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2013 AND BEYOND
WHAT DO VIETNAMESEGROCERY SHOPPERS WANT?
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CONSUMERS CONCERNS TOUCH POINTSVIETNAM
• Macro outlook
• Consumer
Confidence Index
• FMCG Overview
• Affordable to
aspirational
• Aging population
• On her mind to in
her cart
• Health and
nutrition
• In-home
enjoyment
• Upgrading for
value continues
• Television
• Online
• Mobile
WHAT HOWSTATE OF
THE
MARKETWHO
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STATE OF
THE
MARKET
VIETNAM AT A GLANCE
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MACROECONOMIC CONDITIONS ARE IMPROVING
Source: GSO, GSO 2012, Worldbank
1,0% 2,2%0,1%
17,3%
6,5% 6,7%
Monthly Inflation
YOY Inflation
MODERATE INFLATION
1,5
1,9 1,81,6
2,2 2,3 2,3
2,7 2,8
Q1-11 Q3-11 Q1-12 Q3-12 Q1-13
International reserves
(in months of import)
INCREASED RESERVES
CURRENT ACCOUNT SURPLUS 5.9% of GDP
GROWING EXPORTS
in 1H’13 vs. YA
HIGH TECHproducts increase
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5
6,3
5,3
6,85,9
5,0 5,2 5,2
Vietnam GDP growth (%)
45 4347
5248
52
2007 2008 2009 2010 2011 2012
Debt to GDP ratio (%)
SLUGGISH GDP GROWTHSource: IMF – Apr’13
RISE OF BANKKRUPTCYSource: Agency of Business Registration
STRESS ON FISCAL DEFICITSource: Worldbank
Number of new
registered enterprise
reduced
16%
6.8%
26%Number of enterprises
stop business
Enterprises registered
capital reduced
Q1’13 vs. Q1’12
UNEMPLOYMENTSource: GSO
1.96
%
2.28
%
RATE IS ON INCREASE 1H’12
1H’13
BUT CHALLENGES EXIST…..
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GROWTH OUTLOOK IS MODEST FOR VIETNAMAsia pacific is expected to be fast growing region, yet Vietnam is at lower pace.
Source: IMF – Apr’13
Note: Gross domestic product (GDP) is the market value of all officially recognized final goods and services produced within a country in a given period of
time.
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THE ECONOMY AND JOB SECURITY ARE KEEPING
CONSUMERS AWAKE AT NIGHT Vietnamese are less confident in the region
Base : All respondents n=10024
Consumer Confidence Survey – Q2 – 2013 Field Dates: May 13 to May 31, 2013
124
121
118
114
110
107
103
98
95
95
93
78
75
51
0 50 100 150
ID
PH
IN
TH
CN
HK
MY
AU
VN
SG
NZ
JP
TW
KO
Consumer Confidence Index
Q2'2013 19
19
11
11
8
9
5
2
3
14
7
12
12
11
8
9
6
3
The economy
Job security
Increasing utility bills (electricity, gas,
heating, etc)
Health
Increasing food prices
Work/life balance
Increasing fuel prices
Parents' welfare and happiness
Debt
%
Biggest concern Second biggest concern
Q. What is your major concern
over the next 6 months
Base : All respondents n=501
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CONSUMERS SHOW SPENDING RESTRAINT
SPENDING STRATEGIES
SAVING STRATEGIES
67
65
63
Cut down on out-of-home
entertainment
Spend less on new clothes
Try to save on gas and
electricity
%
“Putting spare cash into savings” means consumers are spending less
Q: How to utilize spare cash after covering essential living expenses
Consumer Spending & Saving strategies – Q2’13
66
32
28
29
68
36
33
32
Putting into savings
Holidays / vacations
New clothes
New technology…
Q2 2012
Q2 2013
%
Base : All respondents who answered Yes to Q10 (Code 1) n=440
Source: Nielsen Consumer Confidence Index – Q2’13
Q: Compared to this time last year, which of the following actions have you taken in order to save on
household expenses?
