Keynote Session by Sandeep Agarwal at Internet Retail Expo 2013: 4th Edition of India's Largest Internet Retail Show. Official Event Website: http://www.internetretailexpo.com

1. Building Sustainable Internet Retail Enterprise
Sandeep Aggarwal
Founder & CEO

2. What is ShopClues.com
I dia’s first a d largest a aged arketplace with a platfor approach,
empowering brands and retailers to exploit the E-Commerce opportunities
• Category, product, price, and brand agnostic
Customer Care
• Among the top 5-6 Largest E-Commerce company in India and the fastest
growing
• Company started out of Silicon Valley; operating in India for 12 months
• World-class team with 75 years of combined experience in E-Commerce,
Internet, and retail
• 4million+ monthly visitors; 6k+ merchants, 2k+ brands, 800k+ Facebook Fans

3. Why ShopClues.com?
Sellers Buyers
1. Your own branded online store – manage 1. Great selection
anytime, anywhere on any device
2. Low price
2. Access to millions of online shoppers
3. Fast delivery
3. A ready to deploy E-Commerce Technology
platform with full suite of E-Commerce 4. Reliable sellers
services
4. Effective, low cost, and scalable 5. Authentic brands
5. Pay only when you sell 6. Outstanding customer services
6. Focus on your core competencies, leave
the heavy lifting of E-Commerce on us

4. E-Commerce Opportunity is Now
1. India is now the 3rd largest country in terms of Internet population but not revenue
top-10 for E-Commerce
2. E-Commerce has only 0.1% penetration
3. India hit the tipping point for the E-Commerce adoption in 2010 and next 10 year the
market can be 120x bigger – $10bn by 2015 (Rs. 50k Crores) and $60bn by 2020 (Rs. 3
Lacs Crores)
4. Income levels going up, median age 25, Internet adoption widening but accessibility
remains a problem
5. The occupancy cost for brick and mortar retail is one of the highest in the world with
not abundant organized retail space
6. Inherit E-Commerce benefits : very scalable, 24/7, 365 days, wider reach, better
inventory management, low capital expenditure, better margins

5. India E-Commerce is Currently at Where China
was in 2003
1. India retail will likely touch $1trillion by 2020 and at 6% penetration (where China
was in 2010), the E-Commerce will touch $60bn in India
2. If India were to see E-Commerce adoption like China, India can reach $60bn in GMV
by 2015-16

6. E-Commerce Outlook for India Highly
Encouraging
India E-Commerce Outlook ($bn.)
Penetration from 0.1% to
6.0% by 2020 (65% CAGR)
1. In our view, in India E-Commerce is where US was in 1999 and China was in 2004
2. India E-Commerce is in 1st phase with no player over $150mm in GMV (vs. in US, where eBay has $32bn and
Amazon has $28bn)
3. No pure play fully managed marketplace in India currently
4. We believe that the online shoppers in India will likely go up by 10x from 8mm currently to 80mm and average
spend per shopper will go up 5x from $50 to $250 by 2016-17
5. E-Commerce in India is leap-frogging the organized retail revolution

7. Building sustainable Internet Retail
enterprise
1. Take a long-term approach
2. Create a start-up culture
3. Be ready for capital investments phase
4. Many offline problems will persist and be ready for new set
of problems as well
5. Solve fundamental issues
6. Be metric driven
7. Harness your core competencies & competitive advantage
8. Understand E-Commerce basics
9. Do not under estimate marketing cost
10. Know the power of scale

8. Take a long-term approach
1. Are you ready for a minimum of 3-5 years of
commitment?
2. Nothing is going to change overnight and offline will
re ai your fa ily Mercedes
1. Do not be afraid of making mistakes

9. Create a start-up culture
1. Infuse entrepreneurial zeal and passion
2. No comingling with your existing business
3. Ability to attract talent

10. Be ready for capital investments phase
1. Unless your are a very large retailer or brand, building
Internet retail is not cheap
2. Are you ready for long-term capital investment?

11. Many offline problems will persist and be
ready for new set of problems
Things do not change with the Internet
1. Sourcing
2. Supply chain
3. Inventory risk
New problems with Internet
1. COD
2. Higher returns
3. Pricing pressure
4. Unchartered territory on many fronts e.g. marketing,
payments, delivery

12. Solve fundamental issues
1. Focus on customer value proposition
2. Be data driven
3. Supply chain has to be streamlined
4. Payment issues are resolved
5. Return policies are addressed
6. Packing and delivery experiences is world-class

13. Be metric driven
If you can not measure, you can not control
1. Traffic
2. Conversion
3. Items in basket
4. AOV
5. Direct Cost
6. CPA
7. Cohort
8. SLA
9. Thru-put
10. Other indirect expenses

14. Harness your core competencies &
competitive advantage
1. Sourcing legacy
2. Up and running business
3. In-store pick-up
4. Customer acquisition
5. Brand
6. Network
7. Economy of scope

15. Understand E-Commerce basics
Technology Retail Operations

16. Do not under estimate marketing cost
1. Be ready to loose money on 1st order, barely break-
even on 2nd, and perhaps make money on 3rd
2. Digital marketing mix is not cheap
3. Buyers have no loyalty

17. Know the power of scale
1. Allocating resources in anticipation is never easy
2. Unit cost will be highly unattractive until you achieve
scale
3. Capacity planning will be challenging

18. Thank You!!
Sandeep Aggarwal, Founder and CEO
sandeep@shopclues.com
For your online store at ShopClues.com
www.Shopclues.com/sell
Sell@shopClues.com