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B2B E-Commerce - UK - August 2018

“Statistics demonstrate that the larger the company, the more likely it is to use e-commerce as a route to market. Yet cloud computing and software-as-a-service are making important facilities increasingly cost-effective for SMEs. Companies of all sizes remain three times more likely to use e-commerce as a purchasing route than a sales channel.”

– Terry Leggett, Senior Analyst

This report examines the following issues:

  • SME opportunity
  • Wholesale disruption
  • The Brexit impact

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Table of contents

  1. Overview

    • What you need to know
      • Covered in this Report
      • Executive Summary

          • The market
            • B2B is bigger than B2C
              • Figure 1: Comparison of the B2B and B2C e-commerce markets, 2013-17
            • Virtually every sector uses e-commerce
              • Figure 2: Segmentation of e-commerce sales, by sector, 2017
            • The landscape is changing
              • Figure 3: Growth rates in e-commerce sales, by sector, 2017
            • Website growth driving the market
              • Figure 4: Growth rates in website e-commerce sales, by sector, 2017
              • Figure 5: Proportion of UK medium and large businesses making website sales by industry sector and country of destination, 2016
            • Strong potential
              • Figure 6: Segmentation of B2B forecast sales, by route to market, 2018-22
            • Companies and brands
              • E-commerce specialists move into B2B
                • What we think
                • Issues and Insights

                  • SME opportunity
                    • The facts
                      • The implications
                        • Wholesale disruption
                          • The facts
                            • The implications
                              • The Brexit impact
                                • The facts
                                  • The implications
                                  • The Market – What You Need to Know

                                    • B2B is so much bigger than B2C
                                      • Companies are more likely to purchase than sell using e-commerce
                                        • Growth rates show major variation
                                        • Market Size

                                          • B2C and B2B show very different trends
                                            • Figure 7: Total e-commerce market, 2013-17
                                            • Figure 8: Comparison of the B2B and B2C e-commerce markets, 2013-17
                                        • Market Segmentation

                                          • Most industries and sectors now use e-commerce
                                            • Figure 9: Segmentation of e-commerce sales, by sector, 2017
                                        • Segmentation: Manufacturing

                                          • EDI dominates
                                            • Figure 10: Manufacturing sales through e-commerce, by route to market, 2013-17
                                          • Growing web sales to private customers
                                            • Figure 11: Segmentation of web sales in the manufacturing sector, by type of customer, 2014-16
                                          • Yet substantial opportunities exist for growth
                                            • Figure 12: Proportion of manufacturing companies involved in e-commerce, 2016
                                        • Segmentation: Utilities

                                          • A major website market
                                            • Figure 13: Utilities sales through e-commerce, by route to market, 2013-17
                                          • B2C leads the way
                                            • Figure 14: Segmentation of web sales in the utilities sector, by type of customer, 2014-16
                                        • Segmentation: Construction

                                          • A difficult market to convert
                                            • Figure 15: Construction sales through e-commerce, by route to market, 2013-17
                                          • Growing purchase activity if not sales
                                            • Figure 16: Proportion of construction companies involved in e-commerce, 2016
                                        • Segmentation: Wholesaling

                                          • Ability to reach end users transforms sector
                                            • Figure 17: Wholesaling sales through e-commerce, by route to market, 2013-17
                                          • Web sales to private customers increasingly important
                                            • Figure 18: Segmentation of web sales in the wholesaling sector, by type of customer, 2014-16
                                          • Purchasing more common than selling
                                            • Figure 19: Proportion of wholesaling companies involved in e-commerce, 2016
                                        • Segmentation: Retailing

                                          • Strong website sales development
                                            • Figure 20: Retailing sales through e-commerce, by route to market, 2013-17
                                          • Less than a third of retailers use e-commerce
                                            • Figure 21: Proportion of retailing companies involved in e-commerce, 2016
                                        • Segmentation: Transport

                                          • Bigger than retail
                                            • Figure 22: Transport sales through e-commerce, by route to market, 2013-17
                                          • Website sales growing in B2B
                                            • Figure 23: Segmentation of web sales in the transport sector, by type of customer, 2014-16
                                        • Segmentation: Accommodation and Food Services

