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THE MOJO OF E-COMMERCE

Amalla VESTASenior Manager e-Commerce plasa.com

O O O

Indonesia, Online, Soocial, ... very active !

Facebook 20 Million +

Twitter 5 Million +

Friendster 8.5 Million +

Yahoo! 15 Million +

Kaskus 1 Million +

Plasa.com 8 Million +

data from various sources

Only 3% out of Internet Usage in Indonesia is for e-Commerce

source: ADMA

3%Internet Users = 50 Million

Mobile Users = 130 Million

INDONESIAN CONSUMER INSIGHT: BARRIERS ON ONLINE SHOPPING

The main reason for not shopping online is the lack of trust towards the portal and/or the seller. This barrier is mentioned across genders and age groups. Their lack of trust is related to the below issues:

Misuse of credit card number. Delivery Concerns, especially for portals outside Indonesia. Consumers worry that it might get

lost on the way, or the item will be damaged during shipping.The item and the quality is not as expected and different from the picture. The specification/details about the item is not complete.

Another main reason for not shopping online is the lack of excitement in experience when compared to shopping conventionally.

“I cannot touch it, I don’t know how it feels…” (female, 18 – 23 yo)“I wouldn’t be able to try it and see whether it suits me” (female, 24-30 yo)“I like to browse and compare before making the final purchase” (male, 18-23 yo)

source: synnovate

Type of itemsThe males are attracted to collectible items

related to their hobbies (soccer or comic t-shirts, helmets, action figures, etc)

The females are attracted fashion items, anything they feel is cute and suits their taste. Females are impulse buyers.“I got attracted to shop online, because the

accessories are very nice.” (Female, 25 – 30 yo)

“I bought a sneaker online, because it was a very rare shoe, I’m so lucky to have found them.” (Male, 18 – 23 yo)

AvailabilityAvailability of the item is another main

trigger. Some items cannot be found in local stores, or not yet sold in Indonesia. “You can not find a couples t-shirt in the

shop, you must shop for it online.” (Male, 18 – 23 yo)

“With AirAsia, you must shop online.” (Female, 30 – 40 yo)

“That canvas page-top for my car is only sold in America.” (Male, 30 – 40yo)

INDONESIAN CONSUMER INSIGHT:TRIGGERS ON ONLINE SHOPPING

source: synnovate

multiply

optimize

options

join forces

MOJO of E-CommerceM

O

J

O

M Multiply

Marketing Multiply Massive

Gain Trust Involve the People Get Big Fast !

social hype reputation

startup

O Optimize !

THEORYTHEORYLessons learnt from leading e-

commerce players

ANALYSYS

The study of Indonesian people and

their behavior

Case studies /research

SynthesisProduct Development

APPLIED ININDONESIAN E-COMMERCE

Demonstration of knowledge

Continuous Learning

Strategy

J Join Forces

Payment

Courier

Supplier

Security

...

Technology

Trader

O Options

Payment Methods ? Credit CardDelay Payment

Delivery ?LandSeaAir

Gives the flexibilities to serve your costumers

“All human actions have one or more of these seven causes: chance, nature, compulsions, habit, reason, passion and desire.”

-Aristotle-

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