to jettison those that do no provide acceptable returns, and to step up our investment in those that w ork best. We w ill continue to learn from both our successes and our failures. We w ill make bold rather than timid investment decisions w here w e see a sufficient probability of gaining market leadership advantages. Some of these investments w ill pay off, others w ill not, and w e w ill have learned another valuable lesson in either case. When forced to choose betw een optimising the appearance of our GAAP accounting and maximising the present value of future cash flow s, w e'll take the cash flow s.
Source: Extract of 1997 letter to Shareholders reprinted in the 2002 and subsequent Annual Reports.

Amazon's Strategy

Customer experience

Selection: Amazon offered the widest selection of products, from its vast selection of retail products to Amazon's software and Cloud Computing offerings; $ Price: Amazon was committed to price leadership and to consistently and continuous ly offer this w ith no sacrifice to quality. For example, Amazon offered free shipping offers to customers along with a guarantee of on-time delivery; ; Convenience: Amazon continually strived to 'please' its customers . For example, A mazon dedicated many resources to understanding what its customers want ed by offering customer review and feedback forms on all of its products. These Ihree pillars w ere supported by Amazon's continual commit ment to innovation and investing in the future. Bezos concluded: 'There's more to innovation ahead of us than innovation behind us.' Underpinning innovation w as the emphasis upon technology.

Lower pri< Selection and

Tr a f f ic Source: Originally drawn by Jeff Bezos in 2005.

Sellers being 'customer-centric' and continually improving the customer experience by offering lower prices and wider selection. This in turn fed hack to the increasing us e of Amazon's websites (traffic) by customers and sellers, which again fed back to growing resources for innovation for improved customer experience, and so the 'virtuous' cycle cont inued. Amazon's brand mantra w as to relentlessly serve the customer by shaping the customer experience. Its corporate logo had continually evolved over the past 10 years to match Amazon's shifting business offerings. Amazon had built a three pillar strategy to guide and reach Bezos' vision. These pillars were selection, price and convenience, with its foundation on innovation. Although A mazon was commonly regarded as an online business, products had to be physically shipped to customers. Amazon's many fulfilment centres were typically strategically located in a number of cit ies in N orth America, Europ e and Asia, often near airports. In total, they comprised some 19.7 million square feet of properties all over the world (see Appendix 4). In 2008, opened a new 600,000 square feet fulfilment centre in H azleton, PA to serve Amazon's Northeast customers. Another new facility in Goodyear, Arizona of more than 500,000 s quare feel was also opened.


AMAZON.COM 0 2007-EARLY 2009

D uring 2008, A mazon launched 'F rust ration -F ree Amazon believed the continual investment in technoPackaging', a new initiative designed to make it eas ier for logical innovation helped Amazon to achieve two comcustomers to take products from their packages. plementary goals. Firstly, it improved efficiency, ultimately Frustration-Free Packaging was launched in the US with 19 lowering operating costs and enabling the company to offer bestselling products from leading manufacturers including lower prices to customers. Secondly, heavy investment Fisher-Price. M attel. M icrosoft and electronics in research and development enabled Amazon to find new manufacturer Trans cend. A mazon intended to expand this ways to improve customer experience. With its advanced initiative across its international sites during 2009. technology, Amazon had no need to segment customers based upon the more traditional marketing methods such as demographic or human behaviour. Customer search patterns and purchasing behaviour were tracked almost Amazon had always taken a strategic approach to recruit - ins t antaneously as s oon as a cus t omer access ed the ing. As mentioned earlier, it located in Seattle as there was website. Furthermore, Amazon's website made intelligent a large supply of computer software talent available. Over recommendations of what other customers purchased after the years , it had continually strengthened its management a new customer found a product they were interested team. For example, during ] 997 Richard Dalzell, a former in. In many ways. Amazon had built the ultimate virtual Wal-M art Vice President joined as Chief Information Officer salesperson right at the customer's fingertips, by leveraging (CIO). He brought expertise in merchandising and logistics off information from millions of cuslomer transactions systems, supply chain systems, international retailing and and online window-shoppers. This competency was very merchandis ing systems, and commercial decis ion support powerful and other organisations had failed to produce and data mining systems. Other senior managers had been similar market data on such a large scale. Bezos concluded recruited from a variety of companies such as AlliedSignal, by claiming that: Apple, Black and Decker, Delta Airlines and M icrosoft. by building new technologies ourselves we get to offer a M ore generally, Amazon recruited 'tightly' around their better customer experience for millions of people. Does need to service the customer. Bezos added: this give us an advantage? Absolutely [but] you have to Companies get skills-focused, instead of customer-needs focus ed. When [comp anies ] think about ext ending their business into some new area, the first question is 'why should we do thai - we don't have any skills in that area.' That approach puts a finite lifetime on a company, because the world changes and what used to be cutting-edge skills have turned into something your customers may not need anymore. A much more stable strategy is to start w ith 'what do my customers need?' Then do an inventory of the gaps in your skills. Culturally, Bezos ens ured that his company was never satis fied w ith the status quo and never too comfortable and he emphas is ed: '1 as k our people to w ake up afraid and terrified (about the customer) every morning.' He also pointed out: 'customers are the folks who have the money. Our competitors are never going to send us money!' continue to innovate. This is something that has to be refreshed every day, every week and every year. Amazon's continual emphasis upon technolo gy led to a number of major outcomes between 2007 to early 2009 including Kindle, improving Amazon Web Services, offering digital content and enhancing accessibility.

