Gt distribution innovation potentiality in vietnam

Gt distribution innovation potentiality in vietnam

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• 3.
  51% 55% 62% 6% 9% 12% 10% 9% 4% 3% 2% 2% 1% 2% 1% 15% 14% 15% 8% 5% 1% 6% 2% 1% 2025 forecast 2019 2012 Street shopsWet market Speciality stores Direct stores Other GTs Hyper / supermarket Mini stores Online Others Vietnam has been the countries where the tradtional market (local market, street shops) are dominant. These are going to be changed as the modern trade channels and online shoppings replace these channels Source: Kantar worldpanel Dominant traditional channels
• 4.
  '(&)*+),-($#)./$012,#)-1#).$(3/0-, How GT ownerspurchase their inventories are still in a traditional way. They contact the suppliers (distributors) when they need the inventories, or some companies send their sales personnel to the major stores for the order taking. Telephone / Messaging Sales personnel visit Market purchase Sales personnel give a call or send message to deliver the products thay want. Some suppliers deliver the products in hours Sales personnel visit each store to fill-in the inventories and arrange their display corners. Sales personnel are requested to visit 15- 20 shops a day Small stores that has little support buy the inventories at the central market
• 5.
  *+)3%4%-25)3%,-$%6/-%(78)9:2;.5#)(<)=%7>1(. Trend of DXalso comes in Vietnam general store distributions. Vietnam general stores play a major part of selling consumer goods, Sales personnel and distributors make visit to each stores one by one to fill up the inventories. VinGroup provides VinShop to ease this process by providing the strong monetary benefits to the general trade owners. Telio is also the service provider that aims at B2B2C market. Source: VinGroup IR Promotions A variety of promotions to purchase with discount pricing Convenience One shop ordering of multiple products from multiple brands Quick delivery Delivery the products next day, even Saturdays / Sundays Financing Up to 70M VND financing with free interest up to 40 days VinShop benefits VinShop achievement and target Jan 2021 (7 month after launch) 55,000 stores 2025 target 350,000 stores
• 6.
  ?;.20-)(<)@A@)3%4%-25)3%,-$%6/-%(7 Some stores inurban areas started to use digital procument. They use both of traditional method and digital method, choosing the ones with better pricing. Store A Store B Store C • HCM • Years of experiences: More than 10 years • Monthy revenues: 400M VND (good students demands) • Food / Non-food: 70:30 • HCM • Years of experiences: 4 years • Monthy revenues: 25M VND • Food / Non-food: 80:20 • HCM • Years of experiences: 3 years • Monthy revenues: 50M VND • Food / Non-food: 70:30 Before • Phone / Chat: 70% • Sales visit: 30% After • Phone / Chat: 70% • Sales visit: 25% • App: 5% (Vinshop) Before • Phone / Chat: 80% • Sales visit: 10% • Market buy: 10% After • Phone / Chat: 10% • Sales visit / Market: 10% • App: 80% (VinShop, Telio) Before • Phone / Chat: 60% • Sales visit: 40% After • Phone / Chat: 30% • Sales visit: 40% • App: 30% (Vinshop) • Monthly usage: 20 M VND • Order / 1 time: 2M VND • Frequency: 1 – 2 per week • Item per time: 2-3 products • What to order: Milk, softdrink, detergent, floor cleaning liquid, beer etc. • Monthly usage: 8-12 M VND • Order / 1 time: 1 - 2M VND • Frequency: 1 - 2 per week • Item per time: 2-3 products • What to order: Instant noodle, softdrink, water, milk, cooking oil, beer • Monthly usage: 8-12 M VND • Order / 1 time: 2M VND • Frequency: 1 - 2 per week • Item per time: 2-3 products • What to order: Beer, softdrink Who they are Impact of digital service What they purchase Impact of B2B digital app owners
• 7.
  ?;.20-)(<)@A@)3%4%-25)3%,-$%6/-%(7 The store ownersappreciate the better discounts of VinShop. Although it is digital procurement process, still they prefer sales personnel pay visits to them often. Store A Store B Store C • HCM • Years of experiences: More than 10 years • Monthy revenues: 400M VND (good students demands) • Food / Non-food: 70:30 • HCM • Years of experiences: 4 years • Monthy revenues: 25M VND • Food / Non-food: 80:20 • HCM • Years of experiences: 3 years • Monthy revenues: 50M VND • Food / Non-food: 70:30 • Happy with a variety of promotions that give them the options buy the same things at the lower pricing Who they are Wish list items • Now that their shops are big and many suppliers visit, they feel unsatisfied with the lack of visit from VinShop • Also, some supplies deliver the goods in hours, and VinShop delivery speed does not looks attractive. Satisifed items • Her shop is not big and have less sales personnel visit. Thus, VinShop helps to ease the order process • Generally happy with the service as it has many promotions and delivery is convenient • She wishes that VinShop staff visit her shop as the sales personnel of the other suppliers • VinShop gives the opportunities to procure the items cheaper than the trditional suppliers • Overall satisfied, although she also wishes that she could have more visits from sales personnel. Impact of B2B digital app owners
• 8.
  >#$"%0#)#"25/2-%(7,)6B),-($#)(&7#$, !"#$#%&#' (#')*'&*'+* ,-&+./0*1&)*"23&'4'+&'5 A variety of promotions to purchse with discount pricing One shop ordering of multiple products from multiple brands Deliver the products next day, even Saturdays / Sundays Up to 70M VND financing with free interest up to 40 days The store owners find the pricing on the app attractive. Promotion pricing is cheaper than buying offlie and itis the biggest motivations to use the app. App is easy to use. However, the store owners prefer the verval communication with the sellers. They also expect the sales personnel or support personnel to visit frequently even for online platform There are cases that the delivery does not meet the commitment of the next day. Also, they are familiar with “hours deliery” from some companies and do not feel ”next day delivery” is that innovative We have not met the cases that this be offered yet. Claim Evaluation
• 9.
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