                                          • Strong growth in website sales
                                            • Figure 24: Accommodation and food service sales through e-commerce, by route to market, 2013-17
                                          • B2B website sales growing
                                            • Figure 25: Segmentation of web sales in the accommodation and food sector, by type of customer, 2014-16
                                          • Bookings more important than sales
                                            • Figure 26: Proportion of accommodation and food service companies involved in e-commerce, 2016
                                        • Segmentation: Information and Communications

                                          • An early adopter
                                            • Figure 27: Information and communications sales through e-commerce, by route to market, 2013-17
                                          • Strong B2B website sales growth
                                            • Figure 28: Segmentation of web sales in the information and communication sector, by type of customer, 2014-16
                                          • Buying more common than selling
                                            • Figure 29: Proportion of information and communication companies involved in e-commerce, 2016
                                        • Segmentation: Other Services

                                          • Growth in both EDI and website sales
                                            • Figure 30: Other service sales through e-commerce, by route to market, 2013-17
                                          • B2C leads website sales
                                            • Figure 31: Segmentation of web sales in the other services sector, by type of customer, 2014-16
                                          • Major potential still exists
                                            • Figure 32: Proportion of other services companies involved in e-commerce, 2016
                                        • Market Forecast

                                          • Strong growth
                                            • Figure 33: Forecast total e-commerce market, 2018-22
                                          • B2C and B2B to grow
                                            • Figure 34: Forecast comparison of B2C and B2B e-commerce market, 2018-22
                                          • Market segmentation
                                            • Figure 35: Segmentation of B2B forecast sales, by route to market, 2018-22
                                        • The Impact of the Economy

                                          • Broad e-commerce market impacted by the economy
                                            • Figure 36: UK GDP quarterly development, by sector, 2004-18
                                            • Figure 37: Forecast GDP development, 2017-22
                                        • Market Trends

                                          • Changing landscape
                                            • Figure 38: Growth rates in e-commerce sales, by sector, 2017
                                            • Figure 39: Growth rates in website e-commerce sales, by sector, 2017
                                          • Use of e-commerce still low
                                            • Figure 40: Proportion of UK medium and large businesses making website sales by industry sector and country of destination, 2016
                                            • Figure 41: Proportion of UK all businesses making website sales by industry sector and country of destination, 2016
                                            • Figure 42: Proportion of UK medium and large businesses making EDI sales by industry sector and country of destination, 2016
                                        • Market Drivers

                                          • Internet access and usage
                                            • Figure 43: Worldwide Internet usage, by region 2010-17 (Millions and %)
                                            • Figure 44: Proportion of businesses with Internet access in the UK, by size of company, 2012-16 (%)
                                          • It’s all about speed
                                            • Figure 45: Proportion of businesses with Internet access and type of connection, by number of employees, 2012-16 (%)
                                            • Figure 46: Proportion of businesses by maximum contracted internet connection speed, by number of employees, 2012-16 (%)
                                        • Companies and Brands – What You Need to Know

                                          • The big two specialists move in on B2B
                                            • Entry barriers are falling
                                            • Industry Structure

                                              • Some specialise, many don’t
                                                • A dynamic sector
                                                  • Figure 47: Development of the dedicated retail sales via mail order or internet, 2013-17
                                                • So much room for growth
                                                  • Figure 48: Proportion of companies making e-commerce sales, by channel, 2009-16
                                                • SMEs have further opportunities to build website sales
                                                  • Figure 49: Proportion of companies making website sales by size of company, 2016
                                                • EDI is strongly biased towards larger companies
                                                  • Figure 50: Proportion of companies making EDI sales by size of company, 2016
                                                • Major mismatch between buyers and sellers
                                                  • Figure 51: Comparison of companies active in e-commerce selling and purchasing, by size of company, 2016
                                              • Competitive Strategies

                                                • You don’t need a website
                                                  • Whales or shrimps?
                                                    • Omni channel or multi-channel?
                                                    • Company Profiles

                                                      • The global e-commerce giants
                                                        • Many other backgrounds
                                                        • Appendix – Data Sources, Abbreviations and Supporting Information

                                                            • Abbreviations
                                                              • Methodology

                                                              B2B E-Commerce - UK - August 2018

                                                              US $1,272.90 (Excl.Tax)