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Future of B2B Online Retailing

Future of B2B Online Retailing

Connected Marketplaces Transition from Transactional Hubs to Assistive Selling

RELEASE DATE
02-Aug-2017
REGION
North America
Research Code: K16F-01-00-00-00
SKU: CI00266-NA-MT_20557
$8,500.00
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CI00266-NA-MT_20557
$8,500.00
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Description

Online B2B retailing is at an inflection point and is going through major shifts in technology and business models. The B2B market will outgrow the B2C market by 2025, with China taking the lead. The market is evolving due to shifts in the impact of mobility and role of digital channels. Retailers, in order to cope up with the change in the market, need to incorporate a broader competitive view by prioritising mobile and omnichannel strategies by investing aggressively in the B2B customer experience. The top priority of B2B retailers is to create a unique and personalised experience in delivering services through innovation in technologies.

The area of focus for the B2B vendors has shifted from procurement tools and EDI to hypermarkets, assistive selling, and omnichannel presence. The change is mainly to increase visibility among the other stakeholders and build strong software and infrastructure services.

This study covers the online B2B market in the key economies: US, Germany, Spain, France, UK, China, and Japan. It analyses the online sales in the manufacturing industry and classifies the B2B relationships and working models. The research service also focuses on techniques needed to improve the efficiency of online operations and customer services to enhance future growth opportunities. Profiles of B2B success cases are included and the study concludes with strategic conclusions and key success factors to be considered in the online B2B retailing sector. Some of the critical elements researched in the study include market automation, omnichannel presence, cognitive learning, assistive selling services, and fulfillment process and future innovative technologies such as drone delivery and virtual reality. The base year considered for the study is 2016.

Research Scope:

By Region

• The United States

• Germany

• Spain

• France

• The United Kingdom

• China 

• Japan

 

By Business Model

• One-to-Many

• Many-to-Many

 

By Strategies

• Omnichannel

• Customer Support and Engagement

• Financial

 

By Landscape

• Personalisation

• Omnichannel

• Business Intelligence

• Assistive Selling

 

By Technology

• Drone Delivery

• Industry 4.0

• Smart Products

• Augmented/Virtual Reality

 

Key issues addressed

• What are the estimates of key B2B online markets (manufactures only) in 2025?

• What are the types of B2B models and key critical elements of the models?

• What are the online B2B strategies that increase the operational efficiency of the business?

• How are the key online vendors innovating in the B2B market?

• What are the future innovations in technology for B2B eCommerce?

• What are the growth opportunities in the key economies?


RESEARCH: INFOGRAPHIC

This infographic presents a brief overview of the research, and highlights the key topics discussed in it.
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Table of Contents

Key Findings of the Study

B2B Online Market Definitions

Online B2B Market Purview

Online B2B Market Research Scope

Estimates of Key B2B Online Markets (Manufacturers Only)

