Traditional Retailers Must Embrace Disruption To Complete Their Transformation

Vanessa Zeng

On this year’s Singles’ Day, Tmall’s transaction volume hit RMB 10 billion ($1.6 billion) in just 38 minutes, continuing eCommerce’s upward trend. In 2013, the total GMV of Tmall and Taobao reached RMB 1.54 trillion ($249 billion)and Alibaba’s rival JD.com achieved a total GMV of RMB125.5 billion ($20.3 billion). In contrast, Beijing Shin Kong Place, China’s top one traditional retailer, had just RMB7.5 billion ($1.2 billion) in total sales revenue in 2013.In 2014, the growth rate of China’s top 100 retail chains has continued to decline and is now at its lowest point in the past four years. The data above indicates that traditional retailers face a cold winter struggling to fight off both the economic downturn and the success of eCommerce. So how can traditional retailers compete against eCommerce players?

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Women And Mobile Shoppers In Tier 2 & 3 Cities Are Driving India’s Online Retail Market

On November 20, Google released a report on the findings from a survey it conducted in collaboration with Forrester on online shopping trends in India. The report highlights what’s driving the growth of eCommerce in India, including mobile commerce, female shoppers, and the growing number of people in tier two and tier three cities making purchases online. However, the report also noted some barriers to online retail in India, such as its poor showing regarding customer satisfaction and trust; to make further progress, eCommerce firms must work hard to improve in these areas. The report’s key findings involved:

  • Mobile shoppers. Mobile is driving the market, especially in tier two and tier three cities in India. Half of the online shoppers in tier three cities are already on mobile, compared with just one-third in tier one cities. The percentage of online buyers making shopping queries from a mobile device has grown from 24% in 2012 to 57% in 2014. Forrester forecasts that mCommerce in India will reach $19 billion by 2019.
  • Women. Women are far more active buyers than men in tier one cities. They outspend men online by two to one, and one-quarter of women in tier one cities make mobile purchases.
  • New buyers. More than 70% of people in tier one and tier two cities who do not currently make purchases online are expected to do so in the next 12 months.
  • New growth areas. Home furnishings, cosmetics, and baby care are the next areas of growth for online retail after the success of online retail in the consumer electronics segment.
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Mobile Is The Future Of Indian Commerce; Is Your Business Ready?

Katyayan Gupta

Indian consumers are more likely to own a mobile phone and use it to access the Internet than own a PC or laptop and use a wired Internet connection. The stats speak for themselves: As of September 2014, India has more than 930 million wireless subscribers against just 27 million wireline subscribers. And while just 8% of these 957 million subscribers have a broadband connection (with download speeds of 512 kbps or better), fully 80% of them are mobile users.

This is leading to the mobile mind shift: the expectation that consumers can get what they want in their immediate context and moments of need. This trend is particularly evident in retail; today’s consumers are increasingly using their mobile devices to accomplish a variety of shopping-related tasks online – from researching a product to buying it.

Forrester has developed a global retail segmentation framework to identify, assess, and compare the behaviors of shoppers in various countries. Five segments identify the most prevalent and regular shopper behaviors (see figure below). According to this framework, 6% of metro Indian online users fall into the Mobile Shoppers segment. In comparison, only 4% of online users in the US are Mobile Shoppers! Even the percentage of Super-Shoppers in India is more than twice that in the US.

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China Will Become The First $1 Trillion Online Retail Market By 2019

During Tuesday’s 11.11 (Singles’ Day) Shopping Festival, Alibaba set new online retail records: 278.5 million orders with a GMV exceeding RMB 57 billion ($9.3 billion) (43% of which came from mobile devices). This comes on the heels of the world’s biggest IPO earlier this year, in which Alibaba raised $25 billion. Alibaba’s smaller rival JD.com, which raised $1.7 billion in its own IPO, received more than 14 million orders (40% of which came from mobile) on Singles’ Day 2014, an increase of more than 120% over November 11, 2013. Powered by the cash that their IPOs generated and growing demand among Chinese consumers, Forrester forecasts that China will become first $1 trillion online retail market by 2019.

Several factors contribute to this tremendous growth, including:

  • The rise of mobile shopping
  • eCommerce’s increasing wallet share and category expansion
  • Improving logistics
  • Penetration into lower-tier cities
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What Retailers Can Take Away From Singles’ Day Binge

Vanessa Zeng

The two most noteworthy recent events in China are obviously the APEC Summit and the Singles’ Day shopping festival. Since its creation five years ago, Singles’ Day has become the online shopping feast that almost every Chinese consumer expects.

The shopping event was created by Alibaba in 2009 as a promotion to drive sales on Tmall and Taobao on the November 11 Singles’ Day holiday. Alibaba uses the event to reward consumers and reinforce its eCommerce influence in the Chinese market. Now the most influential eCommerce event in China, Singles’ Day is no longer Alibaba’s monopoly — almost all e-tailers and even offline retailers are getting involved.

