Report Details DescriptionTable of ContentsMethodologyReport SampleDescription The Lumina Intelligence UK Wholesale Online Report 2023 is a deep dive into the latest data of the online channel across retail & foodservice wholesale, covering all aspects from how customers are ordering to significant new technology that is influencing the customer journey and purchasing decisions. This report aims to help wholesalers and suppliers plan their e-commerce strategy for 2024, assess how key performance indicators for the channel have changed over time and identify the most effective touchpoints to engage with foodservice and retail customers across both web and app shopping journeys. It also showcases relevant best-in-class wholesale online case studies and highlights opportunities for companies on how to position themselves in the wholesale online landscape. With this report covering a breadth of information I have attached the executive summary highlighting findings for the report and how it can be used by clients as well as key messages below. Table of Contents Wholesale online landscape Cost of business pressure Pricing challenges for retail players Eating out businesses challenged by rising costs Website utilisation to support customers Company offers best in class for foodservice support Wholesale market: operator opportunities Wholesale market: operator challenges Online purchasing and the route to the wholesale market Ecommerce benefits: suppliers and wholesalers Operators moving online Around the clock order capabilities Retail shops and frequency Rising costs and promotions Company using website to communicate retail solutions Company supporting customers through promotions and advice Key trends in wholesale online market Disrupting the online journey Foodservice operators increasingly using desktop Media top tips for desktop and app activation “unlocking” websites removes barriers to converting prospects Company rolled out “Browse Store” to boost the visibility of its customers Company allowing non-customers to access platforms The most important device to secure advertising and disrupt shoppers Market footfall rates Operators target needs Desktop and mobile activities peak times Business platform with the ability to boost orders at peak times Company boosts digital engagement with WhatsApp Company launches first supplier-funded b2b channel to boost promotional messaging Retail media activation Digital personalised advertisements via WhatsApp Company utilising WhatsApp for advertising and personalisation Case study: the use of WhatsApp for business Retailers building their baskets earlier in the day in 2023 Mobile activity peaks after trading hours A/B testing as a tool Ideas of split testing from online use cases Companies join forces for split testing to win online Split tests impacts on the sector Price-marks and value perception for retailers Most preferred categories in PMPs The brands among suppliers offering PMPs solutions to retailers Customer engagement boosters B2B communication based on target audience Opportunity to boost online sales and engagement Personalisation is key to add value and boost loyalty 5 seasonal marketing strategies Seasonal marketing campaigns Company launching a creative online advent calendar Elevating B2B digital marketing through sustainability Sustainable marketing matters in 2023 and beyond Brands embracing environmental consciousness Energy advice and net zero plans to support the wholesale sector Boosting efficiencies Few frustrations when shopping through digital platforms Ease and speed of online platforms holds back retailers Search usage has seen an increase year-on-year Improvements are needed in the search function as search exists and page views increase Top foodservice search terms New entrant into the top 15 search terms Dietary requirements solutions Brand supports customers with dedicated guide for food alternatives Retailers use brand names when searching for products Open banking as a flexible way for customers to pay Qr codes can boost uptake through online banking The power of b2b open banking Case study: b2b store open banking solution success Q&A with Aled Roberts, Director of R&I Jones Wholesalers reaping the rewards from launching open banking Open banking and opportunities for suppliers Top 10 influential people in ecommerce Mick Dudley, Chief Technology Officer, JJ Foodservice Leon French, Customer Marketing Director, Brakes Kate Sillars, Head of Commercial Growth Initiatives UK, Bidfood Jamil Mohammed, Group Digital Director, Booker Wholesale (Tesco Group) Claire Chin, Digital E-Commerce Manager, Bestway Wholesale Lotte Tregear, Category and E-Commerce Director, Red Bull Phill Jaremczenko-Dye, Head of Online Emerging Channels UK, Mars Wrigley Rob Mannion, Founder and Chief Execution Officer, b2b.store Yulia Petitt, Head Of Commercial And Marketing, Sugro UK Tim Martin-Harvey, Head Of E-commerce Millenium Group The Industry Voice on Wholesale Ecommerce Trend summary: focus and investment areas Trend summary: focus and investment areas split by wholesalers and suppliers Frictionless functionality as a customer expectation Tailored offerings expected to be commonplace Young consumers changing the landscape of the wholesale market JJ Foodservice is investing into Tik Tok collaborations Wholesalers are embracing hybris models to add value Wholesalers are recognising the opportunities of artificial intelligence and social media Wholesalers seeking to make data driven decisions Wholesalers and suppliers seeking collaboration and strategic partnerships Mutual benefits of data sharing Optimising and adapting the online opportunity Future Outlook Economic indicators are forecast to stabilise from 2024 Business leaders across the grocery retail and eating out market are describing current trading environments as challenging Grocery retail business leaders expect challenging trading conditions to continue Eating out market business leaders are relatively optimistic about trading conditions in 2024 Sustainability and digitalisation future business priorities Main focus for building customer loyalty and generating revenue Company set to launch artificial intelligence-powered ordering assistant Eating out market business leaders are relatively optimistic about trading conditions in 2024 Sustainability and digitalisation future business priorities Focus for building customer loyalty and generating revenue Company set to launch artificial intelligence-powered ordering assistant Lumina Intelligence forecasts five key trends to shape the future of ecommerce Methodology b2b.store The main source of data in this report comes from utilising data from b2b.store. Data is streamed from b2b.store’s online platforms across 15 UK wholesalers’ websites and apps that cater foodservice and retail operators. 2022-2023 Wholesale Index Solution Lumina Intelligence’s Wholesale Index Solution looks to benchmark specific wholesale performances in the eyes of retail and foodservice customers on a variety of areas. 2020-2023 Bespoke Retailer Wholesale Study Lumina Intelligence undertook a bespoke survey via telephone interviews with over 400 retailers, investigating their attitudes and behaviours about and within the wholesale channel. May 2023 Bespoke data collection from suppliers and wholesalers Lumina Intelligence shared an online questionnaire with a small sample of suppliers and wholesalers to understand their ecommerce plans. Business Leaders: Top of Mind Questionnaire Lumina Intelligence Top of Mind business leaders survey is an online questionnaire targeted at industry professionals across the eating out and grocery retail markets, focused on understanding the current trading environment, challenges and growth opportunities (August 2023). Report SampleDownload the sample
