IT IS NOT DIGITAL BUSINESS BUT BUSINESS IN DIGITAL ERA Ir. Suhartono Chandra, MM President AMA Indonesia Chapter DKI Jakarta CEO Paramount Consulting Group Strategic Marketing Consultant Senior Trainer in Marketing & Selling

The Facts "IT IS NOT DIGITAL BUSINESS BUT BUSINESS IN DIGITAL ERA" by IR. SUHARTONO CHANDRA, MM - UNIV LAMPUNG, MAY 28, 2016

NOW IT IS THE TIME ! "IT IS NOT DIGITAL BUSINESS BUT BUSINESS IN DIGITAL ERA" by IR. SUHARTONO CHANDRA, MM - UNIV LAMPUNG, MAY 28, 2016

Online Landscape Comparison 630 million Total Population 208 million Internet Users 199 million Active Social Network Users SEA ONLINE SNAPSHOT 45:55 Urban: Rural 33% Internet Penetration 32% Social Network Penetration 119% Mobile Penetration GLOBAL ONLINE SNAPSHOT 53:47 Urban: Rural 42% Internet Penetration 29% Social Network Penetration 98% Mobile subscriptions Penetration Effective reach to upcountry population Relatively low internet penetration but going up fast Crazy about social media Everyone has at least 1 cell phone IMPLICATION FOR SEA Source: Global Digital Statistics Jan 2015 "IT IS NOT DIGITAL BUSINESS BUT BUSINESS IN DIGITAL ERA" by IR. SUHARTONO CHANDRA, MM - UNIV LAMPUNG, MAY 28, 2016

Snapshot of Digital Scene in Indonesia 51% Urban & 49% Rural 255,461,124 Total Population (4th world rank) 33% Internet Penetration 83,600,000 Internet Users (6th world rank) 69,000,000 Facebook Users 27% Facebook Penetration (3rd world rank) 112% Mobile Subscription Penetration 281,963,665 Active Mobile Subscription Source: GDP Venture, Indonesia Central Statistic Bureau; eMarketer; WeAreSocial "IT IS NOT DIGITAL BUSINESS BUT BUSINESS IN DIGITAL ERA" by IR. SUHARTONO CHANDRA, MM - UNIV LAMPUNG, MAY 28, 2016

Total Addressable Market in Indonesia "IT IS NOT DIGITAL BUSINESS BUT BUSINESS IN DIGITAL ERA" by IR. SUHARTONO CHANDRA, MM - UNIV LAMPUNG, MAY 28, 2016

"IT IS NOT DIGITAL BUSINESS BUT BUSINESS IN DIGITAL ERA" by IR "IT IS NOT DIGITAL BUSINESS BUT BUSINESS IN DIGITAL ERA" by IR. SUHARTONO CHANDRA, MM - UNIV LAMPUNG, MAY 28, 2016

Indonesia Market Industry and macro highlights Strong macroeconomic fundamentals & attractive demographics – Indonesia Forecast of key economic indicators Nominal GDP growth forecast (USDbn) 2014 2015 2016 2017 2018 Real GDP growth 5.0% 4.9% 5.3% 5.5% Nominal GDP (USDbn) 889 872 961 1,090 1,248 Nominal GDP per capita (USD) 3,515 3,412 3,717 4,169 4,727 Nominal GDP per capita growth - -2.9% 8.9% 12.2% 13.4% CPI inflation 6.4% 4.1% 4.4% Population (m) 252.8 255.7 258.6 261.3 264.1 Population growth 1.1% 1.0% CAGR of 8.9% Nominal GDP per capita CAGR 2014 – 2018E Breakdown of population by age, 2015 Source: Global Insights, United States Census Bureau, National statistics databases, Broker Reports "IT IS NOT DIGITAL BUSINESS BUT BUSINESS IN DIGITAL ERA" by IR. SUHARTONO CHANDRA, MM - UNIV LAMPUNG, MAY 28, 2016

Indonesia’s e-Commerce Market Size "IT IS NOT DIGITAL BUSINESS BUT BUSINESS IN DIGITAL ERA" by IR. SUHARTONO CHANDRA, MM - UNIV LAMPUNG, MAY 28, 2016

Ecommerce Sales in Asia Pacific Indonesia tails the rest of APAC in eCommerce sales Ecommerce Sales in Asia Pacific USD Billion Source: eMarketer "IT IS NOT DIGITAL BUSINESS BUT BUSINESS IN DIGITAL ERA" by IR. SUHARTONO CHANDRA, MM - UNIV LAMPUNG, MAY 28, 2016

