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Contents
Report homepage
Contents
Executive Summary – UK
Executive Summary – Europe
European Home Shopping – Summary and Outlook
Background Data – United Kingdom
The UK Home Shopping Sector
Major Company Profiles
Mini Company Profiles
Advertising Expenditure
The Consumer
Consumer Attitudes and Typologies
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Home Shopping - UK - December 2003
Table of Contents

Executive Summary – UK

The second largest home shopping market in Europe
UK home shopping market dominated by mail order
Market is consolidating
UK mail order sector forecast

Executive Summary – Europe

European market worth €67.8bn
Northern Europe heads spend per capita
Mail order sector dominates
Less common in Southern and Central/Eastern Europe
Losing market share
Bounce back in 2002
Can this momentum be sustained?
Is e-commerce simply replacing other home shopping sales?
Other e-commerce players
Limited growth for direct selling in Northern Europe
But prospects unexciting
Television shopping
Multi-channel may be the answer

European Home Shopping – Summary and Outlook

Online Spending Habits - UK - February 2011 -
...more >>

Report scope

Home shopping – A definition and methods of selling

Home shopping market: Sector type and methods of selling

Home shopping market size

Europe: Home shopping market, sales by country, 2002
Europe: Home shopping market, sales per capita, 2002

Mail order sector

Mail order dominates the home shopping market
Mail order sales as % of home shopping sales, 2002
Share of all retailing
Europe: Mail order sales as a % of total retail sales by country, 2002
Europe: Mail order sales per capita by country, 2002
Performance relative to all retailing
Europe: Mail order as a % of all retail sales, by country, 1998-2002
Bounce back in 2002
European performance
Europe: Mail order sales as % of all retail sales, 1994-2002
Was this a one off?
Impact of online sales
Sector forecasts
European mail order: sector sales by country, 2002 and 2007f

Direct selling sector

Europe: Direct selling as a % of all retail sales, by country, 2002
Europe: Direct selling sales per capita by country, 2002
Europe: Direct selling sales as a % of home shopping market, 2002
Sales trends
FEDSA: Member sales data and trends, 1996-2002
Prospects

E-commerce sector

Sales trends
Europe: E-commerce sales by country, 2002
Europe: E-commerce sales per capita by country, 2002
Europe: E-commerce sales as a % of total retail sales, by country, 2002
Prospects

Television shopping sector

Sales trends
Prospects

Corporate activity

Littlewoods acquires GUS home shopping interests
Other corporate activity

Cross border activity

Europe: Leading mail order companies – Cross border activities, 2003

Leading players – winners and losers

Europe: Leading home shopping retailers and market shares, 2002

Mail order retailers

The key German players
Redcats pushes the multi-channel strategy
GUS abandons its roots
Mixed outcomes at Next and N Brown

Direct response

Direct sellers

Television operators

Internet players

Multi-channel strategy

Background Data – United Kingdom

Personal Stationery and Writing Instruments - UK - April 2008 -

Population

UK: Population trends, 1998-2002
UK: Population, by age group and sex, 2002
UK: Households, 2002
UK: Regions and major cities, 2001

Economy

UK: Gross domestic product, 1995-2002
UK: Consumer prices, 1995-2002
UK: Consumer expenditure, 1995-2002
UK: Detailed breakdown of consumer expenditure, 1998-2002

The UK Home Shopping Sector

Department Store Retailing - UK - March 2012 -
...more >>

Introduction

Market value

UK Home shopping market, 2002

Top players

UK: Leading home shopping retailers, 2002

Market value

UK Home shopping market, 2002

Mail order sector

Agency
Next Directory
Agency moves to direct
Littlewoods acquires GUS Home Shopping

Market value and trends

UK: Mail order market, 1998-2002
UK: Leading agency mail order retailers’ estimated turnover, 2001-02
UK: Leading players’ share of agency mail order sales, 2002

Direct mailings

Leading players

UK Mail order retailers: Leading players, 2002

Direct selling sector

Market value and trends

UK: Direct selling retailers, sales, 1995, 1997, 1999, 2001-02

Leading players

UK: Direct selling association, selected members, 2002

E-commerce sector

Market value and trends

UK: Estimated on-line sales, 2002

Grocers

Non-food retailers

Mail order retailers

UK mail order retailers, estimated Internet sales, 2002

Pureplay Internet retailers

Television shopping sector

Direct response

Enterprise data

UK Home shopping – Enterprise data, 1995-1998

Leading retailers

Market shares

UK: Leading home shopping companies, 2001-02

Prospects and forecasts

Mail order
Direct selling
Multi-channel retailers
E-commerce
TV shopping

Forecasts

Mail order prospects, 2003-07f
Mail order sales as % all retail sales, 1998-2007

Major Company Profiles

Christmas Shopping 2011 and Planning for 2012 - UK - February 2012 -
...more >>

Bertelsmann

Background

Financial data

Group
Bertelsmann Group: Financial performance, 1998-2002
DirectGroup
Bertelsmann DirectGroup: Financial performance, 2000-02
Bertelsmann DirectGroup: Sales by region and business type, 2002

