B2B Future Trends Driving ECommerce in Manufacturing Industries

FUTURE TRENDS DRIVING E-COMMERCE IN
MANUFACTURING INDUSTRIES
August 2018
INTRODUCTION
KEY TRENDS DRIVING B2B E-COMMERCE
BENEFITS FOR MANUFACTURERS
INDUSTRIES MOST READY TO USE E-
COMMERCE
KEY FACTORS TO CONSIDER IN E-
COMMERCE
APPENDIX
INTRODUCTION
Scope
 This report analyses the e-commerce in manufacturing industry, which Disclaimer

includes the following categories. Much of the information in this
briefing is of a statistical nature and,
while every attempt has been made
to ensure accuracy and reliability,
Euromonitor International cannot be
held responsible for omissions or
errors.
Figures in tables and analyses are
calculated from unrounded data and
may not sum. Analyses found in the
briefings may not totally reflect the
companies’ opinions, reader
discretion is advised.
Offline sales channels The B2B e-commerce market

Manufacturing industries is already valued at USD4
turnover trillion, and is predicted to grow
by 2025, largely thanks to
USD45.8 trillion growth in developed countries.
Cost and time savings,
E-commerce smoother sales processes,
competition in the B2B field, and
the growing number of tech-
savvy consumers are forecast to
drive e-commerce growth.
Manufacturing industries
offering high-value added
goods, such as machinery or
electronics, are the most ready
to embrace B2B e-commerce.
© Euromonitor International PASSPORT INDUSTRIALS: FUTURE TRENDS DRIVING E-COMMERCE IN MANUFACTURING PASSPORT 3
INDUSTRIES
INTRODUCTION
Key findings
B2B e-commerce market The global B2B e-commerce market already stands at an estimated USD4
stands at USD4 trillion trillion, and is anticipated to grow. Improved sales processes and new sales
channels enabled by e-commerce are to drive the B2B e-commerce market’s
growth.
Developed countries lead in Developed countries are expected to lead in the B2B e-commerce field by 2025.
B2B e-commerce Well-developed IT and logistics infrastructure, sound online payment systems
and advanced manufacturing supply chains will keep developed nations in the
lead. Emerging countries, meanwhile, offer the strongest growth potential,
although the development of e-commerce is constrained by still developing IT
infrastructure, logistics system and restrictions on the internet.
Competition, process Increasing competition among suppliers, sales process optimisation and
optimisation and tech-savvy associated costs, and the growing share of tech-savvy consumers will
consumers to drive growth encourage manufacturers to increase their online presence. Manufacturers
offering a similar to B2C e-commerce experience have greatest chance of
success.
E-commerce offers cost B2B buyers are expected to gain from lower costs thanks to e-commerce. Price
savings for B2B buyers comparability and bidding platforms allow savings of up to 15-20% of costs,
while smoother order and delivery processes promise lower inventory
warehousing costs and time savings.
High-value added industries Manufacturing industries, offering high value-added components (such as hi-
are most ready to embrace tech goods, machinery) are the most ready to increase their B2B e-commerce
e-commerce presence. Clear product identification and relatively simple transportation of
goods allow easy cataloguing of offerings online, and provide quick delivery for
customers.
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INTRODUCTION
Why B2B e-commerce matters
 Due to the specifics of B2B goods, many of the E-commerce expands client reach and client pool
products are usually not of practical use for
household consumers. This means that B2B
companies require a different business model from
B2C companies to reach their customers.
 In order to sell their goods, B2B companies had to B2B clients
rely heavily on specialised wholesalers to reach
their customers or maintain close relationships with
the key buyers, which inflates sales costs.
 However, the emergence of e-commerce provides
benefits for B2B companies, and manufacturers in
E-commerce
particular. As of 2017, global B2B e-commerce platform
sales amounted to an estimated USD4 trillion.
 The e-commerce platform enables manufacturers
to expand their client pools (thanks to 24/7 service
and lesser geographic boundaries) and reduce Manufacturer Wholesaler
sales costs by simplifying customer service or
skipping some of the intermediaries. Moreover,
simplified sales procedures free up valuable time
of sales staff, which can be allocated to offering
USD4 trillion
higher-value services for clients. global B2B e-commerce
value, 2017
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INTRODUCTION
Manufacturing industries lead in e-commerce
 On average, manufacturing industries receive % Share of Revenue from E-commerce

more revenue from e-commerce activities than
other industries. Developed nations, having strong USA
manufacturing industries and good IT South Korea
infrastructure, are in the lead. Spain
 In order to succeed, manufacturing companies Japan
must have an effective account management team, UK
and a smooth sales and logistics process. E- Germany
commerce platforms offer significant improvements Australia
in sales process optimisation for manufacturers, France

explaining greater involvement in e-commerce. Brazil
Russia
Saudi Arabia
Turkey
27% > 18% Indonesia

Canada
India
of manufacturing of all business revenue Italy
industries revenue come come from e-commerce
Mexico
from e-commerce (average in 18 largest
China
(average in 18 largest economies)
economies) 0% 20% 40% 60% 80%
Manufacturing Industries Total Average
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INTRODUCTION
Developed countries to drive B2B e-commerce growth
 The global B2B e-commerce market is forecast to % Share of Revenue from E-commerce
continue growing, led by developed countries. On in Selected Countries
average, manufacturing industries are predicted to
USA
receive around one-third of their revenue through e-
South Korea
commerce by 2025.
Spain
 In general, e-commerce growth is expected to be
Japan
driven by increasing production and procurement
UK
automation, the cost savings e-commerce platforms
Germany
provide, and the growing share of millennials in the
Australia
population. Increasing automation and the growing
France
number of tech-savvy B2B customers will drive e-
Brazil
commerce growth.
Russia
 Strong manufacturing industries, combined with good
Indonesia
IT infrastructure are expected to put developed
Turkey
economies at the forefront. However, countries such as
Saudi Arabia
the USA or Japan are set to witness slow or no growth
Italy
in e-commerce activities due to already high business
Canada
participation and e-commerce maturity.
India
 A strong spurt in B2B e-commerce in emerging
Mexico
economies is also anticipated, however, still-developing
China
payments and logistics infrastructure, as well as
-20% 0% 20% 40% 60% 80%
internet restrictions, are expected to constrain some
growth potential. 2017 2025
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APPENDIX
Key trends to drive e-commerce in manufacturing industries
 Increasing number of  Growing share of  E-commerce increases

business are placing millennials in the total pool of potential clients
orders via the internet. population and labour and sales opportunities.
Manufacturers, not market will lead to a Companies not investing
wanting to lose their growing number of tech- into e-commerce risk
clients, will have to savvy buyers, forcing falling behind their
develop e-commerce manufacturers to adapt. competitors.
strategies.
Manufacturers
Tech-savvy
follow their Competition
population
clients
 E-commerce platforms offer  Increasing production

manufacturers a smoother automation and more
sales experience due to transparent supply chains
process automation and that Industry 4.0 solutions
reduction in order errors. provide enable
This reduces costs and
leaves more time for sales companies to automate
staff to engage directly with procurement procedures.
the clients.
Process
Industry 4.0
optimisation
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Manufacturers to follow their customers in e-commerce market
 An increasing number of B2B buyers are placing More Businesses Place Orders
orders online. However, the significant gap Online than Receive
between orders placed and received online
South Korea
remains, indicating that a large number of players
USA
do not have an online presence or are falling
Germany
behind foreign competition.
Canada
 The gap between online orders placed and UK
received is expected to narrow. The increasing France
online activity of B2B buyers will encourage Japan
manufacturing industries and suppliers to increase Russia
their e-commerce presence and develop new sales Italy
strategies. Otherwise, manufacturers risk losing a Australia
significant share of potential revenue, as roughly Brazil
one-third of buyers are placing orders online. Saudi Arabia
Spain
1 in 3 Indonesia
Mexico
businesses place orders Turkey
online India
China
1 in 10 0% 20% 40% 60% 80%
businesses receive % of total business, 2017

orders online Placing Orders Online Receiving Orders Online
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Industries with largest share of orders placed online
 The transport equipment and Industries with Largest Share of Orders Placed Online*
chemical products industries
showed the largest increase in Transport Equipment
number of companies placing
orders online. Relatively simple Chemical Products
logistics, ease of cataloguing Food, Beverages and Tobacco

product offerings and developed
supply chains contributed to the Pharmaceuticals and Medical Equipment
increase.
Energy
 By contrast, service industries
remained relatively inactive in Hi-tech Goods
online procurement activities.
Recreation, Entertainment and Arts
The high customisation of
product offerings required, and Government and Membership Organizations
the high share of B2C
Education
consumers requiring different
communications channels Information and Communication
hinder online procurement. The
majority of online purchases -50% 0% 50% 100% 150%
made by service industries % of total business

remained limited to purchasing 2012 2017
inventories or similar items used Note: Aggregated data of 18 largest economies globally (Australia, Brazil, Canada, China, France,
Germany, India, Indonesia, Italy, Japan, Mexico, Russia, Saudi Arabia, South Korea, Spain, Turkey,
in everyday activities. UK, USA)
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Millennials: a growing group of tech-savvy consumers
 The growing importance of millennials in the labour Millennials Population Share by Region
market and business is influencing the B2B e-
commerce market. World
 Globally, millennials are forecast to represent 20%
of the total population by 2025, while Western
Western Europe
Europe and Eastern Europe are forecast to have
the largest share of millennials in their population.
Eastern Europe
 As an increasing number of millennials step up into
management positions, manufacturers and
suppliers will have to change their business models Latin America
and increase their online presence.