Compared with past years, the Singles’ Day 2014 campaign has several new features:

  • Global reach. Top eCommerce players such as Alibaba, Amazon, Jingdong, and Suning have all announced “globalization” plans and activities around this year’s event; these plans include offering a broad selection of discounted products, preferential tax rates, free or low-cost international shipping, and speedy delivery.
  • Big data. According to Alizila, Alibaba will apply predictive analysis to Tmall transaction data to project order volume. The Cainiao smart logistics network and its delivery partners can use this information to allocate resources and respond to demand more precisely.
  • Interactions between online and offline. To expand the impact of online retail to offline businesses, Alibaba conducted offline-to-online promotional activities for home renovation and home decoration projects. It also rallied more than 300 department stores in 18 cities to join the event by offering special discounts to shoppers who buy store-value cards online and use them to redeem goods in physical stores.
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eCommerce Has Shifted China's Retail Landscape

Vanessa Zeng

For the past 20 years, China’s retail industry has benefited from the country’s booming economy to fuel its high-speed development; local and global retail brands alike have grown tremendously in this golden age. However, the slowing macroeconomy and the impact of eCommerce have begun to put the brakes on traditional retail businesses. In contrast, China’s online retail market has continued to grow strongly over the past four years and is expected to top $440 billion by the end of 2014 (including both B2C and C2C). What accounts for this success? The fact that it’s largely driven by the following key elements:

  • Rapid adoption of online shopping due to a highly fragmented retail industry. The traditional retail market in China is underdeveloped and scattered; consumers in lower-tier cities and remote regions have a very limited access to variety of brands and products. Few retailers have a nationwide logistics network or array of physical stores; there’s no Chinese version of Wal-Mart or Macy’s that can be found across all of the country’s geographic regions or from top-tier cities all the way through to smaller towns. This makes online shopping a better way to meet ever-growing consumer demand.
  • A rapid increase in online penetration. The Chinese online population (users of both the traditional Internet and the mobile Internet) has been growing rapidly. According to the China Internet Network Information Center (CNNIC), the total online population reached 632 million by June 2014, and total number of mobile Internet users hit 527 million. Improved Internet infrastructure across the country provides an unprecedented opportunity for eCommerce development.
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Global eCommerce Will Shift In 2015

Zia Daniell Wigder
We just published our predictions report for global eCommerce in which we identify 10 trends and discuss the impact they’ll have on the industry in 2015. We look at key commerce topics such as mobile and omnichannel and also address what we expect to see from some of the global eCommerce giants in terms of their international efforts in 2015.  In addition, we explore topics such as:
 
  • The B(R)IC markets will continue to attract attention, but smaller ones will also gain traction. Next year, we expect to see continued interest in Brazil, India and China (the political situation in Russia means it will be bumped down the list for many US and European brands). However, all of these markets will remain challenging for varying reasons and we expect that other emerging markets will gain traction with brands in 2015. Indeed, a look at the World Bank Ease of Doing Business Index shows the BRIC markets falling well below other markets like Malaysia, Thailand, the UAE, Mexico and Colombia. Many eCommerce organizations won’t yet be able to justify the cost of launching direct-to-consumer sites in these smaller markets, but a handful of large global organizations will jump in to establish a brand for themselves before their counterparts do the same. Brands looking to sell cross-border will also turn their attention to smaller but fast-growing eCommerce markets.
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US Online Holiday Sales Will Be Higher Than Ever, Despite Noticeable Challenges

Sucharita  Mulpuru

Forrester predicts that US online retail sales will reach $89 billion during the 2014 holiday shopping season. Shoppers turn to the Web during the time-pressed period between November and December to avoid crowds, lines, and, in many cases, higher prices. This holiday season, eCommerce will experience a boom in the number of online buyers, as the holiday season is a strong opportunity for new customer acquisition, and online wallet share, as seasoned online consumers are growing more comfortable and reliant on the practice. 

However, the expected growth is not as high as it could be due to a few unique constraints. A shorter than average holiday selling season, defined by the days between Thanksgiving and Christmas, limits shoppers in the time during which they can take advantage of the deep discounts they expect. Further, the expected increase in volume of online sales will push the already constrained carrier networks. Forrester estimates that nearly seven times more eCommerce packages are shipped daily in the two weeks before Christmas than daily between the months of January and October. Last year, FedEx and more notably UPS had a high number of late deliveries due to unprecedented package volume and poor weather that caused buildups at critical times. With the expected 13% increase in eCommerce sales in 2014 for the months of November and December as compared to the same period in 2013, retailers and consumers must recognize the risk of shipping delays.

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It’s Time To Consider Enterprise B2B Solutions In China

Charlie Dai

Previously, when CIOs and enterprise architecture professionals talked about “business-to-business” (B2B) commerce in China, most people thought of third-party B2B marketplaces like Alibaba.com or HC360.com. Very few companies use professional B2B solutions internally, instead relying on a combination of order management systems, customer relationship management, and third-party B2B marketplaces to trade with their business partners.

This is going to change. We have observed a few trends in the Chinese market that will become major drivers for the adoption of enterprise B2B solutions. These trends were further validated during the SAP summit last week in Shenzhen.

  • The legacy application architecture on the market won’t address the challenges of the age of the customer. Most of the companies currently doing business in China’s B2B market are small and medium-size companies with low IT systems maturity — many of them still exchange business information by emailing Excel files. These firms must rely on third-party marketplaces for business collaboration.
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Indian mCommerce Will Reach $19 Billion By 2019

India’s online retail market is on the radar of global investors and eCommerce players, which have announced investments topping $3.6 billion in the past three months, including $2 billion in Amazon, $1 billion in Flipkart, and potentially $650 million in Snapdeal. Growth in India’s online retail market is powered by its fast-growing smartphone penetration, as customers are increasingly using their mobile phones to buy products online. More than half of Snapdeal’s and Flipkart’s sales and nearly 35% of

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