1. B2B in Emerging Markets
(BRIC and Turkey);
Mr. Michael Mang

2. Alibaba.com Business Intelligence Series –
B2B, C2C vs Emerging Markets?
 14:30 – 17:30, Thursday, 19 JULY 2012,
 26/F Tower One, Times Square, 1 Matheson Street, Causeway Bay,
Hong Kong;
 28 ppl participated;
2

3. Self Introduction
•Academic background in engineering and
business administration;
•Experience working in SMEs and sourcing and
supplier development in multinational companies;
•From traditional business environment to e-
commerce digital world.

4. An E-commerce Ecosystem
Alibaba Group
Alibaba.com Taobao Marketplace
Global leader in small China’s leading C2C
business e-commerce online marketplace
Alibaba Cloud Tmall.com
Computing B2C online shopping
platform for quality,
Data-centric cloud brand name goods
computing services
eTao
China Yahoo! Comprehensive shopping
Chinese Internet portal search engine
Alibaba.com Juhuasuan
Comprehensive group
shopping platform
International sites China domestic sites
Affiliate
Alipay
Third-party online
payment platform

5. Key Messages
1. Trade with emerging markets.
2. From offline to online (O2O);
3. B2B2C;
5

6. 111th Canton Fair – April 2012
6

7. 非洲通讯产品商机
 非洲有6亿手机用户,比欧洲和英国多,大部分是智能
手机
 去年本港出口非洲的总货值中, 电讯产品占42.4%, 行
业商机大;
 非洲当地较少电子生产商, 有待外商开拓;
 尼日利亚电脑渗透率低, 居民多依赖智能手机上网;]
 Samsung, Nokia等手机较iPhone受欢迎;
 周边产品也受欢迎,本港产品在质量上具优势.
资料来源:香港统计处, 综合受访者意见.
7

8. BRIC GDP Forecast
2006 2010 2015 2020 2030 2040 2050
US US US US China China China
Japan China China China US US US
Germany Japan Japan Japan India India India
China Germany Germany Germany Japan Brazil Brazil
UK UK UK UK Russia Russia Mexico
France France France India Germany Japan Russia
Italy Italy Italy France Brazil Mexico Indonesia
Canada Canada Russia Russia UK Germany Japan
Brazil Russia India Italy France UK UK
Russia Brazil Brazil Brazil Mexico France Germany
Source: Global Insight World Service and Goldman Sachs

9. India Channel
9

10. India – Geography & Industries
• Key SME Clusters in India
New Delhi
Mumbai
Kolkata
Chennai

14. Challenges of doing business in India
• Corruptive system
• Weak sense of standards and
execution (Jugaad)
• Good at bargaining
• Poor infrastructure
• Tech Savvy but believe in face
to face
• talk talk talk…Overpromising
under delivery

15. Turkey

16. Turkey Channel
16

17. Top 10 Supplier Markets for Turkish Buyers
Q1 2012
Market % of total inquiries
China 66%
India 4%
Turkey 2%
Hong Kong 2%
South Korea 2%
Malaysia 2%
Taiwan 2%
United States 2%
Ukraine 1%
Pakistan 1%
17

18. Top 10 Industries for Turkish Businesses
Q1 2012
Industry category % of total inquiries
Machinery 11%
Agriculture 9%
Food & Beverage 8%
Construction & Real Estate 7%
Apparel 7%
Minerals & Metallurgy 6%
Textiles & Leather Products 6%
Beauty & Personal Care 6%
Chemicals 4%
Automobiles & Motorcycles 3%
18

19. Country Profile - China

20. Supply Distribution
Source: Alibaba
20

22. International Trades
Buyer Markets
Manufacturing and Trading Regions
Important Trading Hubs
22

23. The Importance of Sourcing Channels to Buyers
Importance of various
• International channels to buyers
Overall Local International Sourcing
buyers prefer Sourcing
Internet-Search engine 47
53
56
Online
sourcing through channels Internet-B2B e-
commerce 39
52
57
multi-channels, platforms/portals
Local trading
50
48
50
but the online Offline
markets/wholesale
centers 46
42
Recommendation from 48
channel is the channels others
30
40
44
most important Trade shows/exhibitions
39
35
41
one for them. Traditional Association
27
24
28
channels Yellow pages
26
24
Magazines and 27
newspapers
Source: The Nielsen Company

24. BRIC e-Commerce Potential
US$10.6m in online 60mil internet users e-commerce
retail Sales transaction
reaches $100
15mil online shoppers
largest in Latin billion growing at
America
largest online
population in Europe
Indian middle class 29% a year
online market will of 288 million
expand over 12% a people = the entire
grow 12% a year U.S. consumer
year
base

26. Manage Your Digital Content -
Catch Audiences’ Attention in a Few Seconds

27. Top 3 Considerations When Buyers Choose
Suppliers

28. What concerns the buyers most in
dealing with new suppliers?

29. Response Time Expectation from SME
buyers （Source: Alibaba.com Internal Survey）
Satisfaction Rate
Number of Days
Range <1 1-2 3-5 6-7 >7

30. Other Online Marketing Platforms
SNS
1. LinkedIn 2. Facebook 3. Youtube 4. Meetup 5. Pinterest
Mention Frequency (Importance)

31. Professional Sourcing Club(PSC)
Supporting by Alibaba.com, PSC (Professional Sourcing Club)
is an online and offline networking group aiming to gather
trading, sourcing and supply chain experts from various
industries and regions to share market intelligence and
creative ideas, search for talents and encourage more
interactions between members such as organizing
professional seminar, networking, leisure activities, sourcing
tours, visiting trade shows etc. to contribute the industry as
a whole and benefit mutually.。
To join, please click here
Please contact Mr. Michael Mang at michaelmang@hk.alibaba-inc.com for more
information

32. Sourcing Hub Service
Meet pre-screened suppliers in one day in one of the 17 Asian
industrial Zones (Sourcing Hubs)
Meeting with Suppliers
Market Intelligence
Pre-trip Arrangement
Package A: Meeting with
suppliers in local office Acquire sourcing tips from Leave all transportation
our expert team on: arrangements to us:
Package B: Meeting with - Market information; - hotel pick up;
-Sourcing tips; - Alibaba.com local office;
suppliers & factory visit
More Information: http://www.alibaba.com/sourcinghub
please apply here

33. Conclusions
Alibaba.com makes
doing business easier anywhere
Thank you!
Buyer Service & Development Department
michaelmang@hk.alibaba-inc.com
Copyright Notice
Please note:
Michael Mang & Alibaba.com retain the right of copyright of all material in this
presentation. No part of it is to be copied or published or circulated to any third parties
without permission from Michael Mang or Alibaba.com