 Millennials are a more tech-savvy consumer group, Asia Pacific
bringing their B2C e-commerce experience into the

business environment and expecting similar Australasia
services in the B2B sphere. Up to 90% of
purchasing decisions begin with an information North America
search on the internet, thus B2B businesses must
increase their online presence in order to avoid
Middle East and Africa
losing revenue. Moreover, millennials tend to prefer
the self-serve buying model that e-commerce 0% 10% 20% 30%
platforms provide. Thus, companies, providing up-
% of total population
to-date catalogues and convenient e-commerce
platforms could earn the loyalty of millennials. 2025 2017
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Digital consumers: prerequisite for digital business development
70
High Consumer Digitalisation Low Consumer Digitalisation
Low Business Digitalisation Low Business Digitalisation
60 Romania
India
Ukraine
Mexico
50 Turkey
Slovakia
Digital business ranking
UAE
40 Poland
Hungary
Russia
Portugal
30
Japan Italy
Spain
Norway Sweden Singapore

20 UK
Belgium
High Consumer Digitalisation Low Consumer Digitalisation

High Business Digitalisation Austria High Business Digitalisation
10 Brazil
Czech Rep.
Australia
Canada
Denmark
Colombia
0
0 10 20 30 40 50 60
Digital consumer ranking
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Digital business index 2017
% of businesses Digital Digital

Business Business
Country using Index Index
using using receiving placing orders
broadband Score Rank
computer internet orders online online
internet
New Zealand 100 100 98 45 73 83 1
Iceland 100 100 100 34 74 82 2
Colombia 100 100 94 61 49 81 3
Denmark 100 100 98 29 75 80 4
Lebanon 100 100 96 49 57 80 5
Canada 100 100 99 16 76 78 6
Australia 100 99 98 30 60 77 7
Czech Republic 99 98 98 27 64 77 8
Uruguay 100 100 98 42 46 77 9
Brazil 100 100 88 38 60 77 10
Switzerland 100 100 99 22 60 76 11
Austria 100 99 93 20 67 76 12
Germany 99 99 94 29 56 75 13
Netherlands 100 100 97 25 53 75 14
Ireland 99 99 97 31 47 75 15
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Competition encourages investments in e-commerce
 An increasing number of businesses are Companies Must Invest in E-commerce to Avoid

transferring their sales services online. Losing Out to Competitors
Moreover, studies suggest that up to three-
quarters of customers prefer the self-service  Companies investing in e-commerce can
type of sales offered through e-commerce, experience up to five times faster revenue
rather than directly contacting a sales growth than offline-only competitors due to
Faster revenue 24/7 service and broader geographic
representative. growth
 Therefore, companies hesitant of investing into reach.
digital expansion risk losing market share and
sales to competitors offering a more convenient
sales experience.  Lower cost base (due to improved
 E-commerce platforms remove geographic efficiency of sales processes and
boundaries and allow 24/7 operation, in turn improved delivery times) that e-commerce
platforms provide result in higher profit
increasing the reach of potential clients. Improved profits margins in comparison with offline-only
Secondly, e-commerce platforms offer cost companies.
savings for buyers while also eliminating the
majority of errors in order fulfilment. In the long-
term, e-commerce platforms may increase  Lower product costs offered via e-
commerce platforms, and reduced order
consumer satisfaction and loyalty, thus errors lead to improved customer
encouraging companies to bolster their online Improved satisfaction. Moreover, more efficient sales
presence. customer processes leave more time for sales
 Furthermore, companies hesitant to invest in satisfaction representatives to contact key customers
digital services risk losing market share and directly.
profits due to less efficient and costly sales
procedures in comparison to e-commerce.
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E-commerce improves sales process for companies
 E-commerce platforms can help Industries with Most Potential to Expand E-commerce
companies to streamline sales
12
processes and improve sales Hi-tech goods
efficiency.
Readiness to use B2B e-commerce rank

Machinery
10
 Integrated e-commerce platforms Forestry, wood
and paper Rubber and
help to eliminate manual entrance plastic
8
of orders and iron out Transport
Metal products equipment
inefficiencies. Thanks to a Chemical
6 products
reduced number of manual tasks Non-metallic Household goods
and fewer errors, companies can mineral products
Textile and leather Food, beverages
4 and tobacco
save up to 80% of costs
associated with sales process
and procurement fulfilment. 2
 Moving to e-commerce also

enables companies to review and 0
0% 5% 10% 15% 20% 25% 30%
enhance their sales processes.
% of Business Receiving Orders Online
Thanks to time savings, sales
representatives have more time
to contact high-value clients while
customer buying behaviour
only 1/3 of company orders and
captured on e-commerce shipments are handled
platforms helps to develop
tailored offerings.
hands-free
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Industry 4.0 solutions to automate procurement procedures
 Industry 4.0 solutions are Readiness to Implement Industry 4.0 Solutions in

accelerating automation of Selected Countries 2017
manufacturing processes and 35% 50
increase the transparency of
45
supply chains. 30%
 As manufacturing supply chains 40
become more integrated and
25% 35
transparent, procurement, order
fulfilment and delivery 30
Axis Title
procedures are anticipated to 20%
become increasingly automated. 25
 This is expected to boost B2B 15%

20
e-commerce sales, as e-
commerce platforms can 10% 15
provide automated
10
procurement, inventory
5%
management, re-ordering and 5
logistics solutions. Economies
with strong manufacturing 0% 0
industries, advanced supply

chains and developed IT
systems are expected to drive
change. Manufacturing as % of GVA Readiness Index Score (Max. 56)
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APPENDIX
E-commerce offers cost savings for manufacturers
Using electronic bidding on e-

commerce platforms, B2B buyers can
B2B cost reduce their costs thanks to the lower
price of sub-assemblies
savings
Manufacturers often rely on stable Willingness to

supply of critical components. This use e-
Optimised often leads to maintaining inventories,
inflating warehousing costs. E- commerce
procurement commerce can help to reduce platforms in B2B
inventory warehousing costs
purchases
More advanced e-commerce platforms

Savings on can handle logistics by involving third-
party providers in the process. This
transportation helps B2B buyers reduce costs on
transportation, warehousing, insurance
costs and similar associated costs
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Bidding, price comparability and dynamic pricing reduce B2B costs
 E-commerce bidding platforms, price comparability and special pricing for key customers can help
manufacturers to reduce B2B costs. Thanks to e-commerce, manufacturers can save up to 15-20% of their
B2B costs thanks to the lower prices of various components used in manufacturing.
 Industries with long supply chains (such as transport equipment), large product portfolios (metals products,
food industry) and precision-driven industries (hi-tech goods), could benefit most from e-commerce.
 Easy price comparability and possibility to bid can help reduce spending on non-critical components used
in manufacturing processes. Moreover, e-commerce helps to improve procurement processes, as routine
tasks can be automated.
 Manufacturers can also gain when purchasing critical components online. The data gathered in e-
commerce platforms can help the seller to determine special prices for key customers or improvements for
specific components.
Total B2B Costs in Selected Manufacturing Industries 2017
Metal Products
Food, Beverages and Tobacco
Transport Equipment
Hi-tech Goods
Chemical Products
Machinery
Textile and Leather Products
Non-metallic Mineral Products
Rubber and Plastic
B2B Costs
Forestry, Wood and Paper
Pharmaceuticals and Medical Equipment Potential Savings from E-commerce
Household Goods
0 500,000 1,000,000 1,500,000 2,000,000 2,500,000 3,000,000 3,500,000 4,000,000 4,500,000
USD million
Note: Aggregated data of Australia, Brazil, Canada, China, France, Germany, India, Indonesia, Italy, Japan, Mexico, Russia, Saudi Arabia, South Korea,
Spain, Turkey, UK, USA
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Manufacturers gain from lower logistics and warehousing costs
 Manufacturers can gain from lower logistics costs Spending on Logistics and Warehousing in
thanks to e-commerce platforms. Transportation Manufacturing Industries 2017
and associated costs, such as insurance or cargo
handling, can be organised by e-commerce sellers Food, Beverages and Tobacco
of third-party logistics providers, saving time and Metal Products

money for buyer industries. The supplies can be
Non-metallic Mineral Products
delivered up to 80% faster thanks to e-commerce
platforms. Chemical Products
 Lower logistics and warehousing costs are Hi-tech Goods

particularly relevant for manufacturers of
commodities, such as cement, wood or agriculture Machinery
products, as well as manufacturers with a wide Textile and Leather Products

range of products, such as textiles, plastics or
Transport Equipment
household goods.
 Moreover, e-commerce can help to automate Forestry, Wood and Paper
some of the procurement process, ensuring stable Pharmaceuticals and Medical

Equipment
supply of critical components and reducing
Rubber and Plastic
inventory warehousing costs.
 Manufacturers of high-precision equipment or key Household Goods
chemical products could also gain from the 0 20,000 40,000 60,000 80,000
smoother delivery process that e-commerce USD million
provides. Note: Aggregated data for Brazil, China, France, Germany, India, Japan,
Russia, UK, USA
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E-commerce helps to enter new markets
 E-commerce platforms can help to reach more E-commerce Opens New Sales Channels
clients. Online sales do not rely on the working
hours of the sales team, therefore the company
can reach its clients 24/7. Moreover, e-commerce Offline sales
sales eliminate time differences and reduce the channels
Wholesale
impact of geographic boundaries.
 Secondly, e-commerce opens new sales channels.
Besides traditional sales channels such as
wholesale or phone calls common in the B2B Brochure Phone
sphere, B2B sellers can also exploit additional
channels such as company websites, e-commerce
platforms, or even social media sites.
Customer
 Thanks to new sales channels and improved
access to sales teams, manufacturers can increase
their pool of potential clients or serve a wider
international market. Social
Website
media
 More importantly, e-commerce can help
manufacturers to find new clients that do not
necessary operate in the existing markets. For Online
example, by using e-commerce platforms B2C platform
Online sales
companies can tailor-make special offerings for
channels
B2B clients, and vice versa.
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Case study: Godiva uses cloud-based platform to grow B2B sales
 Belgian chocolate manufacturer Godiva decided to seek  Thanks to e-commerce, Godiva expanded into the
more opportunities in the B2B segment. However, B2B B2B segment and gained new clients in
clients often placed complex orders that required special automotive, energy, finance and other industries.
support from sales persons.
 To cope with the situation Godiva launched an e-
commerce platform with 78 microsites for B2B clients. The
new platform allows clients to place complex and custom-
made orders.
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Analysis of buyer data provides new growth opportunities
 Manufacturers face increasing

