1、RETAILCOMMERCE 360RETAIL TOP 1000 STRATEGIES&BEST PRACTICESJULY 2023SPECIAL RESEARCH EDITION:Compliments of Copyright 2023 Digital Commerce 360&Vertical Web Media LLC.All rights reserved.Content published July 2023.RETAILCOMMERCE 360INTRODUCTION 3OVERVIEW 8GROWTH BY MERCHANT TYPE 19CONCLUSION 25ABOU

2、TThe author 33Digital Commerce 360 35CHARTSGlobal online sales of Top 1000 retailers 2019-2022 9Top 1000 web sales growth by merchant type,2022 over 2019 and CAGR 9Top 1000 sales by merchant type,2022,and share of Top 1000 sales,2022 versus 2019 10Top 1000 growth by merchant type,2019-2022 10Growth

3、by Top 1000 rank 13Growth by size within the Top 1000 14Growth of online and total retail sales in North America,2019-2022 15Growth of web only retailers,excluding Amazon,versus Top 1000 20Year-over-year growth rate of Top 1000 consumer brand manufacturers versus Top 1000 overall 21Year-over-year gr

4、owth rate for Top 1000 consumer brand manufacturers,by merchandise category 22SPONSOR ARTICLES 6Retailers that embrace partnership marketing drive revenue growthInsider 11Personalizing the entire customer journey can separate retailers from their competitionPartnerize 17How to leverage affiliates,in

5、fluencers and brand ambassadors to maximize profitsChannelEngine 23The right tools can help maximize long-term growthRETAILCOMMERCE 360 Copyright 2023 Digital Commerce 360&Vertical Web Media LLC.All rights reserved.Content published July 2023.The COVID-19 pandemic produced wild swings in retail sale

6、s,including for the Top 1000,but its overall impact was to significantly accelerate the growth of ecommerce.Here are 10 key insights from this years Top 1000 data.RETAILCOMMERCE 36010 TAKEAWAYS FROM THE 2023 TOP 1000introduction1.Global online sales of the Top 1000 North American e-retailers increas

7、ed only 5.1%in 2022 over 2021.That rare dip into single-digit growth reflects the rapid online expansion during the first two years of the pandemic.The compound annual growth rate for the Top 1000 for the three years of the pandemic,2020 through 2022,was a robust 20.7%.2.Online retail sales during t

8、he pandemic grew by a compound annual growth rate of 22.2%in North America versus 9.0%growth for retail as a whole.As a result,ecommerce penetration of North American retail increased to 18.0%in 2022 from 12.8%in 2019.SPECIAL RESEARCH EDITION:RETAIL TOP 1000 STRATEGIES&BEST PRACTICES4 Copyright 2023

9、 Digital Commerce 360&Vertical Web Media LLC.All rights reserved.Content published July 2023.RETAILCOMMERCE 360INTRODUCTION3.Retail Chains and Consumer Brand Manufacturers in the Top 1000 grew the fastest during the pandemic period,posting annual growth of 22.9%and 21.9%,respectively.4.Amazon grew b

10、y an average of 20.3%annually during the pandemic.Its share of Top 1000 sales declined slightly to 36.5%in 2022 from 36.9%in 2019.5.The median conversion rate for Top 1000 retailers stood at 2.8%in 2022,essentially unchanged from 2021 and up significantly from 2.2%in 2019,the last year before the pa

11、ndemic.6.Average order value for Top 1000 merchants jumped to$180 in 2022 from$156 in 2021 as inflation drove up retail prices.SPECIAL RESEARCH EDITION:RETAIL TOP 1000 STRATEGIES&BEST PRACTICES5 Copyright 2023 Digital Commerce 360&Vertical Web Media LLC.All rights reserved.Content published July 202

12、3.RETAILCOMMERCE 360INTRODUCTION7.Food/Beverage was the fastest-growing merchandise category over the pandemic,posting compound annual growth of 32.2%from 2019 to 2022.Health/Beauty was next at 26.1%annual growth.8.80.4%of Retail Chains in the Top 1000 offered buy online,pick up in store in 2022,up