Despite the progressive change in their vision, Bezos' typical response about the main d ifference between conventional retail and his business was: The three most important things in retail are locat ion, location, location. The three most important things for our consumer business are t echnology, technology, technology. That's whal takes the place of real estate in our business.

Amazon developed and marketed an innovative wireless electronic reading device called A mazon K indle under the Amazon brand. This device was unveiled in the final quarter of 2007 and enabled customers to download books, magazines, newspapers and blogs. A mazon Whispernet, Kindle's wireless delivery system, used a nationwide (US) high speed data network and Kindle users could easily gain access to the Kindle Store where over 90.000 books were available. There were no additional charges for wireless access or service commitments for customers so this was a truly convenient 'value add' for Amazon's book shoppers. Kindle supported a 'ready -to-use' function and as it did not require any set-up or software installation users were able to use Kindle immediately. Kindle users could also store their personal documents in various formats such as DOC, HTM L and JPIiG. By June 2008, Kindle had become the top selling product among Amazon's vast selection of consumer electronics products and the 'most wished for' electronics item by

AMAZON.COM 2007-EARLY 2009 577

Amazon customers . Amazon had increased the number of book titles available to Kindle from 90,000 to 190,000 with more books being added every day. Amazon built relat ions hips w ith partners such as Simon & Schuster. Inc. and Christian Publishers, making even more titles available and further 'fuelling' interest in this revolutionary product. During early 2009, A mazon launched Kindle 2, an improved vers ion of the original product with longer battery life and a new Text-to-Speech' feature. Amazon was a major player in the professionally narrated audiobooks business through its subsidiaries Audible and Brilliance, and the 'Text-to-Speech' feature would be likely to introduce new customers to the convenience of listening to books and thereby expand Ihe professionally narrated audiobooks industry. Amazon further enhanced Kindle for iPhonc and iPod touch in M arch 2009, which allowed customers to enjoy over 240.000 books.
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The most disruptive technological innovations releas ed by Amazon between 2007 and early 2009 were through Amazon Web Services (AWS). AWS products were examples of Cloud Computing, a model whereby IT vendors host hardw are and software in their ow n dat a cent res and make them accessible via the internet. The trend in Cloud Computing has been compared to t he development of the electricity network more than a century ago, whereby companies stopped having to produce their own power and instead plugged into a national electric grid. In the same way, individuals and organisations can now connect to a'cloud' of computing resources to fuel their information and proces sing needs on the internet. The benefit of this approach was that companies with access to huge economies of scale can sell their hardware or software processing power to users on a 'p ay as you use' basis far cheaper than a user could individually. If the internet community could facilitate this disruptive technology, personal computers as we know them today may become obsolete and products such as Kindle or 'dumb terminals' could take their place. Anumbcr of big technology names had already embraced the Cloud Computing revolution, including Google. IBM and Sun Systems. However, Amazon's EC2 was commonly regarded as being the most popular and more commercialised than any of its competitor's offerings. Products that AWS released included AWS Premium Support, Amazon Mechanical Turk, Amazon EBS. Amazon CloudFront and Public Data Sets on AWS. AWS Premium Support provided IT customers with fast, one-on-one technical assistance and released new features that enabled developers to build even more powerful and fault resilient applications on the internet.