Benefits of Data Analytics
competition, growing bargaining
power from customers, and
 Based on previous  Optimal pricing  Data from
diminishing effectiveness of purchases, strategy (discounts) transportation
marketing activities. companies can offer for each customer network can be used
clients custom can be applied to improve deliveries,
 E-commerce and data analytics offerings reduce costs
tools can help manufacturers to
improve their performance
thanks to analysis of previous Optimising
Personalisation Optimal pricing
buying behaviour that provides supply chain
valuable insights.
 Such analysis can help set an
optimal pricing strategy, optimise  Big data analytics  Data allows analysis
the supply chain or predict future can help to identify of customer
new sales purchasing patterns
sales opportunities. opportunities, and prediction of
 Most importantly, e-commerce pipelines future demand
fluctuations
data analytics help to provide
custom offerings for clients,
Sales Predictive
which is key in the B2B market. opportunities analytics
Moreover, importance of
customisation is predicted to
grow further due to Industry 4.0.
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Analysis of buyer data provides new growth opportunities (cont.)
 Purchase data analysis provides valuable Share of EU Enterprises Using Data Analytics
insights over purchase trends and consumer 2016
behaviour, with such methods already being
Information and Communication
used among retailers. However, big data
analysis is still a missed opportunity in Utilities
manufacturing industries. Transportation and Storage
 Manufacturers still use big data analysis to
Accomodation
improve their operations or supply chains. The
situation is expected to change thanks to Administrative and Support Activities
Industry 4.0 solutions, which will allow greater All Businesses
collaboration with buyers. In turn,
Retail and Wholesale
manufacturers are expected to gradually shift
big data analysis to consumer data. Real Estate
Energy Products, Chemicals, Plastics
Big data analysis is used for and Rubber, Mineral products
supply and production tracking Construction
Hi-tech Goods, Transport Equipment Manufacturing

industries lag
All Manufacturing behind
Suppliers Manufacturers Buyers
Food, Textile, Paper Products
Metal Products
0% 10% 20% 30%

% share of total enterprises
Source: Euromonitor International from Eurostat
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APPENDIX
INDUSTRIES MOST READY TO USE E-COMMERCE
Indicators to identify industries’ B2B e-commerce potential
Spending on ICT and computers helps to Large share of B2B e-commerce consists of
identify industries’ ability to start using new purchases of spare parts or components.
technologies or launch new services, such as Investments, largely consisting of purchases
e-commerce. Industries with higher spending Investment of spare parts in manufacturing industries,
demand
on ICT are considered more prepared for e- help to identify potential demand for spare
commerce activities. purchases. Industries with larger investment
demand are more ready to embrace B2B e-
commerce.
Spending on
B2B demand
ICT
Transportation costs help to evaluate B2B demand helps to evaluate

industries’ logistics and supply chains. potential demand for
It is easier to launch e-commerce manufacturing industries’
activities for industries with lower Transportation products. High B2B demand
costs
transportation costs due to simpler would indicate greater potential to
delivery processes. launch a B2B e-commerce
platform.
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Indicators used 2017
Investment Demand, B2B Demand, % of Transportation Costs, ICT Costs, % of

Industry
% of Total Demand Total Demand % of Total Costs Total Costs
Chemical Products 0.7 85.1 4.0 0.5
Food, Beverages and Tobacco 1.3 39.8 3.9 0.3
Forestry, Wood and Paper 2.2 88.2 4.6 0.6
Hi-tech Goods 24.4 60.9 2.2 3.7
Household Goods 17.6 29.3 4.2 0.6
Machinery 45.1 52.7 2.9 0.7
Metal Products 2.4 96.1 3.1 0.5
Non-metallic Mineral Products 0.5 96.1 6.7 0.4
Pharmaceuticals and Medical

7.4 53.4 3.4 0.9
Equipment
Rubber and Plastic 1.3 89.1 2.8 0.4
Textile and Leather Products 1.3 45.2 3.6 0.4
Transport Equipment 34.2 47.7 2.1 0.5
Average 11.5 65.3 3.6 0.8
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Manufacturing industries most ready to start B2B e-commerce
Investment
B2B Demand Transportation ICT Spending TOTAL
Demand
Score Score Score Score
Chemical Products Low 1 High 3 Medium 2 Low 1 7
Food, Beverages
Low 1 Low 1 Medium 2 Low 1 5
and Tobacco
Forestry, Wood and Medium Low/
Low 1 High 3 1.5 1.5 7
Paper /High Medium
Hi-tech Goods High 3 Medium 2 Low 3 High 3 11
Medium
Household Goods Medium 2 Low 1 1.5 Medium 2 6.5
/High
Machinery High 3 Medium 2 Low 3 Medium 2 10
Metal Products Low 1 High 3 Medium 2 Low 1 7
Non-metallic
Low 1 High 3 High 1 Low 1 6
Mineral Products
Pharmaceuticals
Low/ Medium
and Medical 1.5 Medium 2 Medium 2 2.5 8
Medium /High
Equipment
Rubber and Plastic Low 1 High 3 Low 3 Low 1 8
Textile and Leather
Low 1 Low 1 Medium 2 Low 1 5
Products
Transport
High 3 Low 1 Low 3 Low 1 8
Equipment
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Manufacturing industries most ready to start B2B e-commerce
 Manufacturing industries, offering high value-added Industries’ B2B E-commerce Score 2017
components (such as hi-tech goods) or having a
wide range of spare parts (machinery) are the most Hi-tech Goods
ready to use B2B e-commerce. Clear product
Machinery
identification and relatively simple goods
transportation allow easily cataloguing of offerings Rubber and Plastic
online and provide quick delivery for customers.
Pharmaceuticals and Medical
 Industries offering a wide range of goods or critical Equipment
manufacturing components (rubber and plastic, Transport Equipment
transport equipment or chemical products) are also
well prepared for B2B e-commerce. These industries Chemical Products
benefit from relatively simple product identification,

Forestry, Wood and Paper
which helps when launching online catalogues or
sales platforms. However, such industries also Metal Products
require good communication with clients when
Household Goods
providing key parts or components, thus hindering
full transition to online sales. Non-metallic Mineral Products
 By contrast, industries with low B2B demand and
Textile and Leather Products
more complicated delivery systems (food or textiles)
are less ready to shift to an online-only sales model. Food, Beverages and Tobacco
High focus on the B2C segment requires additional
-3 2 7 12
sales channels, while the need for cold storage of
food products complicates logistics. Score (max 12)
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APPENDIX
KEY FACTORS TO CONSIDER IN E-COMMERCE
E-commerce platforms give easy access to online sales
 E-commerce platforms are becoming Benefits of E-Commerce Platforms

increasingly dominant in the online sales
sphere. First of all, e-commerce platforms Cost savings
help sellers to significantly reduce costs. E-commerce platforms offer lower launch and
maintenance costs than in-house built
Research in the US shows that an in- platforms
house e-commerce platform can take 18
months to build and cost from
USD250,000. By opting for an e- Data visibility
commerce platform sellers can reduce E-commerce platforms can help to store
and analyse customer data, which can
launch time and gain from lower launch be used to identify buying behaviour
and maintenance costs. and offer customised goods
 Secondly, thanks to e-commerce
More agile process
platforms, B2B businesses can gain from
E-commerce platforms can be
smoother operational operations. E- integrated with customer relations, sales
commerce platforms typically provide or logistics systems used by the
tested online sales solutions, handling company, which provides more agile
marketing, payment processes, and sales process
helping to smooth delivery processes. Tested solutions
This helps companies to avoid mistakes E-commerce platforms typically provide
when launching online sales and improve already tested solutions, payment and delivery
operational efficiency, since e-commerce methods. This helps companies to avoid
platforms can be integrated with other mistakes when launching online sales
systems, such as CRM.
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B2B e-commerce requires well-sorted logistics process
 Logistics plays a key role in Areas to Consider in Logistics Process

B2B e-commerce. In order to
succeed companies must offer Exchange rates and custom Transport networks
duties Transport networks play a crucial
reliable, convenient and flexible
logistics solutions. This is particularly relevant in role in the delivery process,
cross-border e-commerce trade. particularly in the B2B field.
 In particular, manufacturers Companies should take into Underdeveloped transportation
have to find suitable solutions account possible outcomes, and networks can impede smooth
adjust prices and delivery times delivery and hurt e-commerce
for the last mile delivery of accordingly. trade.
goods, which remains the
costliest and most time- Sufficient IT infrastructure and Customer needs
consuming stage in the delivery skills Companies have to evaluate the
process. In order to launch an e- potential of key B2B buyers.
commerce platform companies Different industries can require
 Besides physical delivery, need sufficient IT infrastructure. different delivery process, thus
companies must also consider More importantly, companies sellers must take this into
additional factors such as must have skilled employees able account and be ready to offer
to handle IT systems. flexible delivery solutions.
exchange rates, customs duties
or transportation networks when
launching e-commerce. These Competition risk
factors can contribute to delays Well-established companies risk
falling behind start-up companies
in the delivery process and hurt that can better handle e-
customer satisfaction. commerce solutions and delivery
systems.
INDUSTRIES
GDPR adds uncertainty to e-commerce sales
 GDPR is expected to have an

impact on e-commerce. The new
requirements will change the way Came into effect
GDPR on 25 May 2018
companies collect, store and use
personal data.
 GDPR regulates personal data Legislation tackles
personal data
protection, while business data can privacy issues
still be gathered or analysed. Goals
Enforcement will be
However, in some cases companies ensured by national
might find it difficult to distinguish independent Companies not
supervisory complying with the
company data from personal data.
authorities legislation risk of
 The full effect of GDPR on B2B e- Fines fines equating to
commerce or other business either EUR20,000 or
activities is as yet unknown, 5% of global turnover,
although this adds more whichever is greater
uncertainty.
 It is likely that GDPR will have an GDPR still allows the gathering of company data. This means
effect on dynamic pricing or custom that B2B sellers can gather and analyse data of companies’
offerings for clients, as companies purchases, however the rules provide more protection for
will have to adapt to new ways to personal data. For instance, company’s managers making
handle customer data. online B2B purchases will now be allowed to ask for and
receive a file of their personal data.
INDUSTRIES
INTRODUCTION
COMMERCE
COMMERCE
APPENDIX
APPENDIX
Methodology for the Digital Business database
Digital Business Database