7 Poin Penting Roadmap eCommerce Indonesia 1. Logistik Pemanfaatan cetak biru Sistem Logistik Nasional (SISLOGNAS) untuk meningkatkan kecepatan pengiriman logistik e-dagang dan mengurangi biaya pengiriman. Pemerintah membantu pengembangan alih daya fasilitas logistik e-dagang khususnya untuk pengembangan e-dagang untuk UKM, penguatan perusahaan kurir lokal/ nasional yang berdaya saing 2. Pendanaan Membentuk Badan Layanan Umum (BLU) yang dapat menyalurkan hibah pemerintah/Universal Service Obligation/subsidi pemerintah kepada digital UMKM danstartup e-dagang platform, optimalisasi lembaga keuangan bank sebagai penyalur KUR, skema penyediaan hibah untuk penyelenggaraan inkubator bisnis, skema penyediaan hibah yang sumbernya berasal dari CSR BUMN, skema penyertaan modal melalui modal ventura, skema penyediaan seed capital/ "bapak angkat" pemain Teknologi Informasi dan Komunikasi, pengembangan kebijakan urun dana sebagai alternative pendanaan termasuk kerangka manajemen resikonya. 3. Perlindungan Konsumen Membangun kepercayaan konsumen melalui regulasi, perlindungan terhadap pelaku industri, penyederhanaan pendaftaran perijinan bisnis untuk pelaku e-dagang, mengembangkan nasional Payment Gateway secara bertahap yang dapat meningkatkan layanan pembayaran ritel elektronik (termasuk e-dagang), penyelenggaraan program inkubasi bagi startup untuk membantu perkembangan mereka, terutama pada tahap awal, mempersiapkan kebutuhan talenta untuk mempertahankan keberlangsungan ekosistem e-dagang. "IT IS NOT DIGITAL BUSINESS BUT BUSINESS IN DIGITAL ERA" by IR. SUHARTONO CHANDRA, MM - UNIV LAMPUNG, MAY 28, 2016

7 Poin Penting Roadmap eCommerce Indonesia 4. Infrastruktur Komunikasi Peningkatan infrastruktur komunikasi nasional sebagai tulang punggung pertumbuhan industri e-dagang. 5. Pajak Dengan melakukan penyederhanaan kewajiban perpajakan atau tata cara perpajakan bagi pelaku startup e-dagang, pemberian insentif pajak bagi investor e-dagang, dan insentif pajak bagi startup e-dagang, dan persamaan perlakuan perpajakan berupa kewajiban untuk mendaftarkan diri termasuk pelaku usaha asing. 6. Pendidikan dan Sumber Daya Manusia Memberikan edukasi bagi seluruh ekosistem e-dagang, penyelenggaraan kampanye kesadaran nasional e-dagang melalui media online dan offline di seluruh Indonesia, pemberian edukasi e-dagang bagi para pembuat kebijakan agar mendapatkan pemahaman tentang e-dagang sesuai peran pemerintah baik pusat maupun daerah, meningkatkan infrastruktur komunikasi nasional sebagai tulang punggung pertumbuhan industri e-dagang. 7. Cyber Security Peningkatan kesadaran pedagang online dan publik terhadap kejahatan dunia maya dan pelaku tentang pentingnya keamanan transaksi elektronik. "IT IS NOT DIGITAL BUSINESS BUT BUSINESS IN DIGITAL ERA" by IR. SUHARTONO CHANDRA, MM - UNIV LAMPUNG, MAY 28, 2016

TYPES OF DIGITAL BUSINESS "IT IS NOT DIGITAL BUSINESS BUT BUSINESS IN DIGITAL ERA" by IR. SUHARTONO CHANDRA, MM - UNIV LAMPUNG, MAY 28, 2016

Classified Ads [Iklan Baris] INGAT??? Jumlah iklan 4.146.502 per 23 Mei 2016 jam 19.00 "IT IS NOT DIGITAL BUSINESS BUT BUSINESS IN DIGITAL ERA" by IR. SUHARTONO CHANDRA, MM - UNIV LAMPUNG, MAY 28, 2016

Marketplace [Mall] "IT IS NOT DIGITAL BUSINESS BUT BUSINESS IN DIGITAL ERA" by IR. SUHARTONO CHANDRA, MM - UNIV LAMPUNG, MAY 28, 2016

Marketplace [Makelar] "IT IS NOT DIGITAL BUSINESS BUT BUSINESS IN DIGITAL ERA" by IR. SUHARTONO CHANDRA, MM - UNIV LAMPUNG, MAY 28, 2016

Retail Online [Toserba] "IT IS NOT DIGITAL BUSINESS BUT BUSINESS IN DIGITAL ERA" by IR. SUHARTONO CHANDRA, MM - UNIV LAMPUNG, MAY 28, 2016

Specialty eCommerce Digital Lifestyle eCommerce Hardware eCommerce Lifestyle eCommerce Perhiasan eCommerce Moslem Fashion eCommerce Moslem Fasion Wedding Marketplace eCommerce Baby Needs eCommerce Catering Online Stock Trading Online Stock Trading "IT IS NOT DIGITAL BUSINESS BUT BUSINESS IN DIGITAL ERA" by IR. SUHARTONO CHANDRA, MM - UNIV LAMPUNG, MAY 28, 2016

Tour & Travel Online "IT IS NOT DIGITAL BUSINESS BUT BUSINESS IN DIGITAL ERA" by IR. SUHARTONO CHANDRA, MM - UNIV LAMPUNG, MAY 28, 2016

"IT IS NOT DIGITAL BUSINESS BUT BUSINESS IN DIGITAL ERA" by IR "IT IS NOT DIGITAL BUSINESS BUT BUSINESS IN DIGITAL ERA" by IR. SUHARTONO CHANDRA, MM - UNIV LAMPUNG, MAY 28, 2016