These new capabilities w ere amongst the top requests from developers. During the third quarter of 2008, A mazon M echanical Turk launched a new set of web-bas ed tools that made it easier for bus iness es to outsource work to an on-demand workforce to bus iness es w orldwide. Thes e w eb t ools allow ed customers to utilis e the internet to outsource thousands of tasks, manage a virtual workforce and easily download work results. This technology opened up the service to a wider range of customers becaus e it no longer required clients to have programming s kills. With thes e new web-based tools, any business could submit work that required human int elligence to a workforce of hundreds of thous ands of w orkers from over 100 count ries in just a few minutes. This enabled businesses to get important work done quickly and inexpensively. In the s ame quarter (third quarter of 2008). A mazon's innovative AWS divis ion launched the Amazon Elastic Block Store (Amazon EBS), a new and improved storage feature for EC2 that provided unlimit ed storage potent ial to clients using the Amazon EC2 service. The last quart er of 2008 w as a busy and productive one for AWS. EC2 was upgraded for compatibility with M icrosoft products such as M icrosoft Windows Server and M icrosoft SOL Server, and provided even greater flexibility for deploying solutions in the AWS 'cloud'. AWS also launched A mazon CloudFront. a high-performance, self-service, pay-as-you-go method of distributing dat a over the int ernet at high data transfer speeds . A dam Selipsky, Vice President of Product M anagement and Developer Relations at AWS claimed: Our customers asked us for a way to globally distribute their most frequent ly access ed content with all the benefits (hat AWS provides: low, pay -as-you-go pricing, high performance and reliability.' AWS also introduced Public Data Sets on AWS, which enabled developers and researchers to cost -effectively create, share and consume large s ets of data free of charge. AWS had been working to low er the barriers to entry for fellow scientists for the past live years , and Public D ata Sets on AWS would provide virtually free resources to res earchers . By increas ing the number of p eople w ith access to important and useful data, and making it easy to compute on that data with cost-efficient services such as Amazon EC2, AWS hoped to fuel innovat ion and further accelerate the pace of new discoveries. AWS was voted the fifth most influential biztech product of 2008 by ZD Net. Peter D e Santis, General M anager of EC2 concluded: 'For over 2 years, we've focused on delivering a cost-effective, web scale infrastructure to developers, giving them complete flexibility in the kinds of solutions they deliver.'



Another s ignificant expansion for A mazon between 2007 and early 2009 w as in its digital content offerings. During 2007. Amazon launched a M P3 M us ic Store, a digital music downloads store. A ll M P3 contents on the Amazon M P3 store were offered without Digital Rights M anagement (DRM ) software, so customers could listen to these MP3s without any restrictions. EM I music, one of the major music providers, joined this launch and the Warner M usic Croup had become another supplier by the end of 2007. This DRM -free partners hip with major music providers helped A mazon establis h its strat egic pos it ion as the world's largest selection of DRM -free M P3. From early 2008, Amazon made DRM -free M P3 music downloads from Sony M usic Entertainment available to customers on A mazon M P3. Cons equently, Amazon M P3 became the only retailer to offer customers DRM -free MP3s from all the major music labels, as well as over 33.000 independent labels. It als o announced in January 2008 an international roll-out of Amazon M P3. where every song was playable on virtually any digital mus ic capable device, including the PC. M ac, iPod, iPhone and BlackBerry. Later in the year, A mazon launched a N ew Artists Store featuring comprehensive artist content, including full album discographies. CDs, DRM -free M P3 and vinyl catalogue selection along w ith community features s uch as artist images, biographies and related products. In September 2008. A mazon's subs idiary IM announced that us ers could w atch over 6000 full length feature films and TV episodes for free on IM This included new stores devoted to customers ' favourit e TV series and children's programming. It rolled-out a German version in November, specifically to help German-speaking movie and TV lovers eas ily find information for their favourite films and TV shows.

In April 2008. launched Amazon TextBuylt, a new service that allowed customers to use text messages to find and buy products sold on With the addition of TextBuylt to Amazon's existing mobile offering, including its mobile site and mobile iPhone site, customers could now shop virtually anywhere using either text message or their mobile device's web browser. In order to expand Amazon's IT offering to its developer clients, Amazon Payments announced early in 2009 the general availability of Amazon Flexible Payments Service (Amazon FPS). This effectively allowed developers to accept payments from Amazon's millions of customers and enabled developers to monetise their innovations quickly.



