The document shows charts tracking the growth of e-commerce sales in China from 1997 to 2009, with sales increasing from 1.2 billion RMB in 1997 to over 9,000 billion RMB in 2009. A second chart shows the transaction value of China's B2C e-commerce growing from 1.52 billion RMB in 2006 to 2.46 billion RMB in 2010. A third chart breaks down China's e-commerce market by business model in 2010, with B2B accounting for 32% and B2C making up 47.5%.

3. EC

4. 100 10000
9,408
9,091
8,754 8,811
8,529
7,948
7,730
75 78 7500
6,942 75.3
72.5 73
70.3
64.3 66
5,593
57.3
50 4,708 5000
46.3
37.1
2,706
25 2500
1,694
21.4
1,155
13.4
9.2
0 0
1997 1998 1999 2000 2001 2002 2003 2004 2005 2006 2007 2008 2009

6. 3 78 80
67
61 2.46
2.25 60
53
2.08
44
1.79
1.5 40
1.52
1.23
0.75 20
0 0
2006 2007 2008 2009 2010

7. 3 78 80
67
2.25
+16.3 53
61
2.08
2.46
60
+ 0.4POINT
44
1.79
1.5 40
1.52
1.23
0.75 20
0 0
2006 2007 2008 2009 2010

8. CHINA 32% 47.5%
JAPAN 3.5% 15.4%
USA 15.5% 12.2%
0 25 50 75 100

9. 2,177 1,266
968 613
24 346 322
2010

10. 26,973 2,725
12,581 1,341
125 734
859
2020

11. BtoB
169
+28.6%

12. Fashion
130.2%

13. Fashion 6.0%
9,500
2.4% 2.6%
4,390 4,652
2009 2010 ... 2015

14. Fashion
100%
SUWA 6months

15. 6/15

17. mobile

18. 6000000
4500000
3000000
1500000
0
2010 2011 2012 2013 2014 2015
Cisco Visual Networking Index Cisco VNI Mobile 2011

19. MOBILE APP SALES AND REVENUS

23. ?

29. HERMES

39. On the Internet,
nobody knows you're a dog
The NewYorker on July 5, 1993

40. CUSTOMER FOCUS

42. , ,
( ),

44. LTV, CPO
Life Time Value Cost per Order

46. CUSTOMER FOCUS

47. HOTEL
Channel Conversion

48. Best Rate Guarantee

49. Channel Conversion
□
□
□
□
□
□ PR
□

50. Marks & Spencer

51. 150

52. repeat rate: 2x

53. frequency rate: 2x

54. +30%

55. $ +40%

56. 500Pages

58. ...

59. NO LIMITS
( )
Jeff Bezos

60. CUSTOMER FOCUS

61. Context

63. Amazon’s primary challenge
was to acquire its
customers’ confidence
Jeff Bezos

66. CUSTOMER FOCUS

71. Lester Wunderman

72. Lester Wunderman

73. Lester Wunderman

75. Thank you
Mitsuhiro Suwa