Explore and Identify Untapped Markets to Grow Profitability and Market Share. This presentation was given on 13 March 2013 in the Management World Forum 2013 in Singapore. The presentation discusses: How to discover untapped markets How to diversify and expand core services to new countries or regions How to develop new segments and products for untapped markets How to achieve success, mitigate risks and avoid failures of penetrating into untapped markets.

1. Explore and Identify
Untapped Markets to
Grow Profitability and
Market Share

2. ABOUT
Direct Selling e-commerce Hong Kong
company with HQ in Malaysia.
Facilitates entrepreneurship in
emerging markets.
Offers physical products in wellness,
nutrition, beauty and home care.
Offers digital services in online
education, travel and business tools.

3. 30 Brands

4. Global Presence and Distribution

5. Agenda
Discover untapped markets
Diversify and expand core services to
new countries or regions
Develop new segments and products
for untapped markets
Achieve success, mitigate risks and
avoid failures of penetrating into
untapped markets

6. DISCOVER DIVERSIFY DEVELOP ACHIEVE

7. What Are Untapped Markets?

10. BOP
“There are an
invisible
market waiting
at the bottom
of the world
economic
pyramid”

11. “The Next 4 Billion”

12. Is this your next untapped market?

13. The Case of Egypt

14. Key Success Factors to Discover
Geopolitical trends – the Arab Spring
Demographic trends – education
Social trends – female employment
Health trends – obesity
Technology trends – internet & mobile
Economic trends – middle class

15. Untapped Markets Benefits
No to low competition
Early to market – competitive
advantage
Binding business with social purpose

16. DISCOVER DIVERSIFY DEVELOP ACHIEVE

17. Key Success Factors to Diversify
Generate social and commercial benefits.
Create life enhancing offerings.
Construct new business models -
Reconfigure products and services
Build new distribution systems
Collaborate with:
Local partners
Governments

18. Framework for Innovation
The Next Billions: Unleashing
Business Potential in
Untapped Markets.
World Economic Forum in
Collaboration with the
Boston Consulting Group

19. Key Success Factors to Diversify
Create entrepreneurs rather than
employees.
Source for local suppliers.
Leverage on local distribution channels.
Provide access to capabilities and
knowledge.
Engage communities.
Diversify your team.

20. Truly Localize…

21. The Case of Côte d'Ivoire

22. DISCOVER DIVERSIFY DEVELOP ACHIEVE

23. Key Success Factors to Develop
Develop product and services that
have big impact on livelihood
Localize marketing
Tap word-of-mouth marketing
communication
End-to-end local cultural experience
Embrace technology – internet
Miniature rather bulk to lower prices

24. The Case
of Online
Education

25. Case Study: From India to Africa

26. The Case of Indonesia’s On-liners

27. DISCOVER DIVERSIFY DEVELOP ACHIEVE

28. The Pitfalls
High barriers of duties and taxes
Lack of local talent
Challenge of profit repatriation
Currency restrictions
Income tax challenges of Permanent
Establishment (PE)
Corruption

29. Key Success Factors to Achieve
Appoint highly professional local
advisors and consultants.
Engage business partners and friends.
Decide early on the right legal
structure.
Commit to the local laws on the and
ignore endeavors that bypass them.

30. Put It All Together…
DISCOVER DIVERSIFY DEVELOP ACHIEVE
Bottom Of Life Localize Engage
Pyramid Enhancing Marketing business
The Next 4 Products Word of partners
Billion New mouth Decide
Zero Distribution Embrace early on
competition Channels technology structure
Social Local Miniature Commit
Business suppliers vs. bulk to laws

31. Thank You
Q&A