Specialist
Former Head at Shopee Ltd
Agenda
- B2C and C2C competitive landscape
- Value-added services – growth and profitability drivers
- Shopee Mall expansion strategies and merchant selection criteria
Questions
1.
Could you outline the magnitude by which Shopee’s GMV [gross merchandise value] increased in Thailand during coronavirus?
2.
What is your general estimation for the year-end 2020 into 2021 annual growth in the Thailand market outside of coronavirus?
3.
How does the overall Thailand GMV for Shopee split across the C2C and B2C segments?
4.
Could you outline the general percentage split of Shopee’s mix of categories, such as fashion or electronics?
5.
Would you say categories such as FMCG and home living had a boost as a result of coronavirus?
6.
In its earnings call, Shopee said the average order frequency, in Indonesia specifically, increased to around six times per month during coronavirus. Would you say this also applies for Thailand, perhaps within the same range of increase?
7.
How would you describe the average order frequency outside of coronavirus times for Thailand?
8.
How established would you say last-mile options are across tier 1 vs tier 2-3 cities in Thailand?
9.
Taking fulfilment cost as a percentage of average order value, how would you say the percentage differs across Bangkok vs the tier 2 cities?
10.
What is a rough benchmark regarding the average basket size that you mentioned outside of the more extreme B2B orders?
11.
Speaking of logistics and taking into consideration that in the geography of Thailand, tier 1 is just Bangkok, does it make sense for Shopee to invest heavily in a self-owned logistics network in Thailand?
12.
How would you describe Shopee’s relationship with the Thailand logistics players, especially given the strength of Kerry Express?
13.
Live-streaming is an increasingly significant growth driver in the e-commerce market globally. How would you describe the live-streaming e-commerce landscape in Thailand? Do you think it can ever achieve the same level of popularity and success as Taobao Live in China?
14.
What would you say is the adoption percentage split across payment methods, such as cash vs standard credit card vs ShopeePay?
15.
What are your thoughts on further development of ShopeePay? Do you think there are any additional functions or key inflection points we can expect?
16.
What do you think is a general target for ShopeePay adoption in the next 1-2 years that is realistic, given that it is 25%?
17.
Recently, Shopee faced a lot of backlash over banning an anti-government store. What are your thoughts on the implications of that? Are they short-term? Are they severe for Shopee?
18.
How much are Shopee’s customer acquisition costs and how have they trended in Thailand over the past 1- 2 years?
19.
How do you think Shopee will weed buyers off the promotions long-term to maintain retention and improve customer engagement? What do you think has worked in other more mature markets?
20.
How much does advertising revenue contribute to Shopee Thailand’s top line?
21.
The take rate is 1-2% for the B2C segment, but we understand that the Shopee Mall take rate in more mature markets such as Taiwan could go as high as 10-15%? Do you think this take rate is achievable for the Thailand market, or are we still a long way from that?
22.
Could we benchmark a rough gross margin profile for the advertising segment?
23.
How would you describe the cost base for Shopee Supported Logistics?
24.
You mentioned advertising is a very minimum cost. What about warehousing?
25.
In China, Taobao is offering data services and market intelligence to its sellers. Does it make sense for Shopee to expand upon value-added services to include data services?
26.
Would you say monetising the consumer in an Amazon Prime way would not be that applicable in Southeast Asia and Thailand?
27.
What are your thoughts on the brands working with an e-commerce enabler vs doing it in-house? What would you say is the general trend across the bigger brands that Shopee Mall works with?
28.
How did Shopee perform in the most recent 9/9 shopping festival compared to other peers in Thailand such as Lazada or the other smaller players in C2C?
29.
What is the typical GMV spike that you expect during festivals such as 9/9 compared to a normal-day basis?
30.
Do you think Shopee is well-positioned in handling festival traffic, regarding the ease of payment, getting to the payment page successfully and logistics during shopping festivals?
31.
What do you think will be the biggest driver of breaking even in Thailand that Shopee is aiming for?
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