13、from 73.4%in 2021.But the percentage offering curbside pickup fell to 44.4%in 2022 from 55.2%a year earlier.9.Digitally native brands,which had been among the fastest-growing Top 1000 merchants in the 2010s,increased their online sales by only 4.7%in 2022.That compares to 8.8%for other Consumer Bran

14、d Manufacturers.10.Direct Marketers in the Top 1000 collectively grew their online sales by only 0.8%in 2022 because of a disastrous year for Qurate,the largest retailer in the group.However,other catalog and TV shopping show retailers did well:Their median growth was 6.4%,above the Top 1000 median

15、of 5.7%.SPONSORED ARTICLEConsumers today are tired of being bombarded with excessive ads.They crave authentic,personal engagements.They want recommendations from relatable voices such as influencers,bloggers,creators on social media,and trusted publishers.Research shows that retailers that partner w

16、ith these content creators and meet these customers where they want at the right time,with the right message are significantly boosting revenue.To discuss how retailers can tap into the evolving partnership economy,Digital Commerce 360 spoke with Cristy Garcia,chief marketing officer at ,a partnersh

17、ip management platform provider.Why is partnership marketing so important to retailers now?The modern buyer requires social proof and recommendations from trusted sources before they even consider purchasing from a brand.They respond well to a know-like-trust strategy.Theyre more likely to buy somet

18、hing if someone they know and trust or an outlet they read and like recommends s research shows that 89%of people trust personal recommendations over any other channel.As people spend more time online,these recommendations come from familiar online faces and outlets.Cue commerce content and creators

19、.And influencer marketing is growing.Last year,it was a$16 billion industry and is expected to grow to$84 billion by 2028,according to Influencer Marketing Hub.And in a survey by Advertiser Perceptions,more than half(53%)of the brand respondents said they will increase their influencer marketing bud

20、gets this year pulling this budget from legacy media channels like TV ads and print.Our research shows that referral partnerships contribute an average of 28%of overall revenue for companies with mature programs.What resources should retailers be investing in to remain competitive?They need a platfo

21、rm that supports the business broader,more modern partnership strategies.A partnership management platform can be successful at quantifying their partnership programs and relaying that to s platform,for example,has several ways retailers can achieve this through innovative attribution tools,our in-d

22、epth Data Lab and partner benchmarking.But overall,clients should want to dig into that data and see whats working and what can be optimized.What obstacles might get in the way of retailers creating a successful partnership program?Everyone is feeling the effects of the macroeconomic climate.Inflati

23、on,interest rates and uncertainty about a recession are affecting consumer spend,which in turn affects retailers marketing budgets.Though marketing budgets tend to be the first thing to go in economic downturns,Harvard Business Review found that companies that have bounced back most strongly from pr

24、evious downturns usually did not cut their marketing spend and in many cases increased it.Its crucial retailers maintain communication with their customers,along with an“always-on”approach to marketing,and tailor their partnership programs to meet the times.Internally,retailers need to realize they

25、are no longer in control;the customer is.At the end of the day,no amount of tips and tricks will work unless you think and act like the modern buyer.What strategies will help them overcome those challenges?Partnerships arent a new concept in business,but todays partnerships are a game changer becaus

26、e they let companies achieve significant and sustainable growth in this fast-changing,competitive marketplace.By harnessing the partners talent,resources and market presence,businesses can expand their capabilities far beyond what they could achieve on their own.Working with a partnership management

27、 platform provider like can help retailers create a successful partnership program allows brands to discover new partners,manage relationships,measure results,automate payments and scale their business efficiency to drive profits.An executive conversation with Cristy Garcia,chief marketing officer,R

28、ETAILERS THAT EMBRACE PARTNERSHIP MARKETING DRIVE REVENUE GROWTHGET STARTEDThats theincrease inrevenuewhen companies fully embrace automatingand maturing their influencer,affiliate,andother partnership programs,according toForrester Consulting.In fact,growthfor these companies outpaces lowermaturity

29、 partnership programs by2.3X.Are you missing out onoptimizing the channel thatdrives 30%of some retailersrevenue?$spartnershipmanagementplatform makethat$162 milliondifference.Copyright 2023 Digital Commerce 360&Vertical Web Media LLC.All rights reserved.Content published July 2023.RETAILCOMMERCE 36

