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Home Shopping - Europe - July 2012

Home shopping is changing. The days when it was dominated by 1,000 page catalogues are long gone and many of those operators have disappeared, some have failed, others have been absorbed. Now online is the dominant channel for home shopping and successful retailers are integrating their online and offline operations so that the dividing line between the two becomes ever more blurred.

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Table of contents

  1. Executive Summary

    • Market size
      • Figure 1: Europe: Total home shopping revenues and online revenues (excl. VAT), 2011
      • Figure 2: Europe: Home shopping as % all retail sales (excl. automotive fuel), 2011
    • Per capita
      • Figure 3: Europe: Annual home shopping revenues and e-commerce revenues per capita, 2011
    • Leading retailers
      • Figure 4: Europe: Leading retail websites by visitor numbers, May 2012
      • Figure 5: Europe: Leading home shopping operators’ market shares, 2011
  2. Report Scope and Technical Notes

    • Coverage
      • Definitions
        • Abbreviations
          • Technical notes
            • Financial definitions
              • Currencies
                • Country codes
                  • Figure 6: Country codes
                • VAT
                    • Figure 7: Europe: Standard VAT rates, 2010-12
                • European Home Shopping Market

                  • Key points
                    • The European consumer
                      • Figure 8: Europe: Percentage of households with broadband internet access, 2007-11
                      • Figure 9: Europe: Percentage of all individuals having made an online purchase in the past three months, 2009-11
                      • Figure 10: Europe: Percentage of all individuals having made an online purchase in the past 12 months, by category, 2011
                    • Market size
                      • The home shopping sector
                        • Figure 11: The European home shopping market, 2011
                      • North-south divide
                        • Figure 12: Europe: Home shopping markets (excl. VAT), 2011
                        • Figure 13: Europe: Home shopping as % all retail sales (excluding automotive fuel), 2011
                        • Figure 14: Europe: Annual home shopping revenues and e-commerce revenues per capita, 2011
                        • Figure 15: Home shopping sales, by channel, 2011
                      • Online
                        • Figure 16: Europe: Online’s share of home shopping sales by country, 2011
                        • Figure 17: Online’s share of all retail sales, 2011
                      • Leading home shopping operators
                        • And what about price?
                          • Leading websites
                              • Figure 18: Most visited websites, May 2012
                            • Catalogues
                              • Market leaders
                                • Figure 19: Europe: Home shopping market leaders, 2011
                                • Figure 20: European operations of major home shopping companies, Austria to Ireland, 2012
                                • Figure 21: European operations of major home shopping companies, Italy to UK, 2012
                              • Prospects
                                • What about catalogues?
                                  • Integrating retail
                                  • France

                                    • Executive summary
                                      • The consumer
                                        • Online shopping activities
                                          • Figure 22: France: Online shopping activities performed in the past three months, January 2012
                                          • Figure 23: France: Means of access for online shopping in the past three months, January 2012
                                        • Broadband access
                                          • Figure 24: France: Percentage of households having broadband internet access, 2007-11
                                          • Figure 25: France: Percentage of households having broadband internet access, by type of household, 2011
                                          • Figure 26: Percentage of households having broadband internet access, selected countries, 2011
                                        • E-commerce penetration levels
                                          • Figure 27: France: Last online purchase of goods or services for personal use, percentage of all individuals, 2007-11
                                          • Figure 28: France: Online purchases of goods or services for personal use in the past 12 months, selected categories, percentage of all individuals, 2010-11
                                          • Figure 29: Percentage of all individuals purchasing goods or services for personal use in the past three months, selected countries, 2011
                                        • Sector size and forecast
                                          • Key points
                                            • Economic context
                                              • Total home shopping revenues
                                                • Figure 30: France: Total home shopping retail sales, 2008-11
                                                • Figure 31: France: Distribution of home shopping revenues, 2011
                                                • Figure 32: France: Home shopping revenues as percentage of all retail sales (excl. automotive fuel), 2008-11
                                              • Product mix
                                                • Home shopping specialists’ sales and forecasts
                                                  • Figure 33: France: Home shopping specialists’ sector sales, 2007-11
                                                  • Figure 34: France: Home shopping specialists’ sector sales forecasts, 2012-17
                                                • Leading home shopping specialists
                                                  • Key points
                                                    • Leading retailers
                                                      • Amazon soars, longstanding specialists suffer
                                                        • French home shopping traditionally backed by shops
                                                          • Weaknesses exposed
                                                            • Domestic-originated pureplayers
                                                              • Footwear pureplayers fight it out
                                                                • TV shopping
                                                                  • Figure 35: France: Leading home shopping specialists, 2010/11-2011/12
                                                                • Market shares
                                                                  • Figure 36: France: Leading home shopping specialists’ shares of total home shopping sales, 2011
                                                                • The top 50 retail websites
                                                                  • Figure 37: France: Leading 50 retail websites, by number of unique visitors, April 2012
                                                                • The top ten shopping comparison sites
                                                                  • Figure 38: France: Leading ten shopping comparison websites, by number of unique visitors, April 2012
                                                              • Germany

