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Page 1: GLOBAL B2B E-COMMERCE MARKET 2018 ......most important in B2B E-Commerce, a ranking of the major B2B E-Commerce platforms, and profiles of three major largest B2B E-Commerce marketplace
Page 2: GLOBAL B2B E-COMMERCE MARKET 2018 ......most important in B2B E-Commerce, a ranking of the major B2B E-Commerce platforms, and profiles of three major largest B2B E-Commerce marketplace

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Page 3: GLOBAL B2B E-COMMERCE MARKET 2018 ......most important in B2B E-Commerce, a ranking of the major B2B E-Commerce platforms, and profiles of three major largest B2B E-Commerce marketplace

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Page 4: GLOBAL B2B E-COMMERCE MARKET 2018 ......most important in B2B E-Commerce, a ranking of the major B2B E-Commerce platforms, and profiles of three major largest B2B E-Commerce marketplace

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GENERAL METHODOLOGY OF MARKET REPORTS

Secondary Market Research

The reports are compiled based on secondary market research. Secondary research is information gathered from previously published sources. Our reports are

based on information and data acquired from national and international statistical offices, industry and trade associations, business reports, business and

company databases, journals, company registries, news portals and many other reliable sources. By using various sources we ensure maximum objectivity for

reported data. As a result, companies gain a precise and unbiased impression of the market situation.

Cross referencing of data is conducted in order to ensure validity and reliability.

The source of information and its release date are provided on every chart. It is possible that the information contained in one chart is derived from several

sources. If this is the case, all sources are mentioned on the chart.

The reports include mainly data from the last 12 months prior to the date of report publication. Exact publication dates are mentioned in every chart.

Definitions

The reports take into account a broad definition of B2C E-Commerce, which might include mobile commerce. As definitions may vary among sources, exact

definition used by the source (if available) is included at the bottom of the chart.

Chart Types

Our reports include text charts, pie charts, bar charts, rankings, line graphs and tables. Every chart contains an Action Title, which summarizes the main

idea/finding of the chart and a Subtitle, which provides necessary information about the country, the topic, units or measures of currency, and the applicable time

period(s) to which the data refers. With respect to rankings, it is possible that the summation of all categories amounts to more than 100%. In this case, multiple

answers were possible, which is noted at the bottom of the chart.

Report Structure

Reports are comprised of the following elements, in the following order: Cover page, preface, legal notice, methodology, definitions, table of contents,

management summary (summarizing main information contained in each section of report) and report content (divided into sections and chapters). When

available, we also include forecasts in our report content. These forecasts are not our own; they are published by reliable sources. Within Global and Regional

reports, we include all major developed and emerging markets, ranked in order of importance by using evaluative criteria such as sales figures.

Notes and Currency Values

If available, additional information about the data collection, for example the time of survey and number of people surveyed, is provided in the form of a note. In

some cases, the note (also) contains additional information needed to fully understand the contents of the respective data.

When providing information about amounts of money, local currencies are most often used. When referencing currency values in the Action Title, the EUR

values are also provided in brackets. The conversions are made using the average currency exchange rate for the respective time period. Should the currency

figure be in the future, the average exchange rate of the past 12 months is used.

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METHODOLOGY OF THE CURRENT REPORT

Report Coverage

This report covers the global B2B E-Commerce market. It includes global data and international comparisons related to B2B E-Commerce development and

trends, along with region- and country-specific market information. A broad definition of B2B E-Commerce used by some sources cited in this report might

include both web-based and other electronic sales (such as EDI-type sales).

In addition to the global data, major global regions in worldwide B2B E-Commerce were covered in the report, including Asia-Pacific, Europe, North America and

Latin America, while data availability varied by region and country.

Report Structure

The report opens with a global chapter. It includes information on the global B2B E-Commerce sales development and projections, top market trends, factors

most important in B2B E-Commerce, a ranking of the major B2B E-Commerce platforms, and profiles of three major largest B2B E-Commerce marketplace. The

three marketplaces selected for the profiles stem from three major regions (Asia-Pacific, Europe, Latin America) and represent three different platform types and

revenue models. The major market developments were also summarized on two text charts included in the global chapter.

