Future of B2B Online Retailing

Connected Marketplaces Transition from Transactional Hubs to Assistive Selling

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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 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?

Table of Contents

1. Executive Summary
Key Findings of the Study
B2B Online Market Definitions
Online B2B Market Purview
Online B2B Market Research Scope
2. 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
3. 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
4. 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
5. 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
6. 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
7. 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
8. Profiles of B2B Success Cases
B2B Success Cases by Industry
9. Aerobay
Aerobay
Company, KPI, SKU, and Competitors
Aerobay Solution
10. Medtronic
Medtronic
Company, KPI, SKU, and Competitors
Medtronic Solution
11. BASF
BASF
Company, KPI, SKU, and Competitors
BASF Solution
12. Ferguson
Ferguson
Company, KPI, SKU, and Competitors
Ferguson Solution
13. Strategic Conclusion—Key Success Factors to Consider
Shaping B2B eCommerce Buying Experience
Growth Opportunities in B2B eCommerce Market
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List of Figures & Charts

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



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