M any technology developments were aimed at enhancing customer access ibility. For example, during early 2008, Amazon launched a new feat ure, A mazon Currency Converter, on its webs ite allow ing international customers to pay for their purchases in the currency of their payment card, instead of U S dollars. This enabled international customers to purchase eligible items from its website w ith greater ease and certainty. Along similar lines. Amazon launched 'Bill M e Later's' next generation payments service for its customers to complet e purchases instantly online without using a credit card. With its flexible financing programmes Bill M e Later, Inc. was a leader in the digital payments industry. Its network included hundreds of top-tier merchants including Borders, Bluefly, Continental Airlines, eLUXURY, Fujitsu. JetBlue, Toshiba, Toys 'H' Us, US Airways. and Zappos.

Amazon's emphas is on t echnology and innovat ion enabled it to quickly roll out its activities across the world (see Appendix 5). During 2007, it launched a number of new sites that served customers with specific needs. In early 2007, Amazon launched which focused on shoe and handbag items. It provided free overnight shipping, 'a 110 per cent price guarantee' on its products and convenient navigation and search functions for over 250 brands and 15.000 styles of shoes and handbags. operated '24-hour-a-day customer service phone support', w hich enhanced and facilitat ed the customer shopping experience. By mid-2007, it had added over 50 new brands to its existing selection. Amazon launched two music stores. Classical Music Blowout Store and Go Indie M usic Store. According to Thomas M ay, Amazon's senior mus ic editor, there were a decreasing number of bricks-and-mortar mus ic stores and increas ing demand for t he s election of class ical music offered on Amazon. Go Indie Music Store provided mus ic buy ers wit h hundreds of tit les from more t han 30 independent music labels. Amazon A ll Bus iness Cent re was introduced as a new category store, providing one-stop shopping for start-up businesses as well as growing businesses. This store offered various solutions targeted at entrepreneurs' needs and some of the key offerings were customer forums, laptops, software solutions, furniture and stationery. The store als o provided customers w ith services such as Amazon Web Services, Fulfilment and Amazon Corporate Accounts. Amazon continuously expanded globally via its international network. After the initial success of Amazon Jewellery, Amazon launched its Jewellery & Watches Store in the UK, Germany, France and Japan. Amazon's jewellery bus iness had remarkable growt h in t he s econd quarter of 2007, 260 per cent in diamond s ales. 169 per cent

AMAZON.COM" 2007-EARLY 2009 579

in coloured gemstones and 107 per cent in sterling silver sales. The success attracted various brands, such as Crislu. Elle, M iss Sixty. Nautica and Technomarine. During 2008. Amazon launched its Office Supplies Store. a single shopping destination that offered competitive prices on products I'or the classroom, home office, small office, corporate office 'and everything in-between'. This new store included a selection of more than 500,000 products from thousands of manufacturers, including both well known and hard to tind brands such as Avery, Hammermill and Raymond Geddes. Amazon also divers ified into auto parts, launching its M otorcycle Store as a single shopping destination for motorcycle and parts, accessories and protective gear. The store showcased a selection of more than 300,000 products from over 500 manufacturers, including top brands like Alpine Stars, Fox Racing, Harley Davidson. Suzuki and Tour Master. During August 2008, Amazon unveiled (he Software enEspanol Store, a new category store featuring essential Spanish language and bilingual software products. With content primarily in Hnglish accompanied by some Spanish information, the store featured an extensive selection of business and office software as well as educational offerings and software for children. The Amazon Software en Espanol Store was designed to be the destination for Hispanic consumers and to help meet the needs of the nearly 1.6 million Hispanic-owned businesses in the US. Amazon 'kicked off 2009 with the launch of Amazon's Inauguration Store, which offered customers everything considered necessary to attend an event, host an inauguration party or watch the milestone occasion from home. Another launch included A mazon's PC Casual G ame Download Store which offered over 600 game titles to compete with PC game portals such as Yahoo Games.

Over the 2007 to early 2009 period, strategically aligned acquisitions and alliances remained a key way for Amazon to pursue technology development, applications and extend products or services. These alliances benefited Amazon's partners through, for example, access to capital, management expertis e and A mazon's huge customer database. Some examples of acquisitions included: In June 2008, the company acquired, a leading online store that offered custom measured and cut fabrics, as well as patterns, sewing tools and accessories. This acquisition enabled to further expand its selection of fabrics and accessories while enabling to offer its customers a wider variety of products in the sewing, craft and hobby segment.
580 AMAZON.COM6 2007-EARLY 2009