 Leveraging more than 45,000 data points from national statistics, Eurostat and OECD surveys, Euromonitor
International’s Digital Business database helps clients identify which geographic markets and industries are the most
active in business activities digitisation and offer the best prospects for future deployment of B2B e-commerce. This
index utilises three different metrics, all calculated using Euromonitor International’s industry expertise, to provide an
overall market and industry evaluation for each component of the database.
 The Digital Business database consists of three components: Business Receiving Orders Online (% share of total
business registered in the country or industry); Business Placing Orders Online (% share of total business
registered in the country or industry); Business Revenue from E-Commerce (% share of total industry’s turnover
received from e-commerce activities).
Timeframes and Geographic Coverage
 The Digital Business database measures the digital B2B commerce readiness in 18 countries. For each country
splits for 27 industries are provided. The industries analysed cover the whole economy of the country and include
agriculture, manufacturing, business and personal services, retail, government, energy and utilities industries. The
Digital Business database timeframe covers the period 1997-2017, and provides forecasts for each of the metric for
the period of 2018-2025.
Data Sources
 Data used in the Digital Business database were derived from business and e-commerce surveys provided by
national statistics offices, Eurostat and OECD.
INDUSTRIES
APPENDIX
Methodology for the Digital business database (contd.)
Estimating Missing Values

 For a few countries missing one of the indicators, Euromonitor International estimated the missing value by
calculating industry averages for each specific metric and adjusting that figure by taking into account industry
specifics in that particular country, such as internet usage, industry’s value added, employment and turnover.
Forecasts
 All modelling is done using program R. The forecasts of production values are done using the autoregressive
integrated moving average (ARIMA (p,d,q)) model:
𝑝′ 𝑞
1− 𝛼𝑖 𝐿𝑖 𝑋𝑡 = 1 − 𝜃𝑖 𝐿𝑖 𝜀𝑡 + 𝛽𝑍𝑡 ,
𝑖=1 𝑖=1
 Where:
 X_t - logarithm values of forecast industry’s time series
 L^i - lag operator

 α_i - parameters of the autoregressive part of the model
 θ_i - parameters of the moving average part of the model
 β - coefficient of exogenous variable (logarithm value of Gross Domestic Product)
 Z_t - time series of exogenous variable.
 For each industry, an optimal set of ARIMA model parameters (p,d,q) is selected based on the lowest value of
Akaike Information Criterion (AIC). After the most appropriate ARIMA model parameters are selected, each industry
is forecast using GDP as exogenous variable. The accuracy of predictions is measured by mean absolute
percentage error (MAPE) and by checking hypothesis of the residuals being not auto correlated (Ljung-Box test).
INDUSTRIES
APPENDIX
Digital Business statistics: Australia
% of Business Placing Orders % of Business Receiving Orders

% of Revenue from E-commerce
Online Online
2010 2017 2025 2010 2017 2025 2010 2017 2025
Total 35.2 41.2 44.5 18.1 25.9 28.9 12.8 18.0 27.9
Agriculture 21.8 38.5 48.2 7.7 14.5 15.2 1.6 3.2 8.2
Energy 40.1 39.3 40.7 11.8 21.1 22.2 10.8 23.3 36.7
Utilities and Recycling 32.3 34.2 31.4 22.1 26.9 32.5 2.0 3.6 8.3
Chemical Products 37.2 49.7 57.2 36.9 50.2 51.7 15.4 28.6 35.0
Metal Products 40.0 51.3 53.7 30.1 40.1 40.3 23.7 31.3 33.7
Non-metallic Mineral
39.0 47.5 48.9 23.3 34.0 38.4 23.0 28.1 34.1
Products
Rubber and Plastic 43.2 45.7 52.3 33.4 41.4 42.7 37.6 20.5 27.7
Textile and Leather

35.6 40.9 46.9 30.2 37.0 38.1 26.0 31.9 37.6
Products
Forestry, Wood and

27.2 44.6 50.9 15.6 26.0 31.9 23.1 33.3 36.6
Paper
Food, Beverages and

33.0 48.1 55.2 22.0 33.2 39.1 22.2 28.0 35.4
Tobacco
Pharmaceuticals and
32.2 48.7 55.7 28.6 38.7 39.8 25.6 34.7 39.0
Medical Equipment
Household Goods 37.5 46.6 53.5 29.1 35.6 36.7 35.8 40.1 43.0
Machinery 46.0 44.8 44.7 32.6 42.0 43.3 32.7 36.0 39.1
INDUSTRIES
APPENDIX
Digital Business statistics: Australia (cont.)

Online Online
2010 2017 2025 2010 2017 2025 2010 2017 2025

Hi-tech Goods 58.6 55.1 54.2 31.9 39.7 40.9 44.6 41.7 45.0
Transport Equipment 44.2 39.7 38.3 22.6 24.5 29.9 42.3 23.7 35.6
Transport and Storage 23.0 18.1 16.8 11.8 15.2 13.9 29.5 38.8 47.2
Information and
50.0 53.6 56.0 32.1 30.9 31.7 22.1 33.0 41.7
Communications
Finance and Insurance 39.6 47.5 52.1 14.1 28.2 29.6 3.6 7.4 17.6
Construction and Real
32.5 38.3 43.7 17.2 23.8 24.4 5.2 9.5 20.2
Estate
Business Services 44.5 44.6 45.6 18.7 26.0 26.3 13.2 12.9 19.1
Education 31.2 39.1 44.8 16.6 27.3 33.7 1.4 5.8 18.7
Healthcare and Social
36.5 49.2 56.3 8.0 22.5 26.8 1.4 4.9 8.0
Services
Government and
Membership 33.0 38.8 44.4 3.7 4.5 6.6 1.3 3.8 16.7
Organisations
Personal Services 31.0 38.4 43.8 17.5 28.0 35.4 8.2 15.1 25.9
Recreation,
40.8 49.6 53.5 24.6 35.0 31.2 20.3 22.4 28.7
Entertainment and Arts
Hotels and Restaurants 26.5 35.4 40.3 15.4 25.9 26.6 16.0 29.1 35.9
Retail and Wholesale 42.1 45.8 49.3 29.7 37.2 38.1 15.5 30.0 36.8
INDUSTRIES
APPENDIX
Digital Business statistics: Brazil

Online Online
2010 2017 2025 2010 2017 2025 2010 2017 2025

Total 31.1 35.6 38.3 14.4 12.3 11.8 12.0 14.2 16.7
Agriculture 25.6 41.9 51.5 6.0 12.2 13.3 2.1 2.9 3.6
Energy 36.9 35.2 40.0 22.2 38.0 27.5 22.5 25.6 30.5
Metal Products 26.6 35.8 40.6 23.3 21.8 21.0 19.8 24.2 35.0
28.5 38.1 43.2 28.9 17.2 16.6 15.7 22.2 33.4
Products
Textile and Leather

29.5 35.5 40.4 16.8 15.5 17.3 22.1 27.6 33.6
Products
Forestry, Wood and

28.3 41.2 52.5 20.9 12.2 13.5 18.9 23.8 28.8
Paper
Food, Beverages and

21.9 33.8 44.5 18.4 11.0 12.2 17.2 21.4 25.8
Tobacco
Pharmaceuticals and
29.3 37.3 42.6 13.3 20.1 22.5 15.8 20.4 24.2
Medical Equipment
Household Goods 27.3 39.4 42.9 14.6 13.5 15.2 17.8 20.9 24.9
Machinery 33.9 43.5 44.1 19.8 18.4 19.4 15.6 20.3 26.9
INDUSTRIES
APPENDIX
Digital Business statistics: Brazil (cont.)