30、0Global online sales of the Top 1000,the leading North America-based retailers by ecommerce sales,had been growing by 17.7%annually in the five years leading up to the pandemic.If that had continued,Top 1000 sales would have totaled$947 billion in 2022.Instead,the Top 1000 generated online sales tha

31、t year of$1.022 trillion,which means the COVID-19 outbreak added an extra$75 billion to the ecommerce revenue of Top 1000 retailers from 2020-2022.That growth helped make 2022 the second year in a row when Top 1000 online sales topped$1 trillion.And it marked the end of a three-year period when Top

32、1000 sales grew at a compound annual rate of 20.7%,three percentage points higher than the typical pre-pandemic rate.The cumulative three-year stacked growth rate for the Top 1000 was 75.9%.Retail Chains and Consumer Brand Manufacturers grew the fastest.Direct Marketers,retailers that sell through p

33、rinted catalogs or TV shopping shows,grew the slowest.Web Only retailers growth rate of 19.7%trailed the Top 1000 average of 20.7%.Amazon grew at 20.3%and the other 427 Web Only retailers in the Top 1000 by only 17.9%.THE IMPACT OF THE PANDEMIC ON THE TOP 1000overviewSPECIAL RESEARCH EDITION:RETAIL

34、TOP 1000 STRATEGIES&BEST PRACTICES9 Copyright 2023 Digital Commerce 360&Vertical Web Media LLC.All rights reserved.Content published July 2023.RETAILCOMMERCE 360OVERVIEWRetail Chains made the biggest gains,increasing their share of Top 1000 sales to 34.3%in 2022 from 32.5%in 2019.The share of Web On

35、ly retailers slipped to 48.3%from 49.6%.Amazon,which represents more than three-fourths of the sales of the Web Only retailers,declined to 36.5%of Top 1000 sales in 2022 from 36.9%in 2019.The share of the 427 other Web Only retailers fell more sharply,to 11.8%in 2022 from 12.7%three years earlier.Th

36、at growth could not be sustained once the pandemic and its restrictions eased and consumers returned to stores.And it wasnt.In 2022,the Top 1000 collectively increased online sales by only 5.1%,the first year since the deep 2008-2009 recession that Top 1000 percentage growth fell into single digits.

37、Consumer Brand Manufacturers posted the sharpest growth in 2022 at 8.3%followed by retail chains at 5.7%.GLOBAL ONLINE SALES OF TOP 1000 RETAILERS 2019-2022201920202021202217.8%42.6%17.4%5.1%$580.90$828.43$972.45$1,022.07Source:Digital Commerce 360TOP 1000 WEB SALES GROWTH BY MERCHANT TYPE,2022 OVER

38、 2019 AND CAGR81.2%2022 3-year stacked growth 3-year CAGR31.8%85.8%71.5%74.1%63.8%75.9%21.9%9.6%22.9%19.7%20.3%17.9%20.7%Consumer Brand ManufacturerDirect MarketerRetail ChainWeb OnlyAmazonWeb Only retailers excluding AmazonAll Top 1000Source:Digital Commerce 360SPECIAL RESEARCH EDITION:RETAIL TOP 1

39、000 STRATEGIES&BEST PRACTICES10 Copyright 2023 Digital Commerce 360&Vertical Web Media LLC.All rights reserved.Content published July 2023.RETAILCOMMERCE 360GROWTH DISTRIBUTIONOnline retail in North America,like retail overall,is quite concentrated.But the pandemic did not significantly increase tha

40、t concentration.And smaller online retailers continue to grow,despite the massive market share and reach of giants like Amazon,Walmart and Apple.In 2022,the retailers ranked Nos.501-1000 in the Top 1000 grew by 6.1%and those ranked Nos.1001-2000 in the Digital Commerce 360 Next 1000 database by 5.9%

41、.Both groups outpaced the Top 500 growth of 5.1%.OVERVIEWMERCHANT TYPENO.OF RETAILERS2022 WEB SALES2022 SHARE OF TOP 10002019 SHARE OF TOP 1000Consumer Brand Manufacturer328$147.1714.4%14.0%Direct Marketer36$29.722.9%3.9%Retail Chain208$351.0834.3%32.5%Web Only428$493.6648.3%49.6%Source:Digital Comm

