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The online retailers that shoppers like most
From October 2008
By Susan Reda, Executive Editor
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Sponsored by
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Everyone has a favorite online retailer and,
judging from STORES’ Favorite 50 list for 2008,
a lot of people have the same favorite . . .
Amazon.com.
The Seattle-based king of the Internet jungle is
the world’s largest online retailer, with sales
of $14.8 billion last year and an estimated 6
percent share of this growing market. Being the
biggest doesn’t always equate with popularity,
but it certainly does in this instance. For the
second consecutive year, Amazon.com tops this
exclusive list of favorite online retailers
compiled by BIGresearch.
Amazon.com also dwarfs the competition in terms
of scale and innovation —factors that loom large
when it comes to luring shoppers to the site and
encouraging them to return again and again. In
the last 12 months, a steady stream of
revenue-building projects has been rolled out.
Last November, Amazon.com introduced Kindle, an
electronic book reader. At the start of the
year, the currency converter debuted, allowing
international customers to purchase in local
currency. Next came the launch of TextBuyIt,
making it possible for customers to make
purchases using text messaging.
Spring marked the release of “Daily Deals” and
“Friday Five,” ongoing promotions offering deep
discounts on Amazon MP3. And within weeks
Amazon.com acquired Fabric.com and AbeBooks.com.
Last month, the online giant opened a motorcycle
and ATV store, and word has it that customers
will soon be able to buy wine there, too. Is it
any wonder company executives expect to reach
$20 billion in revenues this fiscal year?
Customers’ second favorite is eBay, the San
Jose-based online auction site, followed by
Walmart.com, the e-commerce extension of the
world’s largest bricks-and-mortar retailer. For
eBay, the past year has been one of change, with
Meg Whitman stepping down and new CEO John
Donahoe shaking things up a bit. At Walmart,
it’s about a continued ramp up of new products –
with more than a million now available online –
and continued improvements in the inventory
management processes that enable online buyers
to either pick up in the store or have it
shipped directly to their homes.
Rounding out the top 10 online favorites are
Best Buy, JCPenney, Target, Google, Overstock,
Kohl’s and Sears.
Although shoppers have grown increasingly
cautious about their spending in the last year,
online retail sales remain a bright spot.
Forrester Research retail analyst Sucharita
Mulpuru reports that e-commerce sales (excluding
travel) totaled $174.5 billion in 2007, up
almost 21 percent from the year before.
Online sales growth has slowed a bit this year,
yet Mulpuru is forecasting a 17 percent increase
and estimating that sales will top $200 billion.
In addition, she is looking for online retailers
to add more than $30 billion a year in sales in
each of the next five years. By 2012, Mulpuru
expects non-travel-related online sales to equal
11 percent of total retail spending – nearly
double last years’ 6 percent share.
While the sales pace has cooled a bit, this
channel continues to best bricks-and-mortar
retailing. In fact, some retailers admit they’d
give their right arm to be able to post 5 to 7
percent quarterly gains. Online retailers
attribute their ability to buck the trend to a
combination of aggressive discounting and free
shipping programs.
At a time when filling the gas tank can seem
like a spending spree for many consumers before
they even set foot in a store, the prospect of
having an item delivered to their homes free of
charge holds considerable sway. Free shipping
offers now abound online, and experts forecast
that, as the calendar moves closer to the
all-important holiday selling season, websites
that don’t provide free shipping (even if it
comes with a minimum-spend prerequisite) will be
at a competitive disadvantage.
Online retailers are also sweetening the offer
by sharpening their pricing pencil – a strategy
that is expected to chip away at the market
share of traditional stores. In some cases, the
discount is as little as 50 cents; in other
instances, items are offered at a lower price
for a small window of time. Regardless of the
strategy, shoppers are clicking the “buy”
button.
Tweaking frontline strategies is not the only
tactic e-commerce merchants have deployed to
encourage online buying. Online retailers are
also adding new technologies – some apparent to
shoppers, others less so – in an effort to make
their websites more customer-centric and,
hopefully, more “sticky.”
At No. 12 Macys.com, “searchandising” is being
used to provide the most relevant response to
customer inquiries. This next-level technology
represents the convergence of navigation and
merchandising functions, allowing online
shoppers to get to the products they want
faster. It also creates a deeper understanding
of customer behavior – something that is keenly
important to Macy’s.
On the payments front, Gap Inc. unveiled new
website functionality called “universality” that
brings together its four brands with global
navigation and a universal shopping cart.
Customers can shop No. 27 Gap.com,
BananaRepublic (41), Old Navy (11) and shoe site
Piperlime.com, put items from each store in a
single shopping cart and purchase everything
with one transaction.
American Eagle’s ae.com added PayPal to its
payment options, providing another level of
flexibility. Using PayPal gives shoppers the
option of paying for clothing and accessories
using debit cards, bank accounts, stored balance
or credit cards while protecting their financial
information.
Meanwhile, features including online customer
reviews and ratings, online video and
video-on-demand gained considerable traction
over the last 12 months. Zappos.com (No. 39)
sets the standard for online reviews; No. 13 QVC
takes video-on-demand to a new level.
Studying the list of online shoppers’ favorite
retailers yields some interesting findings. Four
retailers specialize in large-size apparel;
considering this is a niche market, that’s an
impressive showing. It’s likely that many
large-size shoppers – still an underserved group
despite growing numbers of people buying apparel
in these size ranges – feel more relaxed
purchasing online, as it provides anonymity and
the chance to try clothing on at home.
Home improvement retailers Home Depot and Lowe’s
continue to win favor with online shoppers, who
may be responding to the ever-increasing volumes
of information available on their respective
websites. Office supply retailers, however, are
conspicuously absent. It’s interesting to note
that Staples, Office Depot and OfficeMax are all
among the top online retailers in terms of
revenue — ranking second, third and sixth,
respectively, according to Citigroup Global
Markets report — yet none stand out among online
shoppers as a particular favorite.
The second-annual online favorite 50 produced
its share of movement in the ranking and
introduced some newcomers, too. Macy’s jumped
from No. 18 a year ago, while NewEgg.com rose
nine spots to No. 22. LaneBryant.com slipped
nine spots to No. 28, and No. 40 Chadwicks.com
fell 18 places. Newcomers included
BananaRepublic.com, BedBathandBeyond.com and
BarnesandNoble.com.
So much about e-commerce has changed since its
nascent days in the mid-1990s that credit
ratings agency Moody’s recently announced that
it would begin giving online retail sales and
strategies more weight when it comes to
analyzing the companies that play in that space.
That’s welcome news to retailers like JCPenney
and Target, which have already begun including
online sales in their same-store sales figures.
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