Online Online
2010 2017 2025 2010 2017 2025 2010 2017 2025

Hi-tech Goods 34.9 33.7 38.4 18.7 17.0 17.9 18.8 22.3 26.6
Information and
35.2 41.6 45.6 21.5 12.9 14.2 13.4 18.0 21.6
Communications
34.3 32.9 37.0 10.1 13.7 15.1 7.9 9.2 10.6
Estate
Education 28.7 35.3 40.1 5.4 18.3 28.1 4.9 8.4 11.9
1.5 3.0 4.4 0.5 2.6 2.7 6.9 5.4 6.0
Services
Government and
Membership 32.0 36.1 40.7 3.0 4.5 4.1 4.6 7.3 10.1
Organisations
Recreation,
28.5 31.9 35.9 14.7 14.2 13.2 6.4 7.8 9.1
INDUSTRIES
APPENDIX
Digital Business statistics: Canada

Online Online
2010 2017 2025 2010 2017 2025 2010 2017 2025

Total 48.8 51.5 55.2 4.2 1.2 1.2 18.6 26.2 32.5
Agriculture 32.7 51.8 71.1 1.7 1.7 1.8 0.9 1.6 1.7
Energy 40.9 43.9 46.8 29.8 70.9 78.4 0.1 0.2 0.2
Metal Products 53.8 61.4 65.5 7.3 1.4 1.1 13.0 23.1 27.8
48.7 63.5 80.6 15.4 21.9 25.7 12.3 23.1 27.8
Products
Textile and Leather

57.0 42.5 58.3 10.7 1.5 0.8 9.0 14.0 16.3
Products
Forestry, Wood and

42.7 53.2 62.5 7.2 8.5 9.8 0.8 1.3 1.5
Paper
Food, Beverages and

36.0 60.1 72.9 5.4 7.4 8.6 8.0 12.3 14.4
Tobacco
Pharmaceuticals and
52.2 71.0 76.7 8.4 7.9 7.5 7.6 13.7 15.8
Medical Equipment
Household Goods 59.7 65.5 70.2 9.2 0.6 0.4 19.9 34.3 38.5
Machinery 71.9 53.3 72.9 14.1 13.5 13.2 7.7 12.6 14.2
INDUSTRIES
APPENDIX
Digital Business statistics: Canada (cont.)

Online Online
2010 2017 2025 2010 2017 2025 2010 2017 2025

Hi-tech Goods 89.8 68.8 78.1 13.1 15.2 15.8 16.1 26.3 29.6
Information and
67.7 67.3 67.9 10.7 5.8 5.5 28.7 49.6 50.9
Communications
33.6 36.9 39.2 3.4 2.2 2.5 29.3 38.6 38.2
Estate
Education 82.9 85.7 87.6 26.0 27.2 29.8 37.8 42.6 47.8
74.0 79.6 85.3 1.2 0.8 0.6 34.1 33.4 39.1
Services
Government and
Membership 57.9 63.9 70.4 8.5 8.7 9.0 19.3 23.6 27.0
Organisations
Recreation,
59.4 55.9 55.5 19.6 18.4 21.8 17.7 29.8 30.8
INDUSTRIES
APPENDIX
Digital Business statistics: China

Online Online
2010 2017 2025 2010 2017 2025 2010 2017 2025
Total 4.3 12.4 24.2 1.5 5.1 8.9 1.8 4.3 6.3
Agriculture 0.7 3.4 4.1 0.1 1.0 1.7 0.0 0.0 0.0
Energy 0.8 2.5 2.4 0.4 1.8 3.9 0.0 0.3 1.1
Metal Products 3.5 6.5 6.3 2.0 2.8 3.5 0.3 1.1 2.9
3.4 6.8 8.7 1.9 3.2 4.9 0.7 2.3 5.2
Products
Textile and Leather

6.0 10.2 14.4 3.0 5.7 8.3 0.9 3.5 8.3
Products
Forestry, Wood and

4.0 7.2 9.7 1.5 4.1 7.3 1.4 5.8 14.8
Paper
Food, Beverages and

3.9 7.3 10.2 1.6 4.0 7.1 0.4 1.7 4.2
Tobacco
Pharmaceuticals and
4.8 9.2 12.7 2.0 4.0 6.5 2.7 8.9 13.5
Medical Equipment
Household Goods 4.3 7.6 10.7 1.8 3.0 4.2 2.6 8.3 12.8
Machinery 4.9 8.3 11.6 1.8 3.6 5.8 0.7 2.6 6.0
INDUSTRIES
APPENDIX
Digital Business statistics: China (cont.)

Online Online
2010 2017 2025 2010 2017 2025 2010 2017 2025

Hi-tech Goods 5.3 8.9 10.4 1.9 3.7 6.0 0.5 1.5 3.3
Information and
12.2 27.4 34.3 4.1 10.1 17.7 1.1 9.9 41.3
Communications
2.2 6.3 8.5 0.7 1.4 2.2 0.0 0.2 0.4
Estate
Education 2.5 10.0 12.3 0.5 2.7 6.6 0.0 0.1 0.1
3.6 13.2 16.7 0.7 2.5 6.4 0.0 0.0 0.0
Services
Government and
Membership 4.8 16.7 22.4 0.6 3.0 7.7 0.0 0.0 0.0
Organisations
Recreation,
10.4 26.2 28.8 3.7 12.8 27.9 0.1 1.3 6.6
INDUSTRIES
APPENDIX
Digital Business statistics: France

Online Online
2010 2017 2025 2010 2017 2025 2010 2017 2025
Total 26.0 51.0 56.4 14.0 21.0 25.2 13.0 19.0 29.2
Agriculture 15.8 57.1 62.4 7.3 25.1 33.1 1.8 2.7 4.7
Energy 22.2 60.1 63.6 28.7 34.0 34.9 19.0 33.6 36.1
Metal Products 18.5 50.1 56.6 23.7 23.1 23.9 19.0 23.9 25.5
18.5 50.1 53.7 23.7 23.1 23.9 19.0 23.9 25.5
Products
Textile and Leather

16.6 43.1 49.2 22.4 29.2 32.2 28.5 33.4 36.0
Products
Forestry, Wood and

16.6 43.1 49.2 22.4 29.2 32.2 28.5 33.6 36.3
Paper
Food, Beverages and

16.6 43.1 49.2 22.4 29.2 33.3 28.5 33.6 36.3
Tobacco
Pharmaceuticals and
30.7 62.8 69.0 20.6 24.0 25.5 19.2 30.5 32.7
Medical Equipment
Household Goods 31.4 63.1 65.7 19.9 23.1 24.6 20.3 22.5 24.1
Machinery 27.2 59.1 63.4 21.2 23.1 24.4 20.1 22.7 39.5
INDUSTRIES
APPENDIX
Digital Business statistics: France (cont.)

Online Online
2010 2017 2025 2010 2017 2025 2010 2017 2025

Hi-tech Goods 31.4 63.1 65.7 19.9 23.1 24.6 20.3 22.5 24.1
Information and
43.1 64.6 70.4 20.7 30.3 37.3 17.4 26.0 43.9
Communications
16.8 52.2 57.9 9.5 6.4 7.4 2.3 1.5 6.9
Estate
Education 27.1 23.5 26.8 13.1 20.4 24.7 10.3 15.6 26.9
36.9 58.1 64.5 11.2 10.9 12.9 14.9 11.3 11.9
Services
Government and
Membership 23.6 23.1 26.8 1.5 2.2 2.6 6.1 9.2 15.9
Organisations
Recreation,
49.9 73.1 67.3 17.4 25.5 31.1 16.3 19.7 32.7
INDUSTRIES
APPENDIX
Digital Business statistics: Germany

Online Online
2010 2017 2025 2010 2017 2025 2010 2017 2025

Total 58.0 56.0 59.9 24.0 26.0 26.5 18.0 21.0 28.8
Agriculture 39.4 53.1 51.4 12.0 28.6 30.2 2.3 2.6 4.6
Energy 51.6 59.4 61.7 33.3 34.6 34.8 19.0 20.2 32.8
Metal Products 53.6 54.4 55.7 41.7 24.2 24.6 27.8 27.7 24.5
53.6 54.4 55.6 41.7 24.2 24.6 27.8 27.7 24.5
Products
Textile and Leather

49.5 46.5 49.3 21.4 35.8 36.5 19.0 30.3 26.5
Products
Forestry, Wood and

49.5 46.5 49.1 21.4 35.8 36.5 19.0 30.3 26.5
Paper
Food, Beverages and

49.5 46.5 48.7 21.4 35.8 36.5 19.0 30.3 33.8
Tobacco
Pharmaceuticals and
59.4 61.0 62.8 28.3 29.9 30.2 25.8 28.8 25.1
Medical Equipment
Household Goods 60.9 61.4 63.6 27.4 28.8 29.2 40.5 45.4 39.0
Machinery 59.8 60.4 62.1 29.5 28.2 28.5 39.3 43.8 37.7
INDUSTRIES
APPENDIX
Digital Business statistics: Germany (cont.)

Online Online
2010 2017 2025 2010 2017 2025 2010 2017 2025

Hi-tech Goods 60.9 61.4 63.7 27.4 28.8 29.2 40.5 45.4 39.0
Information and
70.7 68.8 71.7 34.6 34.4 34.9 23.2 20.5 28.8
Communications
50.8 51.1 55.9 14.2 12.3 12.9 2.3 1.8 13.6
Estate
Education 67.6 47.4 54.7 21.4 24.0 24.3 13.3 15.4 24.5
62.9 59.4 66.3 16.7 12.7 12.7 8.9 6.3 5.8
Services
Government and
Membership 58.9 52.0 55.2 2.5 2.6 2.6 7.8 9.1 15.3
Organisations
Recreation,
73.2 66.3 69.6 38.1 36.9 37.3 19.2 14.3 23.1
INDUSTRIES
APPENDIX
Digital Business statistics: India

Online Online
2010 2017 2025 2010 2017 2025 2010 2017 2025
Total 10.5 17.6 34.4 9.2 14.9 25.3 4.8 10.0 13.4
Agriculture 11.2 15.5 18.5 3.6 7.5 10.0 0.4 1.1 2.3
Energy 6.3 14.3 13.3 13.2 16.4 18.1 1.2 2.3 3.0
Metal Products 6.9 13.4 12.9 8.6 17.2 22.3 7.4 15.2 19.9
8.3 14.3 18.5 15.1 13.1 13.2 6.9 16.0 22.2
Products
Textile and Leather

6.2 13.0 18.4 13.2 18.7 21.1 7.5 17.4 25.3
Products
Forestry, Wood and

11.1 19.9 26.8 10.7 22.8 31.1 7.6 16.5 22.6
Paper
Food, Beverages and

7.3 13.8 19.2 9.1 16.1 20.9 7.2 16.9 23.7
Tobacco
Pharmaceuticals and
7.0 15.4 21.2 16.0 18.5 21.2 8.3 16.5 22.2
Medical Equipment
Household Goods 8.1 14.3 20.0 12.3 20.0 24.6 8.4 15.5 19.0
Machinery 7.3 15.7 21.9 13.3 14.8 15.7 6.5 16.0 20.1
INDUSTRIES
APPENDIX
Digital Business statistics: India (cont.)

