Alibaba Group Import StrategyAlvin LIU, President of Tmall Import & Export

中国最大的 B2C 进口平 台

FACTORY EXPRESS STORE

(1)

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Note:1. For the quarter ended June 30,2020, Analysys, ‘China cross-border e-Commerce market monitoring report’ (2020).

01 Import Market Overview中国进口市场潜力

02 Leading Position of Alibaba Import阿里巴巴进口领先地位

03 Strategy ofAlibaba Import阿里巴巴进口战略

2019 China Consumer Goods Import中国消费品进口

59%

14%

Cross-border Online Import

跨境电商进口

Consumer Goods Import

消费品进口

(1)

(1)

(2)

Consumer Goods Retail

社会消费品零售

8%

RMB1.5 Trillion

Cross-border Online Import跨境电商进口

(1)

6%

中国跨境电商进口持续快速增长

China’s Underpenetrated and Fast Growing Online Import Market

3

2015-2019 CAGR of Consumption Channels (3)

2015-2019各消费渠道复合增长率

Notes:1. Source: China Customs.2. Source: National Bureau of Statistics.3. Source: CAGR for the period of January 1, 2015 to December 31, 2019.

(1)

Apr-Jun 2019 Apr-Jun 2020 Apr-Jun 2019 Apr-Jun 2020

Strong Import Supported by National PolicyIncentives

国家政策支持扩大进口

+29%YOY

Overseas Spending Kept Onshore进口消费回流

Import Incentives进口政策红利

Outbound Tourists Spending (1)

境外旅游服务支出金额

-61%YOY

(2)

Cross-border e-Commerce Import中国海关跨境电商进口

4

Notes:1. Source: State Administration of Foreign Exchange of China.2. Source: China Customs.

进口消费线上化加速

Accelerating Online Consumption of Imported Goods

Post-pandemic New Normal疫情新常态

More Time at Home居家时长上升

A Healthier Lifestyle健康意识升级

Wellness惜命养生

Home Life宅家生活

Protection安全防护

Water Purifier净水器

Liquid Soap洗手液

Mouthwash漱口水

Coffee Maker Beauty Equipment咖啡机 美容仪

Diffuser⾹氛

Probiotics益生菌

Multivitamins复合维生素

Bird’s Nest燕窝

增强的需求Stronger DemandNew Demand

新需求Essential Demand

放大的需求

Change in Environment

环境变化

Consumption Trends消费趋势

疫情改变消费环境催生增长新趋势

Pandemic-induced New ConsumptionTrends

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01 Import Market Overview中国进口市场潜力

02 Leading Position of Alibaba Import阿里巴巴进口领先地位

03 Strategy ofAlibaba Import阿里巴巴进口战略

其他

Leading Position市场地位领先

Broad Coverage品牌覆盖

Others China Cross-borderB2C Market (1)

Apr-Jun 2020

中国最大的跨境进口购物通道

China’s Largest B2C ImportPlatform

7Notes:1. For the quarter ended June 30,2020, Analysys, ‘China cross-border e-Commerce market monitoring report’ (2020).2. Market share of Tmall Global and Kaola Global.

3. Number of brands on Tmall Global and Kaola Global as of June 30, 2020.4. Number of product categories on Tmall Global and Kaola Global as of June 30, 2020.5. Number of countries and regions of origin of brands registered on Tmall Global and Kaola Global as of June 30, 2020.

Alibaba Import(2)阿里巴巴跨境进口

~30,000 6,000+ 89Brands (3)品牌

Categories (4)类目

Countries & Regions (5)国家&地区

Growth in GMV (Tmall Global)天猫国际支付GMV增长

Growth in AAC年活跃消费者规模增长

High Growth Potential高渗透增长潜力

>40%YoY 15%

进口消费稳步增长

(1) (2)

>20%YoY(3)

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Notes:1. YoY growth rate of GMV (exclude unpaid orders) of Tmall Global for the quarter ended June 30,2020.2. YoY growth rate of annual active consumers of Tmall Global and Kaola Global for the last twelve months ended June 30, 2020.3. Annual active consumers of Tmall Global and Kaola Global as a percentage of annual active consumers for China retail marketplaces for the last twelve months ended June 30,2020.