                                                                • Executive summary
                                                                  • The consumer
                                                                    • Online shopping activities
                                                                      • Figure 39: Germany: Online shopping activities performed in the past three months, January 2012
                                                                      • Figure 40: Germany: Means of access for online shopping in the past three months, January 2012
                                                                    • Broadband access
                                                                      • Figure 41: Germany: Percentage of households having broadband internet access, 2007-11
                                                                      • Figure 42: Germany: Percentage of households having broadband internet access, by type of household, 2011
                                                                      • Figure 43: Percentage of households having broadband internet access, selected countries, 2011
                                                                    • E-commerce penetration levels
                                                                      • Figure 44: Germany: Last online purchase of goods or services for personal use, percentage of all individuals, 2007-11
                                                                      • Figure 45: Germany: Online purchases of goods or services for personal use in the past 12 months, selected categories, percentage of all individuals, 2010-11
                                                                      • Figure 46: Percentage of all individuals purchasing goods or services for personal use in the past three months, selected countries, 2011
                                                                    • Sector size and forecast
                                                                      • Key points
                                                                        • Economic context
                                                                          • Total home shopping revenues
                                                                            • Figure 47: Germany: Total home shopping retail sales, 2007-11
                                                                            • Figure 48: Germany: Distribution of home shopping revenues, 2011
                                                                            • Figure 49: Germany: Home shopping revenues as percentage of all retail sales (excl. automotive fuel), 2007-11
                                                                          • Product mix
                                                                              • Figure 50: Germany: Total home shopping revenues, major categories, 2011
                                                                            • Home shopping specialists’ sales and forecasts
                                                                              • Figure 51: Germany: Home shopping specialists’ sector sales, 2007-11
                                                                              • Figure 52: Germany: Home shopping specialists’ sector sales forecasts, 2012-17
                                                                            • Leading home shopping specialists
                                                                              • Key points
                                                                                • The leading specialists by revenues
                                                                                  • Big-book leaders
                                                                                    • Conservative catalogue operators
                                                                                      • Amazon
                                                                                        • TV shopping
                                                                                          • Figure 53: Germany: TV shopping market shares, 2011
                                                                                        • Domestic pureplayers
                                                                                          • Other pureplayers
                                                                                            • Figure 54: Germany: Leading home shopping specialists, 2010/11-2011/12
                                                                                          • Market shares
                                                                                            • Figure 55: Germany: Leading home shopping specialists’ shares of total home shopping sales, 2011
                                                                                          • The top 50 retail websites
                                                                                            • Figure 56: Germany: Leading 50 retail websites, by number of unique visitors, April 2012
                                                                                          • The top ten shopping comparison sites
                                                                                            • Figure 57: Germany: Leading ten shopping comparison websites, by number of unique visitors, April 2012
                                                                                        • Italy

                                                                                          • Executive summary
                                                                                            • The consumer
                                                                                              • Online shopping activities
                                                                                                • Figure 58: Italy: Online shopping activities performed in the past three months, January 2012
                                                                                                • Figure 59: Italy: Means of access for online shopping in the past three months, January 2012
                                                                                              • Broadband access
                                                                                                • Figure 60: Italy: Percentage of households having broadband internet access, 2006-11
                                                                                                • Figure 61: Italy: Percentage of households having broadband internet access, by type of household, 2011
                                                                                              • E-commerce penetration levels
                                                                                                • Figure 62: Italy: Last online purchase of goods or services for personal use, percentage of all individuals, 2007-11
                                                                                                • Figure 63: Italy: Online purchases of goods or services for personal use in the past 12 months, selected categories, percentage of all individuals, 2010 and 2011
                                                                                              • Sector size and forecast
                                                                                                • Economic context
                                                                                                  • Total home shopping revenues
                                                                                                    • Figure 64: Italy: Mail order sales, 2007-11
                                                                                                    • Figure 65: Italy: Estimated home shopping market, 2007-11
                                                                                                    • Figure 66: Home shopping channels of distribution, 2011
                                                                                                    • Figure 67: Italy: Home shopping sales, 2011-17
                                                                                                  • Leading home shopping specialists
                                                                                                    • Figure 68: Italy: Retail website visitors, May 2012
                                                                                                    • Figure 69: Italy: Leading home shopping retailers, 2011
                                                                                                • Spain

                                                                                                  • Executive summary
                                                                                                    • The consumer
                                                                                                      • Online shopping activities
                                                                                                        • Figure 70: Spain: Online shopping activities performed in the past three months, January 2012
                                                                                                        • Figure 71: Spain: Means of access for online shopping in the past three months, January 2012
                                                                                                      • Broadband access
                                                                                                        • Figure 72: Spain: Percentage of households having broadband internet access, 2006-11
                                                                                                        • Figure 73: Spain: Percentage of households having broadband internet access, by type of household, 2011
                                                                                                      • E-commerce penetration levels
                                                                                                        • Figure 74: Spain: Last online purchase of goods or services for personal use, percentage of all individuals, 2007-11
                                                                                                        • Figure 75: Spain: Online purchases of goods or services for personal use in the past 12 months, selected categories, percentage of all individuals, 2010-11
                                                                                                      • Sector size and forecast
                                                                                                        • Economic context
                                                                                                          • Total home shopping revenues
                                                                                                            • Sources:
                                                                                                              • Figure 76: Spain: Non-store retailing, 2007-11
                                                                                                              • Figure 77: Spain: Online sales to consumers in the wholesale, motors and retail trades, 2007-11
                                                                                                              • Figure 78: Spain: Home shopping market, 2007-11
                                                                                                              • Figure 79: Spain: Total home shopping as a % of all retail sales, 2007-11
                                                                                                            • Forecast
                                                                                                              • Figure 80: Home shopping market sales forecasts, 2012-17
                                                                                                            • Leading home shopping specialists
                                                                                                              • Figure 81: Spain: Retail website unique visitors, May 2012
                                                                                                            • Leading retailers
                                                                                                              • Figure 82: Spain: Home shopping market leaders, 2011 (est)
                                                                                                          • United Kingdom

