noah konferenz präsentation 2015
TRANSCRIPT
Make Europe
s B2B products accessible worldwide Peter F. Schmid, CEO • London, 13th of November 2015
B2B trade volume ~8 x larger than B2C trade volume
B2B online market materially larger than B2C
Source: IFH Retail Consultants: Industry report „B2B-E-Commerce-Markt in Deutschland“, 2013
B2B online space one of most significant future growth markets
B2C trade
volume
~400 €
billion
B2B trade
volume
~3,500 €
billion
x8
Heat pumps Milling cutters
Example of customers representing the German “Mittelstand”
„What does the market want or need?“
low relevance high relevance
Which were the key reasons to offer products/services online?
Source: 2015 „Online-Kaufverhalten im B2B-E-Commerce“ ibi research/VOTUM
01
Acquiring additional groups of customers
low relevance high relevance
Which were the key reasons to offer products/services online?
Source: 2015 „Online-Kaufverhalten im B2B-E-Commerce“ ibi research/VOTUM
01
02
Cost saving in distribution and sales
low relevance high relevance
Which were the key reasons to offer products/services online?
Source: 2015 „Online-Kaufverhalten im B2B-E-Commerce“ ibi research/VOTUM
01
02
03
Strengthening customer loyalty by offering another channel
low relevance high relevance
Which were the key reasons to offer products/services online?
Source: 2015 „Online-Kaufverhalten im B2B-E-Commerce“ ibi research/VOTUM
01
02
Acquiring additional groups of customers Cost saving in distribution and sales
04
03
Strengthening customer loyalty by offering another channel Time saving in distribution and sales
low relevance high relevance
Which were the key reasons to offer products/services online?
Source: 2015 „Online-Kaufverhalten im B2B-E-Commerce“ ibi research/VOTUM
01
02
04
03
05
Customer queries (customer asked for possibility to shop online)
Where do you start your purchase research for your company?
Search engines 91%
Telephonical request to suppliers 21%
Website/ Online shop for consumers (B2C) 12%
Stationary specialist retailers 18%
E-Procurement system (e.g. catalog SAP) 21%
Website/Online shop for business clients (B2B) 27%
Online catalog from supplier (e.g. PDF) 39%
Offline (e.g. catalogs) 18%
Marketplace for business clients (Mercateo, Amazon Supply) 12%
Which are the relevant issues to shop online for your business?
Source: 2015 „Online-Kaufverhalten im B2B-E-Commerce“ ibi research/VOTUM
Brand of a product / Trust in a product 71%
Awareness of a shop / marketplace operator 48%
Information about delivery time 95%
Technical data of a product 76%
Price of a product 86%
Key results for the B2B online search process
Source: Google 2014 / Millward Brown Digital
42% use during a buying and
researching process a
mobile device
70% of B2B buyers watch
videos during a buying
process
90% of the online searching
target group use a search
engine
The majority of the B2B target group is
digital nowadays
What are the offers today?
What are the offers today?
What are the offers today?
wlw becomes a classifieds business
wlw becomes a classifieds business
Dosierpumpen
wlw becomes a classifieds business
Dosierpumpen
Products online per week
wlw becomes a classifieds business
28 29 30 31 32 33 34 35 36 37 38 39 40 41 42 43 44 45
100.000
300.000
500.000
700.000
900.000
1.100.000
1.300.000
1.500.000
01
530,000 suppliers
in 47,000 categories
wlw – Facts & Figures
wlw – Facts & Figures
02
1,600,000
genuine buyers every month
03
24,000,000
visits a year
wlw – Facts & Figures
wlw – Facts & Figures
04
Founded 1932,
online since 1995,
located Hamburg,
200 employees
wlw – Facts & Figures
05
Every second one access
to a company profile,
every minute 5 concrete
offers are requested
Thank you!