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B2B E-Commerce - UK - June 2015

"In absolute terms the B2B e-commerce market it is also growing at a faster rate than the B2C sector. Yet the B2B sector still has major growth opportunity. More than half of companies make purchases through e-commerce, but less than 22% of companies actually make sales through e-commerce."
Terry Leggett, Senior Analyst

This report answers the following questions:

  • Why does B2B e-commerce have two separate routes to market?
  • Is the potential complexity of a B2B sale a restriction on e-commerce activity?
  • Are there major differences in industry penetration?
  • With the market so dynamic are there major changes in the industry participants

EDI is a firmly established purchasing media that continues to grow market share due to the increasing importance of large companies and chains of both retailers and wholesalers. This is why e-commerce is more prevalent as a purchasing tool among larger companies. SMEs are a much less developed sector, and are typically targeted through website sales. However, this sector has become very dynamic, with B2B website sales already greater than B2C sales. Industry penetration remains low among smaller companies and there is substantial scope for growth.

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Table of contents

  1. Executive Summary

      • The market
        • Figure 1: The B2B e-commerce sales development, 2010-14 actual and 2015-19 forecast
        • Figure 2: The B2B e-commerce sales development, by type of activity, 2010-14 actual and 2015-19 forecast
        • Figure 3: EDI sales segmentation, by industry, 2014
        • Figure 4: Website sales segmentation, by industry, 2014
        • Figure 5: Proportion of companies making sales and purchases through e-commerce, by sector, 2013
      • Market factors
        • Figure 6: Proportion of businesses making e-commerce sales, 2009-13
        • Figure 7: Proportion of businesses making e-commerce purchases, by size of business, 2013
      • Companies
        • What we think
        • Key Insights

            • Why does B2B e-commerce have two separate routes to market?
              • Is the potential complexity of a B2B sale a restriction on e-commerce activity?
                • Are there major differences in industry penetration?
                  • With the market so dynamic are there major changes in the industry participants?
                  • Introduction

                    • Definitions
                      • Methodology
                        • Abbreviations
                          • Market positioning
                            • Customer data
                              • Coverage
                                • Market targeting
                                  • Economic advantage
                                    • Convenience
                                      • Payment simplicity
                                        • Product return
                                          • Perceived environmental compatibility
                                            • Check out abandonment
                                              • Price competition
                                                • Lack of interactivity
                                                • UK Economy

                                                  • UK Economy
                                                    • Overview
                                                      • Figure 8: UK GDP quarterly development, 2003-15
                                                      • Figure 9: UK GDP in economic downturns and recoveries since 1979
                                                    • Inflation
                                                      • Interest rates
                                                        • House prices
                                                          • Consumer spending
                                                            • Manufacturing
                                                              • Business investment
                                                                • Figure 10: UK GFCF 2003-15
                                                              • Imports
                                                                • Exports
                                                                • Market Factors

                                                                  • Internet access and usage
                                                                    • Figure 11: Worldwide Internet usage, by region, 2010-14
                                                                    • Figure 12: Proportion of businesses with internet access, by size of company, 2009-13
                                                                    • Figure 13: Proportion of businesses with broadband, by size of company, 2009-13
                                                                    • Figure 14: Proportion of businesses by maximum contracted internet connection speed, by size of company, 2010-13
                                                                  • Consumers have quickly adopted e-commerce in the UK, so familiarity affects business behaviour
                                                                    • Figure 15: Consumer internet take up, 2010-14
                                                                  • Consumers have widespread experience of the internet
                                                                    • Figure 16: Consumer use of the internet, by activity, 2014 #
                                                                    • Figure 17: Number of purchases made on cards, 2010-14
                                                                  • Business web sites still not quite universal
                                                                    • Figure 18: Proportion of businesses with a website, by size of business, 2009-13
                                                                  • Increasing use of a website to make sales, but EDI is more mature, if specialised
                                                                    • Figure 19: Proportion of businesses making e-commerce sales, 2009-13
                                                                  • E-commerce purchasing is highest among large companies
                                                                    • Figure 20: Proportion of businesses making e-commerce purchases, by size of business, 2009-13
                                                                • Market Size and Trends