                                                                                                            • Introduction
                                                                                                              • Market size and market shares
                                                                                                                • Abbreviations
                                                                                                                  • Executive summary
                                                                                                                    • The market
                                                                                                                      • Forecast
                                                                                                                        • Figure 83: Home shopping sales, 2007-17
                                                                                                                      • Online
                                                                                                                        • Figure 84: Home shopping sales as % of all retail sales, 2005-12
                                                                                                                        • Figure 85: UK: Use of home shopping, 2000 and 2012
                                                                                                                      • Companies, brands and innovation
                                                                                                                        • Figure 86: UK: Home shopping: channels of distribution, 2011
                                                                                                                        • Figure 87: UK: Market shares of Top 10 home shopping retailers, 2006/07-2011/12
                                                                                                                      • Product mix
                                                                                                                        • Figure 88: UK: Home shopping: summary product mix, 2011
                                                                                                                      • The consumer
                                                                                                                        • Figure 89: UK: Profile of home shopping users, by channel, May 2012
                                                                                                                      • Market leaders
                                                                                                                        • Figure 90: UK: Top 10 websites by usage, May 2012
                                                                                                                      • How people shop
                                                                                                                        • Figure 91: UK: Browsing and buying from home, May 2012
                                                                                                                        • Figure 92: UK: Where people browse and buy, May 2012
                                                                                                                      • The decision making process
                                                                                                                        • What we think
                                                                                                                          • Issues in the market
                                                                                                                            • Why have the old market leaders not succeeded in the new environment?
                                                                                                                              • Is there a limit for pure plays?
                                                                                                                                • And what about all this new technology which is coming on stream?
                                                                                                                                  • So how important is price?
                                                                                                                                    • Isn’t it becoming rather difficult to distinguish between online and store-based shopping?
                                                                                                                                      • Future opportunities
                                                                                                                                        • Access all Areas
                                                                                                                                          • Re-teching the Past
                                                                                                                                            • 2015 Trend: Old Gold
                                                                                                                                              • The market environment
                                                                                                                                                • Online, e-commerce, and m-commerce
                                                                                                                                                  • Frequency of internet use
                                                                                                                                                    • Figure 93: UK: Frequency of internet use: percentage of all individuals, 2007-11
                                                                                                                                                    • Figure 94: UK: Percentage of all individuals accessing the internet daily, selected countries, 2011
                                                                                                                                                  • Accessing the internet
                                                                                                                                                    • Figure 95: UK: Methods of accessing the internet in the past six months, January 2012
                                                                                                                                                    • Figure 96: UK: Online shopping activities performed in the past three months, January 2012
                                                                                                                                                    • Figure 97: UK: Means of access for online shopping in the past three months, January 2012
                                                                                                                                                  • Broadband access
                                                                                                                                                    • Figure 98: UK: Percentage of households having broadband internet access, 2007-11
                                                                                                                                                    • Figure 99: UK: Percentage of households having broadband internet access, by type of household, 2011
                                                                                                                                                    • Figure 100: UK: Percentage of households having broadband internet access, selected countries, 2011
                                                                                                                                                  • E-commerce penetration levels
                                                                                                                                                    • Figure 101: UK: Last online purchase of goods or services for personal use, percentage of all individuals, 2007-11
                                                                                                                                                    • Figure 102: UK: Online purchases of goods or services for personal use in the past 12 months, selected categories, percentage of all individuals, 2010 and 2011
                                                                                                                                                    • Figure 103: UK: Percentage of all individuals purchasing goods or services for personal use in the past three months, selected countries, 2011
                                                                                                                                                  • The economic context
                                                                                                                                                    • The economy
                                                                                                                                                      • Figure 104: UK: Real-terms GDP growth, quarter-on-quarter and year-on-year, Q4 2009-Q1 2012
                                                                                                                                                    • Confidence
                                                                                                                                                      • Figure 105: UK: Retail trade confidence and consumer confidence, Jun 2011-May 2012
                                                                                                                                                    • Inflation and incomes
                                                                                                                                                      • Figure 106: Annual % change in average weekly earnings and annual % change in all-items harmonised indices of consumer prices, Jan 2010-Mar 2012
                                                                                                                                                    • Who’s innovating?
                                                                                                                                                      • Augmenting collection options
                                                                                                                                                        • … and major retailers develop click-and-collect
                                                                                                                                                          • … while stores drive consumers online
                                                                                                                                                            • Further delivery innovations
                                                                                                                                                              • Merging online/offline payments
                                                                                                                                                                • Ocado’s move into general merchandise
                                                                                                                                                                  • Broadcasting innovations
                                                                                                                                                                    • Augmenting reality
                                                                                                                                                                      • Try before you buy
                                                                                                                                                                        • Sector size and forecast
                                                                                                                                                                          • Key points
                                                                                                                                                                            • What is home shopping?
                                                                                                                                                                              • Sources:
                                                                                                                                                                                • A note on markets:
                                                                                                                                                                                  • The home shopping market
                                                                                                                                                                                      • Figure 107: UK: Home shopping market, 2006-12
                                                                                                                                                                                      • Figure 108: UK: Home shopping sales as % all retail sales, 2005-12
                                                                                                                                                                                    • Home shopping in the 1990s
                                                                                                                                                                                      • Home shopping in 2012
                                                                                                                                                                                        • Figure 109: UK: Use of Home shopping, 2000 and 2012
                                                                                                                                                                                      • Mobile device ownership
                                                                                                                                                                                        • Figure 110: UK: Smartphone and tablet ownership, 2009-12
                                                                                                                                                                                      • Channels of distribution
                                                                                                                                                                                        • Figure 111: UK: Home shopping, channels of distribution, 2011
                                                                                                                                                                                      • Outlook
                                                                                                                                                                                        • Forecasts
                                                                                                                                                                                            • Figure 112: UK: Home shopping sales, 2007-17
                                                                                                                                                                                            • Figure 113: UK: Online sales, 2007-17
                                                                                                                                                                                          • Product mix
                                                                                                                                                                                            • Key points
                                                                                                                                                                                                • Figure 114: UK: Home shopping: product mix, 2011 (est)
                                                                                                                                                                                                • Figure 115: UK: Home shopping: product mix summary, 2011
                                                                                                                                                                                              • Strengths and weaknesses
                                                                                                                                                                                                • Strengths
                                                                                                                                                                                                  • Weaknesses
                                                                                                                                                                                                    • Leading retailers
                                                                                                                                                                                                      • Key points
                                                                                                                                                                                                          • Figure 116: UK: Breakdown of identified home shopping specialists, 2011
                                                                                                                                                                                                        • Leading home shopping specialists
                                                                                                                                                                                                            • Figure 117: UK: Top 30 retail sites by numbers of visitors, May 2012
                                                                                                                                                                                                            • Figure 118: UK: Top 20 home shopping specialists’ sales, 2006/07-2011/12
                                                                                                                                                                                                            • Figure 119: UK: Top 20 home shopping retailers, 2006/07-2011/12
                                                                                                                                                                                                          • Market shares
                                                                                                                                                                                                            • Figure 120: UK: Market shares of leading home shopping retailers, 2006/07-2011/12
                                                                                                                                                                                                          • Advertising and promotion
                                                                                                                                                                                                            • Key points
                                                                                                                                                                                                              • Leading home shopping advertisers
                                                                                                                                                                                                                • Figure 121: UK: Leading home shopping operators’ main media advertising spend, 2008-11
                                                                                                                                                                                                              • Selected major advertisers
                                                                                                                                                                                                                • Figure 122: UK: Selected home shopping operators’ main media advertising spend, 2008-11
                                                                                                                                                                                                              • Spending relative to turnover