The rest of the report is divided by regions, with each regional section containing county chapters and/or regional information, where available. The regions and

countries are ranked by total E-Commerce sales volume or related criteria, such as share of companies selling and/or purchasing online.

Depending on data availability, the following types of information were included: B2B E-Commerce sales, E-Commerce’s share of overall B2B sales, share of

companies engaged in B2B E-Commerce, factors most important to B2B buyers and sellers. Not all types of data mentioned was included for each section due

to varying information availability.

Furthermore, each regional chapter includes one table with an overview of some of the B2B E-Commerce marketplaces and classified portals based in the

respective region.

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DEFINITIONS

B2B E-COMMERCE

Internet-based transactions between businesses. A broad definition of B2B E-Commerce includes both web-

based sales and sales through other digital and electronic channels, such as EDI-type sales and sales

negotiated via electronic means but not necessarily transacted online, while a narrow definition includes web-

and app-based sales only.

B2B E-COMMERCE SALES the total sales generated either on the B2B E-Commerce market in a certain country or region, or the total sales

generated through B2B E-Commerce by companies.

B2B WEB SALES sales made via an online store (web shop, E-Commerce marketplace), via web forms on a website or extranet,

or via mobile apps

EDI electronic data interchange (EDI) is used by businesses to exchange data in electronic format compatible

between the sender and the receiver; through EDI companies and organizations can retrieve information from

their internal systems electronically and send it to other parties via a communications network.

EDI-TYPE SALES sales via Electronic Data Interchange (EDI) messages in an agreed or standard format suitable for automated

processing without the individual messages being typed manually.

B2C E-COMMERCE the sale of products and services through electronic transactions via the Internet from businesses to consumers.

B2G E-COMMERCE the sale of products and services through electronic transactions via the Internet from businesses to

governments.

B2B E-COMMERCE MARKETPLACE platforms where third-party businesses, suppliers and manufacturers can sell their products online whereas the

marketplace operator acts as an intermediary. The examples of B2B E-Commerce marketplaces include

Amazon Business and Alibaba.com.

B2B ONLINE CLASSIFIEDS an online platform, where both businesses can publish advertisements about the sale of goods and services.

The narrow definition of classifieds excludes pure business directories, where companies can be searched by

category, but individual products cannot be viewed or ordered.

CROSS-BORDER E-COMMERCE the sale of goods to customers in other countries via E-Commerce.

The following expressions and definitions are used in this B2C E-Commerce market report*:

Note: *the definitions used by the original sources might differ from the ones stated on this chart; the exact definition used by each source, where available, is included on the respective

charts

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TABLE OF CONTENTS (1 OF 6)

1. Management Summary

2. Global

• B2B E-Commerce Market Overview & Trends, September 2018

• B2B E-Commerce Trends, September 2018

• B2B E-Commerce Sales Compared to B2C E-Commerce Sales, in USD trillion, 2020f

• B2B E-Commerce Sales of Manufacturers, in USD trillion, 2016 & 2025f

• B2B E-Commerce Sales of Manufacturers, in USD trillion, by Selected Major Economies, 2016 & 2025f

• The Perception of The Importance of B2B E-Commerce, in % of Global B2B Executives, September 2017

• Top 5 Priorities Addressed Through B2B E-Commerce, in % of B2B E-Commerce Decision-Makers, March 2018

• Top Challenges in Adopting B2B E-Commerce Tools, in % of B2B E-Commerce Decision-Makers, March 2018

• Top Priorities for B2B Companies Within the Next 2 Years, in % of B2B Executives, October 2017

• Share of B2B Transactions Starting Online, in %, May 2017

• Most Important Sales Channels in B2B Industries, in % of B2B Sellers, Q2 2017

• Top Reasons for Using B2B E-Commerce From Customers’ Perspective, in % of B2B Sellers, Q2 2017

• Channels Used in B2B Sales, by 2 Years Ago, Now, and in 2 Years, in % of Sellers, Q2 2017