Manufacturing Online Sales in the United States

Manufacturing Online Sales in Germany

Manufacturing Online Sales in the United Kingdom

Manufacturing Online Sales in Spain

Manufacturing Online Sales in France

Manufacturing Online Sales in Japan

Manufacturing Online Sales in China

Online B2B Market (Manufacturers Only) Assessment

Types of B2B Relationships

Types of B2B Business Models

One-to-Many—eShop: Designing End-to-End Online Journeys

eShop—Case Study 1: 3–Creating the B2C Experience in B2B

eShop—Case Study 2: BMW Web Store–Direct from Manufacturers

eShop—Case Study 3: Xiameter–Transparent Online Low Pricing

eShop—Case Study 4: Siemens–Industry Mall

eShop—Case Study 5: ExonnMobil

eShop—Case Study 6: John Deere

Three Critical Elements of One-to-Many Models

1) New Features

2) Omnichannel Presence

Types of Omnichannels

3) Cognitive Learning

Industry-specific—Automotive: Tyre24

Industry-specific—Healthcare: WestCMR

Hypermarket—Case Study 1: Alibaba

Hypermarket—Case Study 2: Amazon Business

Hypermarket—Case Study 3: eBay

Amazon and Alibaba—Comparison Matrix

Key Elements of the Many-to-Many Business Model

Marketing Services

Assistive Selling Services

Fulfillment Process

B2B Fulfillment Process from Many-to-Many Players

Comparisons between Two Models

Case Study of Self-run Model—Amazon Fulfillment

Case Study of Go-between Marketplace Model—Cainiao

B2B eCommerce Matrices—Strategy for Business Success

Omnichannel Matrices for B2B eCommerce

Financial Matrices for B2B eCommerce

Customer Support and Engagement Matrices for B2B eCommerce

Key Industrial Distributors

Assessment of Market Requirements for Large and SME Accounts

Grainger—eCommerce Strategy

RS Components—eCommerce Strategy

IPH—eCommerce Strategy

Competitive Analysis—Offerings to Large Customers

B2B eCommerce Service Landscape

Case Study—Omnichannel: SAP Hybris

Case Study—Assistive Selling: Apttus MAX

Case Study—Personalisation: YUSP

SikkaSoft’s Cloud-based App Platform

Future Technology Innovations for B2B eCommerce

Drone Deliveries

Virtual Reality

Industry 4.0—The Five Strategic Shifts

Industry 4.0—Contracts

Industry 4.0—Adoption Cycle

Industry 4.0—Adoption in Process Industries

Industry 4.0—Evolution of Data Analytics for Maintenance-related Activities

Industry 4.0—Predictive Maintenance

Industry 4.0—Smart Products

B2B Success Cases by Industry

Aerobay

Company, KPI, SKU, and Competitors

Aerobay Solution

Medtronic

Company, KPI, SKU, and Competitors

Medtronic Solution

BASF

Company, KPI, SKU, and Competitors

BASF Solution

Ferguson

Company, KPI, SKU, and Competitors

Ferguson Solution

Shaping B2B eCommerce Buying Experience

Growth Opportunities in B2B eCommerce Market

Legal Disclaimer

List of Figures
  • 1. Online B2B Market: Purview of Key Economies, US, Germany, Spain, France, UK, China, and Japan, 2016
  • 2. Online Turnover of Manufacturing Enterprises in Key Economies, China, Japan, UK, France, Spain, Germany, and US, 2016–2025
  • 3. eShop Designing Process, Key Economies, US, Germany, Spain, France, UK, China, and Japan, 2016
  • 4. Elements of One-to-Many Models, Key Economies, US, Germany, Spain, France, UK, China, and Japan, 2016
  • 5. Strategies mastering Omnichannel Presence, Key Economies, US, Germany, Spain, France, UK, China, and Japan, 2016
  • 6. eRetailing in Automotive Aftermarket: Marketplace Business Evolution–Tyre24, Germany, 2016
  • 7. Case Study of Amazon Business Marketplace Model, Global, 2016
  • 8. Comparison Matrix, Key Economies, US, Germany, Spain, France, UK, China, and Japan, 2016
  • 9. Elements of Many-to-Many Model, Key Economies, US, Germany, Spain, France, UK, China, and Japan, 2016
  • 10. B2B Fulfillment Process, Key Economies, US, Germany, Spain, France, UK, China, and Japan, 2016
  • 11. B2B eCommerce Matrices, Key Economies, US, Germany, Spain, France, UK, China, and Japan, 2016
  • 12. Types of Omnichannel Matrices for B2B eCommerce, Global, 2016
  • 13. Types of Financial Matrices for B2B eCommerce, Global, 2016
  • 14. Types of Customer Support Engagement Matrices for B2B eCommerce, Global, 2016