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FMCG IS SLOWING DOWN Fast Moving Consumer Goods market dynamics – Total Vietnam
8,1%
8,0%
14,6%
8,7%
12,8%
9,9%
6,1%4,7% 5,8%
6,6% 7,4%
11,2%12,8%
14,6% 15,5% 14,7%12,9%
10,0%
7,2%
4,3%3,0% 3,0%
11,3%
15,8%
5,5%15,6%
9,5%
11,2%
10,2%15,6%
18,6%
13,9%
15,5%
16,0%
5,9%
5,8% 4,4% 6,5%12,2%
16,8%20,4%
14,0%
11,0%
5,4%
19,4%
23,8%
20,1%
24,2%
22,3%21,1%
16,2%
20,3%
24,4%
20,5%
22,9%
27,2%
18,7%
20,5%19,9%21,2%
25,0%
26,8%27,6%
18,3%
14,0%
8,4%
0%
5%
10%
15%
20%
25%
30%
Unit value change Volume change Nominal growth
Source: Retail Audit Data
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ACROSS SUPER-CATEGORIES
Source: Retail Audit Data
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WHO SHOPPERS MATTER
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1WE ARE THE MOST LABEL-
CONSCIOUS REGION IN THE
WORLD.
2THREE IN FIVE ARE WILLING TO
PAY MORE FOR DESIGNER
PRODUCTS. CHINA, INDIA AND
VIETNAM ARE THE WORLD’S
TOP THREE LOVERS OF ALL
THINGS ‘DESIGNER’.
3WE ARE A REGION OF IMPULSE
SHOPPERS AND EARLY
ADOPTERS. CHINA, INDIA
AND INDONESIA RANK HIGHEST
GLOBALLY.
4WE ‘KNOW BEFORE WE GO’ VIA
RESEARCH AND PRICE
COMPARISONS AND ARE
SENSITIVE TO DEALS.
5PHILIPPINES AND VIETNAM ARE
LURED BY PRODUCTS WITH
FREE GIFTS.
6WE ARE KEEN TO “GO
GREEN”. THAILAND, INDONESIA,
VIETNAM AND THE PHILIPPINES
ARE THE REGION’S MOST ECO-
MINDED AND WILLING TO PAY.
7WE VALUE FAMILY BONDING,
FAMILY PLANNING AND
EDUCATION.
8WHEN BUYING MOBILE
PHONES, FUNCTION PREVAILS
OVER PRICE AND BRAND.
9FOR CLOTHING AND SHOES,
DESIGN WINS OVER PRICE OR
BRAND, PARTICULARLY
FOR THAIS, TAIWANESE AND
VIETNAMESE.
10WHEN BUYING HEALTH AND
BEAUTY PRODUCTS, WE OPT
FOR FUNCTION OVER QUALITY
AND PRICE.
DO YOU KNOW THE ASIAN CONSUMER?
Source: Nielsen Global Report
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AFFORDABLE TO ASPIRATIONALRising middle class
Rising aspirations
AGING POPULATIONCurrent: 64% under 35 years old
65 years old population estimated to grow
4 times by 2050
ON HER MIND TO HER CARTWomen role becomes more important
Quality of living is improved
DO YOU KNOW WHERE YOUR “SHOPPORTUNITIES” ARE?
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MEET THE EMERGING MIDDLE CLASS Vietnam is set to see an enormous rise in its middle class consumer segment and
spending => sophisticated demand to improve quality of living
2010 2011 2012
2
9
27
39
20
3
4
14
32
34
14
2
6
21
38
25
8
2
Class A+
Class B
Class C
Class D
Class E
Class F
95million in
2030
8 million
in 2012
Middle class
44million in
2020
Consumption
$940billion in
2030
$46 billion in
2012
$310billion in
2020
Source: HIB – Nielsen database; OECD Development Centre
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‘PREMIUM’ SHOWING STRONG GROWTHDominated by middle class need for ‘Affordable Premium’
Source: Nielsen Retail Audit April 2011 – Mar 2012
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24
35
21
VALUE
GROWTH RATE 14 FMCG CATEGORIES
10 ASEAN COUNTRIES
VALUE
MAINSTREAM
9.17%
20.34%
20.98%
49.51%
‘PREMIUM’ SHOWING STRONG GROWTHDominated by middle class need for ‘Affordable Premium’
Source: Nielsen Retail Audit April 2011 – Mar 2012
ASIA’S
DECOMPOSITION
OF ‘PREMIUM’
PREMIUM
LOW
(PI: 1.2-1.5) MID
(PI: 1.5-1.8)
HIGH
(PI: 1.8-3)
SUPER
(PI: >3)
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TOP PREMIUM PICKS ARE BISCUITS, FACE
MOISTURIZER, INSTANT MILK FORMULA, DETERGENTInside Asia’s Premium Basket
Source: Nielsen Retail Audit April 2011 – Mar 2012; Hong Kong, Korea, Singapore, China, Indonesia, India, Malaysia, Philippines, Thailand, Vietnam
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WHAT DO THE MIDDLE CLASS NEED IN STORE?