                                                                                                                                                                                                                • Figure 123: UK: Selected home shopping retailers’ ad spend as % of revenues, 2008-11
                                                                                                                                                                                                              • Spending by media
                                                                                                                                                                                                                • Figure 124: UK: Leading home shopping operators’ main media advertising spend, distribution by media type, 2011
                                                                                                                                                                                                              • Notable campaigns
                                                                                                                                                                                                                • The consumer – Who bought what from home
                                                                                                                                                                                                                  • Key points
                                                                                                                                                                                                                    • How do people shop from home
                                                                                                                                                                                                                      • Figure 125: Which methods of home shopping used, May 2012
                                                                                                                                                                                                                    • Why do you buy online?
                                                                                                                                                                                                                        • Figure 126: Profile of home shopping users, by channel, May 2012
                                                                                                                                                                                                                      • Click & Collect
                                                                                                                                                                                                                        • What do people buy online?
                                                                                                                                                                                                                          • Figure 127: What has been bought online and through which channel, May 2012
                                                                                                                                                                                                                        • Who shops for what?
                                                                                                                                                                                                                          • Online
                                                                                                                                                                                                                            • Figure 128: Who buys what online, May 2012
                                                                                                                                                                                                                          • Catalogues
                                                                                                                                                                                                                            • Figure 129: Who buys what from catalogues, May 2012
                                                                                                                                                                                                                          • Direct selling
                                                                                                                                                                                                                            • Figure 130: Who buys what from catalogues, May 2012
                                                                                                                                                                                                                          • The consumer – Retailers used for home shopping
                                                                                                                                                                                                                            • Key points
                                                                                                                                                                                                                              • Pure play vs multichannel
                                                                                                                                                                                                                                • Figure 131: Retailers used for home shopping, May 2012
                                                                                                                                                                                                                              • Who shops where?
                                                                                                                                                                                                                                • Figure 132: Profile of shoppers from home shopping businesses, May 2012
                                                                                                                                                                                                                              • Click & Collect by retailer
                                                                                                                                                                                                                                • Figure 133: Home delivery vs click and collect by retailer, May 2012
                                                                                                                                                                                                                              • The consumer – The home shopping customer journey
                                                                                                                                                                                                                                • Key points
                                                                                                                                                                                                                                    • Figure 134: Browsing and buying from home, May 2912
                                                                                                                                                                                                                                    • Figure 135: Where people browse and buy, May 2012
                                                                                                                                                                                                                                  • Ways of shopping and retailers used
                                                                                                                                                                                                                                      • Figure 136: How people buy and where they buy from home, May 2012
                                                                                                                                                                                                                                    • The consumer – Attitudes to shopping online
                                                                                                                                                                                                                                      • Key points
                                                                                                                                                                                                                                          • Figure 137: Online routes used in deciding what to buy, May 2012
                                                                                                                                                                                                                                          • Figure 138: Profile of those with particular attitudes, May 2012
                                                                                                                                                                                                                                          • Figure 139: Attraction of posting a review vs use of social media, by age, May 2012
                                                                                                                                                                                                                                        • Attitudes and retailers sued
                                                                                                                                                                                                                                            • Figure 140: Attitudes to online shopping and retailers used, May 2012
                                                                                                                                                                                                                                          • Looking forward – the mobile
                                                                                                                                                                                                                                            • The consumer – Attitudes to how people shop online
                                                                                                                                                                                                                                              • Key points
                                                                                                                                                                                                                                                  • Figure 141: How people shop from home, May 2012
                                                                                                                                                                                                                                                  • Figure 142: Attitudes in how people shop from home, May 2012
                                                                                                                                                                                                                                                • Attitudes to home shopping and retailers used
                                                                                                                                                                                                                                                  • Figure 143: Home shopping retailers used in last 12 months, by most popular attitudes to home shopping, May 2012
                                                                                                                                                                                                                                                  • Figure 144: Home shopping retailers used in last 12 months, by next most popular attitudes to home shopping, May 2012
                                                                                                                                                                                                                                                  • Figure 145: Home shopping retailers used in last 12 months, by other attitudes to home shopping, May 2012
                                                                                                                                                                                                                                                • Appendix – The consumer – Who bought what from home
                                                                                                                                                                                                                                                  • Figure 146: What has been bought online in the last 12 months, by demographics, May 2012
                                                                                                                                                                                                                                                  • Figure 147: What has been bought online in the last 12 months, by demographics, May 2012
                                                                                                                                                                                                                                                  • Figure 148: What has been bought online in the last 12 months, by demographics, May 2012
                                                                                                                                                                                                                                                  • Figure 149: What has been bought from a catalogue in the last 12 months, by demographics, May 2012
                                                                                                                                                                                                                                                  • Figure 150: What has been bought from a catalogue in the last 12 months, by demographics, May 2012
                                                                                                                                                                                                                                                  • Figure 151: What has been bought from other home channels in the last 12 months, by demographics, May 2012
                                                                                                                                                                                                                                                  • Figure 152: What has been bought from other home channels in the last 12 months, by demographics, May 2012
                                                                                                                                                                                                                                                • Appendix – The consumer – Retailer used for home shopping
                                                                                                                                                                                                                                                  • Figure 153: Most popular home shopping retailers used in last 12 months, by demographics, May 2012
                                                                                                                                                                                                                                                  • Figure 154: Next most popular home shopping retailers used in last 12 months, by demographics, May 2012
                                                                                                                                                                                                                                                  • Figure 155: Other home shopping retailers used in last 12 months, by demographics, May 2012
                                                                                                                                                                                                                                                  • Figure 156: Least popular home shopping retailers used in last 12 months, by demographics, May 2012
                                                                                                                                                                                                                                                • Appendix – The consumer – The home shopping customer journey
                                                                                                                                                                                                                                                  • Figure 157: Most popular usage of websites, catalogues and stores, by demographics, May 2012
                                                                                                                                                                                                                                                  • Figure 158: Next most popular usage of websites, catalogues and stores, by demographics, May 2012
                                                                                                                                                                                                                                                  • Figure 159: Most popular method of home shopping used, by demographics, May 2012
                                                                                                                                                                                                                                                  • Figure 160: Next most popular method of home shopping used, by demographics, May 2012
                                                                                                                                                                                                                                                • Appendix – The consumer – Attitudes to shopping online
                                                                                                                                                                                                                                                  • Figure 161: Most popular attitudes to shopping online, by demographics, May 2012
                                                                                                                                                                                                                                                  • Figure 162: Next most popular attitudes to shopping online, by demographics, May 2012
                                                                                                                                                                                                                                                  • Figure 163: Other attitudes to shopping online, by demographics, May 2012
                                                                                                                                                                                                                                                • Appendix – The consumer – Attitudes to how people shop online
                                                                                                                                                                                                                                                  • Figure 164: Most popular attitudes to home shopping, by demographics, May 2012
                                                                                                                                                                                                                                                  • Figure 165: Next most popular attitudes to home shopping, by demographics, May 2012
                                                                                                                                                                                                                                              • Amazon Europe