42、erce 360TOP 1000 SALES BY MERCHANT TYPE,2022,AND SHARE OF TOP 1000 SALES,2022 VERSUS 2019Source:Digital Commerce 360TOP 1000 GROWTH BY MERCHANT TYPE,2019-2022MERCHANT TYPESUBGROUP2022 GROWTH2021 GROWTH2020 GROWTH2019 GROWTHConsumer Brand Manufacturer8.3%31.1%27.6%17.9%Direct Marketer0.8%9.1%19.8%6.0

43、%Retail Chain5.7%11.7%57.4%19.1%Web Only4.0%18.6%39.0%18.0%Amazon4.4%17.9%41.5%19.1%Web Only retailers excluding Amazon2.9%20.8%31.7%15.0%Top 10005.1%17.4%42.6%17.8%In BillionsSPONSORED ARTICLEPERSONALIZING THE ENTIRE CUSTOMER JOURNEY CAN SEPARATE RETAILERS FROM THEIR COMPETITIONAn executive convers

44、ation with Meyar Sheik,global president,Insider1.Theyre focusing on existing customers and determining the best ways to expand those relationships.To truly build customer loyalty,the relationship a retailer has with a customer shouldnt be purely transactional.They should be building trust and loyalt

45、y over time by getting to know each individual shopper,using a data-driven personalization and cross-channel marketing solution to deliver relevant content and offers at the right time and place to keep their brand top of mind with each shopper.2.They should get better at merchandising.Retailers nee

46、d to understand the relationships their customers have with their products.That might mean having fewer products but the right product mix for their most valuable customers.It may also mean using predictive segmentation to place certain products in the path of those customers who are more likely to

47、buy them expediting conversion and delighting the customer at the same time.What role does technology play in retailers success?In a rapidly changing consumer landscape,technology plays a crucial role in helping retailers and brands adapt.It enables them to stay in tune with evolving consumer behavi

48、ors,such as online research and mobile browsing bridging the gap between in-store and digital experiences.Seamless integration of touchpoints and customer interactions,facilitated by technology,ensures a consistent customer experience regardless of their chosen interaction method.To achieve this,lev

49、eraging good data becomes essential.Retailers and brands must use data-smart technologies that enable them to deliver hyper-personalized experiences across all channels and touchpoints.This is essential in personalizing the entire customer journey.They should be focusing on long-term customer engage

50、ment rather than isolated micro-moments.A unified platform,such as Insiders,personalizes and orchestrates customer experiences while streamlining operations and reducing complexity by eliminating the need for multiple point solutions.As retailers settle into a new,post-pandemic ecommerce environment

51、,many are re-evaluating their business goals.Competition is fierce.And now more than ever,consumers are calling the shots.Delivering a convenient and frictionless shopping experience across all channels is now a top priority for retailers focused on future growth and success.To discuss how personali

52、zing the shopping experience across all touchpoints in the customer journey could be the difference between capturing market share or getting beaten by the competition,Digital Commerce 360 spoke with Meyar Sheik,global president at Insider.What resources should retailers be investing in to remain co

53、mpetitive?Retailers need to be thinking about their online and multichannel customers in the context of customer lifetime value.Their business goals and objectives should be focused on any area they are still having challenges,such as fulfillment and delivery,and fixing any problems that still exist

54、.Then they should be considering the customer experience at every touchpoint in the customer journey because thats what will drive sales,company growth and customer lifetime value.So,any resources theyre investing in should somehow be improving the customers shopping experience.What common challenge

55、s do they face as they try to grow their business in todays ecommerce environment?The primary challenge lies in readjusting growth goals and expectations,as the rapid shift to e-commerce during the pandemic created artificially high year-over-year growth comps.Now,as more customers go back to shoppi

56、ng in physical stores and new privacy regulations take effect,businesses face the task of navigating this evolving landscape to sustain digital growth.There is much ground to cover in terms of devising effective strategies for business expansion in this changing environment.What best practices or st

57、rategies are helping them overcome those challenges?As customer acquisition costs increase and margins remain under pressure,the most successful retailers are doing two key things:SPECIAL RESEARCH EDITION:RETAIL TOP 1000 STRATEGIES&BEST PRACTICES13 Copyright 2023 Digital Commerce 360&Vertical Web Me