Checklist To…
PRICE TAGS
PACKAGING
DIFFERENTIATED ASSORTMENT
TRIAL PROGRAMES
FRIENDLY SERVICE
AIR-CONDITIONING
HELP CALCULATE
CUE DESIRED IMAGE
OFFER AN OPPORTUNITY TO TRY PREMIUM
ENCOURAGE USAGE
TRY OUT NEW CATEGORIES AND BRANDS
ENJOY MODERN RETAIL ENVIRONMENT
Source: Nielsen Bag or Byte Report
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“GOLDEN POPULATION STRUCTURE”Capitalise on the window of opportunity
Source: Vietnam population 2012 0 1 2 3 4 5
0-4
5-9
10-14
15-19
20-24
25-29
30-34
35-39
40-44
45-49
50-54
55-59
60-64
65-69
70-74
75-79
80-84
85+
MALE FEMALE
Million
• 18 MILLION: the young demographic
of 15-24 years old
• The future potentiality of the country
• Improve the quality of the country’s
human capital
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AGING CONSUMERSDemanding for new and specialized categories
Source: Ministry of Planning and Investment General Statistic Office based on Vietnam census
(*) number of people aged 65 over per 100 youths under age 15
90.6 mil
99.5 mil
105 mil
108 mil
108.7 mil
2014
2024
2034
2044
2049
POPULATION
29.8 y.o
33.9 y.o
38 y.o
39.9 y.o
40.5 y.o
MEDIAN AGE > 65 YEARS OLD
39.9 %
61.1 %
96.7 %
128.1 %
140.8 %
AGING INDEX (*)
5.6 mil
8.6 mil
13.5 mil
17.5 mil
19.5 mil
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TEEN &
YOUNG ADULTPRODUCT FOR
ADULT
SENIOR
PEOPLE
NOW FUTURE
• Soft Drink
• Energy Drink
• Snack
• Toys and Games
• Education Services
• Adult Milk
• Adult Diapers
• Sensitive Toothpaste
• Nutritional Supplements
• Diabetic Foods/ Drinks
• Medical Insurance
• Leisure Travel
GROWTH IMPACT TO YOUR BRAND AND BUSINESS
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HELP AGING CONSUMERS THROUGHOUT THEIR
SHOPPING JOURNEY
Lighter aluminum
shopping carts
Widened aisles
Slower escalators
Lowered shelves
Enlarged
price tags
Magnifying
glass on
shelves
Better lighting
Dedicated
payment lanes
Source: Nielsen Bag or Byte Report
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WHEN IT COMES TO SPENDING DECISIONS,
WOMEN ARE IN CONTROL
Source: Personal Finance Monitor Q1 2013, Nielsen Women of Tomorrow Study 2011
90% of women believe
their role is changing for
the better.
When it comes to life’s
decisions, women want
to share responsibility.
Across 95% of countries,
quality is the #1 driver of
brand loyalty.
Social media has
become an indispensable
tool.
81,880,3
77,079,5
82,8 83,3 83,0 83,5
58,556,0
58,3
63,3
60,5
63,365,5
67,8
50
55
60
65
70
75
80
85
90
Q2
2011
Q3
0211
Q4
2011
Q1
2012
Q2
2012
Q3
2012
Q4
2012
Q1
2013
MALE FEMALE
NUMBER OF WORKING WOMEN IS ON THE RISE
VIETNAM
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WOMEN ARE THE SAME, YET DIFFERENTOpportunity to win not just her wallet but mind and heart
Source: Nielsen Women of Tomorrow Study 2011
DAUGHTERSAV. AGE = 30
OPTIMISTIC
MOTHERSAV. AGE = 47
UNCERTAIN
MOTHERSAV. AGE = 47
GRANDMOTHERSAV. AGE = 67
Most impulsive More shopping ahead Good value conscious Most habitual shopper
• Store decisions are important • Usually plans her shopping list
• While she checks prices, quality of products drives loyalty
Heavier media user Enjoys ads Heavy on texting/email WOM important
She watches TV and listens to the radio on a regular basis
• need to stay connected • information seekers • aspirational • optimistic
• holds multiple roles • burdened • empoweredCONNECT
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FOCUS ON MEETING WOMEN’S NEEDS
• Au Co Accounts/ Deposits
• Ladies First Credit Card
• Women SME Service Package
• 8th March Branch – Women Banking
• Spa, facial treatment
• Yoga, Pilates, Aerobic, Zumba, Sexy
dance, Boxing, K-POP
• Exclusively for women with 6 branches
nationwide
• Designed specifically for modern women
• Calcium volume is 4 times natural milk
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WHAT CONCERNS MATTER
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Health & Nutrition In-home EnjoymentUpgrading for
value continues
WHAT ARE THEIR CONCERNS?
