IKEA+ More Than Positive - CBS Case Competition
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C B S CA SE C OM PE TI TI ON 2021 | I KE A | TE AM S PAR K
IKEA+ More Than Positive
SITUATION & C OMPLICATION
Sustainability has been rooted in the values of IKEA since its establishment in 1943. Given the
circumstances of climate change, IKEA strives to become climate positive by adopting a circular
economy model. While some consumers are unaware of the negative impact of the furniture
industry, aware consumers are not empowered to practice sustainability acts.
QUESTION
How can IKEA utilise new and existing circular initiatives to make sustainable choices more
accessible for the many customers, while ensuring >30% growth in users within the next 5 years?
AN SWER
IKEA+, an all-in-one Circular Hub platform, that enables customers to extend furniture life, buy
and sell reused furniture and engage with other climate fighters.
More than a marketplace
Breaking from the physical hub, the platform preserves core values of IKEA’s circular economy,
including the Buy-back scheme, together with additional functions like Repaired and Spare Parts
Sale. The modified Buy-back scheme introduces a recommendation feature where the system
would suggest second-hand products that people purchase after the sale of similar products. The
Repaired initiative aims to make second-hand furniture attractive and prolong product life cycles
by revamping flawed furniture.
More than positive
With the platform establishment, there will be more transactions in the hub, urging a change of
the complex delivery mode. By integrating the Movers’ logistics solution into IKEA+, IKEA creates
a centralized database for all pending Buy-back and second-hand purchases. Customers no longer
need to travel back and forth to IKEA for Buy-back as multiple deliveries and pick-ups are possible
in a single route. It allows customers to contribute to sustainability conveniently with no extra
effort needed while accelerating IKEA’s progress towards Climate Positive.
More than social
By building a community within IKEA+, users are able to socialize with others through a DIY
community and compete on the amount of CO2 saved, which thereby enhance the network effects
that will increase the user base on the platform.
IMPAC T
By introducing IKEA+, IKEA will be able to increase its circular user base by 179% from 2021 to
2025, which will enable the firm to recycle 118m products in 2025. Also, the project will bring an
expected net present value of 653 million EUR for the 5-year horizon.
IKEA+ More Than Positive
Executive Summary
Situation
Sustainability has been rooted in the values of IKEA since its establishment in 1943. Given the
current circumstances of climate change, IKEA strives to become climate positive by adopting a
circular economy model.
Complication
While some consumers are unaware of the negative impact of the furniture industry, aware consumers
are not empowered to practice sustainability acts.
Question
How can IKEA utilise both new and existing circular initiatives to make sustainable choices more
accessible for the many customers, while ensuring at least 30% growth in users within the next five
years?
Answer
We propose launching IKEA+, an all-in one Circular Hub platform, that will enable the many customers
to extend furniture life, buy and sell reused furniture and engage with other climate fighters.
Impact
3.3% 179% 118m 653m 6.2t
Sales CAGR Increase in Products EUR NPV in 2025 CO2 saved in 2025
by 2025 circular usage recycled in 2025
1
The furniture industry accounts for more than 4% of the total waste
stream in the EU, while only 10% is recycled every year
Very few pieces of furniture are recycled, reused, or remanufactured ... … but several drivers embrace changing this exact problem
Furniture waste accounts for more than 4% of the total Resource consumption
municipal solid waste stream in the EU Resources are being consumed 50% faster
than they can be replaced
Only 10% of the furniture trashed every year is recycled Consumer behavior
87% say that they are willing to change
their behavior to work against the global
environmental challenges
Remanufactured furniture account for less than 0.1% of
the total furniture industry Value of circular economy
The circular economy is estimated to be
worth more than $1 trillion globally
“Our ambition is to be 100% circular by 2030.”
Malin Nordin, Head of Circular Development, Inter IKEA Group
1 2 3 Creating a circular economy is necessary for
the future of the earth, the future of the
Healthy and Circular and furniture industry, and the future of IKEA.
Fair and Equal
Sustainable Living Climate Positive
Sources: Furn360 Report on Circular Economy. Case Material. Annual Report on Sustainability 2020.
ANALYSIS RECOMMENDATION IMPLEMENTATION IMPACT 2
Denmark is the ideal market for IKEA to test its circular initiatives and
expand and improve its current services through digital channels
In Denmark, the population is ready to make a difference for IKEA Family Members in Denmark from FY18 to FY20
the environment and open for trying innovative initiatives +59.29%
2
THE AVERAGE DANISH CONSUMER 1.5
ü Idealists wishing to have a positive impact on the environment
but not willing to sacrifice either time or money for it 1
ü Interested in using technology and new innovative solutions
ü Shopping both online and in-store 0.5
0
FY18 FY19 FY20
Million members
IKEA Family reached 1.8 million members in FY20,
1.8M Danes Ranked #4 43M Visitors which is an increase of 59.29% from FY18, and the
Are members of the On Cisco’s Global Digital Were tracked on IKEA.dk loyalty club is expected to continue its growth in
IKEA family in 2020 Readiness Index in 2020 Denmark in the following years.
