Alibaba’s New Retail – How it works, what it means for retailers
As Omni-channel is becoming the new standard, Alibaba and Tencent are investing massively in technology and alliances to build what Jack Ma calls a “new retail” ecosystem.
OC&C conducted a deep-dive analysis of Alibaba’s Hema grocery business model to understand how “new retail” works, how it fulfils customer needs, whether it makes economic sense, and what it means for consumer brands and for other retailers.
In a nut-shell:
• The Hema value proposition, blending online and offline interactions, is fulfilling consumer needs and is getting traction with them.
• Hema was successful in creating original revenue streams and using them to acquire new customers in an effective and sustainable way
• However Hema’s economic model, heavily dependent on the online part of the business, will need scale to reveal its full potential
• Although the model should enable “big data” leverage, the opportunity seems largely untapped so far
• Monetising this unique set of integrated capabilities (systems, logistics, cloud) by marketing them to other retailers jumping on the “new retail” band wagon, seems as attractive (if not more) than operating the Hema store network itself.
About the speaker
Pascal Martin is a Partner at OC&C Strategy Consultants. Based in Hong Kong, he focuses on Asia and Greater China. His career spans nearly 30 years, including 15 years in management consulting and more than 12 years in leadership roles at adidas (Japan CEO), Burberry (APAC Strategy) and Marks & Spencer (APAC Director).
As a consultant, Pascal’s focus is in strategy, including corporate, market entry, multi-channel, growth and alliances, as well as operations improvement and transformation management. He is also active in due diligence work around M&A transactions.
His clients are a mix of consumer goods and retail companies, as well as private equity firms active in these sectors. He has co-led several research projects focusing on Chinese consumers and on disruptive digitally enabled business models.
This event is hosted by Andrew Seaton.
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