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HEALTH IS AMONG CONSUMERS’ TOP CONCERNS
Consumers’ biggest concerns – Q2’13
Economy19%
Job Security19%
Health11%
Source: World Health Organization
0
20
40
60
80
100
120
140
160
180
200
1995 1997 1999 2001 2003 2005 2007 2009
Indonesia
Myanmar
Philippines
Thailand
Vietnam
Source: Nielsen Consumer Confidence Report Q2-2013
Total health spending per capita – USD
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Eat/ drink in moderation 78%
Eat fresh/ natural food 47%
Physical exercise 46%
Consider the meal’s nutrition 41%
Keep mind relaxed 35%
NUTRITIONAL BALANCE IS CONSIDERED ESSENTIAL
FOR GOOD HEALTH
Q20. Current and plan-to-do solutions (All respondents n=700)
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DAIRY & JUICES ARE REGULARLY CONSUMED Future opportunity for more advanced nutritional products
TOP ‘HEALTHY’ FOOD CONSUMED REGULARLY
FRUIT JUICES 46%
SOY MILK 44%
BEANS/ PEANUTS 37%
CHOLESTEROL-REDUCED COOKING OIL 35%
LIQUID MILK 31%
YOGURT 18%
Source: Nielsen Global Survey of Food Labeling Trends Jan’12
Nielsen Retail Audit data
LIQUID MILK
+22%
SOYA MILK
+17%
DRINKING
YOGHURT
+27%
VOLUME GROWTH – MAT JUN’13 VS. YA
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COMMUNICATING SUFFICIENT NUTRITIONAL
INGREDIENTS TO ACHIEVE BRAND SALIENCE…Key factors considered when purchasing healthy/ nutritional food (%)
Source: Q23. Key factors considered when purchasing healthy/ nutritional food (All respondents n=700)
Nielsen H&N Qualitative Study Q1’13
36
25
23
88
Sufficient nutritional
ingredientsReduced risk of disease
Affordable
Approved by health
professionals
I always buy products from popular brands and
having nice packaging, with health certification
(Youth, HN)
My criteria: sufficient nutritional ingredients
(changing dishes everyday to ensure enough nutrition
for family)
(Mum with children, HCM/HN)
“
”
“
”
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NUTRITIONAL FACT LABELS: HOW TO ENSURE
PRODUCT QUALITY?
Q29/ 30/ 31. Packaging of products: Nutrition in formation/ supplement facts (All respondents n=700)
How often do you read it?
64%Always/ Most of the time
How much do you understand?
Nutrition
Facts Label
67%All/ Most
Do you believe it?
68%All/ Most
52% 27% 25%
Source: Nielsen Global Survey of Food Labeling Trends Jan’12
INDIA THAILAND CHINA
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67
65
63
49
46
44
44
41
29
22
21
19
18
15
11
1
Cut down on out-of-home entertainment
Spend less on new clothes
Try to save on gas and electricity
Delay upgrading technology, eg. PC, Mobile etc
Cut out annual vacation
Delay the replacement of major household items
Cut down on telephone expenses
Cut down on take-away meals
Cut down on holidays/short breaks
Use my car less often
Switch to cheaper grocery brands
Cut down on or buy cheaper brands of alcohol
Cut down on smoking
Cut down on at-home entertainment
Look for better deals on home loans, insurance, credit…
I have taken other actions not listed above
%
Base : All respondents n=500
Source: Nielsen Global CCI Report Q2-2013
OUT-OF HOME ENTERTAINMENT IS ON THE TOP OF
THE LIST OF SPENDING CUTS
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ON PREMISE
+8%
AT HOME ENJOYMENT IS INCREASING!!