• Top Priority Technology Initiatives for the Next 18 Months, in % of Respondents, by Manufacturers and Distributors, September 2017

• Breakdown Recurring Orders Share of B2B E-Commerce Sales, in % of Manufactures, March 2018

• Share of B2B Buyers Reporting That Mobile Played a Significant Role in Their Recent Purchase, in %, 2017e

• Share of B2B E-Commerce Companies Offering a Mobile App, in % of Respondents, and Share of B2B E-Commerce Companies Planning

to Offer a Mobile App Within the Next 24 Months, in % of Respondents Currently Not Offering a Mobile App, March 2018

• Top 4 Features Most Important to B2B E-Commerce Buyers, in % of Respondents, March 2018

• Top 4 Payment Methods Accepted in B2B E-Commerce, in % of International B2B E-Commerce Companies, March 2018

• Share of B2B E-Commerce Companies Accepting Payment by Mobile Wallet, in %, March 2018

• Cross-Border B2B Transactions Facilitated by FinTech, in USD trillion and in % of All Cross-Border B2B Transactions, 2017 & 2022f

• Top 4 Global B2B E-Commerce Marketplaces by Number of Buyers, in millions, August 2017

• Alibaba.com: Profile, September 2018

• Amazon Business: Profile, September 2018

• Mercateo: Profile, September 2018

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TABLE OF CONTENTS (2 OF 6)

3. Asia-Pacific

3.1. Regional

• Top Technology-Related Trends for B2B E-Commerce, in % of B2B Companies, September 2018

• Overview of Selected B2B E-Commerce Marketplaces and Classifieds in Asia-Pacific, September 2018

3.2. China

• B2B E-Commerce Sales, in CNY trillion, and Year-on-Year Change, in %, 2011-2017e

• B2B E-Commerce Sales, in CNY trillion, and Year-on-Year Change, in %, 2011-2017e

• B2B E-Commerce Sales, in CNY trillion, H1 2017 & H1 2018

• B2B E-Commerce Platform Operator Revenues, in CNY billion, H1 2017 & H1 2018

• Top 6 Companies by B2B E-Commerce Market Share, in %, H1 2018

• Cross-Border E-Commerce Exports, in CNY trillion, and Breakdown by B2B and B2C/C2C, 2011 – 2017

• Breakdown of Third-Party Online Payment Providers Used by B2B E-Commerce Sellers, in % of B2B E-Commerce Sellers Using Third-

Party Payment Platforms, October 2016

3.3. Taiwan

• B2B E-Commerce Sales Compared to B2C E-Commerce Sales, in TWD billion, 2016

3.4. Japan

• B2B E-Commerce Sales, in JPY trillion, and Penetration, in %, 2013 – 2017

• B2B E-Commerce Sales, by Sector, in JPY billion, 2016 & 2017

3.5. South Korea

• Number of Businesses Engaged in B2B E-Commerce, by Selling and Ordering, and Penetration, in % of All Companies and in % of

Companies Selling/Ordering in E-Commerce, 2016

• Breakdown of E-Commerce Orders Received by E-Commerce Companies, by B2C, B2B and B2G, in %, 2016

3.6. India

• B2B E-Commerce Sales, in USD billion, 2015 & 2020f

• Share of SMEs Engaged in B2B E-Commerce, Compared to Engaged in B2C and B2G E-Commerce, in %, October 2017

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TABLE OF CONTENTS (3 OF 6)

3. Asia-Pacific (Cont.)

3.6. India (Cont.)

• Revenues of the Wholesale Units of Amazon India and Flipkart India, in INR billion, FY 2016 & FY 2017

3.7. Indonesia

• Top 10 Most Known B2B E-Commerce Platforms, in % of Respondents, August 2018

• Top 3 B2B E-Commerce Platforms Used, in % of Respondents, August 2018

3.8. Thailand

• B2B E-Commerce Sales of Companies in Thailand, in THB billion, 2014-2017e

3.9. Malaysia

• Breakdown of E-Commerce Contribution to GDP, by B2B and B2C, in % and in MYR billion, 2020f

4. North America

4.1. Regional

• Overview of Selected B2B E-Commerce Marketplaces and Classifieds in North America, September 2018