DirectGroup operations

Bertelsmann: DirectGroup clubs and businesses, 2002
Europe
BCA: Leading clubs, 2003
USA
Asia

SWOT

Damart (Damartex)

Background

Financial data

Damart: Financial performance, 1997/98-2001/02
France
International
UK
Damart UK: Subsidiaries performance, 1998/99-2001/02

Outlets

Catalogues

E-commerce

SWOT

GUS Home Shopping Division/Shop Direct Group

GUS home shopping sale to Littlewoods

Background

Agency mail order
The integration of Argos
Argos Additions
Homebase
Reality – Home shopping fulfilment
International mail order

Financial data

Home shopping
Argos Retail Group: Financial performance, 1998/99-2002/03
GUS UK Home Shopping: Sales by business, 2000-02
Agency mail order
Direct
Europe
GUS: European mail order sales, 2001-03

UK catalogues

Agency
Terms of trade
Direct
Argos Additions

European catalogues

Wehkamp
Halens Postorder

E-commerce

ARG E-commerce sales, 2000/01-2002/03
Principal GUS Plc & GUS home shopping business websites, 2003

SWOT

Littlewoods

Background

Financial data

Littlewoods: Financial performance, 1997/1998-2001/02

Catalogues

Products

E-commerce

Littlewoods: E-Commerce sites, 2003

SWOT

KarstadtQuelle

Background

The merger and 10 point plan
2003+ to replace the 10 point plan
New corporate structure
KarstadtQuelle: Sales by division, 2001 and 2002
KarstadtQuelle: Profits by division, 2002
Multi-channel strategy

Financial data

Premerger numbers
KarstadtQuelle: Mail order sales performance, 1998 and 1999
Post merger numbers and bounce back in Germany in 2002
KarstadtQuelle: Mail order financial performance, 2000-02
KarstadtQuelle: Germany – Mail order market share by segment, 2000-02
2002 divisional results
KarstadtQuelle: European mail order market share, 2000-02
2003 interim results

Catalogues

Universal mail order
Speciality mail order
KarstadtQuelle: Specialist catalogue businesses, 2003
International

Operations and systems

E-commerce

KarstadtQuelle: German online sales, 1999-2002
KarstadtQuelle: Major websites, 2003

SWOT

Next Directory

Background

Financial data

Next: Financial performance, 1998/99-2002/03
Interims
Next: Interim results, 2003/04

Products

Next Directory: Page allocations, 2000/01-2002/03

E-commerce

SWOT

Otto (GmbH & Co KG)

Background

History and ownership
Mail order development
Asian activities
Growing multi-channel approach
European retail outlets
European joint ventures
Non-retail activities

Financial data

Group performance
Otto Group: Financial performance, 1998/99-2002/03
European retail performance
Otto Group: European retail sales performance, 2001/02 and 2002/03
Otto Group: European retail sales by subsidiary company, 2002/03
European retail sales by country
Otto group: Estimated European retail sales by country, 2002/03

European operating companies

Otto Group: European home shopping interests by country and brand, 2002/03
Germany

Operations and systems

E-commerce

Otto Group: European websites, 2003

SWOT

Redcats (PPR)

Background

Group
PPR: Group sales, 2002
Redcats
Redcats: International interests of European catalogues, 2002
Outlets
Redcats: Outlet data, 2002

Financial data

Redcats: Financial performance, 1998-2002
Redcats: Turnover by division, 2001-02
Redcats: Turnover by channel, 2001-02
Redcats: Sales by product category, 2002
Redcats: Sales by region, 2002
Interim results
Redcats: Interim sales growth, selected data, 2003

Catalogues

Big books
Specialist catalogues

E-commerce

PPR: Sales over the Internet, 2000-02
PPR Group: Non-mail order E-commerce sites, 2003
Redcats: Mail order e-commerce sites, 2003

SWOT

Alticor (Amway)

Background

Amway: European operations, dates of entry

Financial data

Alticor: Financial performance, 1996-2002
Amway UK: Financial performance, 1996/97-2000/01

Products

E-commerce

Amway: European websites, 2003

SWOT

Avon

Background

History and internationalisation
Avon: Year of entry in European countries
Direct selling channel
Other retail channels

Financial data

Avon: Group sales and profits by geographic region, 2002
Avon: Financial performance, 1998-2002
Avon European division: Sales as % of all European non-store retailing, 1998-2002
Avon: European divisional sales by country, 2002