Given the high level of digitalization, the Danish consumers having an over-average proportion of idealists, and the IKEA Family in
Denmark growing significantly, we believe that Denmark is the ideal market for IKEA to explore new digital solutions that will allow
the company to increase the usage of its circular initiatives and to set the stage to scale its circular projects globally
Sources: Case Material. Annual Report on Sustainability 2020. Cisco’s Digital Readiness Index. Annual Reports.
ANALYSIS RECOMMENDATION IMPLEMENTATION IMPACT 3
Current Buy-back scheme does not form a complete circle, failing to
connect with the second-hand market
Currently, there are a few gaps in the customer journey that discourage
the use of IKEA Buy-back Customers first
First-hand
purchase
Use
Apply
Buy-back
Approval
by IKEA
Transport
to IKEA
Second-hand
purchase
1 Rather than the initiative
contents, customer is the
most crucial driving force of
✕
IKEA IKEA’s circular initiatives
Buy-
back Improvements needed
Not a complete cycle: back to first-
hand purchase 2
Enormous
1
Low
willingness
2 The current Buy-back scheme
would initiate infinite open
3 emissions
circles without enclosing it
to access
Voucher limits by returning circular hub
flexibility to purchase Voucher to IKEA Higher significance
second-hand products
3
Apart from IKEA and buyers,
3 rd dimension: second-hand
Meanwhile, IKEA Rental/Leasing has a structured business model market, is introduced in Buy-
back
Rental contract Use Return to IKEA
IKEA (rental only) Return to IKEA
Rental/ Prolong contract (rental only) Focus on modifying the
Leasing Purchase item 3 aspects of IKEA Buy-back
Purchase item scheme
Sources: Case Material.
ANALYSIS RECOMMENDATION IMPLEMENTATION IMPACT 4
(1) More than a marketplace: IKEA+, an all-in-one platform, could
encourage customers to browse the online circular hub
IKEA+ , a circular hub at your fingertips IKEA Buy-Back (BB) Upgrade
1. Exchange for IKEA Currency, ING.
2. Second-hand purchase recommendation
Buy Back Repaired Market Community
Sort by: Price Colour Size Condition Repaired
Total Items 1,492 Second life: For the planet and people
5,846
1. Prolong product life cycle
Profile 2. Worker empowerment
Scoreboard
Purchase History Sale of Spare Furniture Parts
Notifications
1. Refurbishment as new revenue stream
ING. 87.90 ING. 85.30 ING. 80.70 Wish List 2. DIY modification: Plug & Play
80% new 80% new 75% new
Check out the Rental and Leasing
Give your IKEA furniture latest furniture 1. Reusing to reduce waste
a second life redesign ideas 2. Transformation strategy to gain
customer loyalty
BUY BACK REFURBISH COMMUNITY
IKEA Sustainable Community
1. Social: Ideas sharing for the Plug & Play
Sources: Case Material, IKEA website.
2. Gamification
ANALYSIS RECOMMENDATION IMPLEMENTATION IMPACT 5
(1 cont.) Utilising both supply and demand initiatives to engage
customers in using the online circular hub
IKEA+
INCREASING SUPPLY: Buy-back INCREASING DEMAND: Repaired
Easier approval process and swap Ensure furniture are in fine condition, so
recommendation to attract sellers consumers are more willing to purchase
1 Standardized pictures for verification 1 Prolong damaged products’ lives
▸ From offline checking to online, ▸ Improved conditions encourage
carbon emission from travelling is consumers to purchase second-
minimized hand products
▸ Ease of selling improve ▸ Utilize products and prevent
attractiveness of the program Repaired furniture to “leakages” of the circular
attract new owner economy
May exchange for 2 Recommendation of similar product 2 Labour empowerment
▸ System would suggest second- ▸ Provide job opportunities for target
hand products that people groups (e.g. disabled, refugees)
purchase after the sale of similar ▸ Equip them with skills that could
products benefit their long-term
ING. 59.90 ING. 59.90 ▸ Renovate without waste creation development
Sources: IKEA website, DRC, DPOD.