4.2. USA

• B2B E-Commerce Sales in the USA and Share of Global B2B E-Commerce Sales, in % and in USD trillion, 2020f

• B2B E-Commerce Sales, in USD billion, and Year-on-Year Change, in %, 2017e - 2021f

• Share of B2B E-Commerce in Total B2B Sales, in %, 2017e & 2021f

• Electronic B2B Sales (incl. E-Commerce, EDI and Other Electronic Channels), in USD trillion, and Year-on-Year Change, in %, 2012 -

2018f

• Electronic Sales, by Channel, in USD billion, 2018f, and CAGR, in %, 2012 - 2018f

• Electronic Sales of Manufacturers and Wholesale Traders, in USD billion, and Electronic Share of Total Sales, in %, Compared to Retail

and Services, 2015 & 2016

• Breakdown of E-Commerce Platforms Used on B2B Websites, in %, July 2017

• Share of B2B E-Commerce Companies Selling on Amazon Business, in % July 2017

• Devices Used by B2B Buyers to Research Work Purchases, in % of Respondents, Q1 2017

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TABLE OF CONTENTS (4 OF 6)

4. North America (Cont.)

4.2. USA (Cont.)

• Share of B2B Companies with a Responsive Design Website Interface, in %, 2016 & 2017

• Breakdown of B2B Payments by B2B E-Commerce and Other B2B Payments, in USD trillion, 2014 & 2020f

• Breakdown of B2B Payments by Payment Method As Perceived by Companies, in %, 2014, 2017 & 2020f

4.3. Canada

• Share of B2B Sellers Generating More Than One-Quarter of Sales Online, in %, 2016

5. Europe

5.1. Regional

• Share of Turnover Generated via B2B/B2G Web Sales, in %, Compared to B2C Web Sales and EDI-Type Sales, by EU and Selected Non-

EU Countries, 2015 & 2016 (1 of 2)

• Share of Turnover Generated via B2B/B2G Web Sales, in %, Compared to B2C Web Sales and EDI-Type Sales, by EU and Selected Non-

EU Countries, 2016 & 2017 (2 of 2)

• Share of Enterprises Which Sold via a Website or Apps in B2B or B2G Commerce, in %, by EU and Selected Non-EU Countries, 2013 –

2017 (1 of 2)

• Share of Enterprises Which Sold via a Website or Apps in B2B or B2G Commerce, in %, by EU and Selected Non-EU Countries, 2013 –

2017 (2 of 2)

• Share of Enterprises Purchasing Online, in %, by Country, 2016 & 2017 (1 of 2)

• Share of Enterprises Purchasing Online, in %, by Country, 2016 & 2017 (2 of 2)

• Share of Enterprises Purchasing Online from Suppliers in Other Countries, in %, by Selected Countries, 2017

• Overview of Selected B2B E-Commerce Marketplaces and Classifieds in Europe, September 2018

5.2. UK

• Web Sales and EDI-Type Sales of Enterprises, in GBP billion, and Breakdown of Web Sales of Enterprises by B2B/B2G and B2C, in %

and in GBP billion, 2015 & 2016

• Breakdown of Web Sales by B2C and B2B/B2G, in GBP billion, by Industry Sector, 2015 & 2016

• Electronic Sales Share of Total B2B Sales, by Web and EDI Sales, in %, 2017e

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TABLE OF CONTENTS (5 OF 6)

5. Europe (Cont.)

5.3. Germany

• B2B/B2G Share of Total B2B Sales, by All Enterprises and Enterprises with Web Sales, in %, 2016

• Share of B2B Online Shops with Personalization Features, in %, and Personalization Features Offered, in % of B2B Online Shops with

Personalization Features, May 2018

• Payment Methods Offered in B2B Online Shops, by Offered to New and Existing Customers, in % of B2B Online Shops, July 2018

• B2B Marketplaces Sold Through, in % of B2B Companies Selling Through Marketplaces, July 2018