                                                                                                                                                                                                                                                  • Figure 166: Amazon.co.uk: Sales as share of All non-store retailers sales in UK, 2007-2011
                                                                                                                                                                                                                                                  • Figure 167: Amazon.Europe: Sales as share of All non-store retailers sales in Europe, 2007-2011
                                                                                                                                                                                                                                                • Strategic evaluation
                                                                                                                                                                                                                                                  • Background
                                                                                                                                                                                                                                                    • Company performance
                                                                                                                                                                                                                                                      • Figure 168: Amazon Europe: Estimated financial performance, 2007-11
                                                                                                                                                                                                                                                    • Retail offering
                                                                                                                                                                                                                                                      • Consumer profile
                                                                                                                                                                                                                                                        • Figure 169: Amazon: Socio demographic customer profile, May 2012
                                                                                                                                                                                                                                                        • Figure 170: Amazon: Regional profile, May 2012
                                                                                                                                                                                                                                                        • Figure 171: Amazon: Customers’ financial situation, May 2012
                                                                                                                                                                                                                                                      • Product mix
                                                                                                                                                                                                                                                        • Social networks, m-commerce and apps
                                                                                                                                                                                                                                                        • Avon

                                                                                                                                                                                                                                                            • Figure 172: Avon Europe: Sales as share of non-store retailers’ sales in Europe, 2007-11
                                                                                                                                                                                                                                                            • Figure 173: Avon Cosmetics Ltd: Sales as share of all non-store retailers’ sales in UK, 2007-11
                                                                                                                                                                                                                                                          • Strategic evaluation
                                                                                                                                                                                                                                                            • Background
                                                                                                                                                                                                                                                              • Company performance
                                                                                                                                                                                                                                                                • Figure 174: Avon Cosmetics Ltd: Financial performance, 2007-2011
                                                                                                                                                                                                                                                              • Retail offering
                                                                                                                                                                                                                                                                • Product mix
                                                                                                                                                                                                                                                                  • Social networks, m-commerce and apps
                                                                                                                                                                                                                                                                  • Bertelsmann

                                                                                                                                                                                                                                                                      • Figure 175: Bertelsmann DirectGroup: Sales as share of all non-store retailers sales in Europe, 2007/11
                                                                                                                                                                                                                                                                    • Strategic evaluation
                                                                                                                                                                                                                                                                      • Background
                                                                                                                                                                                                                                                                        • Company performance
                                                                                                                                                                                                                                                                          • Figure 176: Bertelsmann DirectGroup: Group financial performance, 2005/06-2010/11
                                                                                                                                                                                                                                                                        • Retail offering
                                                                                                                                                                                                                                                                          • Figure 177: Bertelsmann DirectGroup: European brands portfolio, June 2012
                                                                                                                                                                                                                                                                        • E-commerce
                                                                                                                                                                                                                                                                        • Bruno Bader

                                                                                                                                                                                                                                                                            • Strategic evaluation
                                                                                                                                                                                                                                                                              • Background
                                                                                                                                                                                                                                                                                • Company performance
                                                                                                                                                                                                                                                                                  • Retail offering
                                                                                                                                                                                                                                                                                    • E-commerce
                                                                                                                                                                                                                                                                                    • Damartex

                                                                                                                                                                                                                                                                                        • Figure 178: Damartex: Share of all non-store retailers’ sales in Europe, 2007-11
                                                                                                                                                                                                                                                                                      • Strategic evaluation
                                                                                                                                                                                                                                                                                        • Focused fascia – but investment needed
                                                                                                                                                                                                                                                                                          • Growing brands
                                                                                                                                                                                                                                                                                            • Figure 179: Damartex: Breakdown of revenues by brand, 2010/11
                                                                                                                                                                                                                                                                                          • But retreating to core markets
                                                                                                                                                                                                                                                                                            • Figure 180: Damartex: Breakdown of revenues, by territory, 2009/10-2011/12
                                                                                                                                                                                                                                                                                          • Home shopping segment varies by territory
                                                                                                                                                                                                                                                                                            • Figure 181: Damartex: Breakdown of revenues by channel, 2010/11
                                                                                                                                                                                                                                                                                            • Figure 182: Damartex: Breakdown of revenues by channel, by territory, 2009/10
                                                                                                                                                                                                                                                                                          • Background
                                                                                                                                                                                                                                                                                            • Company performance
                                                                                                                                                                                                                                                                                              • Figure 183: Damartex: Group financial performance, 2006/07-2011/12
                                                                                                                                                                                                                                                                                              • Figure 184: Damartex: Outlet data, 2009/10-2010/11
                                                                                                                                                                                                                                                                                            • Retail offering
                                                                                                                                                                                                                                                                                              • Social networks, m-commerce and apps
                                                                                                                                                                                                                                                                                              • eBay Inc

