1. Global e-Commerce, Trends in Online and
Cross Border Opportunities
By Aad Weening, Head of International @ IMRG UK and Founder
of Weening & Partners

2. 1) UK e-commerce Facts
2) Global e-commerce & Trends in
Online
3) Cross Border Oppportunities

3. UK e-Retail Sales over the years
2012 up 13% compared to 2011
£77.1bn
120
109.4
90.9 $bn
81.2 78
70.5
55.7
34.9
26.5
18
9.6
1.2 2.6
2000 2001 2002 2003 2004 2005 2006 2007 2008 2009 2010 2011 2012

4. UK Facts
The total number of Internet users There are an estimated 225,000
in the UK is 53.4 milion or 85% of online businesses in 2012
the population
The total number of UK e-
Shoppers is 37 billion or 70% of
Traditional Catalogue Sales are Internet users
estimated to be between 5 and 8%
of online sales
e-Retail
Facts The average UK e-Shopper spent
Total UK e-Sales 2011 were USD $2,956 in 2011
109bn, up 16% against 2010
e-Retail now accounts for
Total UK e-Sales 2012 are 18 % of total UK retail
estimated to grow 13% against sales(ex automotive &fuel)
2011
The Digital Commerce market
Annually, an estimated 1.1 provides employment for over
billion parcels are sent in 750,000 people in the UK
the UK

5. Global Trends
• World Internet users: 2.4 bn to reach 3.7 billion in 2015
• e-Spend 2011: $965billion (set to double in 5 years)
• Mobile Commerce will reach 24% of total e-sales this year
• BRIC countries to lead (Brazil, Russia, India, China): e-Sales up 500% since
2007; China’s e-sales 2012 will grow with 88%, India plus 50%, Russia plus
35% and Brazil plus 30%
• Watch the MIKT countries: Mexico, Indonesia, (South) Korea and Turkey!
• And....the CIVETS countries: Columbia, Indonesia, Vietnam, Egypt, Turkey
and South Africa
• Global e-Shoppers to reach 1bn in 2012, more than tripled since 2005
• Integration of digital and traditional media

6. Global Trends
.
* 35.6% of internet users are Asian.
* With an average of 400 million internet surfers each
month, Asia is the largest internet crowd
* In Africa, 3 out of 100 surf the Internet.
* In Asia, 10 out of 100 surf the Internet.
* In Europe, 38 out of 100 surf the Internet.
* In Middle East, 10 out of 100 surf the Internet.
* In North America, 70 out of 100 surf the Internet.
* In Latin America, 16 out of 100 surf the Internet.
* In Australia, 53 out of 100 surf the Internet.
* 1 billion users around the globe are surfing the
Internet every month.

7. Global e-Commerce Overview
BRIC countries are taking the lead (Brazil, Russia, India, China):
B2C e-commerce growth since 2007: 550%
China: B2C e-sales up 130% in 2011 and expected to grow 88% in 2012,
up 35,000% since 2007; shift from C2C to B2C; more retailers online
2012 2011 2012/2011
USA $355bn $311bn +15%
Europe $375bn $343bn +20%
Asia Pacific $276bn $220bn +35%
Latin America $55bn $43bn +30%
MENA $15bn €10bn +45%
World $1,125bn $965bn +20%
Source: IMRG estimates, IMRG Global B2C e-Commerce Overview 2011
NOTE: estimated average annual rate of exchange EUR/USD: 1.25 for 2012
- down from 1.3920 in 2011

8. BRIC Countries 2011
Population 193mn 142mn 1,220mn 1,347mn 2902mn
Internet Users 79mn 60mn 121mn 513mn 773mn
% Population 41% 42.3% 9.9% 38.1% 26,6%
Growth since 2007 60% % 147% 100% 100%
B2C e-Commerce
32bn 13bn 14bn 69bn 128bn
USD 2012 (f)
Growth since 2007 550% 150% 200% 1200% 1000%
Retail Sales $ 883bn 647bn 434bn 2,845bn 4,809bn
GDP PPP USD 2,294bn 2,383bn 4,458bn 11,300bn 20,435bn
Ranking 2011 7 6 3 2 1
GDP Real Growth
2.5% 4.0% 6.% 8.0% 5.5% (e)
2012

9. MIKT Countries
114mn 245mn 50mn 74mn 483
42mn 55mn 41mn 36mn 174
37% 22.5% 82% 49% 36%
60% 120% 16% 50% 70%
4.1bn 1.4bn 16.7bn 3.5bn 25.7bn
197bn 134bn 189bn 231bn 751bn
1,662 1,124 1,554 1,074 5,414
11 15 12 16 3
4.0% 6.5% 3.6% 8.5% 4.7%