Products

Avon: Global sales by product breakdown, 2002
Avon: Key beauty own brands by category

E-commerce

Avon: European Websites, 2003

SWOT

Tupperware

Background

Agents
Diversification

Financial data

Tupperware Group: Financial performance, 1998-2002
Tupperware: Sales performance in Germany vs the rest of Europe, 1998-2002
Tupperware Europe: Germany’s share of revenues, 1998 vs 2002
The UK
Tupperware: UK financial performance, 1997-2001
Mixed performance in Q1-Q3 2003

Products

Tupperware: Websites, 2002

E-commerce

SWOT

Vorwerk

Background

Financial data

Vorwerk: Financial performance, 1998-2002
Vorwerk Group: Sales by main operating division, 2002
Vorwerk: Direct sales performance, 1999-2002

Products

E-commerce

Vorwerk websites, 2003

SWOT

amazon.com

Background

History and product diversification
Internationalisation
Other associated activities
Structural reorganisation
Group finally moves into profit

Financial data

Amazon.com: Financial performance, 1997-2002
International division
Amazon.com: Sales by business segment, 2000-02
Amazon: Sales by division, 2000 and 2002
Interim results 2003

Products

Operations and systems

SWOT

TV-Shop (MTG)

Background

MTG Group
MTG Group Structure: Sales by main operating division, 2002
TV-Shop

Financial data

MTG: Financial performance, 1998-2002
MTG: TV-Shop division by major component, 2000-02

E-commerce

SWOT

QVC

Background

History
Original concept
UK and Germany
Further European expansion

Financial data

QVC UK and Germany: Financial performance, 1996-2002

Products

QVC UK: brand examples by category

Customer types

Operations

E-commerce

SWOT

Mini Company Profiles

Online Spending Habits - UK - February 2011 -
...more >>

Ann Summers

Background
Financial data
Ann Summers, Financial performance, 2000-02
Catalogues
Background
Financial data
Catalogues
Background
Financial data
Betterware UK, financial performance, 2000-02
Catalogues
Background
Financial data
Britannia Music Company, financial performance, 1999-2001
Catalogues
Background
Financial data
Cotton Traders, financial performance, 2001-03
Catalogues
Background
Financial data
Direct Wines, financial performance, 2000-02
Products

Findel

Background
Financial data
Findel Home Shopping, financial performance, 2001-03
Catalogues
Background
Financial data
Flying Brands, financial performance, 2000-02
Catalogues
Background
Financial data
JP Boden, financial performance, 2000-02
Catalogues
Background
Financial data
Kleeneze, financial performance, 2001-03
Catalogues
Background
Financial data
Farepak, financial performance, 2001-03
Catalogues
Background
Financial data
Lakelandb, financial performance, 2000-02
Catalogues
Background
Financial data
Lands’ End Direct Merchants UK, sales performance, 2000-02
Catalogues
Background
Financial data
N Brown Group, financial performance, 2001-03
Background
Financial data
Park Group, financial performance, 2001-03
Catalogues

Advertising Expenditure

Department Store Retailing - UK - March 2012 -
...more >>

Mail order advertising by product category

Mail order catalogue and direct response advertising expenditure, by product sub-category, 12 months to December 1998-2002

Mail order advertising by largest advertisers

Mail order advertising expenditure, by top 25 advertisers, 12 months to December 1998-2002

Online advertising expenditure by product category

Online advertising expenditure, by product category, 12 months to December 1998-2002
Online advertising expenditure, by selected retail category, 12 months to December 1998-2002

The Consumer

Soap, Bath and Shower Products - UK - March 2012 -
...more >>

Use of home shopping channels

Use of home shopping channels, 2000 and 2003
Use of home shopping channels, 2000-03
Users of home shopping channels, by gender, age and socio-economic group, September 2003
Use of home shopping channels, by lifestage, age of respondent’s own children and Mintel’s Special Groups, September 2003
Use of home shopping channels, by marital and working status, September 2003
Use of home shopping channels, by region and ACORN categories, September 2003
Use of home shopping channels, by Mintel's Special Groups, media use and supermarket use, September 2003

Catalogue retail – customers and usage

Types of mail order catalogue used, 2000-03

User characteristics

Users of mail order catalogues, by gender, age and socio-economic group, September 2003
Users of mail order catalogues, by lifestage, age of respondent’s own children and Mintel’s Special Groups, September 2003
Users of mail order catalogues, by marital and working status, September 2003
Users of mail order catalogues, by region and ACORN categories, September 2003
Users of mail order catalogues, by Mintel's Special Groups, media use and supermarket use, September 2003

