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B2B E-Commerce - UK - March 2019

Company Profiles

  • Alibaba Group Holdings
  • Amazon
  • Electrocomponents
  • Office Depot
  • Orbital Fasteners
  • Screwfix Direct

“While media attention is drawn to the disruption caused by the dynamic growth of the B2C market, the B2B e-commerce market is almost two and a half times the size of the B2C sector. Despite strong market growth it remains under-developed, though the propensity to use the route to market clearly increases with company size. Nonetheless, companies of all sizes are far more likely to use the internet for purchasing than selling.”
– Terry Leggett, Senior Analyst

This Report looks at the following areas:

  • E-commerce is more than just having a website
  • E-commerce still underdeveloped, particularly by SMEs
  • Paid internet advertising – A key component

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Table of contents

  1. Overview

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

          • The market
            • Much larger than the B2C e-commerce sector
              • Renewed strong growth
                • Figure 1: The B2B e-commerce market, 2014-18
              • Segmentation by route
                • Figure 2: Segmentation of B2B e-commerce sales, 2014-18
              • Segmentation by sector
                • Figure 3: Segmentation of e-commerce sales, by sector, 2018
              • Major room for growth
                • Figure 4: Proportion of companies making e-commerce sales, by channel, 2009-17
              • Strong prospects for growth
                • Figure 5: Forecast B2B e-commerce market, 2019-23
              • Companies and brands
                • Huge fragmentation
                  • SMEs under-utilising website sales
                    • Figure 6: Proportion of companies making website sales by size of company, 2017
                  • EDI is also strongly biased towards larger companies
                    • Figure 7: Proportion of companies making EDI sales by size of company, 2017
                  • What we think
                  • Issues and Insights

                    • E-commerce is more than just having a website
                      • The facts
                        • The implications
                          • E-commerce still underdeveloped, particularly by SMEs
                            • The facts
                              • The implications
                                • Paid internet advertising – A key component
                                  • The facts
                                    • The implications
                                      • Figure 8: Propensity of companies to use internet advertising, by size of company, 2017 (% of companies by number of employees)
                                  • The Market – What You Need to Know

                                    • B2B digital strategy playing catch up
                                      • More companies buy on the internet than sell
                                        • The UK – A receptive audience
                                        • Market Size

                                          • E-commerce continuing to grow strongly
                                            • Figure 9: Total growth of e-commerce sales, 2014-18
                                          • EDI back in growth and website sales are dynamic
                                            • Figure 10: E-commerce sales, 2014-18, by type
                                          • The B2B activity
                                            • Figure 11: B2B e-commerce sales, 2014-18, by type
                                        • Market Segmentation

                                          • B2B much larger than B2C
                                            • Figure 12: Segmentation of the e-commerce market, by end user type, 2018 (£ billion)
                                          • EDI almost double website sales in B2B
                                            • Figure 13: Segmentation of the B2B e-commerce market, 2018, by channel (£ billion)
                                          • E-commerce used by most business sectors
                                            • Figure 14: Segmentation of e-commerce sales, by sector, 2018
                                            • Figure 15: Proportion of companies making e-commerce sales, by sector, 2017
                                        • Segmentation: Manufacturing

                                          • EDI the favoured e-commerce route
                                            • Figure 16: E-commerce sales by the manufacturing sector, 2014-18, by type
                                          • B2B dominates e-commerce activity
                                            • Figure 17: Segmentation of manufacturing website sales, by type of customer, 2014-17
                                          • E-commerce still confined to few companies
                                            • Figure 18: Proportion of manufacturing companies involved in e-commerce, 2017
                                        • Segmentation: Utilities

                                          • A website-led sector
                                            • Figure 19: E-commerce sales by the utilities sector, 2014-18, by type
                                          • A major B2C market
                                            • Figure 20: Segmentation of utilities website sales, by type of customer, 2014-17
                                        • Segmentation: Construction

                                          • A low e-commerce use sector
                                            • Figure 21: E-commerce sales by the construction sector, 2014-18, by type
                                          • B2C of growing importance
                                            • Figure 22: Segmentation of construction website sales, by type of customer, 2014-17
                                          • Purchasing far more common that selling
                                            • Figure 23: Proportion of construction companies involved in e-commerce, 2017
                                        • Segmentation: Wholesale

                                          • The largest e-commerce market
                                            • Figure 24: E-commerce sales by the wholesale sector, 2014-18, by type
                                          • Website B2B sales progress strongly
                                            • Figure 25: Segmentation of wholesale website sales, by type of customer, 2014-17
                                          • Both e-commerce purchasing and selling are common
                                            • Figure 26: Proportion of wholesale companies involved in e-commerce, 2017
                                        • Segmentation: Retail

                                          • Websites dominate sales
                                            • Figure 27: E-commerce sales by the retail sector, 2014-18, by type
                                          • A consumer dominated market
                                            • Figure 28: Segmentation of retail website sales, by type of customer, 2014-17
                                          • Room for much more growth
                                            • Figure 29: Proportion of retail companies involved in e-commerce, 2017
                                        • Segmentation: Transport and Storage

                                          • The third largest industry sector
                                            • Figure 30: E-commerce sales by the transport and storage sector, 2014-18, by type
                                          • B2B sales development
                                            • Figure 31: Segmentation of transport and storage website sales, by type of customer, 2014-17
                                        • Segmentation: Accommodation and Food Service