  • 15. Grainger eCommerce Strategy, US, 2016
  • 16. RS Components eCommerce Strategy, UK, 2016
  • 17. IPH eCommerce Strategy, US, 2016
  • 18. Competitive Analysis, Key Economies, US, Germany, Spain, France, UK, China, and Japan, 2016
  • 19. B2B eCommerce Landscape, Key Economies, US, Germany, Spain, France, UK, China, and Japan, 2016
  • 20. SAP Hybris B2B, Germany, 2016: Key Features
  • 21. Future Technology Innovations for B2B eCommerce, Key Economies, US, Germany, Spain, France, UK, China, and Japan, 2016
  • 22. The Key Strategic Shifts—Manufacturing 4.0, Key Economies, US, Germany, Spain, France, UK, China, and Japan, 2016
  • 23. Industry 4.0, Key Economies, US, Germany, Spain, France, UK, China, and Japan, 2016
  • 24. Industry 4.0 in Process Automation: Customer Adoption by Vertical, Global, 2016
  • 25. Industry 4.0, Key Economies, US, Germany, Spain, France, UK, China, and Japan, 2016
  • 26. B2B Success Cases by Industry, Key Economies, US, Germany, Spain, France, UK, China, and Japan, 2016
  • 27. Medtronic Business, UK, 2016
  • 28. Growth Opportunities, Key Economies US, Germany, Spain, France, UK, China, and Japan, 2016
  • 29. FBA Fulfillment Fees In $ Per Unit, Key Economies US, Germany, Spain, France, UK, China, And Japan, 2016
List of Charts
  • 1. Manufacturing Online B2B Sales, US, 2016
  • 2. Manufacturing Online B2B Sales, US, 2025
  • 3. Manufacturing Online B2B Sales, Germany, 2016
  • 4. Manufacturing Online B2B Sales, Germany, 2025
  • 5. Manufacturing Online B2B Sales, UK, 2016
  • 6. Manufacturing Online B2B Sales, UK, 2025
  • 7. Manufacturing Online B2B Sales, Spain, 2016
  • 8. Manufacturing Online B2B Sales, Spain, 2025
  • 9. Manufacturing Online B2B Sales, France, 2016
  • 10. Manufacturing Online B2B Sales, France, 2025
  • 11. Manufacturing Online B2B Sales, Japan, 2016
  • 12. Manufacturing Online B2B Sales, Japan, 2025
  • 13. Manufacturing Online B2B Sales, China, 2016
  • 14. Manufacturing Online B2B Sales, China, 2025
  • 15. Attractiveness of Online Markets (Manufacturers) by Region, US, UK, China, Japan, Spain, France, Germany, 2025
  • 16. B2B Market: ExxonMobil—eCommerce Sales, Global, 2015 $43.45 Billion
  • 17. Annual B2B Sales, US, 2016 & 2020
  • 18. Assessment of Market Requirements for Large and SME Accounts, Key Economies, US, Germany, Spain, France, UK, China, and Japan, 2016
  • 19. Industry 4.0 in Process Automation: Percent Value by Industry Verticals, Global, 2016
  • 20. Big Data for the Manufacturing Domain: Evolution of Data Analytics for Maintenance-related Activities, Global, 2000–2020
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Online B2B retailing is at an inflection point and is going through major shifts in technology and business models. The B2B market will outgrow the B2C market by 2025, with China taking the lead. The market is evolving due to shifts in the impact of mobility and role of digital channels. Retailers, in order to cope up with the change in the market, need to incorporate a broader competitive view by prioritising mobile and omnichannel strategies by investing aggressively in the B2B customer experience. The top priority of B2B retailers is to create a unique and personalised experience in delivering services through innovation in technologies. The area of focus for the B2B vendors has shifted from procurement tools and EDI to hypermarkets, assistive selling, and omnichannel presence. The change is mainly to increase visibility among the other stakeholders and build strong software and infrastructure services. This study covers the online B2B market in the key economies: US, Germany, Spain, France, UK, China, and Japan. It analyses the online sales in the manufacturing industry and classifies the B2B relationships and working models. The research service also focuses on techniques needed to improve the efficiency of online operations and customer services to enhance future growth opportunities. Profiles of B2B success cases are included and the study concludes with strategic conclusions and key success factors to be considered in the online B2B retailing sector. Some of the critical elements researched in the study include market automation, omnichannel presence, cognitive learning, assistive selling services, and fulfillment process and future innovative technologies such as drone delivery and virtual reality. The base year considered for the study is 2016. Research Scope By Region • The United States • Germany • Spain • France • The United Kingdom • China • Japan By Business Model • One-to-Many • Many-to-Many By Strategies • Omnichannel • Customer Support and