ANALYSIS RECOMMENDATION IMPLEMENTATION IMPACT 6
(2) Adding IKEA+ to current delivery technologies could make
sustainable choices on behalf of customers
Current Initiatives Integration with the Platform
4Mn Electric vehicle adoption
Annual CO 2 emission
for customer transport Successful tests on new EV
TWO prototype for last mile delivery Creates a centralized database for
all pending Buy-back and second-
hand purchase
3x
All home deliveries to customers
2025 done by EV / zero-emission means
Customers travelling back and forth IKEA for
CO 2 are emitted by
petrol cars Delivery route optimization one Buy-back
compared to EV Multiple deliveries and pickup in a single
A minority investment made by route
Ingka on the Danish logistic service
provider, Mover 1 For customers: conveniently contribute
11% Tailored logistics solution: 2
to sustainability
For customers: No extra effort needed ,
Of IKEA’s climate optimization of last-mile delivery to IKEA helps them choose the most
footprint from reduce environmental footprint sustainable lifestyle
transport & delivery
3 For IKEA: speeding up the progress
of achieving climate positive
Sources: The Guardian, Transport & Environment, IKEA Sustainability report FY20, OreSund Startups, Mover, Ingka.
ANALYSIS RECOMMENDATION IMPLEMENTATION IMPACT 7
(3) An unified off + online currency to promote second-hand purchases
and enclose the circular economy
THE IKEA CURRENCY, ING.
The world’s first sustainable currency that completes the circular economy
in the furniture sector
HOW WHERE WHY
Ways of earning and Touchpoints in which the Benefits of creating the
spending the currency currency is available IKEA currency
Selling goods in the Buy-back Localized currency, conversion Allows consumer staying in IKEA
1 scheme loop & incentivize repurchase
when users change locations
No upper limit on the amount Physical stores (including IKEA Encourages customers to buy
2 received stores and planning studio) via online circular hub
Exchange rate All products on the platform Reflect true value of resold
3 (e.g. second-hand and lease product
1 st hand purchase 1:0.75 local currency
products)
2 nd hand purchase 1:1 local currency
ANALYSIS RECOMMENDATION IMPLEMENTATION IMPACT 8We propose that IKEA introduce three new features to IKEA+
1) A Do-It-Yourself Community, 2) Gamification and 3) Spare Parts
1 2
CARBON SAVED
COMMUNITY
Clear overview of different DIY hacks After purchasing in-store or on the platform, users
will be able to monitor how much CO 2 they have saved
by buying second-hand rather than first-hand.
Ability to post personal DIY ideas
Enabling interaction between users by commenting and
liking posts
INVITE YOUR FRIENDS
For users to engage more on the platform, by inviting a
Direct link to products sold on the second-hand market friend who successfully makes a purchase or a sale, the
Transform your KALLAX shelf user will gain a small number of IKEA credits to spend.
into a top-modern kitchen island
Share pictures to gain feedback
BEAT YOUR FRIENDS
Data is shared with IKEA to increase knowledge about users By enabling users to compare number of credits gained and
CO 2 saved, the platform will encourage the user base to
Ability to send DIY hacks found on the platform to friends use the platform more frequently and engage more with it.
3
Network effects will enable the
Step 1: IKEA find spare parts
from returned furniture
user base to grow exponentially
Step 4: Return Step 2: Order necessary
furniture to earn spare parts from IKEA+ Gamification will result in the users
credits on IKEA+ for credits earned increasing their engagement
Step 3: Fix furniture with
the received spare part Spare parts will increase the
product life of IKEA furniture
ANALYSIS RECOMMENDATION IMPLEMENTATION IMPACT 9By rolling IKEA+ out in phases, IKEA ensure an efficient launch in each
market building the necessary bonds with the user from the get-go
LEG E ND
Primary task Evaluation Follow up
2021 2022 2023 2024 2025
Develop platform Move As-Is products online
P latfo rm Buy-Back Gamification feature, DIY
Localise the app to account for individual country needs such as language
Deve l o pm e nt Option and spare parts sale
Integrate with Mover Expand with Mover or find similar local transportation firm
Pilot in DK
Wo rl d
E x pa ns i o n Expand to the rest of Europe Expand to the remaining markets
Move the Circular Hub
onto the platform
Co m m uni ty Promote the community through the IKEA Family and in store
