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*Parent Company Singapore Post Rating report by Standard & Poor
FULL SERVICE
ECOMMERCE LEADER
$4.3B Market Capitalization*
1000+ eCommerce Clients
50 5 8 Logistics
Centers
Call
Centers
Languages &
Dialects
Apparel fulfilment specialist
ENABLING ECOMMERCE IN APAC STRATEGIC ADVANTAGES OF A FULL SERVICE PROVIDER
Value Proposition
• One-stop-shop for regional
market entry within 12 weeks.
• Large consumer database for
rapid consumer acquisition.
• Coverage across the US and all
APAC markets
• Complements marketplaces like
Alibaba, eBay and Rakuten.
Why do customers buy online? (in your target market)
Confidential 4
Product
Range &
Access
Convenience
Reliable,
Fast &
Affordable
Delivery
Price
2016 eCommerce Sales ($Bn)
North
America
($548)
Western Europe
($438)
Asia-Pacific
($770)
LatAm
($69)
Easter
n
Europe
($71)
MARKET SIZE
APAC ECOMMERCE MARKET High Growth & Ripe for eCommerce
6 6 Sources: eConsultancy, HBR
A digitally advanced region set for vast development.
Digital Evolution
Index
ECOMMERCE IN SEA IS STILL TINY
8 - 3%
0.5 – 1.5%
7
% of online vs total retail by region
Korea ~15%
China ~10%
UK ~9%
US ~10%
Australia ~7%
SEA ~1%
Sources: Custora report derived from 72 million customers from 86 US retailers across 14 industries, June 2013
RJ Metrics Summer 2012 E-commerce Benchmark
CLV is slightly higher for
customers originating
from FB than Google
US$148 US$159
CUSTOMER LIFETIME VALUE DRIVERS
8
9
APAC ECOMMERCE TRENDS
9
Very Fragmented Markets
Dominant Mobile Penetration
Marketing Costs Increasing
eCommerce is not limited to
metropolitan areas = high CLV
Acquisition not only via search
OMNI-CHANNEL EVOLUTION
PHASE I – B2B & B2C convergence
The omni-channel project was implemented in two
distinct phases. Phase I focused on the fulfillment of
B2C orders from the customer’s B2B warehouses and
making all inventory that is available B2B visible to the
B2C eCommerce site.
This phase was implemented in all five markets and
increased the available products for sale online by more
than 120% without increasing inventory investments or
exposure.
As a result, consumers were able to shop for a
significantly larger range of products on the customer's
sites across Southeast Asia.
Phase II was focusing the integration of the customer’s
retail network. This enabled the following capabilities:
• Ship from store and making all retail inventory
available online to B2C consumers.
• Endless isle which enabled retail assistants to place
orders for items that were out of stock in the respective
retail store.
• Pickup and return in store which allowed consumers
to freely exchange and pre-order products. This also
drove more consumers to store and allowed for
additional upsell opportunities.
These capabilities increased the available products online
by another 80%.
Our technology is also able to route orders based on
optimal customer experience and overall fulfilment cost.
PHASE II – STORE INTEGRATION
OMNI-CHANNEL TECHNOLOGY
CRM
ANALYTICS
DEMAND
SOCIAL
Support
Online & Offline Customers
User/Role
Database 1:1
Marketing Products Shopping
Cart Checkout
Shared
catalog
Payment
web
service Pricing
Fraud web service
Tax web
service Storefront
manager
Content
manager
Transportation
Tracking Shipments Orders Returns
Stores, B2B, B2C Whs
ERP& OMS
Order
Processing Data mgmt Returns
INFRASTRUCTURE
Big Data
Highly
Available
Partner Ecosystem
Open API
Secure
Scalable
End to end monitoring
across the
supply chain
& processes
B2C B2B
Majority of US monobrands are leapfrogging
to Asia Pacific with eCommerce (mostly direct shipping)
15 Source: SP eCommerce Research
16
MARKET ENTRY Localize your operations for maximum return
16
#1 Ship Cross-
Border
Cross-Border DDP
#2 Go Local
- Local top sellers
- Local payments
- Local delivery &
returns
- Local content
- Omni-channel
enablement
Smaller but
easier- SEA
- Singapore
- Malaysia
- Thailand
- Indonesia
Free
Returns
Free
Shipping
Listing
Est Del.
Time
Local
Cust.
Support
Conv.
Rate +22% +47% +22% +36%
Repeated
Sales +47%* +12% - -
Big but hard -
North Asia
- China
- South Korea
- Japan
- India
17
SUMMARY
17 17
• Select the right countries – more than one!
• Test before you jump & take phased
approach but localize quickly
• In China, start with tmall & own.com
• Move! Establish your presence ASAP
Have a great conference
Contact Details:
SingPost eCommerce Pte. Ltd.
107 Eunos Avenue 3, #06-02
Singapore 409837
+65 6841 2000
Thank You
Mr. Marcelo Wesseler, Chief Executive Officer, SP eCommerce