sets: consumers, sellers and developers' (A, 2009a), Amazon continued to invest heavily in technology innovation. Bezos pointed out: We transform much of customer experience - such as unmat ched selection, extens ive product information, personalized recommendations, and other new software features - into largely a fixed expens e. With customer experience costs largely fixed, our costs as a percentage of sales can shrink rapidly as we grow our business. This commitment to invest heavily in technology innovation was reflected in the high rate of year -on-year growth in technology and cont ent op erat ing exp enses and cost of internal-us e software and webs ite development (see Appendix 7). During 2008, U S$1033 million was spent on the development and enhancement of various areas of technology and content, including seller platforms, web services, digital initiatives as well as technology infrastructure. In 2008, Amazon had also capitalised U S$ 1 87 million of int ernal-us e s oftware and websit e development cost. This amount repres ented an increas e of 45 per cenl from its 2007 level ($ 129m). Another st ated strategic financial focus for A mazon was on 'Long term, s ustainable growth in free cash flow ' (, 2009a). Typically, Amazon offered short

credit terms to its customers and enjoyed longer payment terms from suppliers, the value difference being approximately 26 days. This operational advantage enabled Amazon to use funds collected from customers as a source of working capital. As a consequence of this, and in conjunction with other cash management initiatives. Amazon was able to maintain a strong cash flow position and fund its continuous investment in technology innovation. Amazon's long term debt data also indicated that it was relying less on long term debt to fund its innovation and operations activities (sec Appendix 7).
Share price

Since listing in 1997, Amazon had yet to pay dividends to shareholders. Investors had therefore to rely upon share price fluctuations for investor return. Figure 2 shows Amazon's share price relative lo the market index. Doubts about Amazon's plan to continue its massive spending to build its new Web Services technology and capacity combined with investors' frustration with the apparent lack of payoff in Amazon's earlier investment resulted in its stock price falling close to 50 per cent from 2004 to 2006 (Sage. 2006). Consequent ly, during 2007, Amazon was forced to invest in its technology and market expansion at a slower rate in order to subdue shareholder

Amazon share price 2006-9 relative to market index DJI and IXIC
W eek o f N o v 2 4 , 2 0 0 8 : --- AMZ N 42.70 ----- ADJ I 8,829 .0 4 --------------- AIXI C 1,535 .5 6


2008 Yario o l Inc. 2006 Apr Jul "* Volume 11,121.350

FROM:I Jan 3 2006 I TO: iMar 16 2009

Source: Yahoo! Finance.



anxiety. However, this slowdown of investment in innovation did not las l long, 'I believe you have to be willing to be misunderstood if you're going to innovate', Bezos said when an interviewer remarked that he was able to ignore criticis m from Wall Street, the press, and others about Amazon's investments in innovation (Burrows. 2008). Accordingly, in 2008, investment and expenses on investment rebounded to pre-2007 levels and w as supported by shareholder sentiment due to positive returns being delivered to the market.


During 2008, A mazon warned that the global financial crisis would amplify the strategic and financial risks it faced and would be likely to make general trading conditions far more challenging during 2009. However, analysts were divided about whether Amazon would be able to 'weather the storm' better (han its peers. For example, a senior analyst at Sanford C. Bernstein predicted that Amazon would continue to outperform its competition. Amazon's ability to maintain strong cash flow whilst reducing its reliance on borrowed funds for day -to-day operations has seen it gain favourable commentary from the share market. In addition. Amazon's recent announcement

of its plans to redeem US$335 million of the outstanding princip al on its convertible subordinated notes due by t he end of M arch 2009 further confirmed the strength of its cash position and was well received by the market (Kelleher, 20()9).vi H ow ever, ot her analys is w ere keen t o point out that as Amazon's survival had been reliant on s ales growth, a significant reduction in the s ales growth rate w ould have a cons iderable impact on Amazon's cash flow and future ability to invest in technology innovation. Symptoms of decreasing consumer demand were reflect ed in Amazon's 2008 D ecember quart er revenue, w hich had only grown by 18 per cent in comparison to 40 per cent in the last quarter of 2007. Amazon's international s ales contribution, currently at 47 per cent, w as expected to increase to 50 per cent of its consolidated sales in the near future (, 2009a). Whilst t his w ould spread the risk of a s low-down in North American markets, it would also increase Amazon's exposure to foreign exchange ris k, w hich amounted to a loss of U S$320 million in fourth quarter in 2008 alone. Clearly, there was much for Bezos to consider.
Reference : P hil Muncaster, 'Amazon Cloud Front takes off,, 2008.