Online Online
2010 2017 2025 2010 2017 2025 2010 2017 2025

Hi-tech Goods 9.1 12.4 14.4 9.6 16.6 20.3 7.1 15.6 22.1
Information and
12.3 19.9 24.9 14.0 20.6 25.3 7.2 12.9 16.5
Communications
7.9 12.8 17.3 4.7 11.3 16.0 2.2 4.6 5.9
Estate
Education 11.8 17.8 21.9 5.9 10.3 13.1 7.4 9.2 10.6
10.1 15.9 20.2 3.9 8.2 10.1 5.2 9.0 11.6
Services
Government and
Membership 8.0 16.1 21.7 5.8 10.1 13.9 2.8 4.1 4.8
Organisations
Recreation,
13.6 15.3 16.8 8.4 18.4 24.3 2.0 5.1 7.1
INDUSTRIES
APPENDIX
Digital Business statistics: Indonesia

Online Online
2010 2017 2025 2010 2017 2025 2010 2017 2025

Total 24.0 27.1 38.4 14.2 14.9 17.6 9.8 13.9 20.8
Agriculture 30.1 31.1 35.6 12.6 18.2 23.7 2.7 3.3 4.7
Energy 6.5 10.5 25.5 12.9 10.3 11.0 16.6 20.8 30.8
Metal Products 14.4 21.0 26.0 19.4 18.8 23.8 14.3 19.7 26.9
20.8 20.3 37.6 12.7 10.1 18.7 9.6 17.0 29.5
Products
Textile and Leather

14.2 21.7 27.1 13.0 13.5 15.2 16.8 22.6 31.0
Products
Forestry, Wood and

13.0 18.8 33.4 5.8 6.3 6.6 15.5 20.9 28.5
Paper
Food, Beverages and

13.1 13.4 21.5 21.2 15.2 17.5 12.7 16.7 23.1
Tobacco
Pharmaceuticals and
18.3 24.6 27.2 14.5 16.5 18.4 11.7 13.7 15.8
Medical Equipment
Household Goods 16.2 21.5 22.4 11.5 11.7 13.6 17.7 22.9 26.9
Machinery 19.8 28.3 36.0 12.0 11.8 13.4 13.9 19.0 27.8
INDUSTRIES
APPENDIX
Digital Business statistics: Indonesia (cont.)

Online Online
2010 2017 2025 2010 2017 2025 2010 2017 2025

Hi-tech Goods 17.4 25.1 29.8 14.7 14.7 15.2 21.3 25.2 34.8
Information and
26.2 35.1 44.7 13.9 10.0 11.3 11.9 15.9 22.2
Communications
13.5 23.1 28.4 5.2 7.0 8.0 5.0 6.4 9.5
Estate
Education 26.9 34.4 33.8 3.1 1.7 1.6 4.3 7.8 12.5
10.7 13.4 19.9 0.8 2.3 3.1 3.6 5.7 8.4
Services
Government and
Membership 20.6 12.1 11.7 0.8 1.6 2.1 3.8 6.9 10.8
Organisations
Recreation,
30.4 30.1 36.3 10.6 14.9 15.4 3.6 5.0 7.2
INDUSTRIES
APPENDIX
Digital Business statistics: Italy

Online Online
2010 2017 2025 2010 2017 2025 2010 2017 2025

Total 36.0 43.0 44.1 5.0 13.0 16.2 5.0 10.0 22.2
Agriculture 23.0 38.0 39.2 2.5 11.7 16.7 0.6 1.2 0.9
Energy 34.0 44.8 46.1 3.5 9.3 11.6 4.6 6.9 18.3
Metal Products 26.2 33.0 34.1 2.3 7.0 8.2 2.3 6.9 16.6
26.2 33.1 34.2 2.3 7.0 8.2 2.3 6.9 16.6
Products
Textile and Leather

26.2 36.6 37.8 3.5 16.2 21.8 3.5 8.1 20.6
Products
Forestry, Wood and

26.2 36.6 37.8 3.5 16.2 21.9 3.5 8.1 26.6
Paper
Food, Beverages and

26.2 36.6 37.8 3.5 16.2 21.9 3.5 8.1 20.2
Tobacco
Pharmaceuticals and
40.5 53.9 55.5 4.6 10.4 13.0 6.5 9.9 21.4
Medical Equipment
Household Goods 40.8 54.4 56.0 4.7 10.4 14.6 12.7 22.0 30.5
Machinery 39.5 52.7 54.2 4.5 10.1 12.8 12.2 21.3 29.3
INDUSTRIES
APPENDIX
Digital Business statistics: Italy (cont.)

Online Online
2010 2017 2025 2010 2017 2025 2010 2017 2025

Hi-tech Goods 40.8 54.4 56.0 4.7 10.4 13.2 12.7 22.0 30.6
Information and
58.4 67.0 68.7 9.6 22.1 26.3 5.9 15.1 22.1
Communications
30.7 38.9 40.0 3.9 6.1 7.7 0.0 1.9 6.2
Estate
Education 39.5 52.4 53.8 4.4 12.0 15.2 3.4 6.7 13.2
57.3 59.4 60.4 3.5 4.6 5.6 2.3 3.6 3.6
Services
Government and
Membership 34.4 47.2 48.6 0.5 1.3 1.7 2.0 4.0 3.1
Organisations
Recreation,
27.7 34.3 34.8 11.7 20.9 23.9 2.3 12.7 20.9
INDUSTRIES
APPENDIX
Digital Business statistics: Japan

Online Online
2010 2017 2025 2010 2017 2025 2010 2017 2025

Total 37.0 44.5 49.8 14.2 15.1 15.5 21.0 22.6 23.2
Agriculture 20.2 44.6 50.2 12.0 19.3 18.4 3.6 3.7 4.3
Energy 9.7 12.7 13.4 18.8 16.0 16.7 14.6 27.8 36.3
Metal Products 21.6 31.5 34.3 39.4 34.4 35.7 29.4 28.6 29.3
19.8 20.1 25.8 19.8 20.1 21.0 3.7 6.0 10.3
Products
Textile and Leather

21.7 28.9 30.8 18.7 22.1 22.9 28.5 33.2 34.0
Products
Forestry, Wood and

7.6 9.1 9.3 7.6 9.1 9.2 19.4 30.1 28.7
Paper
Food, Beverages and

9.7 10.4 11.0 38.3 28.2 29.5 43.3 32.4 25.5
Tobacco
Pharmaceuticals and
36.8 47.3 49.0 21.6 26.8 28.3 38.6 39.4 40.5
Medical Equipment
Household Goods 30.6 38.4 41.0 16.3 17.1 17.7 28.5 35.1 49.1
Machinery 32.4 42.2 48.3 19.0 20.4 21.0 22.5 31.1 32.2
INDUSTRIES
APPENDIX
Digital Business statistics: Japan (cont.)

Online Online
2010 2017 2025 2010 2017 2025 2010 2017 2025

Hi-tech Goods 34.1 48.4 56.2 14.0 13.5 14.1 50.8 56.3 57.8
Information and
59.3 69.8 74.3 32.0 33.1 36.5 25.4 26.6 27.3
Communications
36.2 31.2 36.6 3.7 8.2 8.7 2.8 2.4 4.2
Estate
Education 41.4 47.7 49.0 5.4 2.4 2.0 5.5 9.0 12.8
43.7 53.7 55.2 2.7 9.0 12.9 3.9 4.7 6.6
Services
Government and
Membership 48.0 51.4 54.2 1.2 1.8 2.7 3.9 6.1 8.1
Organisations
Recreation,
52.9 52.2 54.3 8.3 26.3 31.6 6.4 10.4 16.4
INDUSTRIES
APPENDIX
Digital Business statistics: Mexico

Online Online
2010 2017 2025 2010 2017 2025 2010 2017 2025

Total 13.0 24.3 25.7 7.8 10.5 20.2 4.9 8.4 12.5
Agriculture 15.6 25.1 25.1 3.5 5.8 8.6 1.7 3.0 4.5
Energy 19.1 31.0 33.8 19.0 16.3 14.1 1.2 1.8 2.3
Metal Products 11.3 22.2 23.3 10.7 16.3 21.4 7.1 11.6 16.1
12.6 24.7 26.1 17.7 12.1 9.8 6.7 12.2 18.5
Products
Textile and Leather

16.4 30.1 30.8 16.0 17.2 16.8 7.2 13.2 21.8
Products
Forestry, Wood and

11.6 22.1 22.8 10.1 17.2 25.6 7.3 12.6 19.5
Paper
Food, Beverages and

11.6 22.2 17.5 11.6 14.9 19.4 6.9 12.9 19.9
Tobacco
Pharmaceuticals and
13.7 24.3 25.0 17.9 15.5 15.5 7.9 12.6 19.4
Medical Equipment
Household Goods 10.9 19.1 19.6 14.2 18.7 21.6 8.1 11.8 14.4
Machinery 12.3 22.6 23.3 14.9 12.1 10.7 6.2 12.2 18.2
INDUSTRIES
APPENDIX
Digital Business statistics: Mexico (cont.)

