Round Table in London: “Sales growth only in interactive channels”


Overall, in the UK, the retail industry has failed to achieve growth in recent years. In order to stay afloat, UK retailers must focus on the integration of digital channels or seek their fortunes abroad.

This was one of the conclusions of Tony Stockil, Founder of the Javelin Group, as part of the Round Table in London on October 10, 2013, organised by Ecommerce Europe and Those present included representatives of the online retailers, Austin Reed and

Two clear trends emerged during the presentations and discussions: firstly, that customers are becoming more dynamic in the use of various online and offline channels via which they research or actually transact their purchases. Secondly, emerging markets offer good growth opportunities outside national borders.

According Jorij Abraham, Research Director of Ecommerce Europe, Britain is clearly setting the tone for the e-commerce market in Europe. Norway is in second place. Tony Stockil, Michel Koch and Jorij Abraham all expect that the cross-border sales of e-commerce will increase significantly.

When expanding abroad, it is important to respond to the varying customer expectations: ” In France for instance, fast & cost effective deliveries through collection points are important, while Australian customers seem to be ready to wait up to two weeks for their deliveries if they feel they have scored a bargain”, said Michel Koch, Head of International Multichannel Trading at Marks & Spencer.

The next Round Tables will take place in Amsterdam on October 22nd 2013.