SlideShare a Scribd company logo
1
How to Evaluate your
route-to-market in a post-
pandemic world
Marta Dalton
Global Director eCommerce
2
REGIONAL MARKET GROWTH DUE TO COVID-19
3
KSA MARKET GROWTH DUE TO COVID-19
4
SEGMENT GROWTH DUE TO COVID-19
5
SEGMENT GROWTH DUE TO COVID-19
6
ONLINE INCREASING SHARE VS OFFLINE
7
CONSUMER BEHAVIOR CHANGES
ROUTE TO MARKET CHANGES
8
ROUTE TO MARKET CHANGES
9
ROUTE TO MARKET CHANGES
10
ROUTE TO MARKET CHANGES
11
ROUTE TO MARKET CHANGES
12
ROUTE TO MARKET CHANGES
13
OFFLINE RETAIL
14
OFFLINE RETAIL
15
OFFLINE RETAIL
16
WHAT’S CHANGED?
17
KEY EVALUATION POINTS
Product
Assortment
Managing
Pickup Points
Becoming an
“add-on”
Bundling Partnerships
Distribution
Partners
THANKS!
Marta Dalton
Global Director B2B & B2B2C
eCommerce
www.linkedin.com/in/martadalton/
18

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How to Evaluate your route-to-market in a post-pandemic world - Leap 2022 Riyadh Marta Dalton

Editor's Notes

  1. GCC's e-commerce sector surging ahead thanks to Covid-19 (consultancy-me.com)
  2. GCC's e-commerce sector surging ahead thanks to Covid-19 (consultancy-me.com)
  3. GCC's e-commerce sector surging ahead thanks to Covid-19 (consultancy-me.com)
  4. GCC's e-commerce sector surging ahead thanks to Covid-19 (consultancy-me.com)
  5. GCC's e-commerce sector surging ahead thanks to Covid-19 (consultancy-me.com)
  6. GCC's e-commerce sector surging ahead thanks to Covid-19 (consultancy-me.com)
  7. The global same-day delivery services market is expected to grow from $4.49 billion in 2020 to $5.14 billion in 2021 at a compound annual growth rate (CAGR) of 14.4%. 
  8. The Rise of Food Delivery Market in the Middle East | DFD News
  9. The Rise of Food Delivery Market in the Middle East | DFD News
  10. The Rise of Food Delivery Market in the Middle East | DFD News
  11. The Rise of Food Delivery Market in the Middle East | DFD News
  12. The Rise of Food Delivery Market in the Middle East | DFD News
  13. rom our own experience with clients, when omnichannel is done well, sales in offline stores can increase by as much as 4 to 8 percent
  14. A study we led in the GCC indicates that EBITDA contribution from offline stores is highest at 12 to 16 percent, compared with marketplaces where it is in the range of 10 to 15 percent, while owned “brand.com” websites contribute just 6 to 11 percent. While these differences are primarily driven by economies of scale, especially in the logistics space, it’s important to know that chosen channel mix will directly impact profitability. GCC e-commerce unleashed: a path to retail revival or a fleeting mirage? - Middle East - Kearney