seminar 1b yes mywine (vinitaly)

Post on 31-May-2015

610 Views

Category:

Entertainment & Humor

2 Downloads

Preview:

Click to see full reader

TRANSCRIPT

DIGITAL MEDIA TECHNOLOGY & WINE SERIES

E-COMMERCE: BREAKING DOWN THE GREAT (E-)WALL

OF CHINA (YesMyWine)

#vinitaly2013 @vinitalytour

@steviekim222

•  Janet Wang, Head of International Business Development, Tmall (Alibaba Group)

•  Naran Andreyev, CEO, M1nt Cellars •  Jared Liu, Founder/CEO of YesMyWine •  Alvin Huang, Founder of Vinehoo

YESMYWINE & WINE E-COMMERCE

NEW CHANCE IN CHINA

3GX������

As the Largest online wine retailer in China, Yesmywine is dedicated to deliver quality products and lifestyle to middle-class famil ies in China

z �4U���UTROTK�]OTK�XKZGORKX�OT�)NOTG�]OZN�JUSOTGTZ�SGXQKZ�YNGXK�U\KX����!

z �4U���GSUTM�GRR�OSVUXZ�]OTK�XKZGORKXY��P[YZ�HKNOTJ�)GXXKLU[X�GTJ�3KZXU�

'-��]OZN�VKGQ�YGRKY�\UR[SK���������(5::2+�*'?�

z 4KGXR_���3ORROUT�XKMOYZKXKJ�SKSHKXY��UVKXGZOTM�ZNK�RGXMKYZ�UTROTK�]OTK�LUX[S�OPO[POGU�IUS��G�Z]OZZKX�ROQK�]OTK�ZUVOI�949!�

z 5\KX������_�U�_�XK\KT[K�MXU]ZN�YOTIK������

z ��������\GXOKZOKY�UL�\GR[K�LUX�SUTK_�

]OTKY�LXUS�GRR�U\KX�ZNK�]UXRJ�������\GXOKZOKY�GXK�OSVUXZKJ�H_�?KYS_]OTK

z 4GZOUT]OJK�]GXKNU[YK�GTJ�JKRO\KXOTM�TKZ]UXQ�]OZN�ZKSVKXGZ[XK�IUTZXUR�

About Yesmywine.com

��0[T���ZN������?KYS_]OTK�KYZGHROYNKJ

��*KI���������������XKMOYZKXKJ�SKSHKXY�3UTZNR_�XK\KT[K�XKGINKJ��������83(

6. May 2011 Series C finaning closing with 40M USD

7.Jun. 2011 HK office opened and HK website lauched

8. Dec. 2011 Monthly revenue over 30M RMB. Daily sales over 70,000 bottles.

���0[TK�������9KXOKY�(�LOTGTOTM�IRUYOTM�]OZN���3�;9*

��3GX�������9KXOKY�'�LOTGTIOTM�IRUYOTM�]OZN��3�;9*

Milestones

9. Nov. 11th 2012 daily sales over 120,000 bottles

����2012 annual revenue 400M RMB, #3 wine retailer and top 13 wine importer in China

���*KI�������3UTZNR_�XK\KT[K�U\KX���3�83(

Platinum

'MKJ������

GoldenSliver

5XJOTGX_

Diamond

���3�XKMJOYZKXKJ�SKSHKXY���3�IUTY[SKXY�GTJ���������</6�SKSHKXY�Z_VOIGR�SOJJRK�ZU�NOMN�KTJ�IUTY[SKXY�OT�)NOTG

Members

Prouductz 6XU\OJK�GH[TJGTZ�VXUJ[IZ�INUOIK��:NKXK�

GXK�SUXK�ZNGT�������QOTJY�UL�]OTKY��YVOXOZY�GTJ�OSVUXZKJ�LUUJ�LXUS����IU[TZXOKY��OTIR[JOTM�,XGTIK��/ZGR_��'[YZXGROG��)NORK��;9'��KZI�

z '�9NGTMNGO�HGYKJ�RUIGR�VXUJ[IZ�ZKGS�IU\KXY�U\KX�����RUIGR�OSVUXZKXY�ZU�VXU\OJK�YKRKIZO\K�VXUJ[IZY�]OZN�SUYZ�IUSVKZOZO\K�VXOIK��

z '�.1�5LLOIK�OY�KYZGHROYNKJ�ZU�MRUHRGRR_�YU[XIK�HKYZ�\GR[K�LUX�SUTK_�]OTK�LUX�?3=�I[YZUSKXY��

z 6[XINGYK�ZGORUX�SGJK�]OTKY�LXUS�UXOMOT�]OTKXOKY�LUX�IUUVKXGZOUT�VGXZTKXY��Y[IN�GY�RGXMK�KTZKXVXOYK��GTJ�RUIGR�]OTK�JOYZXOH[ZUXY�OT��TJ�GTJ��XJ�ZOXKJ�IOZOKY�

Prouduct Unique selection system selects the killer products.

Define customer preference based on

user survey and consumer feedback.

Internal blind tasting by YMW employees

(screen out 50%).