                                                                  • Key analysis
                                                                    • Market size
                                                                      • Figure 21: The total UK e-commerce market, 2010-14
                                                                      • Figure 22: Comparison of the B2B and B2C e-commerce market, 2010-14
                                                                    • Market trends
                                                                        • Figure 23: Analysis of the total UK e-commerce market, by type of sale, 2010-14
                                                                        • Figure 24: Segmentation of the UK e-commerce website sales, by type of sale, 2010-14
                                                                    • Market Segmentation

                                                                      • Key analysis
                                                                        • Market segmentation
                                                                          • Figure 25: Proportion of companies making sales and purchases through e-commerce, by sector, 2013
                                                                        • Manufacturing
                                                                          • Figure 26: Manufacturing sales made through e-commerce, by type of sale, 2010-14
                                                                          • Figure 27: Manufacturers making sales and purchases through e-commerce, 2009-13
                                                                          • Figure 28: The role of the manufacturing sector in e-commerce sales, by type of sale, 2010-14
                                                                        • Utilities
                                                                          • Figure 29: Utility sales made through e-commerce, by type of sale, 2010-14
                                                                          • Figure 30: Utilities making purchases through e-commerce, 2009-13
                                                                          • Figure 31: The role of the utilities sector in e-commerce sales, by type of sale, 2010-14
                                                                        • Construction
                                                                          • Figure 32: Construction sales made through e-commerce, by type of sale, 2010-14
                                                                          • Figure 33: Construction companies making sales and purchases through e-commerce, 2009-13
                                                                          • Figure 34: The role of the construction sector in e-commerce sales, by type of sale, 2010-14
                                                                        • Wholesaling
                                                                          • Figure 35: Wholesale sales made through e-commerce, by type of sale, 2010-14
                                                                          • Figure 36: Wholesalers making sales and purchases through e-commerce, 2009-13
                                                                          • Figure 37: The role of the wholesaling sector in e-commerce sales, by type of sale, 2010-14
                                                                        • Retailing
                                                                          • Figure 38: Retail sales made through e-commerce, by type of sale, 2010-14
                                                                          • Figure 39: Retailers making sales and purchases through e-commerce, 2009-13
                                                                          • Figure 40: The role of the retailing sector in e-commerce sales, by type of sale, 2010-14
                                                                        • Transport
                                                                          • Figure 41: Transport sales made through e-commerce, by type of sale, 2010-14
                                                                          • Figure 42: Transport companies making purchases through e-commerce, 2009-13
                                                                          • Figure 43: The role of the transport sector in e-commerce sales, by type of sale, 2010-14
                                                                        • Accommodation
                                                                          • Figure 44: Accommodation sales made through e-commerce, by type of sale, 2010-14
                                                                          • Figure 45: Accommodation suppliers making sales and purchases through e-commerce, 2009-13
                                                                          • Figure 46: The role of the accommodation sector in e-commerce sales, by type of sale, 2010-14
                                                                        • Information and communication
                                                                          • Figure 47: Information and communication sales made through e-commerce, by type of sale, 2010-14
                                                                          • Figure 48: Information and communication companies making purchases through e-commerce, 2009-13
                                                                          • Figure 49: The role of the information and communication sector in e-commerce sales, by type of sale, 2010-14
                                                                        • Other services
                                                                          • Figure 50: Other services sales made through e-commerce, by type of sale, 2010-14
                                                                          • Figure 51: Accommodation suppliers making sales and purchases through e-commerce, 2009-13
                                                                          • Figure 52: The role of the other services sector in e-commerce sales, by type of sale, 2010-14
                                                                      • Industry Structure