                                                                                                                                                                                                                                                                                                  • Strategic evaluation
                                                                                                                                                                                                                                                                                                    • Not a retailer - but important to retailers
                                                                                                                                                                                                                                                                                                      • Refocusing on commerce
                                                                                                                                                                                                                                                                                                        • Pre-eminent shopping portal
                                                                                                                                                                                                                                                                                                          • No longer an ‘auction site’
                                                                                                                                                                                                                                                                                                            • Figure 185: eBay Inc: Percentage of gross merchandise volumes accounted for by fixed-price transactions, 2007-11
                                                                                                                                                                                                                                                                                                          • User numbers surge
                                                                                                                                                                                                                                                                                                            • Mobile and tablet innovation
                                                                                                                                                                                                                                                                                                              • The Facebook of shopping?
                                                                                                                                                                                                                                                                                                                • Background
                                                                                                                                                                                                                                                                                                                  • Company performance
                                                                                                                                                                                                                                                                                                                    • Figure 186: eBay Inc: Group financial performance, 2007-11
                                                                                                                                                                                                                                                                                                                    • Figure 187: eBay Inc: Marketplaces segment’s gross merchandise volumes, 1998-2011
                                                                                                                                                                                                                                                                                                                    • Figure 188: eBay Inc: Marketplaces segment’s gross merchandise volumes, annual % change, 1999-2011
                                                                                                                                                                                                                                                                                                                    • Figure 189: eBay Inc: Marketplaces segment’s gross merchandise volumes: Compound annual growth rates, and year-on-year growth, 1998-2011
                                                                                                                                                                                                                                                                                                                    • Figure 190: eBay Inc: Marketplaces segment’s active users*, 2007-11
                                                                                                                                                                                                                                                                                                                  • UK subsidiary
                                                                                                                                                                                                                                                                                                                    • Figure 191: eBay UK Ltd: Group financial performance, 2006-10
                                                                                                                                                                                                                                                                                                                  • Social networks, m-commerce and apps
                                                                                                                                                                                                                                                                                                                  • H&M Hennes & Mauritz

                                                                                                                                                                                                                                                                                                                      • Strategic evaluation
                                                                                                                                                                                                                                                                                                                        • Steadily rolling out online
                                                                                                                                                                                                                                                                                                                          • But making mistakes along the way
                                                                                                                                                                                                                                                                                                                            • International expansion remains store-based for now
                                                                                                                                                                                                                                                                                                                              • Driving incremental purchases online
                                                                                                                                                                                                                                                                                                                                • Background
                                                                                                                                                                                                                                                                                                                                  • Company performance
                                                                                                                                                                                                                                                                                                                                    • Figure 192: H&M Hennes & Mauritz: Group financial performance, 2006/07-2010/11
                                                                                                                                                                                                                                                                                                                                  • Retail offering
                                                                                                                                                                                                                                                                                                                                    • Social networks, m-commerce and apps
                                                                                                                                                                                                                                                                                                                                    • Klingel

                                                                                                                                                                                                                                                                                                                                        • Figure 193: Klingel: Sales as share of all non-store retailers sales in Germany, 2007-11
                                                                                                                                                                                                                                                                                                                                      • Strategic evaluation
                                                                                                                                                                                                                                                                                                                                        • Background
                                                                                                                                                                                                                                                                                                                                          • Company performance
                                                                                                                                                                                                                                                                                                                                            • Figure 194: Klingel: Group sales performance, 2007-11
                                                                                                                                                                                                                                                                                                                                          • Retail offering
                                                                                                                                                                                                                                                                                                                                            • E-commerce
                                                                                                                                                                                                                                                                                                                                            • N Brown Group Plc

                                                                                                                                                                                                                                                                                                                                                • Figure 195: N Brown Group Plc: Sales as share of all non-store retailers sales in UK, 2007-11
                                                                                                                                                                                                                                                                                                                                              • Strategic evaluation
                                                                                                                                                                                                                                                                                                                                                • Background
                                                                                                                                                                                                                                                                                                                                                  • Company performance
                                                                                                                                                                                                                                                                                                                                                    • Figure 196: N Brown Group Plc: Group financial performance, 2006/07-2011/12
                                                                                                                                                                                                                                                                                                                                                  • Retail offering
                                                                                                                                                                                                                                                                                                                                                    • Consumer profile
                                                                                                                                                                                                                                                                                                                                                      • Figure 197: N Brown: Socio demographic customer profile, May 2012
                                                                                                                                                                                                                                                                                                                                                      • Figure 198: N Brown regional profile, May 2012
                                                                                                                                                                                                                                                                                                                                                      • Figure 199: N Brown: Customers financial situation, May 2012
                                                                                                                                                                                                                                                                                                                                                    • Product mix
                                                                                                                                                                                                                                                                                                                                                      • Social networks, m-commerce and apps
                                                                                                                                                                                                                                                                                                                                                      • Neckermann

                                                                                                                                                                                                                                                                                                                                                          • Figure 200: Neckermann: Total Sales as share of all non-store retailers sales in Europe, 2007-11
                                                                                                                                                                                                                                                                                                                                                        • Strategic evaluation
                                                                                                                                                                                                                                                                                                                                                          • Background
                                                                                                                                                                                                                                                                                                                                                            • Company performance
                                                                                                                                                                                                                                                                                                                                                              • Figure 201: Neckermann: Group financial performance, 2006-11
                                                                                                                                                                                                                                                                                                                                                            • Retail offering
                                                                                                                                                                                                                                                                                                                                                              • E-commerce
                                                                                                                                                                                                                                                                                                                                                              • Next UK