Develop content to inspire others’ DIY projects – incentivise others to share their own projects
1 2 30% increase in # of
3 4
Reach 10% adoption Be present in 3 Reach 3bn EUR in
in DK in 2021 users of existing
countries by 2022 sales through IKEA+
circular initiatives
ANALYSIS RECOMMENDATION IMPLEMENTATION IMPACT 10Leveraging the unique features on IKEA+, the associated risks of the
platform can be mitigated
RISKS MITIGATIONS
Quality of Buy-back
1 items collected is
lower than expected
All photos must be taken directly using the
platform to prevent photoshopped pictures
1
Promote community: earn extra currencies
PROBABILITY
Not enough users
4 2 on the platform
▸ When successfully invite a friend, and;
▸ when a friend makes first purchase
2 Low conversion rate
3 3 (high clicks, low
purchase)
Welcome pack: Small amount of IKEA
currency to stimulate purchase
Large number of Aim delivery within 3 days
4 deliveries per day Generate solution with multiple cars
IMPACT Critical
risk line
ANALYSIS RECOMMENDATION IMPLEMENTATION IMPACT 11A small change to an already great idea can have a significant impact
on our people and the planet we all share
Million Products Saved From Waste Through Recycling
AREAS COMPONENT IMPACT Planet People SDGs 140
+202%
120
118 Mn Products recycled
Buy-back Upgrade through IKEA+ in 2025 100
80
Second-hand Empower lower skilled and vulnerable
60
hub Repaired & people through job opportunities PWP
CAGR
8.6%
40
Sales of Spare Part 4.1 t Product materials saved through 20
recycling in 2025
0
2020 2021 2022 2023 2024 2025
Save carbon Build a community of 71 million PWP saved from As-Is PWP saved on App Products reused on App
members fighting against climate Tonnes of CO2 saved purely related to
change by 2025 product materials and transport
Engagement 7
Social element
Platform 6
2
5
Creating a sense of unity and a feeling 2
4
DIY community of being part of something greater
3 1
2 1 4
3
Consumer 236 fewer customer trips to IKEA in 1
0
2 2
Logistics solution 1
Convenience 2025, lowering 2.4 tonnes CO 2 emissions 0
2021 2022 2023 2024 2025
Product Materials Transport
Source: Annual Report 2020, MyClimate, Team Analysis. PWP*: (Products Waste Products) including returned, damaged, discontinued and ex-display products
ANALYSIS RECOMMENDATION IMPLEMENTATION IMPACT 12The IKEA+ platform will enable IKEA to leverage their community and a
circular model while achieving 2.3bn EUR NPV by 2025
60%
60%
Establishing IKEA+ will enable an increase in higher margin second hand sales
mEUR 50% Key assumptions
45,000 50%
19% of the global IKEA Family members have
Sales 40%
CAGR:
adopted IKEA+ by 2025
3.3% 2,943 40%
40,000 2,390 Average of 3 yearly orders of EUR 25
1,521
884 30%
14
30% Build up to 17% EBIT margin for the initiative due
to low procurement costs
35,000
20%
20% Assuming 50% of second-hand sales would have
39,263 39,655
38,489 38,874 been regular sales at EUR 40 per order.
37,368
30,000 3% baseline growth decreased to 1% after
10%
10%
including lost regular sales
7% 6%
4% 5% 5% 5% 5% 6% 5%
4% 12.5% WACC
25,000 0% 0%
2021E 2022E 2023E 2024E 2025E
Main Costs Drivers
Baseline IKEA+ EBIT Margin%
CAPEX: Assuming products are bought for
50% of sale price and 15% cleaning/
refurbishment costs
NPV of 653 million EUR Platform development: Assuming 14m EUR
for the 5 year 179% User increase 1.1 years payback time app development cost and 1m EUR in yearly
time horizon maintenance
Source: Annual Report, Case Material, Ingka, MLSDev.
ANALYSIS RECOMMENDATION IMPLEMENTATION IMPACT 13IKEA+ enables a circular business model ensuring long term positive
sustainable impact
OBJECTIVES SOLUTION 2025 IMPACT
To deduce the … IKEA+ ü 39 million IKEA+ members
A platform that integrates ü 118m product recycled
FOCUS all circular activities ü 2.9bn EUR in second hand sales
ü 6.5 tonnes CO2 saved
IMPROVEMENTS
1 Second-hand hub 60%
Buy-back upgrade, 50%
rental/leasing, repaired, Sales
CAGR:
spare parts 3.3% 40%
NEW INITIATIVES
2
30%
Engagement platform
IKEA currency ING., save 20%
FEASIBILITY carbon, social elements, DIY 10%
7%
community 4% 4% 5% 5% 5% 5% 6% 5% 6%
0%
of IKEA’s circular initiatives in
making sustainable choices 3 Customer convenience EBIT Margin%
easier and more convenient Shortened verification,
for many customers IKEA × Mover logistics
653 mEUR NPV in 2025
solution
14Appendix: Financials
mEUR
Total NPV Chart
Sensitivity Analysis
mEUR
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