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proudly presents
Delivering International Growth
Andrew McClelland, Chief Operations & Policy Officer
Introduction / Overview



       1.  Current position
       2.  Barriers to trade & shared priorities
       3.  Potential
IMRG Members
1. Current Position – EU Trade
Europe (values in €)                                                  EU Digital Market
                                 2008         2009         2010
UK                             55,000       55,900      68,501 
                                                                                Measure to manage
Austria                         1,900        2,700       3,500 
Belgium                         2,500        2,825       3,600                         Industry solution ‐ GEMS
Czech Republic                    600          750       1,307
Denmark                         4,385        5,042       5,800                  EU growth – 22% in 2010
Finland                         3,165        3,640       3,980 
France                         20,000       25,000      31,000                  Highlights cross‐border potential
Germany                        23,900       26,900      30,000 
Greece                            450          800       1,400                         Define cross‐border
Hungary                           250          330         490 
Ireland                         2,200        2,100       2,960                  Already significant trade:
Italy                           6,365       10,037      14,358 
Norway                          3,728        4,400       5,200                         Bol.com
Poland                          2,110        2,470       2,800 
                                                                                       ASOS (over half of revenue from International trade)
Portugal                          560          650         780 
Romania                           275          325         425                         Pixmania
Russia                          3,020        3,400       4,400 
Slovakia                           66           96         300                         Otto
Spain                           6,695        7,760      10,100 
                                                         8,880                         Redcoon.com
Sweden                          6,840        7,866
Switzerland                     3,698        4,250       4,500 
                                                                                       3Suisses
The Netherlands                 5,438        6,375       8,200 
Turkey                          1,000        1,150       1,750                         Redoubt
                              154,145      174,766      214,556

                   Source: IMRWorld B2C global ecommerce overview 2011, www.imrg.org
1. EU Trade - Country Data

France
  B2C e‐commerce 2010 (€bn)                                                 31.1

       Percent change                                                       24

      Internet users (mn)                                                   44.6

   Percentage of population                                                 68.6

      Av. expenditure €                                                     695




        Source: IMRWorld B2C global ecommerce overview 2011, www.imrg.org
1. EU Trade - Country Data

Germany
 B2C e‐commerce 2010 (€bn)                                                    30

      Percent change                                                          18

     Internet users (mn)                                                      65.1

  Percentage of population                                                    79.8

     Av. expenditure €                                                        461




          Source: IMRWorld B2C global ecommerce overview 2011, www.imrg.org
1. EU Trade - Country Data

• Poland
  – 1st portals only 4 
    years old
  – 35% Y‐on‐Y growth
  – Only 23% purchased 
    online
  – 120 mobiles per 100 
    people
                                                                               € Millions

           Source: IMRWorld B2C global ecommerce overview 2011, www.imrg.org
1. EU Trade – ECC Survey

•   305 Test purchases
•   288 products actually arrived
•   Majority of sites don’t do cross‐border (over 60%)
•   Key issues:
     –   Language: 39% of sample only one
     –   Payment options
     –   Returns procedures
     –   Delivery options / information
     –   Legal declarations / order processes

             Source: IMRWorld B2C global ecommerce overview 2011, www.imrg.org
2. Barriers to trade

    Key areas for consideration


     Localisation           Payments


        Legal           Inventory management


    Reverse logistics   Customer confidence/care
3. Global Potential
                                     2009                           2010     Growth
North America                        €185bn                         €214bn   11%
Europe                               €175bn                         €214bn   22%
Asia Pacific                         €88bn                          €130bn   48%
Latin America                        €16bn                          €22bn    40%
Other Regions                        €10bn                          €14bn    40%
World                                €473bn                         €590bn   25%




Source: IMRWorld B2C global ecommerce overview 2011, www.imrg.org
1. Global Trade - Country Data

Australia
  B2C e‐commerce 2010 (€bn)                         20,000 

        Percent change                              25

      Internet users (mn)                           17.1

   Percentage of population                         75.8

       Av. expenditure €                            1.169

 John Lewis extends its online home delivery service to 27 countries, 
                  including the US and Australia

             Source: IMRWorld B2C global ecommerce overview 2011, www.imrg.org
1. Global Trade - Country Data

Brazil
  B2C e‐commerce 2010 (€bn)                        12.8

         Percent change                            35

      Internet users (mn)                          75.9

   Percentage of population                        39

      Av. expenditure €                            168

     Wine.com.br uses Facebook and has over 4,500 followers



            Source: IMRWorld B2C global ecommerce overview 2011, www.imrg.org
1. Global Trade - Country Data

China
  B2C e‐commerce 2010 (€bn)                        12

        Percent change                             57

      Internet users (mn)                          457

   Percentage of population                        34

      Av. expenditure €                            125

   Home Retail Group announced £22 Million China partnership



            Source: IMRWorld B2C global ecommerce overview 2011, www.imrg.org
3. Why Global?