Peer comparison 2008

Dow Jones Industry : Etailin g (B2C1 M ark et cap USD m 29,413. 6 6 15,305.7 8 3,210.4 3 229.99 216.05 11.78 8.51 39.69 1,081.42 1,513.08 Net in co m e USD m 645.00 1,779.47 193.47 169.35 -1 2 . 6 6 22.45 -5.2 1 3.75 63.60 73.32 Net p ro fit m arg in 3.41% 20.83 % 10.46% 13.45% -1 .52% 2.87% -1 . 1 7 % 0.92% 16.13% 23.96 %

Rank 1 2 3 4 5 6 7 8 9 10

Comp a n y nam e Amaz o n. c o m , Inc. eBay, Inc. Pricelin e. co m In co rp o rated T ick etm as ter E n tertain m en t, In c. Overs to c k. c o m , Inc. Valu e Visio n Media, Inc. Un ited Fu el & E n erg y Co rp o ratio n Rue du Com m e rc e SA Digital River, Inc. DeNA Co . , Ltd.

Sales USD m 19,166.0 0 8,541.2 6 1,884.81 1,240.48 834.37 781.55 446.04 408.90 394.23 321.77

E m p lo y ees 20,700 16,200 1,780 3,600 1,036 869 420 246 1,335 446

Source: Reuters, Factiva (exhibited in Dow Jones Company Report for Amazon.c o m. Inc.).



Sales and income as allocated to segments, 2001-08

Calen d ar y ears en d ed 3 1 Decem b e r l$ m ] 2008 No rth Am eric a Net sales Cost of sales Gro s s p ro fit Direc t segm en t opera tin g expen s e s 11] Seg m en t o p eratin g in co m e (lo s s ) In tern atio n a l Net sales Cost of sales Gro s s p ro fit Direct s eg m en t o p eratin g ex p en s es (1 ] Seg m en t o p eratin g in co m e (lo s s ] Co n s o lid ated Net sales Cost of sales Gro s s p ro fit Direct s eg m en t o p eratin g ex p en s es Seg m en t o p eratin g in co m e (lo s s ) Sto ck -b as ed co m p en s atio n Oth er o p eratin g in co m e (ex p en s e] In co m e (lo s s ) fro m o p eratio n s T o tal n o n -o p eratin g in co m e (ex p en s e], n et Ben efit (p ro v is io n ] fo r in co m e tax es Cu m u lativ e effecf o f ch an g e in acco u n tin g p rin cip le Net inco m e (los s ) Seg m en t h ig h lig h ts : Y/Y n et s ales g ro wth : No rth Am erica In tern atio n al Cons o lid a ted Y/Y g ro s s p ro fit g ro wth : No rth Am erica In tern atio n al Cons o lid a ted Y/Y s eg m en t o p eratin g in co m e g ro wth : No rth Am erica In tern atio n al Cons o lid a ted Net s ales m ix : No rth Am erica In tern atio n al Gro s s M arg in : No rth Am erica In tern atio n al Co n s o lid aled
Sources: Compiled from various sources.








$10.22 8 7.733 2.495 2,050 445 8,938 7.163 1,775 1,127 648 19,166 14,896 4,270 3,177 1,093 -2 7 5 24 842 59 -2 4 7 -9 $645

$8,095 6,064 2,031 1,631 400 6,740 5,418 1,322 873 449 14,835 11,482 3,353 2,504 849 -1 8 5 -9 655 5 -1 8 4 $476

$5,869 4,344 1,525 1.295 230 4,842 3,911 931 661 270 10,711 8,255 2,456 1,956 500 -1 0 1 -10 389 -12 -1 8 7 _ $190

$4,711 3,444 1,267 971 296 3,779 3,007 772 502 270 8,490 6,451 2,039 1,473 566 -87 -47 432 -4 -95 26 $359

$3,847 2,823 1,024 703 321 3,074 2,496 578 409 169 6,921 5,319 1,602 1,112 490 -58 8 440 -85 233 $588

$3,259 2,392 867 583 284 2,005 1,614 391 313 78 5.264 4.006 1,258 896 362 -88 -3 271 -2 3 2 -4 $35

$2,761 2,020 741 562 179 1,172 921 251 250 1 3,933 2,941 992 812 180 -69 -47 64 -2 1 5 1 1 -$ 1 4 9

$2,461 1,802 659 600 59 662 522 140 243 -103 3,123 2,324 799 843 -44 -5 -363 -412 -144 -11 -$567

