1. proudly presents

2. Delivering International Growth
Andrew McClelland, Chief Operations & Policy Officer

3. Introduction / Overview
1. Current position
2. Barriers to trade & shared priorities
3. Potential

4. IMRG Members

5. 1. Current Position – EU Trade
Europe (values in €) EU Digital Market
2008 2009 2010
UK 55,000 55,900 68,501
Measure to manage
Austria 1,900 2,700 3,500
Belgium 2,500 2,825 3,600 Industry solution ‐ GEMS
Czech Republic 600 750 1,307
Denmark 4,385 5,042 5,800 EU growth – 22% in 2010
Finland 3,165 3,640 3,980
France 20,000 25,000 31,000 Highlights cross‐border potential
Germany 23,900 26,900 30,000
Greece 450 800 1,400 Define cross‐border
Hungary 250 330 490
Ireland 2,200 2,100 2,960 Already significant trade:
Italy 6,365 10,037 14,358
Norway 3,728 4,400 5,200 Bol.com
Poland 2,110 2,470 2,800
ASOS (over half of revenue from International trade)
Portugal 560 650 780
Romania 275 325 425 Pixmania
Russia 3,020 3,400 4,400
Slovakia 66 96 300 Otto
Spain 6,695 7,760 10,100
8,880 Redcoon.com
Sweden 6,840 7,866
Switzerland 3,698 4,250 4,500
3Suisses
The Netherlands 5,438 6,375 8,200
Turkey 1,000 1,150 1,750 Redoubt
154,145 174,766 214,556
Source: IMRWorld B2C global ecommerce overview 2011, www.imrg.org

6. 1. EU Trade - Country Data
France
B2C e‐commerce 2010 (€bn) 31.1
Percent change 24
Internet users (mn) 44.6
Percentage of population 68.6
Av. expenditure € 695
Source: IMRWorld B2C global ecommerce overview 2011, www.imrg.org

7. 1. EU Trade - Country Data
Germany
B2C e‐commerce 2010 (€bn) 30
Percent change 18
Internet users (mn) 65.1
Percentage of population 79.8
Av. expenditure € 461
Source: IMRWorld B2C global ecommerce overview 2011, www.imrg.org

8. 1. EU Trade - Country Data
• Poland
– 1st portals only 4
years old
– 35% Y‐on‐Y growth
– Only 23% purchased
online
– 120 mobiles per 100
people
€ Millions
Source: IMRWorld B2C global ecommerce overview 2011, www.imrg.org

9. 1. EU Trade – ECC Survey
• 305 Test purchases
• 288 products actually arrived
• Majority of sites don’t do cross‐border (over 60%)
• Key issues:
– Language: 39% of sample only one
– Payment options
– Returns procedures
– Delivery options / information
– Legal declarations / order processes
Source: IMRWorld B2C global ecommerce overview 2011, www.imrg.org

10. 2. Barriers to trade
Key areas for consideration
Localisation Payments
Legal Inventory management
Reverse logistics Customer confidence/care

11. 3. Global Potential
2009 2010 Growth
North America €185bn €214bn 11%
Europe €175bn €214bn 22%
Asia Pacific €88bn €130bn 48%
Latin America €16bn €22bn 40%
Other Regions €10bn €14bn 40%
World €473bn €590bn 25%
Source: IMRWorld B2C global ecommerce overview 2011, www.imrg.org

12. 1. Global Trade - Country Data
Australia
B2C e‐commerce 2010 (€bn) 20,000
Percent change 25
Internet users (mn) 17.1
Percentage of population 75.8
Av. expenditure € 1.169
John Lewis extends its online home delivery service to 27 countries,
including the US and Australia
Source: IMRWorld B2C global ecommerce overview 2011, www.imrg.org

13. 1. Global Trade - Country Data
Brazil
B2C e‐commerce 2010 (€bn) 12.8
Percent change 35
Internet users (mn) 75.9
Percentage of population 39
Av. expenditure € 168
Wine.com.br uses Facebook and has over 4,500 followers
Source: IMRWorld B2C global ecommerce overview 2011, www.imrg.org

14. 1. Global Trade - Country Data
China
B2C e‐commerce 2010 (€bn) 12
Percent change 57
Internet users (mn) 457
Percentage of population 34
Av. expenditure € 125
Home Retail Group announced £22 Million China partnership
Source: IMRWorld B2C global ecommerce overview 2011, www.imrg.org

15. 3. Why Global?
• Extend range life
• New / less mature markets
• Shorter supply chain (possibly)
• New growth opportunities
• UK market maturing and EU economies flat‐
lining

16. Main Content
Cross‐border potential
Global, not just EU
More competition
Localisation
27 states, 27 cultures, 27 legislative environments

17. Thank you
Andrew McClelland
andrew@imrg.org