BEVERAGE CHANNELS BEVERAGE PACKAGE
PLASTIC BOTTLE
MULTI SERVE
12% share, +24%
FROM OUT-OF-HOME TO IN-HOME ENTERTAINMENT
Source: Nielsen Retail Audit Data Sep 13
OFF PREMISE
+18%
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ry.
35
Maggi: Thơm ngon sáng bóng như nhà hàng
Rejoice: Bring spa to home
MORE COMMUNICATION ON IN-HOME ENJOYMENT
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36
MORE VALUES IN 1 PRODUCT
Yoghurt with collagen Beverage with Vitamins
Foundation + Moisturizer
Nutritional Beverage
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UPGRADING TO PREMIUM CONTINUES
Volume % share of premium segment (Ave price index >120)
0,0
5,0
10,0
15,0
20,0
25,0
30,0
35,0
40,0
45,0
50,0
MAT LY MAT TY
Source: Nielsen Retail Audit Data Sep 13
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HOW TOUCH POINTS
MATTER
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39
HOW DO WE REACH THEM?
TELEVISIONMost effective channel
influencing consumers’
decision
ONLINEWidely spreads in Asia
as well as in Vietnam
MOBILEEmbracing as new
channel
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40
ADVERTISING CONTINUES TO INFLUENCE DECISIONS
Source: Nielsen Global Survey of Consumer Shopping Behaviour Q3 2012;
Nielsen Personal Finance Monitor Q1 2013; Omnibus 2012
SEEN ADVERTISING ON MEDIA CHANNELS
Television 96
Outdoor advertising 74
News/ Magazine 49
Advertising at bus station 38
LCD screen at building, office 15
Bus LCD screen 14
LCD screen at coffee shop 11
MOST POPULAR CHANNELS
Everyday
More than once a day
FREQUENCY
33%
67%58% 36% 31%
COMMERCIALS WILL INCREASE MY BRAND PREFERENCE% of respondents who strongly/ somewhat agree
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41Source: Nielsen Smartphone Insights 2012; Nielsen Omnibus May 2013; Nielsen Business Barometer 2012
SMARTPHONE USAGE
INTERNET USAGE
2011 18%
2012 30%
66% accessed
internet in P6M
‘DIGITAL’ IS WIDELY PERVASIVE IN VIETNAM
Connected with: Phone + TV+
Internet (46% smartphone
users and 43% Ipad users also
use them when watching TV)
Faster Information. Better
Entertainment
MULTI SCREENS DISPLAY
Time on internet: > 16h/week
Viral Marketing is engaging with
consumers and make them talk…
about your brands… for free!
Build brand acceptability
ONLINE ADVERTISING
1990 1991 1992 1993 1994 1995 1996 1997 1998 1999 2000 2001 2002 2003 2004 2005 2006 2007 2008 2009 2010 2011
Vietnam
Philippines
Indonesia
Malaysia
ThailandNo. of cellphones (per 100 people)
3G
An increasing investment
towards internet … 16% in
2012 vs. 5% in 2011
INVESTMENT IN INTERNET
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42
59
49
59
70
47
48
53
72Conduct research online (for example,
checked price, read a consumer review,)
Look up product information online
Read a grocery retailer's circular/flyer
online
Compare prices for a grocery product
online
Browse a manufacturer's website for a
grocery category
Look for deals online
Look for coupons from an online coupon
site
Purchase a product online
ONLINE PURCHASING IS NOT COMMON YET, BUT
ONLINE BEHAVIORS PROMISES POTENTIALITY
Base : All respondents n=506
Source: Nielsen Global Digital Shopping Report Q12012
51
42
37
35
30
44
49
19
36
44
45
50
44
40
36
37
14
15
18
15
26
16
15
44
Daily Weekly Monthly
Thinking about Household Grocery Shopping, which of the following
activities have you done in the last month on Any Online Connected
Device?
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43
PURCHASE INTENT REMAINS DIVERSIFIED ACROSS
CONNECTED DEVICES
Base : All respondents n=506
Source: Nielsen Global Digital Shopping Report Q12012
What categories of products do you plan to purchase on Any Connected
Device in the next 3 to 6 months?