                                                                                                                                                                                                                                                                                                                                                                  • Figure 202: Next UK: Sales as share of all non-food retailers sales in UK, 2007-11
                                                                                                                                                                                                                                                                                                                                                                  • Figure 203: Next Directory: Sales as share of all non-store retailers sales in UK, 2007-11
                                                                                                                                                                                                                                                                                                                                                                • Strategic evaluation
                                                                                                                                                                                                                                                                                                                                                                  • Background
                                                                                                                                                                                                                                                                                                                                                                    • Company performance
                                                                                                                                                                                                                                                                                                                                                                      • Figure 204: Next UK: Group financial performance, 2007/08-2011/12
                                                                                                                                                                                                                                                                                                                                                                    • Retail offering
                                                                                                                                                                                                                                                                                                                                                                      • Consumer profile
                                                                                                                                                                                                                                                                                                                                                                        • Figure 205: Next: Socio demographic customer profile, May 2012
                                                                                                                                                                                                                                                                                                                                                                        • Figure 206: Next regional profile, May 2012
                                                                                                                                                                                                                                                                                                                                                                        • Figure 207: Next: Customers financial situation, May 2012
                                                                                                                                                                                                                                                                                                                                                                      • Product mix
                                                                                                                                                                                                                                                                                                                                                                        • Social networks, m-commerce and apps
                                                                                                                                                                                                                                                                                                                                                                        • Otto Group (Multichannel Retail)

                                                                                                                                                                                                                                                                                                                                                                            • Strategic evaluation
                                                                                                                                                                                                                                                                                                                                                                              • Multichannel, multi-fascia
                                                                                                                                                                                                                                                                                                                                                                                • Online takes control…
                                                                                                                                                                                                                                                                                                                                                                                  • Figure 208: Otto Group (retail): Online revenues as % of all retail revenues, 2008/09-2011/12
                                                                                                                                                                                                                                                                                                                                                                                • …prompting cutbacks elsewhere
                                                                                                                                                                                                                                                                                                                                                                                  • Germany continues to dominate
                                                                                                                                                                                                                                                                                                                                                                                    • Figure 209: Otto Group (retail): Breakdown of European retail revenues by region, 2009/10-2011/12
                                                                                                                                                                                                                                                                                                                                                                                  • Russia particularly strong
                                                                                                                                                                                                                                                                                                                                                                                    • Quelle acquisition and beyond
                                                                                                                                                                                                                                                                                                                                                                                      • From multichannel to multi-device
                                                                                                                                                                                                                                                                                                                                                                                        • Background
                                                                                                                                                                                                                                                                                                                                                                                          • Company performance
                                                                                                                                                                                                                                                                                                                                                                                            • Figure 210: Otto Group (Multichannel Retail): Group financial performance, 2007/08-2011/12
                                                                                                                                                                                                                                                                                                                                                                                          • Retail offering
                                                                                                                                                                                                                                                                                                                                                                                            • Figure 211: Otto Group: Main European brands, June 2012
                                                                                                                                                                                                                                                                                                                                                                                          • Social networks, m-commerce and apps
                                                                                                                                                                                                                                                                                                                                                                                          • QVC

                                                                                                                                                                                                                                                                                                                                                                                              • Figure 212: QVC: Sales as share of all non-store retailers sales in Europe, 2007-11
                                                                                                                                                                                                                                                                                                                                                                                              • Figure 213: QVC: Sales as share of all non-store retailers sales in Germany, 2007-11
                                                                                                                                                                                                                                                                                                                                                                                            • Strategic evaluation
                                                                                                                                                                                                                                                                                                                                                                                              • Background
                                                                                                                                                                                                                                                                                                                                                                                                • Company performance
                                                                                                                                                                                                                                                                                                                                                                                                    • Figure 214: QVC: Group financial performance, 2007-11
                                                                                                                                                                                                                                                                                                                                                                                                  • Retail offering
                                                                                                                                                                                                                                                                                                                                                                                                    • Social networks, m-commerce and apps
                                                                                                                                                                                                                                                                                                                                                                                                    • Redcats

                                                                                                                                                                                                                                                                                                                                                                                                        • Figure 215: Redcats: UK Sales as share of all non-store retailers sales in UK, 2007-11
                                                                                                                                                                                                                                                                                                                                                                                                        • Figure 216: Redcats: French sales as share of all non-store retailers sales in France, 2007-11
                                                                                                                                                                                                                                                                                                                                                                                                        • Figure 217: Redcats: EU Sales as share of all non-store retailers sales in Europe, 2007-11
                                                                                                                                                                                                                                                                                                                                                                                                      • Strategic evaluation
                                                                                                                                                                                                                                                                                                                                                                                                        • Background
                                                                                                                                                                                                                                                                                                                                                                                                          • Company performance
                                                                                                                                                                                                                                                                                                                                                                                                              • Figure 218: Redcats: Group financial performance, 2007-11
                                                                                                                                                                                                                                                                                                                                                                                                            • Store portfolio
                                                                                                                                                                                                                                                                                                                                                                                                              • Retail offering
                                                                                                                                                                                                                                                                                                                                                                                                                • Figure 219: Redcats: Main European catalogues/websites, 2012
                                                                                                                                                                                                                                                                                                                                                                                                              • Social networks, m-commerce and apps
                                                                                                                                                                                                                                                                                                                                                                                                              • Shop Direct Group

