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Online Revolution 2016. Brands for All.

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Online Revolution 2016 – Biggest Sale in SEA!

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BIGGEST RETAIL EVENT IN SOUTH EAST ASIA

Since 2012, from 11.11 till 12.12, Lazada is making online shopping history in South East Asia.

SHOPPING REVOLUTION

Entering a whole new level of Online Shopping experience. Online Revolution is all about offering the best of best deals and entertainment to shoppers. Shopping has never been easier, convenient and exciting!

A Revolution is on since 2012…Together we are making online history in South East Asia

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Online Revolution 2012 Online Revolution 2013

4,000,000 visitorsin 2 days

Online Revolution 2014

15,000,000 visitorsin 2 days

Online Revolution 2015

20,000,000 visitorsin 2 days

1,000,000 visitorsin 2 days

2012 2013 2014 2015 2016 2012 2013 2014 2015 2016

2012 2013 2014 2015 2016

2012 2013 2014 2015 2016

Baseline Online Revolution

Record breaking sales every year2016 projection stating the ambition

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11.11 & 12.12 Visitors 11.11 & 12.12 GMV

11.11 & 12.12 GMV vs. Baseline11.11 & 12.12 Orders

Sources GA

Campaign Calendar Overview

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Campaign Calendar OverviewTimeline of category weeks

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Fashion Week6-11 Dec

Electronics Week29 Nov-5 Dec

Beauty Week12-17 Nov

Family Superstar Week18-24 Nov

Mechanics HighlightsTo get customers excited during the 1 month shopping

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Flash sales with limited to raise high traffic

Buy 1 get 1 free to generate buying impulse

Showcase placements to support our brands / sellers / partners

For customers to have fun and win vouchers!

Flash Sale

Customer Personality Deals

Celebrity Deals

Buy 1 Get 1

Brands/ Sellers/ Partners

Brands & Sellers Coupons

Gamification

Mechanics Details

Deals review from celebrities to increase engagement and please customers

Deals by customer personality (Techies, Fashionistas, Mums etc..)

Possibility for brands and sellers to offer their own vouchers to push their sales during the campaign

Online Revolution 2016

MAXIMUM Spending on All Marketing Channels

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Online Revolution 2016 : How Lazada will help you?Offline Channel Activation: Bus stop billboards & Rapid KL Busses

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Online Revolution 2016 : How Lazada will help you?Offline Channel Activation: LRT Stations

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Online Revolution 2016 : How Lazada will help you?Offline Channel Activation: Local Newspaper & Mamak table tops

Online Revolution 2016How Lazada will help you?

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Check your email![Campaign] Lazada Insider Tip for Online Revolution

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Join the Revolution with us!

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Submit your best prices on your top SKUs and get promoted on 11.11

Fashion

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Who are our customers?

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50%

WOMEN50%

MEN

1.27 itemsAverage Basket

Size

RM 62.41Average Basket

Value

RM 48.97Average Item

Value

67%

33%

4.64%

23.17%

38.91%

33.28%

Under 19 19-25 26-35 Above 35

What are their buying trends on Lazada?

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NMV Growth

What are the trends for orders

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Laptop Bags & Cases

Accessories

Eyewear

Shoes

Travel Accessories

Shoes & Clothing

Jewellery

Exercise & Fitness

Outdoor Recreation

Watches

Clothing

Bags

Customer Split by Order

What are they buying?

Top Selling SKUs for Online Revolution Travel & Luggage

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4 USB Ports AC Universal Travel Wall

Adaptor Charger with 4 AC Plugs

Travel Star Shell Design Hard Case

Luggage Set 20+24+28 inches Red

360DSC Multifunction Travel

Cosmetic Bag

Original Dell Backpack 15.6 (088W9X) Digital Luggage Scale 50KG

Silver

Top Selling SKUs for Online RevolutionSports & Outdoor

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Zumba Home Training Kit: 7 DVD Workouts + 2 Arm