Apparel / Accessory / Shoes / Jewelry 47%
Household Appliance 47%
Mobile Phone (Included accessory) 43%
Food & Beverage 39%
Travel Service Reservation 36%
Entertainment Tickets 36%
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44
RETAILERS REJOICE AS STORE HOURS NO LONGER
DICTATE SHOPPING HOURS
NOW FUTURE
Which store are you hitting?
Cash or credit?
Which website, app?
From consumer to shopper when
you enter the store
What did the online review say?
Paypal, credit, e-wallet?
Source: Nielsen Bag or Byte Report
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45
7 OUT OF 10 SINGAPOREANS RECEIVE
MOBILE ADS AT LEAST
ONCE A DAY
7 OUT OF 10 SINGAPOREANS ACCESS
THEIR EMAILS ON THEIR
MOBILE DEVICES
1 OF 3IN MALAYSIA
AND SINGAPOREBANK ON THEIR PHONES
$ $MALAYSIAN BUY MOBILE
DEVICES THAT OFFER
WIDE CHOICE OF
APPLICATIONS
CONSUMERS IN VIETNAM
SELECT MOBILE DEVICES
THAT GIVE THEM
GOOD VALUE
FOR MONEY
EASE OF USE &
RELIABILITY
ARE IMPORTANT TO
CONSUMERS IN
THE PHILLIPINES
INDONESIAN
CONSUMERS GO FOR
INNOVATIVE
FEATURES &
STYLISH DESIGNS
MOST OF VIETNAMESE
BUY THEIR MOBILE
PHONES FROM
MAJOR
ELECTRONIC
STORES
4 OUT OF 10 INDONESIANS BUY THEIR
PHONES ONLINE
VIETNAMESE WATCH
MOBILE VIDEOSUSING AN APP
79%
MALAYSIANS ARE THE
HEAVIEST USERS OF
SOCIAL MEDIA &
WEB BROWSINGON THEIR PHONES
MALAYSIA AND
SINGAPORE ARE
BIG ON APPS
MORE STREAM ONLINE MUSIC
THAN SHOP ON THEIR
MOBILE PHONES SHOPPING
HAS ROOM TO GROW ACROSS
ALL SEA
COUNTRIES
MAJORITY IN SINGAPORE,
MALAYSIA AND VIETNAM
BROWSE
THE WEB
ON THEIR MOBILE PHONES
1 of 3
IN VIETNAM, INDONESIA
AND THE PHILIPPINES
NEVER LOOK AT
MOBILE ADS
MAJORITY IN INDONESIA,
VIETNAM AND
THE PHILIPPINES PREFER
PRE-PAID SERVICE TO
FIXED CONTRACTS
THE ASIAN MOBILE CONSUMER
Source: Nielsen Global Report
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Source of support
before and during
shopping trip
mobile
penetration in
Asia
SHOP
83%
SHARE
SEARCH
Source: Nielsen Research
MOBILE SHOPPING IS FAST-SHAPING RETAIL ASIA
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4747
7-ELEVEN has begun testing
NFC enabled kiosks at the store
entrance, so that users can
download coupons before
shopping.
ENGAGE
WITH CONSUMERS
ENHANCE
SHOPPING
EXPERIENCE
DRIVE
INCREMENTAL
SALES
TESCO catalogue accessed by
Smartphone users via QR code
scans.
STARBUCKS has made a high-
profile decision to push the new
mobile payments firm Square
MANUFACTURERS AND RETAILERS ARE EMBRACING
MOBILE AS A NEW CHANNEL
Source: Nielsen Global Report
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MOBILE TECH BRINGS BIG RETAIL BRANDS TO
RURAL INDIA
1. Sales staff visits shop
owner
2. Presents Product
Range
3. Takes order and
messages via mobile app
4. Orders sent as
mobile phone
messages appear in a
central server
5. Orders are lodged by
rural retail customers
6. Consignments are
packed into a small
goods truck and driven
to village stores
Source: Nielsen Global Report
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GROWTH - HEALTH & NUTRITION
- AT-HOME ENJOYMENT
- MORE IN ONE
- MIDDLE CLASS
- AGING POPULATION
- ROLE OF WOMEN
- TELEVISION
- INTERNET
- PHONE
WHO WHAT HOW
A FINAL THOUGHT
THANK YOU