                                          • Website sales record strong growth
                                            • Figure 32: E-commerce sales by the accommodation and food service sector, 2014-18, by type
                                          • More than a third of the market is B2B
                                            • Figure 33: Segmentation of accommodation and food service website sales, by type of customer, 2014-17
                                          • Purchasing more common than selling
                                            • Figure 34: Proportion of accommodation and food service companies involved in e-commerce, 2017
                                        • Segmentation: Information and Communications

                                          • Still demonstrating growth
                                            • Figure 35: E-commerce sales by information and communication sector, 2014-18, by type
                                          • A quarter of website sales are B2B
                                            • Figure 36: Segmentation of information and communications website sales, by type of customer, 2014-17
                                          • Major penetration for purchases
                                            • Figure 37: Proportion of information and communication companies involved in e-commerce, 2017
                                        • Segmentation: Other Services

                                            • Figure 38: E-commerce sales by other services sector, 2014-18, by type
                                          • B2C continues to lead website sales
                                            • Figure 39: Segmentation of other services website sales, by type of customer, 2014-17
                                          • Purchasing more common than selling
                                            • Figure 40: Proportion of other services companies involved in e-commerce, 2017
                                        • Market Forecast

                                          • Strong overall growth
                                            • Figure 41: Forecast total e-commerce market, 2019-23
                                          • Blurred boundaries
                                            • Figure 42: Forecast comparison of the B2C and B2B e-commerce market, 2019-23
                                          • B2B market segmentation
                                            • Figure 43: Forecast segmentation of the B2B e-commerce market, 2019-23
                                        • The Impact of the Economy

                                          • GDP
                                            • Figure 44: GDP overall quarterly development, Q1 2015-Q3 2018
                                            • Figure 45: GDP quarterly development, by sector, 2004-18
                                            • Figure 46: Forecast GDP development, 2018-23
                                        • Market Trends

                                          • Introduction
                                            • Artificial intelligence (AI) – An important progression
                                              • Consistent omni-channel strategies
                                                • Richer content
                                                  • The mobile trend
                                                    • Voice-assisted commerce
                                                      • Chatbots
                                                        • Augmented reality (AR) and virtual reality (VR)
                                                        • Market Drivers

                                                          • Internet usage
                                                            • Figure 47: Worldwide internet usage, by region, 2000-18 (million)
                                                            • Figure 48: Proportion of UK businesses with internet access, by size of company, 2017
                                                          • Website use by companies
                                                            • Figure 49: Proportion of UK businesses with websites, by size of business, 2017
                                                        • Companies and Brands – What You Need to Know

                                                          • The power of platforms
                                                            • How the B2C market impacts the B2B sector
                                                            • Industry Structure

                                                              • A very fragmented sector
                                                                • Strong growth in companies
                                                                  • Figure 50: Development of the dedicated retail sales via mail order or internet, 2014-18
                                                                • Further room for growth
                                                                  • Figure 51: Proportion of companies making e-commerce sales, by channel, 2009-17
                                                                • SMEs have further opportunities to build website sales
                                                                  • Figure 52: Proportion of companies making website sales by size of company, 2017
                                                                • EDI is strongly biased towards larger companies
                                                                  • Figure 53: Proportion of companies making EDI sales by size of company, 2017
                                                                • Major mismatch between buyers and sellers
                                                                  • Figure 54: Comparison of companies active in e-commerce selling and purchasing, by size of company, 2017
                                                              • Competitive Strategies

                                                                • The ‘Big 2’ have different international growth strategies
                                                                  • Others are also targeting global positions
                                                                    • Figure 55: Geographic breakdown of Electrocomponents turnover (%)
                                                                  • Complementing outlets or specialising in e-commerce?
                                                                    • Changing attitudes to catalogues
                                                                      • Different approaches to stockholding
                                                                      • Company Profiles

                                                                        • Alibaba Group Holdings
                                                                          • Activity
                                                                            • Performance
                                                                              • Figure 56: Turnover summary of Alibaba Group Holdings, 2014-18
                                                                            • Strategy
                                                                              • Amazon
                                                                                • Activity
                                                                                  • Performance
                                                                                    • Figure 57: Financial summary of Amazon, 2013-17 ($ million)
                                                                                  • Strategy
                                                                                    • Electrocomponents
                                                                                      • Activity
                                                                                        • Performance
                                                                                          • Figure 58: Financial summary of Electrocomponents, 2014-18 (£ million)
                                                                                        • Strategy
                                                                                          • Office Depot
                                                                                            • Activity
                                                                                              • Performance
                                                                                                • Figure 59: Financial analysis of Office Depot International (UK), 2013-17 (£ million)
                                                                                              • Strategy
                                                                                                • Orbital Fasteners
                                                                                                  • Activity
                                                                                                    • Performance
                                                                                                      • Figure 60: Financial summary of Orbital Fasteners, 2013-17 (£ million)
                                                                                                    • Strategy
                                                                                                      • Screwfix Direct
                                                                                                        • Activity
                                                                                                          • Performance
                                                                                                            • Figure 61: Financial summary of Screwfix Direct, 2014-18 (£ million)
                                                                                                          • Strategy
                                                                                                          • Appendix – Data Sources, Abbreviations and Supporting Information

                                                                                                              • Abbreviations
                                                                                                                • Methodology

                                                                                                                B2B E-Commerce - UK - March 2019

                                                                                                                US $1,272.90 (Excl.Tax)