                                                                                                                                                                                                                                                                                                                                                                                                                  • Figure 220: Shop Direct Group: Sales as share of all non-store retailers’ sales in UK, 2006-11
                                                                                                                                                                                                                                                                                                                                                                                                                • Strategic evaluation
                                                                                                                                                                                                                                                                                                                                                                                                                  • Background
                                                                                                                                                                                                                                                                                                                                                                                                                    • Company performance
                                                                                                                                                                                                                                                                                                                                                                                                                      • Figure 221: Shop Direct Group: Group financial performance, 2006/07-2011/12
                                                                                                                                                                                                                                                                                                                                                                                                                    • First half 2011/12
                                                                                                                                                                                                                                                                                                                                                                                                                      • Retail offering
                                                                                                                                                                                                                                                                                                                                                                                                                          • Figure 222: Shop Direct: Pricing of a Superdry T-shirt, June 2012
                                                                                                                                                                                                                                                                                                                                                                                                                          • Figure 223: Shop Direct: Pricing of a Hotpoint fridge freezer, June 2012
                                                                                                                                                                                                                                                                                                                                                                                                                        • Consumer profile
                                                                                                                                                                                                                                                                                                                                                                                                                          • Figure 224: Shop Direct: Socio-demographic profile, May 2012
                                                                                                                                                                                                                                                                                                                                                                                                                          • Figure 225: Shop Direct: regional profile, May 2012
                                                                                                                                                                                                                                                                                                                                                                                                                          • Figure 226: Shop Direct: Customers’ financial situation, May 2012
                                                                                                                                                                                                                                                                                                                                                                                                                        • Product mix
                                                                                                                                                                                                                                                                                                                                                                                                                          • Social networks, m-commerce and apps
                                                                                                                                                                                                                                                                                                                                                                                                                            • Figure 227: Social Media presence of Shop Direct brands, June 2012
                                                                                                                                                                                                                                                                                                                                                                                                                        • Vorwerk

                                                                                                                                                                                                                                                                                                                                                                                                                            • Figure 228: Vorwerk: Sales as share of all non-food retailers sales in Europe, 2007-11
                                                                                                                                                                                                                                                                                                                                                                                                                          • Strategic evaluation
                                                                                                                                                                                                                                                                                                                                                                                                                            • Background
                                                                                                                                                                                                                                                                                                                                                                                                                              • Figure 229: Vorwerk: Group divisions, 2012
                                                                                                                                                                                                                                                                                                                                                                                                                            • Company performance
                                                                                                                                                                                                                                                                                                                                                                                                                              • Figure 230: Vorwerk: Group sales performance, 2007-11
                                                                                                                                                                                                                                                                                                                                                                                                                              • Figure 231: Vorwerk: Direct sales by operation, 2007-11
                                                                                                                                                                                                                                                                                                                                                                                                                            • Retail offering
                                                                                                                                                                                                                                                                                                                                                                                                                              • Figure 232: Vorwerk: Brands, 2012
                                                                                                                                                                                                                                                                                                                                                                                                                              • Figure 233: Vorwerk: Principal direct selling operations in Europe
                                                                                                                                                                                                                                                                                                                                                                                                                            • e-commerce
                                                                                                                                                                                                                                                                                                                                                                                                                            • Appendix – Broader Market Environment

                                                                                                                                                                                                                                                                                                                                                                                                                              • Population
                                                                                                                                                                                                                                                                                                                                                                                                                                • Figure 234: Europe: Population, by age group, 2005
                                                                                                                                                                                                                                                                                                                                                                                                                                • Figure 235: Europe: Population, by age group, 2010
                                                                                                                                                                                                                                                                                                                                                                                                                                • Figure 236: Europe: Population, by age group, 2015
                                                                                                                                                                                                                                                                                                                                                                                                                                • Figure 237: Europe: Population, by age group, 2020
                                                                                                                                                                                                                                                                                                                                                                                                                              • GDP
                                                                                                                                                                                                                                                                                                                                                                                                                                • Figure 238: Europe: GDP (current prices), 2011
                                                                                                                                                                                                                                                                                                                                                                                                                                • Figure 239: Europe: GDP growth rates (current prices), 2001-11
                                                                                                                                                                                                                                                                                                                                                                                                                                • Figure 240: Europe: GDP growth rates (constant prices), 2001-11
                                                                                                                                                                                                                                                                                                                                                                                                                              • Consumer spending
                                                                                                                                                                                                                                                                                                                                                                                                                                • Figure 241: Europe: Households’ consumer spending (current prices), 2011
                                                                                                                                                                                                                                                                                                                                                                                                                                • Figure 242: Europe: Households’ consumer spending growth rates (current prices), 2001-11
                                                                                                                                                                                                                                                                                                                                                                                                                                • Figure 243: Europe: Households’ consumer spending growth rates (constant prices), 2001-11
                                                                                                                                                                                                                                                                                                                                                                                                                              • Consumer prices
                                                                                                                                                                                                                                                                                                                                                                                                                                • Figure 244: Europe: Harmonised index of consumer prices, 2001-11
                                                                                                                                                                                                                                                                                                                                                                                                                              • Unemployment
                                                                                                                                                                                                                                                                                                                                                                                                                                • Figure 245: Europe: Average rate of unemployment, 2001-11
                                                                                                                                                                                                                                                                                                                                                                                                                              • Interest rates
                                                                                                                                                                                                                                                                                                                                                                                                                                • Figure 246: Europe: Interest rates, 2005-Q4 2011
                                                                                                                                                                                                                                                                                                                                                                                                                              • Consumer confidence
                                                                                                                                                                                                                                                                                                                                                                                                                                • Figure 247: Europe: Consumer confidence, Apr 2011-Mar 2012

                                                                                                                                                                                                                                                                                                                                                                                                                            Companies Covered

                                                                                                                                                                                                                                                                                                                                                                                                                            • Avon Cosmetics Ltd
                                                                                                                                                                                                                                                                                                                                                                                                                            • Debenhams (UK and Republic of Ireland)
                                                                                                                                                                                                                                                                                                                                                                                                                            • Facebook, Inc.
                                                                                                                                                                                                                                                                                                                                                                                                                            • J. Sainsbury
                                                                                                                                                                                                                                                                                                                                                                                                                            • Liz Earle
                                                                                                                                                                                                                                                                                                                                                                                                                            • Marks & Spencer
                                                                                                                                                                                                                                                                                                                                                                                                                            • Sephora
                                                                                                                                                                                                                                                                                                                                                                                                                            • Tesco Plc
                                                                                                                                                                                                                                                                                                                                                                                                                            • Twitter, Inc.

                                                                                                                                                                                                                                                                                                                                                                                                                            Home Shopping - Europe - July 2012

                                                                                                                                                                                                                                                                                                                                                                                                                            US $3,878.43 (Excl.Tax)