Sample tasted by randonly selected

customers (screen out).

Multiple Channels www.yesmywine.com

covering 5.7M membersMobile APPcovering 200,000 members

Order Hotline

Multiple Channels

400-820-8060Catalogue

50 representatives

Over 200 outbound call seats take care of 400K VVIP customers

Multiple Channels*OYZXOH[ZOUT�)NGTTKRY�IU\KXOTM���3��I[YZUSKXY

TOP1 TOP2

TOP1

TV-Shopping Channel:

E-commerce platform:

TOP2 TOP3

)NGZKG[�,RK[X�)GXJOTGRK�3X�*USOTOW

Cooperation

2KY�<OTY�JK�<OKTTKUTK�UL�ZNK�LU[TJKX �,XGTIUOY�<ORRGXJ

<OMTKXUTY�JK�([RR_�7[OTIOª

:NOKXX_�9GTYUZ

9/-4+�</-4+854�6NOROVVK�2GIUTJKSOTK

<OMTKXUTY�JK�([RR_�7[OTIOª

Events offline events

Chateau Palmer VIP dinner Chateau Cos d'Estournel 17th Nov. 2011, YMW CRO Jared become the first one to drink the new year Beaujolais Nouveau.

"Le Beaujolais Est Arrivé! "Party in 7 major cities of China Le Cercle Rive Droite de Grands Vins de Bordeaux

Monchhof Dinner Party

Events online events

��1�VKUVRK�(ROTJ�ZGYZOTM'� K\KTZ� ZU� LOTJ� G� =/4+� 9:'8� ]NOIN�)NOTKYK�ROQK�SUYZ���

•*GZK �0[T��������

•6GXZOIOVGZGTZY ��������VVR�LXUS����IOZOKY�GIXUYY�ZNK�IU[TZX_�

•*KZGOR

–?3=� VXU\OJKJ� ������� HUZZRKY� UL� ��JOLLKXKTZ�(XGTJY�'5)�]OTK�LUX�LXKK�

–�3UXK� ZNGT� ������� VKUVRK� GVVR_� UTROTK�ZU�VGXZOIOVGZK�ZNK�HROTJ�ZGYZOTM�

–�������� VKUVRK� XKIKO\KJ�� ZGYZKJ�� XGZKJ�GTJ�YKZ�ZNK�VXOIK�UL�ZNK�]OTK��

–�:NK� HKYZ� VKXLUXSGTIK� '5)� Z[XTKJ� U[Z� ZU�HK� 2G� (GYZOJK� 2G[XKTZ�� ���� I[YZUSKXY� ROQK�ZNOY�]OTK�GTJ�YKZ�]OTK�VXOIK�GZ�����83(�

–�4U]�� ?3=� NGY� YURJ� U\KX� ��������HUZZRKY�UL�2G�(GYZOJK�2G[XKTZ��

Events online events

4GSOTM�G�-))�]OTK�

•*GZK �0[R_��������

•6GXZOIOVGZGTZY ��������VVR�

•*KZGOR

–�'Y� G� -))� ]OTK�� )NGZKG[� ,RK[X� )GXJOTGRK�IGSK� ZU� )NOTG� OT� ������ KGMKX� ZU� MKZ� G�HKG[ZOL[R��SKGTOTML[R�)NOTKYK�TGSK�

–�:NK�LU[TJKX�UL�)NGZKG[�,RK[X�)GXJOTGRK� OY�G�NGVV_�IU[VRK��]NUYK�MKGXZ�RU\K�YZUX_�GTJ�KTZN[YOGYS�LUX�]OTK�ZU[INKJ�GRR�

–=K� GXXGTMKJ� G� 4'3/4-� K\KTZ� UT� U[X�YUIGOR� TKZ]UXQ� VRGZLUXS� OPO[POGU�� � IURRKIZOTM����TGSKY�OT���JG_Y��

–�'LZKX� ��XU[TJ� \UZOTM�� ZNK� TGSK� ਰ ⽅ � MUZ�SUYZ�\UZKY�GTJ�HKIUSK�ZNK�ULLOIOGR�TGSK�UL�)NGZKG[�,RK[X�)GXJOTGRK�����

Customer Service• 3UXK� ZNGT� ��� IUTZGIZ� YZGLLY� ZU�

VXU\OJK�I[TYZUSKXY�]OZN�VXULKYYOUTGR�GTJ�NOMN�W[GROZ_�YKX\OIK�

• :NK� I[YZUSKX� YKX\OIK� ZKGS� NG\K� ZU�VGYY� ZNK� =9+:� 2K\KR� �� ZKYZ�� ���� UL�]NUS�ZU�VGYY�2K\KR���ZKYZ���ZU��GYYX[K�ZNKOX�VUXLKYYOUTGR�

• 9KX\OIK� :OSK� � ��� ZU� �� ���� �JG_Y� G�]KKQ��_KGX�XU[TJ�

• :NK� I[YZUSKX� YKX\OIK� IKTZKX� XKIKO\KY�OTW[OXOKY�� IUSVRGOTY� GTJ� MXU[V�V[XINGYK� JKSGTJY� H_� ZKRKVNUTK��TKZ]UXQ��LG^��SGOR��KZI�

Warehouse��]GXKNU[YKY�]OZN�IUTYZGTZ�ZKSVKXGZ[XK�GTJ�N[SOJOZ_��RUIGZKJ�OT�9NGTMNGO��(KOPOTM��-[GTM`NU[�GTJ�)NKTMJ[��UII[V_�GXKGY�GRSUYZ��������YW[GXK�SKZKX�OT�GRR�

9ZUXGMK�IUTJOZOUT

• �����ȭ�������ͤ8.��9VKIOGRO`KJ�IKRRGXY�LUX�NOMN�VXOIK�LOTK�]OTK�

• ����ć�����8.�Specialized warehouses for ordinary products wine.

•Beijing

Shanghaiƾ•

Chengdu

Guangzhou

Delivery:KSVKXGZ[XK�GTJ�YNGQK�GXK�Z]U�QK_�LGIZUXY�ZNGZ�GLLKIZ�]OTK Y�W[GROZ_�OT�ZNK�VXUIKYY�UL�YZUXGMK�GTJ�JKRO\KX��?3=�ZXOKY�ZNK�HKYZ�ZU�XKJ[IK�ZNK�NGXS�ZU�]OTK��KYVKIOGRR_�UT�VGIQGMK�?3=�[YKY�YVKIOGRO`KJ�]OTK�VGIQGMK�ZNGZ�NGY�GRXKGJ_�MUZ�VGZKTZ�@2���������������GTJ�@2���������������OYY[KJ�H_�9/65�:NK�YVKIOGRO`KJ�VGIQGMK�OY�VXU\KJ�ZU�HK�YNGZZKXVXUUL�GTJ�YNGQKVXUUL�OT�ZNK�VXUIKYY�UL�JKRO\KX_�

Strength We restructure the supply chain of wine industry

Large production wineries Middleman with high margins Retail store's wall of wine Marked up prices and uncertain quality

Artisanal wineries & vineyards Unique 4-round selection system just for you Backed by the Yesmywine Promise:Satisfaction guaranteed

Traditional Wine Store

YESMYWINE.COM

Shorten the delivery process, reduce the cost, guarantee the quality.

Heavy wine drinkerLOW PRICE

-UUJ�RUUQOTM�LGT(+';:?���9=++:

Strength We know what Chinese consumers like

)KRKHXOZ_�-))

����������������

=NOZK�IURRGX(/-�(8'4*

����������������

Strength We know what is the most attractive selling point

HIGH RATESCELEBRITY

RECOMMENDEDBIG

PROMOTIONPRIZE

Master SommelierGerard Basset

Strength We know how to communicate with our consumers

Acquisition Gap

Sales Gap

Retention Gap

Market

Prospect Suspect

CustomerLoyal customer

Lost customer

Optimize transaction

Identify “loyalty drivers”and communicate with them

Identify “high risk” customers and avoid run-away

Identify and pursue cross sales potential

Yesmywine, authorized by the most powerful wine training institution around world- WSET,become the officially certificated wine trainging institution.

Around 4,000 people of Mainland China took WSET training in 2012, and more than 400 of them graduated from YMW.

StrengthBesides wine, we also provide wine training.

More than 100,000 active comsumers joined ijiujiao.com, which is a social network attached to YESMYWINE.

On ijiujiao.com, comsumers write wine notes and discuss with others, join a knowledge group and share infornmation with each other, arrange gathering online and meet people offline...

YMW provides a platform where comsumers can write about wine without conflicts of interest.

Strength we know the power of social network

Honor•

• �����:UV�����)UTY[SKXY �,G\U[XOZK�=KHYOZK

• �����:56����9ZGX�+TZKXVXOYK�H_�+�H[YYOTKYY�8GTQOTM�2OYZ

• �����(KYZ�3GXQKZOTM�']GXJ�H_�5TROTK�9NUVVOTM�)USSOZKK

• �����:UV�����/TTU\GZO\K�+TZKXVXOYK�H_�)NOTG�H_�+TZXKVXKTK[X

• �����:UV�����/TTU\GZO\K�+TZKXVXOYK�H_�)NOTG�H_�+TZXKVXKTK[X

• ����������:NK� HKYZ� 3GXQKZOTM�)GYK� LUX� /TZKXTGZ� 9KX\OIKY� ']GXJY�

H_�/XKYKXIN

• �����-RUJ�']GXJ�UL�=OTK�H_�)NOTG�+GYZKXT

• �����3UYZ�<GR[GHRK�([YOTKYY�6RGZLUXS

• �����8KJ�.KXXOTM�:UV�����'YOG�=OTTKX

• �����)OZ_�(KGZ߂�Չѽࠪଌ

• ����3UYZ�8KYVKIZL[R�+TZKXVXOYK�H_�)OZ_�(KYZ

• �����(KYZ�=OTK�/SVUXZKX�H_�2GJOKY�IUSSKXIK

• ȜȜ

]]]�_KYS_]OTK�IUS

top related