Online Online
2010 2017 2025 2010 2017 2025 2010 2017 2025

Hi-tech Goods 13.0 22.5 25.2 9.5 12.8 15.2 6.8 11.9 17.8
Information and
18.3 23.3 22.5 13.7 15.9 19.4 6.9 9.9 12.5
Communications
0.4 1.1 1.2 5.4 9.7 15.5 2.1 3.5 5.0
Estate
Education 25.5 39.6 39.0 5.8 8.2 11.0 7.1 7.0 7.3
14.9 19.4 19.9 4.1 6.8 8.6 5.0 6.9 9.0
Services
Government and
Membership 6.3 9.8 7.6 5.7 7.9 11.8 4.4 5.3 5.8
Organisations
Recreation,
7.6 15.6 15.8 7.7 13.2 20.4 1.9 3.9 6.2
INDUSTRIES
APPENDIX
Digital Business statistics: Russia

Online Online
2010 2017 2025 2010 2017 2025 2010 2017 2025

Total 35.0 43.0 45.9 16.9 19.7 20.3 9.7 16.0 20.0
Agriculture 21.5 39.7 45.8 6.8 16.0 17.8 1.0 1.9 2.4
Energy 30.7 49.6 54.7 18.3 18.1 19.7 16.7 21.7 24.6
Metal Products 28.1 38.2 41.9 20.6 18.1 18.4 10.2 15.7 17.7
28.2 38.3 42.0 20.6 15.9 16.0 10.3 14.8 16.6
Products
Textile and Leather

27.5 36.4 39.3 17.1 24.0 24.7 19.8 21.1 22.2
Products
Forestry, Wood and

27.6 36.7 39.7 17.1 24.2 25.0 19.9 24.1 27.7
Paper
Food, Beverages and

27.0 36.2 39.2 16.8 23.9 24.6 18.7 22.9 26.3
Tobacco
Pharmaceuticals and
35.1 48.4 53.0 15.7 19.3 20.0 15.3 28.3 37.2
Medical Equipment
Household Goods 35.1 46.6 50.9 15.6 17.4 17.8 19.4 26.9 30.7
Machinery 33.6 44.8 48.9 17.2 19.9 20.5 18.6 25.9 29.5
INDUSTRIES
APPENDIX
Digital Business statistics: Russia (cont.)

Online Online
2010 2017 2025 2010 2017 2025 2010 2017 2025

Hi-tech Goods 35.5 47.5 51.9 17.1 19.3 19.9 20.2 28.7 32.8
Information and
44.4 53.9 56.9 21.0 21.8 22.0 11.6 19.8 22.7
Communications
26.8 38.0 41.4 10.1 11.5 12.0 2.0 4.6 6.8
Estate
Education 36.8 44.4 49.6 12.1 15.7 16.3 4.9 10.0 10.7
39.2 50.6 54.2 9.5 10.4 10.8 5.5 6.1 6.6
Services
Government and
Membership 31.9 39.9 46.4 8.4 11.1 11.7 3.0 6.1 6.9
Organisations
Recreation,
40.6 51.5 54.3 24.1 22.8 23.2 8.4 15.8 18.0
INDUSTRIES
APPENDIX
Digital Business statistics: Saudi Arabia

Online Online
2010 2017 2025 2010 2017 2025 2010 2017 2025

Total 27.5 34.7 43.2 12.5 21.1 30.7 14.2 16.6 19.1
Agriculture 17.3 25.7 27.9 8.4 25.2 37.8 1.6 2.4 2.7
Energy 45.8 42.4 42.1 21.2 45.8 54.4 23.5 34.4 40.0
Metal Products 18.1 23.9 35.4 20.7 22.0 31.3 16.2 21.0 22.2
20.6 27.0 39.9 15.3 20.8 23.1 16.3 19.4 22.5
Products
Textile and Leather

22.2 26.9 33.4 9.1 13.9 26.2 24.4 25.4 29.7
Products
Forestry, Wood and

17.2 17.8 22.0 2.0 2.8 4.3 8.8 9.0 10.2
Paper
Food, Beverages and

31.7 34.9 47.0 13.6 18.6 20.3 18.4 19.0 22.0
Tobacco
Pharmaceuticals and
22.0 29.0 33.5 12.0 19.1 27.7 12.2 18.6 21.2
Medical Equipment
Household Goods 31.8 37.6 42.4 11.2 20.5 30.5 21.5 25.5 29.5
Machinery 33.5 38.8 50.3 16.4 25.7 33.9 23.2 28.3 36.1
INDUSTRIES
APPENDIX
Digital Business statistics: Saudi Arabia (cont.)

Online Online
2010 2017 2025 2010 2017 2025 2010 2017 2025

Hi-tech Goods 45.4 51.0 60.2 15.3 24.2 36.2 19.1 23.1 28.4
Information and
38.0 43.7 42.8 12.6 11.9 14.2 13.3 19.7 22.9
Communications
34.9 42.4 45.8 5.2 6.3 10.9 2.6 5.3 5.8
Estate
Education 32.0 37.1 41.2 10.8 12.0 22.3 4.8 7.7 8.6
21.5 17.7 16.4 3.9 4.9 8.2 7.6 6.5 7.1
Services
Government and
Membership 33.2 48.8 53.7 6.9 5.1 4.7 4.3 7.4 8.2
Organisations
Recreation,
26.6 29.2 29.6 16.3 12.7 14.9 5.5 8.6 9.8
INDUSTRIES
APPENDIX
Digital Business statistics: South Korea

Online Online
2010 2017 2025 2010 2017 2025 2010 2017 2025

Total 65.4 67.7 68.8 2.6 2.7 3.2 27.3 36.9 45.9
Agriculture 42.2 74.6 88.9 5.0 9.1 11.9 9.2 11.1 12.2
Energy 57.4 80.8 82.9 4.7 2.8 4.3 30.4 48.7 57.3
Metal Products 65.9 80.8 88.3 1.8 1.0 1.4 26.3 36.6 44.0
71.0 83.2 88.5 4.3 2.5 3.6 26.3 36.5 43.8
Products
Textile and Leather

55.7 62.2 64.7 2.0 1.2 1.7 44.2 62.9 73.1
Products
Forestry, Wood and

71.4 86.7 88.6 3.9 2.3 3.3 44.2 62.7 72.6
Paper
Food, Beverages and

70.9 84.8 93.2 4.0 2.5 3.5 44.2 62.6 73.0
Tobacco
Pharmaceuticals and
62.2 72.9 76.7 4.3 2.5 3.6 34.0 52.0 59.9
Medical Equipment
Household Goods 68.9 79.2 85.5 4.4 2.5 3.6 46.5 60.3 67.7
Machinery 69.8 80.3 87.0 2.4 1.4 2.0 44.5 56.6 63.8
INDUSTRIES
APPENDIX
Digital Business statistics: South Korea (cont.)

Online Online
2010 2017 2025 2010 2017 2025 2010 2017 2025

Hi-tech Goods 68.7 78.9 80.3 4.0 2.3 3.3 46.5 60.3 67.9
Information and
63.8 87.8 90.0 8.0 6.4 7.6 29.0 31.1 31.9
Communications
51.5 62.8 65.6 3.3 1.8 1.5 3.5 3.3 3.3
Estate
Education 50.3 64.4 69.3 1.5 1.0 1.0 15.9 22.7 25.4
50.1 60.4 65.2 1.6 4.6 5.0 13.7 19.4 22.6
Services
Government and
Membership 58.4 42.9 35.6 0.2 0.0 0.0 13.1 19.8 22.6
Organisations
Recreation,
60.3 62.6 62.6 0.8 0.7 0.7 18.5 19.9 20.6
INDUSTRIES
APPENDIX
Digital Business statistics: Spain

Online Online
2010 2017 2025 2010 2017 2025 2010 2017 2025

Total 24.0 32.0 34.5 13.0 21.0 24.4 11.0 16.0 23.6
Agriculture 16.6 25.6 25.1 6.8 19.5 28.3 2.0 3.1 3.2
Energy 23.1 39.6 43.2 16.3 19.2 23.9 36.4 35.8 38.7
Metal Products 17.9 27.2 29.4 12.5 12.4 16.0 18.2 13.5 14.3
17.9 26.8 28.9 12.5 12.4 16.0 18.2 13.5 14.3
Products
Textile and Leather

22.1 25.8 27.6 25.1 32.7 41.1 32.8 44.2 47.8
Products
Forestry, Wood and

22.1 25.8 27.6 25.1 32.7 37.2 32.8 44.2 47.8
Paper
Food, Beverages and

22.1 25.8 27.6 25.1 32.7 39.8 32.8 44.2 47.8
Tobacco
Pharmaceuticals and
30.0 38.8 41.9 15.1 17.1 22.3 37.6 54.9 59.7
Medical Equipment
Household Goods 30.5 38.7 41.8 15.0 16.9 22.1 47.3 48.1 52.0
Machinery 27.3 36.4 39.4 14.4 16.0 20.9 44.0 44.4 48.0
INDUSTRIES
APPENDIX
Digital Business statistics: Spain (cont.)