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Table of Contents | Executive Summary~ || Key Findings of the Study~ || B2B Online Market Definitions~ || Online B2B Market Purview~ || Online B2B Market Research Scope~ | Online B2B Market in Key Economies—Estimates on Market Potential~ || Estimates of Key B2B Online Markets (Manufacturers Only)~ || Manufacturing Online Sales in the United States~ || Manufacturing Online Sales in Germany~ || Manufacturing Online Sales in the United Kingdom~ || Manufacturing Online Sales in Spain~ || Manufacturing Online Sales in France~ || Manufacturing Online Sales in Japan~ || Manufacturing Online Sales in China~ || Online B2B Market (Manufacturers Only) Assessment~ | Online B2B Models—Types of B2B Relationships and Working Models~ || Types of B2B Relationships~ || Types of B2B Business Models~ || One-to-Many—eShop: Designing End-to-End Online Journeys~ || eShop—Case Study 1: 3–Creating the B2C Experience in B2B~ || eShop—Case Study 2: BMW Web Store–Direct from Manufacturers~ || eShop—Case Study 3: Xiameter–Transparent Online Low Pricing~ || eShop—Case Study 4: Siemens–Industry Mall~ || eShop—Case Study 5: ExonnMobil~ || eShop—Case Study 6: John Deere~ || Three Critical Elements of One-to-Many Models~ || 1) New Features~ || 2) Omnichannel Presence~ || Types of Omnichannels~ || 3) Cognitive Learning~ || Industry-specific—Automotive: Tyre24~ || Industry-specific—Healthcare: WestCMR~ || Hypermarket—Case Study 1: Alibaba~ || Hypermarket—Case Study 2: Amazon Business~ || Hypermarket—Case Study 3: eBay~ || Amazon and Alibaba—Comparison Matrix~ || Key Elements of the Many-to-Many Business Model~ || Marketing Services~ || Assistive Selling Services~ || Fulfillment Process~ || B2B Fulfillment Process from Many-to-Many Players~ || Comparisons between Two Models~ || Case Study of Self-run Model—Amazon Fulfillment~ || Case Study of Go-between Marketplace Model—Cainiao~ | Operational Efficiencies of Online B2B Strategies~ || B2B eCommerce Matrices—Strategy for Business Success~ || Omnichannel Matrices for B2B eCommerce~ || Financial Matrices for B2B eCommerce~ || Customer Support and Engagement Matrices for B2B eCommerce~ | Distributors’ Perspectives~ || Key Industrial Distributors~ || Assessment of Market Requirements for Large and SME Accounts~ || Grainger—eCommerce Strategy~ || RS Components—eCommerce Strategy~ || IPH—eCommerce Strategy~ || Competitive Analysis—Offerings to Large Customers~ | Key Online B2B Vendor Innovations~ || B2B eCommerce Service Landscape~ || Case Study—Omnichannel: SAP Hybris~ || Case Study—Assistive Selling: Apttus MAX~ || Case Study—Personalisation: YUSP~ || SikkaSoft’s Cloud-based App Platform~ | Future Perspectives~ || Future Technology Innovations for B2B eCommerce~ || Drone Deliveries~ || Virtual Reality~ || Industry 4.0—The Five Strategic Shifts~ || Industry 4.0—Contracts~ || Industry 4.0—Adoption Cycle~ || Industry 4.0—Adoption in Process Industries~ || Industry 4.0—Evolution of Data Analytics for Maintenance-related Activities~ || Industry 4.0—Predictive Maintenance~ || Industry 4.0—Smart Products~ | Profiles of B2B Success Cases~ || B2B Success Cases by Industry~ | Aerobay~ || Aerobay~ || Company, KPI, SKU, and Competitors~ || Aerobay Solution~ | Medtronic~ || Medtronic~ || Company, KPI, SKU, and Competitors~ || Medtronic Solution~ | BASF~ || BASF~ || Company, KPI, SKU, and Competitors~ || BASF Solution~ | Ferguson~ || Ferguson~ || Company, KPI, SKU, and Competitors~ || Ferguson Solution~ | Strategic Conclusion—Key Success Factors to Consider~ || Shaping B2B eCommerce Buying Experience~ || Growth Opportunities in B2B eCommerce Market~ || Legal Disclaimer~
