Welcome to the rst editionof The Trading IntelligenceQuarterly
Ecommerce is of critical importanceto retailers and brand owners, yetwe see many organisations failingto take it seriously and graspingthe opportunity it represents.
We hope to offer you insights and advice thathelp provoke your thinking on how to make yourecommerce more successful.In our opening edition, we present the ndingsof independent research into how UK ecommercedirectors are viewing and developing online retailofferings. It offers a fascinating perspective on theroles, challenges and opportunities within thisnewly forming sector. While physical retail isa mature industry, with fairly consistent viewsand approaches to growth, ecommerce is clearlymuch more diverse with organisations at verydifferent levels of development and understanding.This makes it an exciting place to be – with hugeopportunities for those who innovate and adaptquickly to the new market dynamics.We are also delighted to include thoughts fromsome of the industry’s leading names. In thisedition, Sir Martin Sorrell discusses howecommerce is changing the rules of retail andSir Tom Hunter considers the critical role of the board.It is clear that ecommerce is not the same as retail.To succeed online retailers must think differently.They must consider how to organise theiroperations. They must gain clarity on the metricsthat drive ecommerce success. If they are tocompete with companies like Amazon they mustmove towards real-time trading. They must graspthe opportunities for signicant growth, andnever be satised with growth rates benchmarkedto store like-for-likes.I hope you enjoy this rst edition of The TradingIntelligence Quarterly, and nd it helpful as youconsider how to make the most of ecommercewithin your own business.
Sir Tom Hunter–
online retail belongsto the board, page 11
the march to real-timetrading, page 04
Sir Martin Sorrell–
re-writing the retail rules,page 10