Strong Growth of Alibaba Import

Penetration

Alibaba AAC

150+100Mn Club

Brands with Annual Sales over RMB100 Mn

亿元品牌俱乐部

2,300+Newly Joined Brands

Growth in Number of New Brands

新品牌⼊驻数量v

64%YOYIncubated Brands

Numbers of New Merchants with Monthly Sales over RMB100 K

成功孵化新商家

(1) (2) (3)

帮助品牌实现快速增长

Empowering Brands for Rapid Growth

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Notes:1. Number of new brands onboarded on Tmall Global and Kaola Global for the last six months ended June 30,2020.2. YoY growth of the number of new merchants incubated with monthly sales over RMB100 K for the last six months ended June 30,2020.3. Number of Tmall Global and Kaola Global brands with sales of more than RMB100 Mn for the last twelve months ended June 30, 2020.

阿里巴巴进口基建能力

Alibaba’s Import Infrastructure

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CompellingInfrastructure

基建优势

Improving Efficiency基建提效

Supply Chain供应链30%+ YOY

（2） （3）Out-of-Stock Rate爆品缺货率

Logistics物流

Cost Per Order物流单均成本

10% YOY

Finance金融

Supported bySupply Chain Finance供应商融资贷款

170+（4）Merchants

Direct Procurement Centers on 6 Continents六大海外直采中心

1,300+ Line-haul Import Freight Routes

1,300+进口国际线路

1.7 Mn+ Sqm Bonded Warehouses

170+万平保税仓

Overseas Warehouses in 5 Regions五大海外仓

Notes:1. As of August 30, 20202. Out-of-Stock Rate in terms of top 80% merchandises by sales for the quarter ended June 30, 2020.3. For the quarter ended June 30, 2020.4. Accumulative numbers of overseas merchants financed from March 2019 to August 2020 provided by Ant Group.

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01 Import Market Overview中国进口市场潜力

02 03 Strategy ofAlibaba Import阿里巴巴进口战略

Leading Position of Alibaba Import阿里巴巴进口领先地位

Tmall Global

Kaola Global

Import Penetration进口渗透

Factory Express Store C2M定制商品

Incubated新品孵化

Curated品质精选

Big Data-driven Customization大数据商品定制

Overseas Brands海外品牌

Overseas Factories海外工厂

Membership会员消费

Member会员

Chinese Middle Class

中国中产人群

进口策略大图

Import Strategy Matrix

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Note:1. Number of China retail marketplace annual active consumers for the last twelve months ended June 30, 2020.

742Mn (1)Chinese Consumers

中国消费者

天猫国际: 海外品牌进⼊中国市场的高效通道

Tmall Global: Preferred Access to China Market for Overseas Brands

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Content Incubation内容孵化

Expedited Registration

快捷⼊驻

头程/仓储/运输First mile

Storage/Shipping

全链路保险All-round Insurance

供应链金融Supply Chain

Finance

Value-added Service服务扩展

500+ Global Influencers500+网紫达人

International Megastars

国际巨星

Content IP内容IP

Media传播渠道

Operation Empowerment运营赋能

Global Influencer达人资源

Media Communication媒介传播

最多跑一次One-stop Service

自动化⼊驻Frictionless Onboarding

Store Opening 30天必开店within 30 Days

Overseas New Brands海外新品牌

Bonded Warehouses保税模式

General Trade一般贸易模式

Overseas Warehouses海外直购模式

Tmall Global Store天猫国际店

Tmall Flagship Store天猫旗舰店

天猫国际:品牌试水中国市场第一站

Tmall Global: First Stop for Entering China Market

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Import Paths进口方式

Incubation Stage孵化期

Matured Stage成熟期

FRESHIPPO

INTIME

Alibaba New Retail阿里巴巴新零售

因我重连全世界Alibaba Import: Reconnecting TheWorld

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THANK YOU

幻灯片编号 1幻灯片编号 201China’s Underpenetrated and Fast Growing Online Import MarketAccelerating Online Consumption of Imported GoodsPandemic-induced New Consumption Trends01China’s Largest B2C Import PlatformStrong Growth of Alibaba ImportEmpowering Brands for Rapid GrowthAlibaba’s Import Infrastructure01Import Strategy MatrixTmall Global: Preferred Access to China Market for Overseas BrandsTmall Global: First Stop for Entering China MarketAlibaba Import: Reconnecting The World幻灯片编号 17