58、dia LLC.All rights reserved.Content published July 2023.RETAILCOMMERCE 360That was no fluke.The same was true in 2021:The Top 500 grew more slowly than the retailers in the Second 500 and Next 1000.It was only in 2020,the first year of the pandemic,that the biggest ecommerce players dominated,with t

59、he retailers ranked Nos.1-500 growing collectively by 43.3%versus 25.7%for the Second 500 and 20.0%for the Next 1000.Several factors contributed to that dominance in 2020.Many consumers went online to shop for groceries for the first time that year,benefiting the big supermarket chains and big-box m

60、erchants like Walmart and Target that are major grocery retailers.Shoppers turned to brands they could trust in a time of uncertainty,and the largest retailers had the most inventory and were best positioned to obtain additional merchandise,giving them a big edge when many Asian factories closed due

61、 to COVID-19.OVERVIEWSource:Digital Commerce 360Top 500=Nos.1-500,Second 500=Nos.501-1000,Next 1000=Nos.1001-2000GROWTH BY TOP 1000 RANK 2022 2021 2020 2019 Top 500Second 500Next 10005.1%20.9%17.2%43.3%6.1%17.5%21.8%25.7%5.9%16.0%22.8%20.0%RETAILCOMMERCE 360SPECIAL RESEARCH EDITION:RETAIL TOP 1000 S

62、TRATEGIES&BEST PRACTICESOVERVIEW14AMAZONS SHARE OF RETAIL ECOMMERCENor did A Inc.,by far the No.1 online retailer in the Top 1000,gain ground during the pandemic.In fact,Amazons share of Top 1000 sales worldwide declined slightly to 36.5%in 2022,from 36.9%in the last pre-pandemic year,2019.The other

63、 999 retailers that follow Amazon in the Top 1000 rankings did make modest gains,increasing their share of Top 1000 sales to 46.2%in 2022 from 45.2%in 2019.But thats a decline from 46.9%in 2020,the first year of the pandemic,when many consumers that otherwise would have gone to physical stores turne

64、d to the web to buy groceries and other necessities.That shift benefited big supermarket chains in the Top 1000,notably Kroger and Albertsons,as well as Walmart and Target.Copyright 2023 Digital Commerce 360&Vertical Web Media LLC.All rights reserved.Content published July 2023.GROWTH BY SIZE WITHIN

65、 THE TOP 1000TOP 1000 RANK 2022 YOY GROWTH3-YEAR CAGR1-1005.0%21.0%101-2005.9%20.9%201-3004.5%19.3%301-4005.0%19.1%401-5004.6%17.2%501-6005.7%17.7%601-7006.3%19.1%701-8005.8%15.9%801-9006.4%17.9%901-10006.9%16.5%Source:Digital Commerce 3602022 growth over 2021 and 2019-2022 3-year compound annual gr

66、owth rate,by groups of 100 in Top 1000RETAILCOMMERCE 360SPECIAL RESEARCH EDITION:RETAIL TOP 1000 STRATEGIES&BEST PRACTICESOVERVIEW15 Copyright 2023 Digital Commerce 360&Vertical Web Media LLC.All rights reserved.Content published July 2023.But as life began to return to normal and supply chain probl

67、ems eased,smaller,more nimble online retailers returned to robust growth.In 2022,they began to take back some of the market share they lost in 2020.In fact,it was retailers toward the bottom of the Top 1000 that grew the fastest in 2022 over 2021.Overall,there is no sign yet that retail ecommerce is

68、 consolidating to the point that innovative entrepreneurs cant make their mark.NORTH AMERICA ECOMMERCE PENETRATIONOnline retail sales grew much faster than total retail sales during the pandemic,significantly increasing the ecommerce penetration of retail in the United States,Canada and Mexico.Sourc

69、es:Digital Commerce 360 analysis of U.S.Department of Commerce,Statistics Canada,Asociacin Mexicana de Venta Online(AMVO)and Asociacion Nacional De Tiendas De Autoservicio Y Departamentales(ANTAD)dataGROWTH OF ONLINE AND TOTAL RETAIL SALES IN NORTH AMERICA,2019-2022 U.S.EcommerceTotal retail21.9%10.