BUSINESS IN DIGITAL ERA "IT IS NOT DIGITAL BUSINESS BUT BUSINESS IN DIGITAL ERA" by IR. SUHARTONO CHANDRA, MM - UNIV LAMPUNG, MAY 28, 2016

Nine Blocks Building – Business Model Generation KEY PARTNERS (KP) KEY ACTIVITIES (KA) VALUE PROPOSITION (VP) CUSTOMER RELATIONSHIPS (CR) CUSTOMER SEGMENTS (CS) KEY RESOURCES (KR) CHANNELS (CH) COST STRUCTURE (C$) REVENUE STREAM (R$) "IT IS NOT DIGITAL BUSINESS BUT BUSINESS IN DIGITAL ERA" by IR. SUHARTONO CHANDRA, MM - UNIV LAMPUNG, MAY 28, 2016

CUSTOMER RELATIONSHIPS Can you digitize your business? CUSTOMER RELATIONSHIPS (CR) CHANNELS (CH) CUSTOMER SEGMENTS (CS) VALUE PROPOSITION (VP) KEY ACTIVITIES (KA) KEY RESOURCES (KR) KEY PARTNERS (KP) REVENUE STREAM (R$) COST STRUCTURE (C$) Digitizing your business: Allowing your customers to purchase the physical / digital goods / services online Online sales will be complimentary to offline sales Are you making money from selling products / services? If YES, you can definitely digitize your business If NO, has anyone else in your industry done it before or elsewhere? If YES, you should be able to digitize your business If NO, likelihood is you won't be able to digitize your business "IT IS NOT DIGITAL BUSINESS BUT BUSINESS IN DIGITAL ERA" by IR. SUHARTONO CHANDRA, MM - UNIV LAMPUNG, MAY 28, 2016

e-commerce is just like a new branch for you 3rd party set-up your online store to work seamlessly with your existing offline Point-of-Sale (POS) system, Inventory/Warehouse Management System (WMS) and follow the same process and workflow for setting up a new physical store Walk-in (10am – 10pm) Store #1 Customer Walk-in (10am – 10pm) Warehouse Store #2 Customer Web & Mobile (24 Hours) Store #3 (Online Store) Customer "IT IS NOT DIGITAL BUSINESS BUT BUSINESS IN DIGITAL ERA" by IR. SUHARTONO CHANDRA, MM - UNIV LAMPUNG, MAY 28, 2016

Value Chain Analysis MARGIN FIRM INFRASTRUCTURE INBOUND LOGISTICS OPERATIONS OUTBOUND LOGISTICS MARKETING & SALES SERVICES PROCUREMENT FIRM INFRASTRUCTURE HUMAN RESOURCES MANAGEMENT TECHNOLOGICAL DEVELOPMENT MARGIN “Competitive Advantage: Creating and Sustaining superior Performance”, Michael Porter, 1985 SUPPORT ACTIVITIES PRIMARY ACTIVITIES “The arena for competition in a free-market system is the marketing channel. It is in the marketing channel that the process and dynamics of competition take place and the success or failure of enterprises and individual initiatives is determined” – Bowersox & Cooper "IT IS NOT DIGITAL BUSINESS BUT BUSINESS IN DIGITAL ERA" by IR. SUHARTONO CHANDRA, MM - UNIV LAMPUNG, MAY 28, 2016

+ SELLING & SERVICE MARKETING STRATEGY MARKETING-MIX MARKETING PEOPLE SEGMENTASI POSITIONING TARGETING Product Promotion Price Place Selling + Service MARKETING STRATEGY MARKETING-MIX SELLING & SERVICE MARKETING PEOPLE SALES & SERVICE PEOPLE "IT IS NOT DIGITAL BUSINESS BUT BUSINESS IN DIGITAL ERA" by IR. SUHARTONO CHANDRA, MM - UNIV LAMPUNG, MAY 28, 2016

Basic Selling Strategy AKUISISI HUNTER RETENSI FARMER A B A A B B B B B B B B B B B "IT IS NOT DIGITAL BUSINESS BUT BUSINESS IN DIGITAL ERA" by IR. SUHARTONO CHANDRA, MM - UNIV LAMPUNG, MAY 28, 2016

"IT IS NOT DIGITAL BUSINESS BUT BUSINESS IN DIGITAL ERA" by IR "IT IS NOT DIGITAL BUSINESS BUT BUSINESS IN DIGITAL ERA" by IR. SUHARTONO CHANDRA, MM - UNIV LAMPUNG, MAY 28, 2016

See you again in next event Thank you See you again in next event Wish you success....... Ir. Suhartono Chandra, MM www.suhartonochandra.com Tweeter: @suhartono78 Mobile/WA: +62 816 829 900; PIN: 24E74E58 email: suhartono.chandra@gmail.com IG: suhartono_chandra "IT IS NOT DIGITAL BUSINESS BUT BUSINESS IN DIGITAL ERA" by IR. SUHARTONO CHANDRA, MM - UNIV LAMPUNG, MAY 28, 2016