•   Extend range life
•   New / less mature markets
•   Shorter supply chain (possibly)
•   New growth opportunities
•   UK market maturing and EU economies flat‐
    lining
Main Content

     Cross‐border potential


        Global, not just EU


          More competition


        Localisation


     27 states, 27 cultures, 27 legislative environments
Thank you



Andrew McClelland
andrew@imrg.org

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IDF IMRG

  • 2. Delivering International Growth Andrew McClelland, Chief Operations & Policy Officer
  • 3. Introduction / Overview 1.  Current position 2.  Barriers to trade & shared priorities 3.  Potential
  • 5. 1. Current Position – EU Trade Europe (values in €) EU Digital Market 2008 2009 2010 UK  55,000 55,900 68,501  Measure to manage Austria  1,900 2,700 3,500  Belgium  2,500 2,825 3,600  Industry solution ‐ GEMS Czech Republic  600 750 1,307 Denmark  4,385 5,042 5,800  EU growth – 22% in 2010 Finland  3,165 3,640 3,980  France  20,000 25,000 31,000  Highlights cross‐border potential Germany  23,900 26,900 30,000  Greece  450 800 1,400  Define cross‐border Hungary  250 330 490  Ireland  2,200 2,100 2,960  Already significant trade: Italy  6,365 10,037 14,358  Norway  3,728 4,400 5,200  Bol.com Poland  2,110 2,470 2,800  ASOS (over half of revenue from International trade) Portugal  560 650 780  Romania  275 325 425  Pixmania Russia  3,020 3,400 4,400  Slovakia  66 96 300  Otto Spain  6,695 7,760 10,100  8,880  Redcoon.com Sweden  6,840 7,866 Switzerland  3,698 4,250 4,500  3Suisses The Netherlands  5,438 6,375 8,200  Turkey  1,000 1,150 1,750  Redoubt 154,145 174,766 214,556 Source: IMRWorld B2C global ecommerce overview 2011, www.imrg.org
  • 6. 1. EU Trade - Country Data France B2C e‐commerce 2010 (€bn) 31.1 Percent change 24 Internet users (mn)  44.6 Percentage of population 68.6 Av. expenditure € 695 Source: IMRWorld B2C global ecommerce overview 2011, www.imrg.org
  • 7. 1. EU Trade - Country Data Germany B2C e‐commerce 2010 (€bn) 30 Percent change 18 Internet users (mn)  65.1 Percentage of population 79.8 Av. expenditure € 461 Source: IMRWorld B2C global ecommerce overview 2011, www.imrg.org
  • 8. 1. EU Trade - Country Data • Poland – 1st portals only 4  years old – 35% Y‐on‐Y growth – Only 23% purchased  online – 120 mobiles per 100  people € Millions Source: IMRWorld B2C global ecommerce overview 2011, www.imrg.org
  • 9. 1. EU Trade – ECC Survey • 305 Test purchases • 288 products actually arrived • Majority of sites don’t do cross‐border (over 60%) • Key issues: – Language: 39% of sample only one – Payment options – Returns procedures – Delivery options / information – Legal declarations / order processes Source: IMRWorld B2C global ecommerce overview 2011, www.imrg.org
  • 10. 2. Barriers to trade Key areas for consideration Localisation Payments Legal Inventory management Reverse logistics Customer confidence/care
  • 11. 3. Global Potential 2009 2010 Growth North America €185bn €214bn 11% Europe €175bn €214bn 22% Asia Pacific €88bn €130bn 48% Latin America €16bn €22bn 40% Other Regions €10bn €14bn 40% World €473bn €590bn 25% Source: IMRWorld B2C global ecommerce overview 2011, www.imrg.org
  • 12. 1. Global Trade - Country Data Australia B2C e‐commerce 2010 (€bn) 20,000  Percent change 25 Internet users (mn)  17.1 Percentage of population 75.8 Av. expenditure € 1.169 John Lewis extends its online home delivery service to 27 countries,  including the US and Australia Source: IMRWorld B2C global ecommerce overview 2011, www.imrg.org
  • 13. 1. Global Trade - Country Data Brazil B2C e‐commerce 2010 (€bn) 12.8 Percent change 35 Internet users (mn)  75.9 Percentage of population 39 Av. expenditure € 168 Wine.com.br uses Facebook and has over 4,500 followers Source: IMRWorld B2C global ecommerce overview 2011, www.imrg.org
  • 14. 1. Global Trade - Country Data China B2C e‐commerce 2010 (€bn) 12 Percent change 57 Internet users (mn)  457 Percentage of population 34 Av. expenditure € 125 Home Retail Group announced £22 Million China partnership Source: IMRWorld B2C global ecommerce overview 2011, www.imrg.org
  • 15. 3. Why Global? • Extend range life • New / less mature markets • Shorter supply chain (possibly) • New growth opportunities • UK market maturing and EU economies flat‐ lining
  • 16. Main Content Cross‐border potential Global, not just EU More competition Localisation 27 states, 27 cultures, 27 legislative environments