70、1%23.3%6.0%37.9%3.1%Compound annual growth by country22.2%9.0%Canada Mexico North AmericaSPECIAL RESEARCH EDITION:RETAIL TOP 1000 STRATEGIES&BEST PRACTICESOVERVIEW16Taking the three North American countries together,ecommerce grew by a compound annual growth rate of 22.0%from 2019-2022 versus 9.0%fo

71、r all retail sales.The disparity was especially pronounced in Mexico,where online grew by 37.9%annually versus only 3.1%for total retail.Boosted by trillions of dollars in government stimulus checks,both total retail and ecommerce grew steadily in the U.S.during the pandemic.Results were more mixed

72、in Canada and Mexico.But across the board,online grew faster than total retail,and that shows up in ecommerce,representing a substantially higher portion of North American retail sales,18.0%in 2022 versus 12.8%in 2019.In the U.S.,the market with the highest ecommerce penetration,online represented 2

73、0.9%of total retail sales in 2022 versus 15.4%in 2019.Digital Commerce 360 excludes from its calculation of retail penetration items rarely purchased online.This includes spending at restaurants and bars and purchases of vehicles,gasoline and heating oil.Copyright 2023 Digital Commerce 360&Vertical

74、Web Media LLC.All rights reserved.Content published July 2023.RETAILCOMMERCE 360SPONSORED ARTICLEHOW TO LEVERAGE AFFILIATES,INFLUENCERS AND BRAND AMBASSADORS TO MAXIMIZE PROFITSAn executive conversation with Maura Smith,chief marketing officer,PartnerizeMarketing Hub).Couple that with measurement ch

75、allenges on a pay-for-performance basis,the playbook has not yet been established.Achieving results requires a combination of human involvement and quantitative capabilities,making consolidation of vendor spend complex despite budget pressures.The need for channel understanding,awareness,and educati

76、on:Senior-level marketers dont recognize the channels impact.They tend to have a preference for other channels like paid search and social because of a historical comfort with them.Theyre held back by their inability to determine how to measure the affiliate channels performance and contribution.Wha

77、t challenges do retailers face when trying to launch affiliate programs?One challenge is with regard to channel readiness.There are factors requisite for success,in both channel outcomes and brand satisfaction.How you know youve met the minimum criteria for success starts with looking at your annual

78、ized paid social and paid search spend,which can serve as indicators of a brands level of awareness.If you are not actively spending in those channels,youre not ready for affiliate and need to proceed with caution.Ad budgets should be deployed to the primary channels that are most effective at creat

79、ing that initial awareness.Eventually they will reach a point of diminishing returns.Once these requirements are met,youre ready for some major channel wins and successes.What strategies can they implement to maximize the benefits of affiliate marketing?Retailers should work with a variety of partne

80、r types influencers,content creators and brand ambassadors to grow their business and revenue.A partnership management solutions provider can help streamline this process with tools that enable discovery,recruitment,optimization,payment,brand safety and fraud prevention capabilities.Partnerize,for e

81、xample,works with retailers to deliver the software and service that help them best leverage that partner management lifecycle of discovery,tracking,management,and protection turning their partnership channel into a profit center.The amount of retailers using affiliate marketing is on an upward traj

82、ectory.Influencer Marketing Hubs recent benchmark report shows that global affiliate marketing spend is projected to exceed$15 billion by 2024 with more than 80%of brands incorporating affiliate marketing into their overall marketing mix.But not all retailers have fully embraced affiliate marketing.

83、To discuss how retailers can overcome obstacles and leverage affiliate channels to reach more customers and better compete,Digital Commerce 360 spoke with Maura Smith,chief marketing officer of Partnerize,a partnership management solutions provider.How well are retailers embracing affiliate marketin

84、g as part of their strategic growth plans?Overall,the affiliate marketing channel is growing.However,there are barriers that prevent retailers from fully adopting it as a top channel choice.Research from Partnerize and Forrester Consulting revealed that senior marketing executives often lack a full

85、understanding of the partnership marketing channels potential.Difficulties in quantifying the value derived from partnerships,as well as historical favoritism toward other channels,have hindered its growth.Theres evidence to suggest a shifting tide,but the only sure-fire way to a full embrace is ret