Online Online
2010 2017 2025 2010 2017 2025 2010 2017 2025

Hi-tech Goods 30.5 38.7 41.8 15.0 16.9 22.1 47.3 48.1 52.0
Information and
41.6 46.5 51.7 25.4 26.5 30.3 18.9 28.8 40.0
Communications
19.5 28.9 32.3 7.5 9.0 11.2 5.7 4.6 12.9
Estate
Education 28.5 32.0 32.3 12.2 18.9 22.4 11.7 17.9 19.1
34.7 49.4 51.2 8.8 9.0 9.2 3.6 7.7 4.8
Services
Government and
Membership 24.8 30.2 31.2 1.4 2.0 2.4 6.9 10.6 11.2
Organisations
Recreation,
53.6 55.9 58.8 23.8 23.7 25.6 12.7 23.1 28.2
INDUSTRIES
APPENDIX
Digital Business statistics: Turkey

Online Online
2010 2017 2025 2010 2017 2025 2010 2017 2025

Total 15.0 20.5 24.9 8.4 10.6 12.9 10.0 13.4 17.6
Agriculture 16.9 17.1 18.5 4.9 7.6 11.0 1.6 2.4 2.8
Energy 4.7 10.7 20.7 6.7 4.2 3.1 28.7 30.2 40.0
Metal Products 13.4 22.7 37.5 17.0 21.1 32.8 13.9 21.3 27.6
9.8 19.5 31.1 14.0 7.8 5.1 11.6 21.5 31.7
Products
Textile and Leather

13.8 25.3 37.6 10.1 7.8 13.2 18.5 23.2 28.0
Products
Forestry, Wood and

3.1 6.2 11.9 4.4 3.3 2.9 8.4 10.6 13.1
Paper
Food, Beverages and

6.1 12.8 23.7 8.8 5.7 4.2 13.6 17.2 21.4
Tobacco
Pharmaceuticals and
15.5 23.1 33.4 18.3 20.2 22.2 11.3 15.7 20.9
Medical Equipment
Household Goods 15.6 23.1 33.5 17.6 19.5 22.1 13.6 19.0 25.3
Machinery 17.2 28.6 42.9 18.6 17.7 17.1 14.0 20.1 26.9
INDUSTRIES
APPENDIX
Digital Business statistics: Turkey (cont.)

Online Online
2010 2017 2025 2010 2017 2025 2010 2017 2025

Hi-tech Goods 15.6 23.1 33.5 16.3 18.6 21.6 16.3 22.2 30.0
Information and
27.9 47.1 56.8 16.8 14.2 12.8 12.8 17.2 23.3
Communications
10.4 16.6 26.0 6.2 5.3 7.3 5.8 8.4 10.5
Estate
Education 26.0 38.4 48.9 9.5 15.5 23.5 5.6 8.7 11.3
0.9 0.6 2.1 0.5 0.4 0.4 6.3 5.2 6.3
Services
Government and
Membership 14.9 10.2 28.9 1.2 3.6 4.7 4.5 6.9 8.7
Organisations
Recreation,
26.1 25.2 24.3 12.2 9.2 15.7 5.3 6.6 8.6
INDUSTRIES
APPENDIX
Digital Business statistics: United Kingdom

Online Online
2010 2017 2025 2010 2017 2025 2010 2017 2025

Total 52.0 51.0 57.1 17.0 23.0 26.4 16.0 18.0 25.7
Agriculture 35.8 47.4 52.7 8.0 28.0 42.3 2.0 2.2 2.7
Energy 52.3 45.6 49.2 20.3 26.9 31.0 21.6 22.4 24.0
Metal Products 54.4 40.4 43.8 12.4 11.2 12.6 13.9 12.4 13.3
54.4 40.4 43.8 12.4 11.2 12.6 13.9 12.4 13.3
Products
Textile and Leather

53.3 52.0 60.7 32.7 45.9 50.8 53.3 48.4 47.5
Products
Forestry, Wood and

53.3 52.0 60.7 32.7 45.9 49.2 53.3 48.4 47.5
Paper
Food, Beverages and

53.3 52.0 60.7 32.7 45.9 50.2 53.3 48.4 47.5
Tobacco
Pharmaceuticals and
54.6 55.8 61.5 19.7 25.5 29.4 23.4 26.4 28.4
Medical Equipment
Household Goods 56.5 53.9 59.8 19.1 24.6 28.3 35.5 46.0 49.2
Machinery 56.2 60.7 67.8 18.4 23.4 26.9 33.7 43.4 43.8
INDUSTRIES
APPENDIX
Digital Business statistics: United Kingdom (cont.)

Online Online
2010 2017 2025 2010 2017 2025 2010 2017 2025

Hi-tech Goods 56.5 53.9 59.8 19.1 24.6 28.3 35.5 46.0 49.2
Information and
68.4 62.6 65.9 30.5 26.4 27.5 27.0 25.9 36.4
Communications
38.0 46.3 56.7 7.3 11.4 12.9 4.5 6.2 13.1
Estate
Education 61.4 70.7 75.4 14.4 28.4 31.4 11.8 13.0 13.9
65.9 55.9 61.5 11.3 15.7 17.7 3.8 7.5 7.9
Services
Government and
Membership 53.5 61.3 63.5 1.7 4.0 5.2 7.0 7.7 9.3
Organisations
Recreation,
44.3 52.1 54.5 32.7 24.6 21.4 20.3 21.1 22.7
INDUSTRIES
APPENDIX
Digital Business statistics: USA

Online Online
2010 2017 2025 2010 2017 2025 2010 2017 2025

Total 55.0 58.2 60.1 10.3 14.5 23.0 19.1 24.1 35.6
Agriculture 29.7 58.6 64.0 10.4 38.4 48.6 2.1 2.8 5.3
Energy 36.7 37.7 42.1 22.4 56.7 57.9 52.4 55.6 60.2
Metal Products 53.9 66.0 74.0 32.9 30.9 39.6 42.1 58.5 57.7
51.4 61.9 74.3 36.6 46.6 53.1 31.1 52.7 52.0
Products
Textile and Leather

55.1 58.3 61.5 35.0 51.0 52.0 46.0 58.9 62.0
Products
Forestry, Wood and

27.9 45.2 55.9 30.9 44.0 46.7 41.2 61.9 65.7
Paper
Food, Beverages and

26.9 46.4 64.1 36.0 46.0 54.5 49.1 60.7 53.2
Tobacco
Pharmaceuticals and
63.7 78.3 82.2 36.4 55.6 55.6 40.9 55.5 51.7
Medical Equipment
Household Goods 61.9 68.7 78.6 21.5 38.1 45.8 36.3 57.1 60.3
Machinery 75.4 74.7 81.8 33.3 47.1 50.9 46.4 61.6 63.3
INDUSTRIES
APPENDIX
Digital Business statistics: USA (cont.)

Online Online
2010 2017 2025 2010 2017 2025 2010 2017 2025

Hi-tech Goods 70.2 69.8 78.3 36.2 54.4 50.4 46.6 59.7 59.4
Information and
67.7 71.6 77.6 8.6 15.2 36.2 7.4 13.5 18.7
Communications
67.5 72.6 72.6 3.0 3.4 7.4 12.9 16.5 33.4
Estate
Education 57.0 61.0 51.8 17.9 22.4 24.6 7.2 9.0 15.8
60.9 55.9 73.7 4.9 8.5 18.1 11.8 12.8 26.6
Services
Government and
Membership 52.6 66.2 68.8 13.0 8.1 6.8 3.0 4.1 8.7
Organisations
Recreation,
46.3 48.2 59.7 13.7 22.8 35.7 13.8 19.6 27.3
INDUSTRIES
FOR FURTHER INSIGHT PLEASE CONTACT
Justinas Liuima
Lead Industry Analyst
justinas.liuima@euromonitor.com
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B2B Future Trends Driving ECommerce in Manufacturing Industries

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B2B Future Trends Driving ECommerce in Manufacturing Industries

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FUTURE TRENDS DRIVING E-COMMERCE IN

 This report analyses the e-commerce in manufacturing industry, which Disclaimer

Offline sales channels The B2B e-commerce market

Why B2B e-commerce matters

Manufacturing industries lead in e-commerce

 On average, manufacturing industries receive % Share of Revenue from E-commerce

manufacturing industries and good IT South Korea

infrastructure, are in the lead. Spain

 In order to succeed, manufacturing companies Japan

must have an effective account management team, UK

and a smooth sales and logistics process. E- Germany

commerce platforms offer significant improvements Australia

in sales process optimisation for manufacturers, France

27% > 18% Indonesia

Manufacturing Industries Total Average

Developed countries to drive B2B e-commerce growth

Key trends to drive e-commerce in manufacturing industries

 Increasing number of  Growing share of  E-commerce increases

 E-commerce platforms offer  Increasing production

Manufacturers to follow their customers in e-commerce market

1 in 10 0% 20% 40% 60% 80%

businesses receive % of total business, 2017

Industries with largest share of orders placed online

logistics, ease of cataloguing Food, Beverages and Tobacco

made by service industries % of total business

Millennials: a growing group of tech-savvy consumers

and increase their online presence.

bringing their B2C e-commerce experience into the

Digital consumers: prerequisite for digital business development

Norway Sweden Singapore

High Consumer Digitalisation Low Consumer Digitalisation

Digital business index 2017

% of businesses Digital Digital

Competition encourages investments in e-commerce

 An increasing number of businesses are Companies Must Invest in E-commerce to Avoid

E-commerce improves sales process for companies

Readiness to use B2B e-commerce rank

 Moving to e-commerce also

Industry 4.0 solutions to automate procurement procedures

 Industry 4.0 solutions are Readiness to Implement Industry 4.0 Solutions in

become increasingly automated. 25

 This is expected to boost B2B 15%

industries, advanced supply

E-commerce offers cost savings for manufacturers

Using electronic bidding on e-

Manufacturers often rely on stable Willingness to

More advanced e-commerce platforms

Bidding, price comparability and dynamic pricing reduce B2B costs

Manufacturers gain from lower logistics and warehousing costs

of third-party logistics providers, saving time and Metal Products

 Lower logistics and warehousing costs are Hi-tech Goods

products, as well as manufacturers with a wide Textile and Leather Products

some of the procurement process, ensuring stable Pharmaceuticals and Medical

E-commerce helps to enter new markets

Case study: Godiva uses cloud-based platform to grow B2B sales

Analysis of buyer data provides new growth opportunities

 Manufacturers face increasing

Analysis of buyer data provides new growth opportunities (cont.)

Hi-tech Goods, Transport Equipment Manufacturing

0% 10% 20% 30%

Indicators to identify industries’ B2B e-commerce potential

Transportation costs help to evaluate B2B demand helps to evaluate

Indicators used 2017