                                                                        • Key analysis
                                                                          • Industry development
                                                                              • Figure 53: Development of the dedicated retail sales via mail order or Internet industry, 2010-14
                                                                              • Figure 54: Development of companies making e-commerce sales, 2009-13
                                                                              • Figure 55: Development of manufacturing companies making e-commerce sales, 2009-13
                                                                              • Figure 56: Development of construction companies making e-commerce sales, 2009-13
                                                                              • Figure 57: Development of wholesale companies making e-commerce sales, 2009-13
                                                                              • Figure 58: Development of retail companies making e-commerce sales, 2009-13
                                                                              • Figure 59: Development of accommodation and food services companies making e-commerce sales, 2009-13
                                                                              • Figure 60: Development of information and communication companies making e-commerce sales, 2009-13
                                                                              • Figure 61: Development of other services companies making e-commerce sales, 2009-13
                                                                            • Structure by turnover
                                                                              • Figure 62: Analysis of the dedicated retail sales via mail order or Internet industry, 2010-14
                                                                            • Structure by employment
                                                                              • Figure 63: Analysis of the employment structure of the dedicated retail sales via mail order or Internet industry, 2010-14
                                                                              • Figure 64: Proportion of businesses making e-commerce sales, by number of employees, 2009-13
                                                                              • Figure 65: Proportion of businesses making website sales, by number of employees, 2009-13
                                                                              • Figure 66: Proportion of businesses making EDI sales, by number of employees, 2009-13
                                                                            • Company profiles
                                                                            • Alibaba Group Holding

                                                                                • Figure 67: Financial analysis of Alibaba Group Holdings, 2012-15
                                                                                • Figure 68: Turnover analysis of Alibaba Group Holdings, 2015
                                                                              • Company strategy
                                                                              • Allparts Automotive

                                                                                  • Figure 69: Financial analysis of Allparts Automotive, 2010-14
                                                                                • Company strategy
                                                                                • Amazon

                                                                                      • Figure 70: Turnover analysis of Amazon, 2011-14
                                                                                    • Company strategy
                                                                                    • Dabs.com

                                                                                        • Figure 71: Financial analysis of Dabs.com, 2010-14
                                                                                      • Company strategy
                                                                                      • Dell Corporation

                                                                                            • Figure 72: Financial analysis of Dell, 2010-14
                                                                                          • Company strategy
                                                                                          • Ebuyer (UK)

                                                                                                • Figure 73: Financial analysis of Ebuyer (UK), 2009-13
                                                                                              • Company strategy
                                                                                              • Electrocomponents

                                                                                                  • Figure 74: Financial analysis of Electrocomponents, 2011-15
                                                                                                  • Figure 75: Geographical analysis of Electrocomponents Turnover, 2015
                                                                                                • Company strategy
                                                                                                • Orbital Fasteners Holdings

                                                                                                      • Figure 76: Financial analysis of Orbital Fasteners Holdings, 2011-13
                                                                                                    • Company strategy
                                                                                                    • Staples

                                                                                                        • Company strategy
                                                                                                        • Screwfix Direct

                                                                                                              • Figure 77: Financial analysis of Screwfix Direct, 2010-14
                                                                                                            • Company strategy
                                                                                                            • UK Office Direct

                                                                                                                  • Figure 78: Financial Analysis of UK Office Direct (UK), 2010-14
                                                                                                                • Company strategy
                                                                                                                • Forecast

                                                                                                                    • The market
                                                                                                                      • Figure 79: The forecast total UK e-commerce market, 2015-19
                                                                                                                      • Figure 80: Forecast comparison of the B2B and B2C e-commerce market, 2015-19
                                                                                                                      • Figure 81: Forecast comparison of website and EDI sales in the B2B e-commerce market, 2015-19

                                                                                                                  Companies Covered

                                                                                                                  To learn more about the companies covered in this report please contact us.

                                                                                                                  B2B E-Commerce - UK - June 2015

                                                                                                                  £995.00 (Excl.Tax)