Alvin Liu, President of Tmall Import & Export

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September 23-24, 2019 Hangzhou, China

Alibaba Import Strategy

TMALL GLOBAL’S OPPORTUNITIES AND PROGRESS

天猫国际大进口机遇和进展

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中国已经成为全球消费大国中国已成为全球最大进口电商消费国

Leading Consumption Economy Largest Importer of Cross-Border E-commerce Goods国家级战略，坚持扩大进口

Increasing Import is Strategically Important to China中国进口市场新机遇

Big Market & New Opportunities of China’s Import Consumption

Note: 1. 2018 China Import Consumption Market Research Report published by China Chamber of International Commerce, Deloitte and AliResearch.

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2014 2015 2016 2017 2018

2.2%

0.5%

1.1%

1.6%1.8%

Contribution to Total E-commerce GMV

进口消费仍处于起步阶段

Source: iResearch, 2018

中国跨境电商成交规模占整体网购市场GMV比率

But Import Consumption Online is Still at an Early Growth Stage

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22,000+ 4,300+ 78Brands Product Categories Countries & Regions

品牌 类目 国家 & 地区

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天猫国际是中国最大进口平台

No.1 Import Platform in China

Notes： 1. China Cross-border Import E-commerce Market Monitoring Report, Q2 2019, published by Analysys. 2. Number of brands on Tmall Global as of July 31, 2019. 3. Number of product categories on Tmall Global as of July 31, 2019. 4. Number of origin countries and regions of brands registered on Tmall Global as of July 31, 2019.

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Getting Younger Penetrating into Less Developed Areas90后新生代进口消费崛起 低线城市进口消费崛起

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Post-90s 55%

Consumers From Less Developed Areas

42%of Import Consumers YoY

Accelerating Penetration全面渗透中国进口消费者

Notes： 1. Percentage of consumers of Tmall Global born after the 90s as of July 31, 2019. 2. YoY growth of number of consumers of Tmall Global in less developed areas for the 7-month period ended July 31, 2019. 6

Daily Necessities 进口生活必需品

Personal CareCosmetics

Health Care Baby Formula

Diversified Lifestyle Products 多样化的进口生活方式

Men’s Skin Care

Kitchenware Pet Food Maternity CareFine Porcelain

Anti-hair Loss Beauty Supplements

Trendy Shoes

Consumption Trend天猫国际的进口商品盛宴

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建立战略合作关系的的品牌同比增长86% 年度海外亿元俱乐部品牌增长至80+

Strategic Partnership 100M Club

入驻增速YoY 300%

New Brands

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Growth in number of brand partnerships Overseas brands in RMB100 Million (US$15Million) Growth in number of new brands

(1) (2) (3)300%YoY 86% YoY 80+

MORE MORE

Global Brand Incubator全球品牌入华孵化器

Notes： 1. YoY growth of new brands onboarded for the 7-month period ended July 31, 2019. 2. YoY growth for number of strategic partners for the 7-month period ended July 31, 2019. 3. Number of Tmall Global brands with more than RMB100 million, be consistent in transactions of the twelve months ended July 31, 2019. 8

Stock Order First-mile

Export Clearance

International Freight

Import Clearance

Bonded Zones/Warehouses

Last-mile Delivery

Brand Onboarding

签约入驻 备货生产 海外提货 出口清关 干线运输 进口清关 进入保税仓 物流配送

2.4 days from ordering to receiving Fulfillment time from bonded warehouse is similar to domestic purchase

Comprehensive Infrastructure Superior Shopping Experience 完善的基础设施，优质的海购体验

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STRENGTHEN AND UPGRADE GREATER IMPORT ECOSYSTEM

布局进口生态，全面推动大进口升级

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天猫国际帮助海海外品牌进⼊入中国

Helping Brands Enter ChinaCross-border General Trade Domestic Trade

Overseas Entity

Production standard of China Quality standard of China

海外实体 中国实体 中国实体

国内流通大 贸跨 境

原产地标准 海关备案制 中国进口标准 一般进口清关 中国生产 国内流通政策

Product Standard From Country of Origin

Customs Record for Entering

China Entity China Import Standard

General Trade Procedure

Entry Requirement 准⼊入⻔门槛

China Entity Domestic Sale Policy

Made in China

Low Medium HighEntry Requirement 准⼊入⻔门槛

Entry Requirement 准⼊入⻔门槛

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Collaborate with Multinational Companies to Introduce and Incubate Popular International Brands

Speedy Onboarding and Ecosystem Enablement for International Boutique Brands

….…

……….

与跨国集团联手孵化海外新品牌 入驻提效以及进口生态的支持

Marketing Partner

Content Partner

Operation Partner

Data Partner

Accelerating Brand Expansion in China天猫国际加速全球品牌在中国市场成长

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Flexible and efficient inventory management Strong distribution channel / brand building灵活高效的库存管理 强大的销售渠道和品牌建设

Tmall Overseas Fulfillment海外仓直购

Omni-channel penetration全渠道渗透

Tmall Direct Import

Tmall Global Open Platform

天猫国际直营 天猫国际平台

Centralized Import Procurement

大进口集采

From Domestic Warehouses本地仓库发货

From Bonded Warehouses保税仓发货

From Overseas Warehouses海外仓发货

One-stop Platform for Cross-border E-commerce海外品牌入华全链路解决方案

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全球仓配网络，孵化全球非标准化商品

Tmall Overseas Fulfillment海外仓直购

Global Warehouse and Fulfillment Network Enabling Effective Inventory Management

8 Days

5 Days

日本仓直购

JP Warehouses7 Days

Coming soon

EU Warehouses

香港仓直购

HK Warehouses

欧洲仓直购

韩国仓直购

KR Warehouses

Key Categories

Note: The average delivery time from Tmall Overseas Fulfillment warehouses in each region in July, 2019.

美国仓直购

US Warehouses7.5 Days

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进口超市

消费者全链路运营

人群洞察与重塑

市场趋势分析

全域营销

妙颜社

母婴

时尚

美家

模式升级

品牌建设基站高速增长渠道

Tmall Global Supermarket

Beauty & Health

Mother & Baby

Fashion

Home

Market Trends Analysis

Consumer Insights

Consumer Omni-channel Operation

Uni-marketing

Brand Building EnablerStrong Distribution Channel

数据赋能

Synergistic Solutions直营平台双轮驱动, 协同并进

Model Upgrading

直 营Direct Import

平 台Platform

Data Empowerment

Tmall Direct Import

Tmall Global Open Platform

天猫国际直营 天猫国际平台

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北美洲

南美洲

欧洲

非洲亚洲

大洋洲

Big Data-driven Category Planning

大数据品类规划Global Joint Procurement Platform环球联合采购平台

Online

Offline

ConsumerOceania

AsiaAfrica

South America

North AmericaEurope

Centralized Import Procurement

大进口集采

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跨境 Cross-border 大贸 General Trade

Offline

Online

Alipay Wallet飞猪境外游

跨境支付金融

全球跨境物流网络建设

CIP

Cross-border Payment & Settlement

Global Logistics Network

Synergies Across Alibaba's Greater Import Ecosystem 阿里进口生态协同

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Note: 1. Not a consolidated business of Alibaba Group. 17

3P Model Enabling Brands

平台赋能

Market Penetration

全线市场渗透

大数据营销

Big Data Marketing

自营体验先锋

强大的品牌心智

跨境电商人才

1P Model Leading User Experience

Strong Brand Loyalty

Cross-border Talents

Dual-Brand Strategy 双品牌协同运营

双品牌运营，共同升级大进口

Dual-brand Strategy Upgrading Import Consumption

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