Toning Dumbbells + Training Guide with Dietary Tips

Wonder Core 7 in 1 Abdominal Exercisers Health

Care with Bikes Function

Single Way Motorized Treadmill Heart Rate & Calorie Monitor

Watch

Home And Office Indoor Exercise

Bicycle

Optimize Conversion RateTop 10 Search Words per Category

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Sports & Outdoors

Bicycle

Nike

Dumbbells

Yoga Mat

Adidas

Treadmill

Puma

Tent

Karrimor

Scooter

Travel &

Luggage

Luggage

Backpack

Travel Bag

School Bag

Bagpack

Laptop Bag

Pouch Bag

Travel Adapter

Suitcase

Laptop Backpack

Fashion

Handbag

Bag

Shoes

Dress

Sling Bag

Bra

Tote

Blouse

Anello

Mango

Watches, Sunglasses,

Jewellery

Watch

G Shock

Casio

Watches

Casio Watch

Sunglasses

Gshock

Ring

Fossil

Baby G

Assortment FocusFashion

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DescriptionWhat we’re looking for

ClothingPrice Range: Min Price RM 10 – Max Price RM 49Products : Dresses, Lingeries, Tops, T-Shirts, Underwear & Shirts

ShoesPrice Range: Min Price RM 10 – Max Price RM 69Products : Sneakers, Flip Flops, Ballet Flats, Sandals

Muslim WearPrice Range: Min Price RM 5 – Max Price RM 199Products : Perlengkapan Shalat, Hijabs, Tops, Dresses & Jumpsuits, Bottoms, Swimwear, Kurtas, Batik, Baju Melayus, Jubahs

Assortment FocusTravel & Luggage

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DescriptionWhat we’re looking for

LuggagePrice Range: Min Price RM 75– Max Price RM 399Products: Suitcases (20/24/28 inch), Luggage Sets (2in1/3in1)

Laptop BackpacksPrice Range: Min Price RM 25 – Max Price RM 99Products: OEM Laptop Backpacks, Branded Laptop Backpacks( Dell, Targus, Lenovo, HP)

Travel AccessoriesPrice Range: Min Price RM 15– Max Price RM 39Products: Travel Adapters, Packing Organizers, Travel Pillows, Luggage Scales,

Assortment FocusFashion

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DescriptionWhat we’re looking for

WatchesPrice Range: Min Price RM 10 – Max Price RM 399Products :Leather Watches, Digital Watches, Sports Watches, Fashion Watches, Casual Watches.

Sports & OutdoorPrice Range:Min Price RM5- Max Price:RM599Products:Yoga Mats, Treadmills,Exercise Bikes, Dumbbells, Sleeping Bags,Tents,Bicycles Inline Skates,Cycling Accessories Cardio Equipment's. ,

Focused BrandsSource for products in these popular brands now!

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Optimize Conversion RateStimulate Consumers’ Shopping Desire

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Product Name

Key words

Images

Must be high resolution

Multiple angles to show products

Not only product itself, but also lifestyle images

DescriptionAdd as many attributes as possible

Add image/graphic in Description for easier understanding

Add video to show how to use or the effectiveness of product

Other information could convince seller to buy: seller professionalism

Assortment Selection – Replenishment PlanAvoid Out-Of-Stock

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NOTE: Product portfolio might be different by sales channel (online vs. offline),

product category, business strategy, and so on.

Before 11-11

• Sales forecast based on product portfolio and price analysis

• Replenish and make sure enough stock in FBL or warehouse

On 11-11

• Monitor sales performance, replenish from offline and other channel if its going to sell out

Between 11-11 and 12-12

• Analyze 11-11 sales and make a replenishment plan

• Restock and make sure you have enough stock for 12-12 mega campaign

On 12 -12

• Monitor sales performance, replenish from offline and other channel if its going to sell out

Achieve Target – Apply via Promotion ToolSubmit deals to enter Promotion page

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Promotion Page has more traffic, more selling opportunities

More SKUs approved, more exposure for the whole shop

Improve brand / shop awareness

Why? Tips !

Submit deals as early as possible: the earlier submitted, the more chance to be approved

Make sure you understand the criteria clearly and your deals are meet the criteria or even better (example: big discount price)

Revise rejected deals and submit again, as long as before submission deadline

Be in control of your stock management

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• 90% are formulated

• 10% to be done by Merchant; 3 yellow columns

• ATP tool will auto trigger potential sales loss estimation and followed with action plan.