• Devices Used for Purchasing in B2B E-Commerce, in % of Respondents, July 2018

5.4. France

• Web Sales and EDI-Type Sales of Enterprises, in EUR billion, and Breakdown of Web Sales of Enterprises by B2B/B2G and B2C, in %

and in EUR billion, 2015 & 2016

5.5. Italy

• Digital B2B Sales, in EUR billion, 2015 – 2017

• Digital Sales Share of Total B2B Sales, in %, 2015 & 2017

• Digital Sales Share of Total Cross-Border B2B Sales, in %, 2017

5.6. Spain

• Web Sales and EDI-Type Sales of Enterprises, in EUR billion, and Breakdown by B2C, B2B and B2G, in % and in EUR billion, 2016

• Share of B2B Companies Accepting Online Payments, in %, 2016 & 2017

5.7. Russia

• Share of Enterprises Using the Internet for Sales and Purchases, by Sector, in %, 2016

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TABLE OF CONTENTS (6 OF 6)

6. Latin America

6.1. Regional

• Overview of Selected B2B E-Commerce Marketplaces and Classifieds in Latin America, September 2018

6.2. Brazil

• B2B E-Commerce Sales, in BRL trillion, 2016-2018f

• Breakdown of B2B E-Commerce Sales by Sectors, in %, 2018f

• B2B E-Commerce Share of Total B2B Sales, in %, 2016 - 2018f

7. Middle East and Africa

7.1. Regional

• Breakdown of E-Commerce Sales in MENA, by B2C, B2B, G2B/C and Other, in % and in USD billion, 2020f

• Overview of Selected B2B E-Commerce Marketplaces and Classifieds in Africa, September 2018

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1. Management Summary 13 – 16

2. Global Developments

17 – 42

3.

3.1.

3.2.

3.3.

3.4.

3.5.

3.6.

3.7.

3.8.

3.9.

Asia-Pacific

Regional

China

Taiwan

Japan

South Korea

India

Indonesia

Thailand

Malaysia

43 – 64

44 – 45

46 – 52

53 – 53

54 – 55

56 – 57

58 – 60

61 – 62

63 – 63

64 – 64

4.

5.1.

5.2.

5.3.

North America

Regional

USA

Canada

65 – 79

66 – 66

67 – 78

79 – 79

5.

4.1.

4.2.

4.3.

4.4.

4.5.

4.6.

4.7.

Europe

Regional

UK

Germany

France

Italy

Spain

Russia

80 – 98

81 – 88

89 – 91

92 – 96

97 – 97

98 – 100

101 – 102

103 – 103

6.

6.1.

6.2.

Latin America

Regional

Brazil

104 – 108

105 – 105

106 – 108

7.

7.1.

Middle East and Africa

Regional

109 – 111

110 – 111

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42%

43%

45%

49%

49%

0% 25% 50% 75% 100%

Improving competitive positioning

Improving customer retention

Increasing sales productivity

Improving overall customer satisfaction

Increasing overall revenue

in % of B2B E-Commerce Decision-Makers

“Increasing overall revenue” was the top priority addressed by

companies through B2B E-Commerce efforts, as of March 2018. Global: Top 5 Priorities Addressed Through B2B E-Commerce, in % of B2B E-Commerce Decision-

Makers, March 2018

Note: does not add up to 100% due to multiple answers possible

Survey: based on a survey of 302 respondents among IT, E-Commerce, sales and line-of-business decision makers at companies in the USA, UK, Germany, China and Australia;

question asked “Which of these priorities are you looking to address through your organization’s B2B online/eCommerce efforts, specifically?“

Source: Magento, Forrester cited by Retail Touch Points, July 2018

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Digital B2B Sales 10%

Other B2B Sales 90%

2017 2015

Digital B2B Sales 15%

Other B2B Sales 85%

The digital sales share of all B2B transactions in Italy grew form

10% in 2015 to 15% in 2017. Italy: Digital Sales Share of Total B2B Sales, in %, 2015 & 2017

Definition: includes sales between companies that occur via online sales portals, marketplaces or eBusiness solutions

Source: Digital Innovation Observatories of the School of Management of Politecnico di Milano, June 2016, 2018

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