26% 33 29 23% 34 27 11% 44 29 53% 47 24.4% 19.9 22.3

38% 39 39 33% 42 37 74% 66 68 55% 45 25.1% 19.6 22.6

25% 28 26 20% 21 20 -2 2 % 0 -12 55% 45 26.0% 19.2 22.9

22% 23 23 24% 33 27 -8% 59 16 55% 45 26.9% 20.4 24.0

18% 53 31 18% 48 27 13% 116 35 56% 44 26.6% 18.8 23.1

18% 71 34 17% 55 27 58% 7,700 101 62% 38 26.6% 19.5 23.9

12% 77 26 13% 78 24 212% -101 -5 0 9 70% 30 26.8% 21.4 25.2

3% 74 13 14% 83 22 N/A -29 -86 79% 21 26.8% 21.1 25.6




Defining the business

As mentioned in the main body of the case study, from originally serving just website retail customers, Amazon in 2009 served three distinct groups of customers: Consumer customers-, through their retail websites, Amazon provided a wide range of merchandise, low prices, and convenience to their consumers. Seller customers: sellers that sold their products either on Amazon's websites or on their own brand websites and fulfilled their orders using Amazon's fulfilment facilities. t Developer customers: customers that used Amazon Web Services (AWS) which provided access to Amazon's technology infrastructure that enabled them to create virtually any type of business. T hese services include: Amazon Simple Storage Service (Amazon S3) Amazon Elastic Compute Cloud (Amazon EC2] Amazon Simple Queue Service (Amazon SQSl Amazon SimpleDB Amazon Flexible Payments Service (Amazon FPS) Amazon Mechanical Turk.

Amazon's retail offerings included: Browsing Searching Review and content Recommendations and personalisation One-click technology Secure credit card payment Availability and fulfilment Kindle and Accessibility Digital contents

T here were two principal operation divisions for Amazon's retail sites: North America division operated,,, and International division operated,,,,, and T he principal retail segments under these sites included: Media: books, movies, music, digital downloads, software, video games; Electronic and other general merchandise IEGM]: electronics and computers, devices, home and garden, toys, children and baby, grocery, apparel, shoes and jewellery, health and beauty, sports and outdoors, auto and industrial, and tools; 'Other': Amazon Enterprise Solutions, Amazon Web Services, co -branded credit card, miscellaneous marketing, and others. Amazon divided the company into three functional areas: Product development: Departments within this area included editorial, market ing, product feasibility, pricing, website design and site navigation, e-commerce solutions and Kindle; Technology content and development: Software and technical production along with databases, information technology systems and engineering and computer science; Supply chain and distribution: Distribution centres, business-to-business client relationship management, and supply chain management.



Fulfilment and warehousing

Fulfilment centres were located in the following cities, often near airports. North America: Arizona: Phoenix, Goodyear Delaware: New Castle Indiana: Whitestown, Munster Kansas: Coffeyville Kentucky: Campbellsville, Hebron (near CVG], Lexington, and Louisville Nevada: Fernley and Red Rock (near 4SD) New Hampshire: Nashua Pennsylvania: Carlisle, Chambersburg, Hazleton, and Lewisberry T exas: Dallas/Fort Worth - Ontario, Canada: Mississauga (a Canada Post facility] Europe: warehouse: Glenrothes Bedfordshire, England: Marston Gate Inverclyde, Scotland: Gourock Fife, Scotland: Glenrothes Neath Port T albot, Wales: Crymlyn Burrows near Jersey Marine Loiret, France: Orleans-Boigny Loiret, France: Orleans-Saran Hesse, Germany: Bad Hersfeld f Saxony, Germany: Leipzig Asia: Chiba, Japan Guangzhou, China Suzhou, China Beijing, China
Source: 'Amazon' from W ikipedia. This appendix uses material from W ikepedia article '' and is available under the Creative Commons Attribution-Share Alike License, http://creativecommons.0rg/licenses/by -sa/3.0//.

Chronology of retail product globally rolled out across Amazon's websites

Global Selection Product categories Physical media Electronics Toys Baby Tools and hardware Home and garden Apparel and accessories Sports and outdoors Jewelry and watches Health and personal care Beauty Shoes Dry goods Auto parts and accessories Digital media Office supplies Fabric Motorcycle and ATV parts and accessories

US '95 '99 '99 '99 '99 '00 '02 '03 '03 '03 '04 '05 '06 '06 '07 '08 '08 08

UK '98 '01 '01 '07 '04 '04 '08 '07 '07 '08 '08 '07






'98 '01 '04 '07 '04 '04 '08 '06 '07 '07 '08 '07 '08

'00 '05 '07 '07 '07

'00 '03 '04 '07 '03 '07 '05 '07 '06 '08 '07

'04 '04 '04 '06

'02 '08


'06 '06 '06 '06


Source: Adopted from Morgan Stanley Technology Conference, 4 March 2009.