86、ailers coming to terms with these barriers and overcoming them.What are some notable trends around affiliate marketing?There are several trends around affiliate marketing retailers should have on their radars.Partnership diversification:To ensure omnipresence across target audiences,mitigate risks a

87、nd expand into new markets,marketers are diversifying the partner types they work with.A diversified partner makeup Must include an array of partner types that span content,loyalty,coupon,social and shopping comparison to ensure omnipresence across target audiences.The advent of dynamic commissionin

88、g and attribution tools by software providers has helped to increase the revenue attribution to partners that live in the discovery or influence stages of a consumer journey,helping to increase their prominence and significance and drive greater diversification within the category.The convergence of

89、 influencers and affiliate partnership marketing:There are plenty of questions around how the affiliate marketing channel could better serve both brands and creators.The creator space is highly fragmented and confusing.But the space is still nascent because less than 25%of influencer spend is measur

90、ed based on conversion(source:Influencer Unlike legacy affiliate networks,Partnerize breaks through the status quo by delivering the software platform and expert service that enable the worlds leading brands to create operating leverage by turning their partnerships channels into profit centers.The

91、Partnerize platform is the only of its kind to deliver a fully integrated,comprehensive suite of discovery,recruitment,optimization,payment,brand safety and fraud prevention capabilities.Whether you need short-term support to quickly ramp your partnership program,have long-term aspirations to establ

92、ish an in-housing practice,or would simply prefer our resident experts to manage your program,Partnerize is the only provider that offers comprehensive service solutions,giving you all the optionality and control you need.Dont settle for a status quo partnership provider.Learn more at is a better wa

93、y to partner.With Partnerize,you never have to sacrifice.Automated,data-driven partner discovery,recruitment and optimization.DiscoverEnsure brand safety with“always on”compliance and fraud monitoring.ProtectPower partner channel insights with scalable,flexible tracking infrastructure.TrackEasily fa

94、cilitate global partner payments at scale.PayDrive results with communication,collaboration and commissioning flexibility.ManageMake data-driven decisions with real-time analytics and actionable insights.MeasureTrackDashboardTop 10 productsTop 10 partnersLive trackingPartnersPerformance$3090.34Total

95、 order value76.32%14Clicks10.00%$18.60Partner commission92.00%4Conversions68.40%7Conversion items12.08%$2.64ROAS12.08%RETAILCOMMERCE 360RETAIL CHAINSRetail chains that operate many brick-and-mortar stores were the biggest winners in ecommerce during the three years of the pandemic,from 2020 through

96、2022.The 208 retail chains in the Top 1000 increased their online sales by a total of 85.8%from 2020 through 2022,well above the three-year 75.9%stacked growth of the Top 1000 as a whole.In addition,the store-based retailers posted a three-year compound annual growth rate of 22.9%,versus 20.7%for th

97、e Top 1000 as a whole.As a result,retail chains increased their share of Top 1000 worldwide web sales to 34.3%in 2022 from 32.5%in 2019.The fast online growth also boosted the ecommerce share of total revenue for top retail chains.Excluding W.W.Grainger,which sells primarily to businesses,the 10 top

98、-ranked publicly traded retail chains in the Top 1000 increased the ecommerce penetration of their sales to 22.2%in 2022 from 14.8%in 2019,the last year before the pandemic.Notable winners were three big retailers that sell lots of groceries.Krogers online sales grew to 9.5%of total revenue in 2022

99、from Copyright 2023 Digital Commerce 360&Vertical Web Media LLC.All rights reserved.Content published July 2023.GROWTH BY MERCHANT TYPERETAILCOMMERCE 360SPECIAL RESEARCH EDITION:RETAIL TOP 1000 STRATEGIES&BEST PRACTICESGROWTH BY MERCHANT TYPE20 Copyright 2023 Digital Commerce 360&Vertical Web Media

100、LLC.All rights reserved.Content published July 2023.5.3%in 2019.For Walmart and Target,both large retailers of food as well as general merchandise,comparable growth was from 5.9%to 13.4%of total revenue and 8.8%to 18.6%,respectively.But the shift to online buying was notable across many merchandise

101、categories.Consumer Electronics retailer Best Buy grew web sales much faster than store sales during the pandemic,as did home improvement retailers Home Depot and Lowes and drugstore chain Walgreens.WEB ONLY RETAILERSWeb Only retailers represent the largest merchant type cohort in the Top 1000,but a

