Serving the Undeserved through O2O

1. Exclusively formulated by
IESE 2017
Serving the Undeserved
through O2O
ALVIN AULIA AKBAR
Head of Partnership & O2O Business

2. MatahariMall.com : 1st Pioneer of
Ecommerce O2O

3. While the
market still
growing …

4. • Indonesia is expected to
reach 52% of eCommerce in
SEA by 2025 (vs 31% in
2015)
• Driven by large middle-class
population, increased
access to internet, and
growth of tier2/3 cities
where access to organized
retail is limited
• The Fastest growing tech
industry compared to Online
Travel and Online
Transportation
Source : Google, Temasek

5. - Offline sales still dominate
in Indonesian’s market
- In 2019, Online sales / E
Retail sales still below 5
%, it’s expected to reach
4,5% . While 95 % sales
still come from the offline
sales.
- Even 10 years from now,
best case scenario, only
15% - 20% of retail
spending will be online.
Source : Ministry of Trade
4,5%
4%
3,5%
3%
2,5%
2%
1%
1,5%
0,5%
2014 2015 2016 2017 2018 2019
5%

6. 2nd Tier also Growing
Before (Q1) June '16
Top 10 Cities
By Value - Batu
425%
Before (Q1) June '16
Top 10 Cities
By Order - Magelang
1241%
1. Batu
2. Tanjung Balai
3. Serang
4. Binjai
5. Bitung
8. Pekanbaru
9. Sorong
10. Padang Sidempuan
1. Magelang
2. Cimahi
3. Banjar
4. Palopo
5. Sorong
8. Bitung
9. Blitar
10. Ambon

7. Served the
undeserved
Market

8. Why Customer choose O2O?
In Metro Cities:
• Convenience
• Flexibility
• Humanless Interaction
In Non-Metro Cities:
• Trust
• Perception
• Human Interaction
Novriana
Jl. Objek Wisata Lemo
Kab. Toraja
Sulawesi Selatan

9. Metro Cities: Self Pickup at eLockers
• Provides extra convenience for urban customers
• 50+ eLockers currently available at public locations
such as shopping malls, apartments, universities, trai
n
stations, and post offices
• Unmanned operations
Non-Metro Cities: Pickup & Payment Points
• Pickup & payment points in 90 cities and 400 dist
ricts
• Located in public areas such as shopping malls and
post offices
• (Wo)manned operations
The Offerings, Localized:
O2O points to serve the underserved

10. "Berbelanja di MatahariMall.com dengan
menggunakan O2O mempermudah saya untuk
mendapatkan pesanan. hanya saja informasi
harus lebih gencar lagi agar lebih banyak yang
tau tentang O2O ditambah staff pengurus harus
diberi pelatihan yang lebih baik juga” – Dirahman
(Basko Grand Mall, Padang)
“Menjelang lebaran kemarin saya beli parcel dari
MatahariMall.com. Karena waktunya mepet, saya
memutuskan untuk pick up di O2O milik
MatahariMall.com. Lebih simple dan praktis ya
sehingga saya hemat waktu bisa langsung
diberikan untuk keluarga” – Naurah (Depok)
“O2O sangat bagus, barang yang sampai juga
sesuai ditambah pengiriman aman selalu tidak
melampaui tenggat waktu yang sudah ditentukan.
menurut saya untuk belanja online hal-hal seperti
itu perlu sekali diperhatikan” - Willy Achmad,
Supermall Surabaya
“O2O terdekat dari rumah saya berada di Mall,
sehingga memudahkan saya untuk mengambil
barang. O2O membuat belanja saya lebih praktis”
– Irsyadiah (Jakarta Selatan)
The Real Fact from Customers

11. Building
Seamless
360 Retail
Experience

12. O2O 1.0
Drop off Point
and
Pick Up Point
O2O 2.0
Payment
Point
O2O 2.1
Purchase Point
and
Instant Pick Up
Point
O2O 3.0
Instant
Purchase
Point
The Gameplan

13. MatahariMall is
leveraging group’s
network, as the
country’s largest
consumer service group
600 + O2O Points
276 Pick Up Points
128 Payment Points
41 E Kiosk
19 E Lockers
11 In Store Purchase
4 E Store
This O2O Networks give access to
over 50 million consumers
#1 Department
Store
#1 Shopping
Mall
#1
Hypermarket

14. The Objectives
Customer Acquisition
Transaction Value and
Conversion
Repeated Buyer /
Consumers Loyalty
Seller Acquisition

15. Take advantage of clicks to bricks
1. Traditional consumers try their hand at “Perfect
and Seamless” shopping experience at
Omnichannel
2. Concrete incentives to visit your offline location
3. Have a built – in digital marketing strategies

16. Collaboration

17. Take a Benefit from a
Good Collaboration
ü Direct Transaction from
customers on O2O Points
ü Direct promotion from
trustable partners
ü Convince with special
product display
ü Reach the potential market
across Indonesia
ü Easiness to catch
customers

20. THANK YOU