Sales projection:

Keep it blank if

sales remain

Update +ve % if

better sales

Update –ve % if

sales drop

Actual

inventory

available in

warehouse,

ready to sell

In transit unit

to be inbounded

into warehouse

within 7 days

Stock up for high order volume with CIMB

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Up to RM500k

6 – 60 months

5 – 14 days

Loan Amount

Tenure

Processing

Time

Achieve Target – Apply via Promotion ToolSubmit deals to enter Promotion page

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STEP 1: Log in to your account and click on the ‘Join the Promotion’ button

Countdown to end of Registration Period

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Join the Revolution with us!Stay Tuned for how to manage your Operations

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Preparation for the CampaignHow to Fulfil Orders Smoothly? – Adequate Preparation

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Field Management Arrange packing area, mark product area, print shelf map for temp supporting staff

Pre-pack product Key products, best-selling products

System and Printer Ensure internet and printers work perfectly

Training for temporary supporting staff Arrange & train temporary staff for the campaign period

Fliers & Pouches with 3PL Order sufficient number of fliers & pouches well before the campaign begins

Focusing on the 3 main Operations KPIs: Seller rating and OVL impact

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10

8.5

6

0

Acceptable performance

Will hold your OVL stable week over week

Bad performance

Will decrease your OVL week over week

Good performance

Will increase your OVL week over week

OVL starting point upon registration with Lazada: 6

orders per day

Seller rating of

0-10

RTS n+1

Cancel-lation rate

Return rate

• Order picked & packed and dropped off or ready for pick up the next day

Merchant error only:• Out of stock• Sourcing delay• Wrong price

Merchant error only:• Defective• Wrong item• Missing parts

Preparing yourself for Online Revolution salesOperations checklist

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Workforce availability• Clear all orders from prior days to start with 0 backlog!!!• Hire temporary staff if needed, consider leave and shrinkage• Arrange PH shift

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2 Packaging materials & stationaries• Have plenty of bubble wrap, shrink wrap, A5 paper and boxes available• Request for additional pouches and fliers in advance

3 Stock & pricing• Ensure sufficient stock is ordered and inbounded on time• Keep stock and pricing information updated in Seller Center

4 IT & infrastructure• Make sure PCs are operational and internet connectivity is stable• Ensure sufficient printing and barcode scanning capacity• Keep back-up ink cartridges for printers

Maximize your sales with FBL!

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Why FBL for Online Revolution?

Increase visibility with flash sales and special FBL landing page

Inbound products before 29th October to be ready for 11.11!

Take advantage of FBL

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Ship To FBL The only thing you need to do is ship products to the FBL warehouse

No chaos FBL takes care of picking, packing, invoicing and shipping your orders within 24/7

Satisfied Customer The faster the delivery, the happier the customers

Faster Payments Merchants on FBL receive payments quicker

Benefits of joining FBL

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Grow sales

Improve

marketing

Save cost

Simplify

operations

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1 • Conversion rate is higher for products on FBL

• Benefit from combined shipping with other FBL and Lazada products

• Customer satisfaction is higher with FBL and leads to repeat

purchases

• Improve shipping economics with “Buy More Save More” and postal

• No fixed cost for rent and labor

• Only variable cost of RM1.99 + GST per item delivered

• SKUs are eligible for Express and Postal delivery and all related

promotions

• Better boosting increases visibility on the Lazada website

• Unlimited Order Volume Limit (OVL) for FBL SKUs

• No penalties (for cancellations, fake RTS or wrong/incomplete items)

• Faster payment

FBL success stories Local sellers & large international brands

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Local electronics merchant Small local merchant International sports retailer

FBL solved high

cancellations issue

and boosted sales

FBL helped to grow

sales with limited

operations resources

FBL managed the

transition from offline

into e-commerce

70 250

1,000

Week 1 Week 6 Week 12

Orders per week10%

0%

Cancellation rate

Dropshipment

40%60%

FBL share of total orders

Seller

rating

• FBL as stepping stone

into e-commerce in

Malaysia

• Growth to 4-digit orders

per week within 3 months

• Perfect operations

performance with 0%

cancellations

• Small local merchant with

limited storage space and

fulfilment capacity; 200

orders per week

• Top 30-50 SKUs are on

FBL

• Higher FBL commitment

increased seller rating

• Electronics seller had

long lead time and high

cancellations

• Customer did not trust

low seller rating, despite

high quality products

• Ramped up sales from 30

to 250 orders per week

with FBL

Join the Revolution with us!

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Enhanced Lazada Seller Center

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Email on the migration to Enhanced Seller Center

Register on Lazada University for the Online Training

Lazada’s Performance Management Tools Training

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Date Time

17 Oct 2:00PM – 3:00PM

18 Oct 2:00PM – 3:00PM

19 Oct 11:30AM – 12:30PM

20 Oct 11:30AM – 12:30PM

Email on Advanced Automation Online Training

Schedule for the Online Training