List of Charts and Figures 1. Online B2B Market: Purview of Key Economies, US, Germany, Spain, France, UK, China, and Japan, 2016 ~ 2. Online Turnover of Manufacturing Enterprises in Key Economies, China, Japan, UK, France, Spain, Germany, and US, 2016–2025~ 3. eShop Designing Process, Key Economies, US, Germany, Spain, France, UK, China, and Japan, 2016 ~ 4. Elements of One-to-Many Models, Key Economies, US, Germany, Spain, France, UK, China, and Japan, 2016~ 5. Strategies mastering Omnichannel Presence, Key Economies, US, Germany, Spain, France, UK, China, and Japan, 2016 ~ 6. eRetailing in Automotive Aftermarket: Marketplace Business Evolution–Tyre24, Germany, 2016~ 7. Case Study of Amazon Business Marketplace Model, Global, 2016~ 8. Comparison Matrix, Key Economies, US, Germany, Spain, France, UK, China, and Japan, 2016 ~ 9. Elements of Many-to-Many Model, Key Economies, US, Germany, Spain, France, UK, China, and Japan, 2016 ~ 10. B2B Fulfillment Process, Key Economies, US, Germany, Spain, France, UK, China, and Japan, 2016~ 11. B2B eCommerce Matrices, Key Economies, US, Germany, Spain, France, UK, China, and Japan, 2016~ 12. Types of Omnichannel Matrices for B2B eCommerce, Global, 2016 ~ 13. Types of Financial Matrices for B2B eCommerce, Global, 2016 ~ 14. Types of Customer Support Engagement Matrices for B2B eCommerce, Global, 2016 ~ 15. Grainger eCommerce Strategy, US, 2016 ~ 16. RS Components eCommerce Strategy, UK, 2016 ~ 17. IPH eCommerce Strategy, US, 2016 ~ 18. Competitive Analysis, Key Economies, US, Germany, Spain, France, UK, China, and Japan, 2016~ 19. B2B eCommerce Landscape, Key Economies, US, Germany, Spain, France, UK, China, and Japan, 2016~ 20. SAP Hybris B2B, Germany, 2016: Key Features~ 21. Future Technology Innovations for B2B eCommerce, Key Economies, US, Germany, Spain, France, UK, China, and Japan, 2016~ 22. The Key Strategic Shifts—Manufacturing 4.0, Key Economies, US, Germany, Spain, France, UK, China, and Japan, 2016~ 23. Industry 4.0, Key Economies, US, Germany, Spain, France, UK, China, and Japan, 2016 ~ 24. Industry 4.0 in Process Automation: Customer Adoption by Vertical, Global, 2016~ 25. Industry 4.0, Key Economies, US, Germany, Spain, France, UK, China, and Japan, 2016 ~ 26. B2B Success Cases by Industry, Key Economies, US, Germany, Spain, France, UK, China, and Japan, 2016~ 27. Medtronic Business, UK, 2016~ 28. Growth Opportunities, Key Economies US, Germany, Spain, France, UK, China, and Japan, 2016~ 29. FBA Fulfillment Fees In $ Per Unit, Key Economies US, Germany, Spain, France, UK, China, And Japan, 2016~| 1. Manufacturing Online B2B Sales, US, 2016~ 2. Manufacturing Online B2B Sales, US, 2025~ 3. Manufacturing Online B2B Sales, Germany, 2016~ 4. Manufacturing Online B2B Sales, Germany, 2025~ 5. Manufacturing Online B2B Sales, UK, 2016~ 6. Manufacturing Online B2B Sales, UK, 2025~ 7. Manufacturing Online B2B Sales, Spain, 2016~ 8. Manufacturing Online B2B Sales, Spain, 2025~ 9. Manufacturing Online B2B Sales, France, 2016~ 10. Manufacturing Online B2B Sales, France, 2025~ 11. Manufacturing Online B2B Sales, Japan, 2016~ 12. Manufacturing Online B2B Sales, Japan, 2025~ 13. Manufacturing Online B2B Sales, China, 2016~ 14. Manufacturing Online B2B Sales, China, 2025~ 15. Attractiveness of Online Markets (Manufacturers) by Region, US, UK, China, Japan, Spain, France, Germany, 2025 ~ 16. B2B Market: ExxonMobil—eCommerce Sales, Global, 2015 $43.45 Billion~ 17. Annual B2B Sales, US, 2016 & 2020~ 18. Assessment of Market Requirements for Large and SME Accounts, Key Economies, US, Germany, Spain, France, UK, China, and Japan, 2016~ 19. Industry 4.0 in Process Automation: Percent Value by Industry Verticals, Global, 2016~ 20. Big Data for the Manufacturing Domain: Evolution of Data Analytics for Maintenance-related Activities, Global, 2000–2020~
Author Vidhya Ved
Industries Cross Industries
WIP Number K16F-01-00-00-00
Is Prebook No