10. CIVETS Countries

11. TOP Ten B2C e-Sales 2012 (e)
1) USA
2) UK
3) Japan
4) China
5) France
6) Germany
7) Australia
8) Brazil
9) Canada
10) South Korea
11) Italy
12) Spain
13) Russia
14) Netherlands
15) Switzerland
16) Sweden

12. Identifying Markets
* Mature markets in USA & Western Europe: growth per annum between 10
and 15%
* Southern Europe catching up: led by Italy and Spain, growth per annum around
30 to 40 %, Turkey coming up fast!
* Emerging markets in Eastern Europe, led by Russia, followed by Poland,
Ukraine growth per annum over 30%
* Asia-Pacific: fastest growing region; China: expected: 88% up in 2012 and a shift from
C2C to B2C. India plus 50% expected in 2012
* MENA countries coming up, led by Israel & UAE, growing around 45% per year
* Latin America strongly emerging, led by Brazil with 60% of total B2C e-
sales, followed by Mexico, Argentina, Caribbean and Columbia
* Africa still in its infancy, led by Egypt & South Africa

13. Languages on the Internet
USERS: CONTENT:

14. The Power of Online
Online has been a major driver of the economy
all over the world, ouitpacing growth offline.
Online contributes to creating jobs: for instance
in the UK the Digital Economy provides 750,000
jobs directly and indirectly
Every year around 20% new websites/startups
are created

15. Online Issues
* Trust & Confidence: trust marks like Trusted Shops
* Social Networks: communication, review, info, identity
* Increasing Offer: retailers online, getting local businesses online
* Ordering: availability
* Delivery Options: Standard, 24/48 hours, @Home, Click &
Collect, address systems
*Payment: Security & Options
* Returns: a reliable, well functioning return system

16. Essential for e-Commerce
Trust Marks
Affordable Internet
Emerging Countries for Retail Investment
are also interesting markets for e- Shift to Mobile
commerce:
Disposable Income
Ranking A.T. Kearney GRD Index 2012: Rising
1 - Brazil
3 - China
5 – India
Young Population,
ready to adopt new media
13 - Turkey
23 – Colombia
26 - Russia
Political Stability
Social Media
Ukraine 2012: 12 new brands entered the retail market

17. Global B2C e-Commerce Overview 2012
– Market Profiles

18. From the top 30 Emerging Markets for 2012-2017 GIA
Index:
India (1), Brazil (2), China (3), Russia (4), Indonesia (5), South Africa (6),
Vietnam (7), Vietnam (8), Mexico (10), Turkey (11), Malaysia (14), Poland (19),
UAE, 21) Egypt (22), Romania (26), CZ Republic (27), Hungary (30)

19. Cross Border Opportunities
There are huge cross-border
opportunities :
* Austrian and Swiss consumers shop
at German websites,
* Belgians with French and/or Dutch
websites,
* Swedes, Danes, Norwegians and
Finnish on websites of Scandinavian
origin or in the US.
Brazilians and Caribbeans shop
at US-based websites.
Up to 50% of Australians are shopping
overseas, as well as
50% of Chinese, 25% of Koreans, 18%
of US e-shoppers and 18% of
Japanese.

20. Casa: ASOS UK

21. ASOS UK
Online Fashion & Beauty
• Founded in 2000
• Growth 2012: UK +15%, Int:
+42%
• Total Sales: £495mn, up
120% since 2010
• Countries: 160, free delivery
Nick Robertson, CEO and Founder:
“Our customers are part of a global
• National sites:
fashion community. We will win uk, de, fr, au, us, it, es
by st aying connected, listening and
collaborating” • % export: over 60%
• 2000 employees

23. OPPORTUNITIES?
Belgium, the
Netherlands, UK, Germany,
Barriers:
Languages?
France, Italy, Spain, Greece Consumer Taste?
Poland, Russia, Ukraine, Turkey
Crossing Borders?
Addresses?
China, India, Vietnam, Malaysia Delivery?
USA, Canada, Brazil, Chile
Payment?
Website?
UAE, Israel, Egypt, South Africa

24. Introducing Experts to Guide you:
André Weening, MCLS - Belgium
Henning Heesen, salesupply.com

25. Thank you!!
Contact : aad@weening.biz or aad.weening@imrg.org