Make Europe

s B2B products accessible worldwide Peter F. Schmid, CEO • London, 13th of November 2015

B2B trade volume ~8 x larger than B2C trade volume

B2B online market materially larger than B2C

Source: IFH Retail Consultants: Industry report „B2B-E-Commerce-Markt in Deutschland“, 2013

B2B online space one of most significant future growth markets

B2C trade

volume

~400 €

billion

B2B trade

volume

~3,500 €

billion

x8

Heat pumps Milling cutters

Example of customers representing the German “Mittelstand”

„What does the market want or need?“

low relevance high relevance

Which were the key reasons to offer products/services online?

Source: 2015 „Online-Kaufverhalten im B2B-E-Commerce“ ibi research/VOTUM

01

Acquiring additional groups of customers

low relevance high relevance

Which were the key reasons to offer products/services online?

Source: 2015 „Online-Kaufverhalten im B2B-E-Commerce“ ibi research/VOTUM

01

02

Cost saving in distribution and sales

low relevance high relevance

Which were the key reasons to offer products/services online?

Source: 2015 „Online-Kaufverhalten im B2B-E-Commerce“ ibi research/VOTUM

01

02

03

Strengthening customer loyalty by offering another channel

low relevance high relevance

Which were the key reasons to offer products/services online?

Source: 2015 „Online-Kaufverhalten im B2B-E-Commerce“ ibi research/VOTUM

01

02

Acquiring additional groups of customers Cost saving in distribution and sales

04

03

Strengthening customer loyalty by offering another channel Time saving in distribution and sales

low relevance high relevance

Which were the key reasons to offer products/services online?

Source: 2015 „Online-Kaufverhalten im B2B-E-Commerce“ ibi research/VOTUM

01

02

04

03

05

Customer queries (customer asked for possibility to shop online)

Where do you start your purchase research for your company?

Search engines 91%

Telephonical request to suppliers 21%

Website/ Online shop for consumers (B2C) 12%

Stationary specialist retailers 18%

E-Procurement system (e.g. catalog SAP) 21%

Website/Online shop for business clients (B2B) 27%

Online catalog from supplier (e.g. PDF) 39%

Offline (e.g. catalogs) 18%

Marketplace for business clients (Mercateo, Amazon Supply) 12%

Which are the relevant issues to shop online for your business?

Source: 2015 „Online-Kaufverhalten im B2B-E-Commerce“ ibi research/VOTUM

Brand of a product / Trust in a product 71%

Awareness of a shop / marketplace operator 48%

Information about delivery time 95%

Technical data of a product 76%

Price of a product 86%

Key results for the B2B online search process

Source: Google 2014 / Millward Brown Digital

42% use during a buying and

researching process a

mobile device

70% of B2B buyers watch

videos during a buying

process

90% of the online searching

target group use a search

engine

The majority of the B2B target group is

digital nowadays

What are the offers today?

What are the offers today?

What are the offers today?

wlw becomes a classifieds business

wlw becomes a classifieds business

Dosierpumpen

wlw becomes a classifieds business

Dosierpumpen

Products online per week

wlw becomes a classifieds business

28 29 30 31 32 33 34 35 36 37 38 39 40 41 42 43 44 45

100.000

300.000

500.000

700.000

900.000

1.100.000

1.300.000

1.500.000

01

530,000 suppliers

in 47,000 categories

wlw – Facts & Figures

wlw – Facts & Figures

02

1,600,000

genuine buyers every month

03

24,000,000

visits a year

wlw – Facts & Figures

wlw – Facts & Figures

04

Founded 1932,

online since 1995,

located Hamburg,

200 employees

wlw – Facts & Figures

05

Every second one access

to a company profile,

every minute 5 concrete

offers are requested

Thank you!