Items purchased through home shopping

Top ten items bought in the past six months through home shopping, September 2003
Products purchased through home shopping channels, 2001 and 2003

Clothing and footwear

Clothing and footwear purchasers, by gender, age and socio-economic group, September 2003
Clothing and footwear purchasers, by lifestage, age of respondent’s own children and Mintel’s Special Groups, September 2003
Clothing and footwear purchasers, by marital and working status, September 2003
Clothing and footwear purchasers, by region and ACORN categories, September 2003
Clothing and footwear purchasers, by Mintel's Special Groups, media use and supermarket use, September 2003
Purchasing of clothing and footwear by channel used for home shopping
Purchasing of clothing and footwear, by channels used for home shopping, September 2003

Home entertainment and electrical goods

Home entertainment, electrical and computer goods purchasers, by gender, age and socio-economic group, September 2003
Home entertainment, electrical and computer goods purchasers, by lifestage, age of respondent’s own children and Mintel’s Special Groups, September 2003
Home entertainment, electrical and computer goods purchasers, by marital and working status, September 2003
Home entertainment, electrical and computer goods purchasers, by region and ACORN categories, September 2003
Home entertainment, electrical and computer goods purchasers, by Mintel's Special Groups, media use and supermarket use, September 2003
Purchasing of home entertainment, electrical goods and computer goods, by channel used for home shopping
Purchasing of home entertainment, electrical goods and computer goods, by channel used for home shopping, September 2003

Household, gardening and DIY

Purchasers of household, gardening and DIY goods, by gender, age and socio-economic group, September 2003
Purchasers of household, gardening and DIY goods, by lifestage, age of respondent’s own children and Mintel’s Special Groups, September 2003
Purchasers of household, gardening and DIY goods, by marital and working status, September 2003
Purchasers of household, gardening and DIY goods, by region and ACORN categories, September 2003
Purchasers of household, gardening and DIY goods, by Mintel's Special Groups, media use and supermarket use, September 2003
Purchasing of household, gardening/DIY, and furniture by channel used for home shopping
Purchasing of household, gardening/DIY and furniture, by channel used for home shopping, 2003

Other categories

Purchasers of other categories of products, by gender, age and socio-economic group, September 2003
Purchasers of other categories of products, by lifestage, age of respondent’s own children and Mintel’s Special Groups, September 2003
Purchasers of other categories of products, by marital and working status, September 2003
Purchasers of other categories of products, by region and ACORN categories, September 2003
Purchasers of other categories of products, by Mintel's Special Groups, media use and supermarket use, September 2003
Purchasing of other categories of products by channel used for home shopping
Purchasing of other categories of products by channel used for home shopping, 2003

Consumer Attitudes and Typologies

Shopper repertoires

Number of product categories purchased by those using home shopping channels in the last six months, by gender, age and socio-economic group, September 2003
Number of product categories purchased by those using home shopping channels in the last six months, by lifestage and Mintel’s Special Groups, September 2003
Number of product categories purchased by those using home shopping channels in the last six months, by working status, presence of children and media use, September 2003
Repertoires of product categories purchased using home shopping channels, September 2003

Stimulating demand for home shopping

Factors likely to influence future use of home shopping, 2001 and 2003
Attributes most likely to stimulate home shopping, by gender, age and socio-demographic group, September 2003
Attributes most likely to stimulate home shopping, by lifestage, age of respondent’s own children and Mintel’s Special Groups, September 2003
Attributes most likely to stimulate home shopping, by marital and working status, September 2003
Attributes most likely to stimulate home shopping, by region and ACORN categories, September 2003
Attributes most likely to stimulate home shopping, by Mintel's Special Groups, media use and supermarket use, September 2003
Attributes likely to stimulate home shopping, by gender, age and socio-demographic group, September 2003
Attributes likely to stimulate home shopping, by lifestage, age of respondent’s own children and Mintel’s Special Groups, September 2003
Attributes likely to stimulate home shopping, by marital and working status, September 2003
Attributes likely to stimulate home shopping, by region and ACORN categories, September 2003
Attributes likely to stimulate home shopping, by Mintel's Special Groups, media use and supermarket use, September 2003
Other attributes likely to stimulate home shopping, by gender, age and socio-economic group, September 2003
Other attributes likely to stimulate home shopping, by lifestage, age of respondent’s own children and Mintel’s Special Groups, September 2003
Other attributes likely to stimulate home shopping, by marital and working status, September 2003
Other attributes likely to stimulate home shopping, by region and ACORN categories, September 2003
Other attributes likely to stimulate home shopping, by Mintel's Special Groups, media use and supermarket use, September 2003

Attitudes towards use of the Internet

Attitudes to use of the Internet, 2003

Conclusions and implications