APPERevenue IUS$,000] Amazon eBay Barnes and Noble Yahoo! Apple Wal-M art Google

Competitor's revenue comparison

2000 2,761, 983 431, 3,468, 1.110, 7,983. 166.809. 424 043 178 000 000 2001 3,122.433 748.821 4,375,804 717,422 5,363,000 193,295,000 86,426 2002 3,932,936 1,214,100 4,870,390 953,067 5.742,000 219,812,000 439,508 2003

In October 2008, Amazon acquired Reflexive Entertainment, 2004 2005 2006 2007 2008 a PC casual game distributor and developer. Reflexive's CEO 6,921, 124 Lars Brubaker announced its acquisition with the 5,263,699 8,490,000 10,711,000 14,835,000 19,166,000 expectation that Reflexive would serve a 7,672,329 range of broader 8,541,261 2,165,096 3,271, 309 4,552,401 5,969,741 5,269,335 5.951. via 4,873,595 5,139,618 5,286,674 5,121,804 customers 015 Amazon's distribution channel.

1,625,097 3,574. 517 5.257,668 6,425,679 6,969,274 7.208,502 6,207,000 8,279,000 19,315,000 24,006,000 32,479,000 also 13,931,000 completed its acquisition of Abe-Books, 246,525,000 258,681. 000 287,989,000 348,368,000 an online marketplace for books , w ith 378,476,000 405,607,000 over 110 million 1,465,934 3.189. 223 6,138,560 10,604,917 16.593,986 21.795,550

Source for 2006-08: Dow Jones Factiva (Originally from Reuters). Source for 2000-05: Adopted from (B) - from 2004 to 2006 by Stockport, 2007 (Originally from Mergent and Amazon annual reports).

APPEN Technology expense, technology cost capitalised, free cash flows and long term debt 2001-08
(in millions] Technology and Content

primarily used, rare and out-of-print books listed for s ale by thousands of independent booksellers from around the world. AbcBooks added millions of customers to Amazon's exis t ing cons umer base and exp anded its geograp hic reach with AbeBook's global webs ites (,,, and also had affiliates in Germany and the US.

Operating Expenses Value Y/Y Operating expenses growth:

Internal-Use Software and Website Value Y/Y Capitalised Cost Growth:

Free Cash Flow Value Y/Y Free cash Flow Growth:

Long Term Debt Value Y/Y Free cash Flow Growth: Source:

Bas ed on A Ended December 31 Report (2()09a). it w as mazon's Annual Calendar Years possible to identify six different types of competitors. Firstly, 2008 2007 2006 were physical-world retailers, publishers, vendors, 2005 2004 2003 2002 2001 there distributors, manufacturers and producers of Amazon's products. Examples included Wal-M art and Barnes & Noble. $1033 $818 $662 $451 $283 $257 $216 $242 Secondly,59% were other online2% there e-commerce and mobile 26% 23% 47% 10% -11% N/A e-commerce s ites, including s ites that sold or distributed Cost Capitalised digital content. A major player, eBay, had achieved less N/A than Development $129 $123 $90 1 $44 $83 $92 half of A mazon's sales, but earned much higher net income $187 45% 05% N/A 5% 37% -47% -10% N/A and net profit, margin (s ee Appendix 1). John Donahoe. CEO announced$347 it would focus -$170 that on the $1364 $1181 $486 of eBay, recently$477 $529 $135 'secondary market. . . 37% a part of its effort to trans form as 15% 11% 179% U3% -8% 157% N/A its core marketplace business' (M orrison, 2009). Thirdly, there including $2277 $1521 $409 $1247 were indirect competitors $1945 -1 media companies, $1855 N/A web websites and web search -68% $1282 3% -18% portals, comparison shopping5% -18% -5% N/A N/A engines. F ourthly, there were companies that provided e-commerce s ervices , including w ebs ite development, fulfilment and customer services. Fifthly, there were companies that provided infrastructure web services or other informat ion st orage or comput ing s ervices or products. As Amazon ent ered into the web infrastructure industry, two new competitors were Apple and Google. Finally, there were companies that des igned, manufactured, market ed or sold digital media devices. Again. Apple and Google were competitors within this category. Appendix 6 provides a comparison of some comp etitor's revenue.

A p p endix 2 p resents s ales and income as allocated to North America and International Segments 2001-08.

Capital, expenditure and cash

In line with Amazon's mission to become the 'Earth's most customer-centric company for its three primary customer