102、 relatively small percentage of Top 1000 sales when excluding Amazon.And that share declined during the pandemic as this group grew its web sales at a slower rate than the Top 1000 as a whole.The compound annual growth rate of the 427 Web Only retailers in the Top 1000,not counting Amazon,was 17.9%,

103、versus 20.7%for Source:Digital Commerce 360GROWTH OF WEB ONLY RETAILERS,EXCLUDING AMAZON,VERSUS TOP 10002022202120202019 Web Only Top 10002.9%5.1%17.4%42.6%20.8%31.7%15.0%17.8%RETAILCOMMERCE 360SPECIAL RESEARCH EDITION:RETAIL TOP 1000 STRATEGIES&BEST PRACTICESGROWTH BY MERCHANT TYPE21 Copyright 2023

104、 Digital Commerce 360&Vertical Web Media LLC.All rights reserved.Content published July 2023.the Top 1000 overall.Their three-year stacked growth in ecommerce revenue amounted to 63.8%,below the 75.9%growth for the Top 1000.Only in 2021 did these online-focused retailers outperform the Top 1000,post

105、ing 20.8%year-over-year growth versus 17.4%for the Top 1000.As a result,the Web Only retailers(excluding Amazon)represented only 11.8%of total Top 1000 online sales in 2022,down from 12.7%in 2019,the last year before the pandemic.Including Amazon,Web Only retailers accounted for 48.3%of Top 1000 sal

106、es in 2022 versus 49.6%in 2019.CONSUMER BRAND MANUFACTURERSThe 328 Top 1000 manufacturers of consumer goods increased their online sales by 8.3%in 2022 over the prior year,faster than the overall Top 1000 growth of 5.1%.In 2021,brands also grew faster,by 31.1%versus 17.4%for the Top 1000.It was a di

107、fferent story in 2020,the first year of the pandemic,when Consumer Brand Manufacturers grew only by 27.6%versus 42.6%for YEAR-OVER-YEAR GROWTH RATE OF TOP 1000 CONSUMER BRAND MANUFACTURERS VERSUS TOP 1000 OVERALL Consumer Brand Manufacturers Top 1000201920202021202217.9%27.6%31.1%8.3%Source:Digital

108、Commerce 36017.8%42.6%17.4%5.1%SPECIAL RESEARCH EDITION:RETAIL TOP 1000 STRATEGIES&BEST PRACTICESGROWTH BY MERCHANT TYPE22the Top 1000.That growth for the Top 1000 as a whole was driven largely by outsized gains among Retail Chains,whose online sales were up by 57.4%,and by Amazon,which increased sa

109、les 41.5%.Surging sales for groceries in 2020 helped boost those results,especially for the store-based retailers that include major supermarket chains and Walmart and Target,both major grocery retailers.But for the 2020-2022 pandemic period as a whole,brand manufac-turers in the Top 1000 increased

110、their sales by a compound annual growth rate of 21.7%versus 20.7%for the entire Top 1000.As a result,the brands share of Top 1000 sales ticked up to 14.4%from 14.0%in 2019,the last year before the COVID-19 outbreak.Copyright 2023 Digital Commerce 360&Vertical Web Media LLC.All rights reserved.Conten

111、t published July 2023.RETAILCOMMERCE 360YEAR-OVER-YEAR GROWTH RATE FOR TOP 1000 CONSUMER BRAND MANUFACTURERS,BY MERCHANDISE CATEGORYNUMBER OF COMPANIESCATEGORY2022 GROWTH121Apparel/Accessories12.9%29Consumer Electronics10.6%8Toys/Hobbies9.6%4Flowers/Gifts9.0%5Auto Parts/Accessories6.3%30Health/Beaut

112、y5.7%11Hardware/Home Improvement5.4%17Jewelry2.8%13Food/Beverage2.4%12Specialty1.5%51Housewares/Home Furnishings-0.9%5Office Supplies-2.1%22Sporting Goods-7.1%Source:Digital Commerce 360 analysis of Yahoo Finance dataSPONSORED ARTICLETHE RIGHT TOOLS CAN HELP MAXIMIZE LONG-TERM GROWTHAn executive con

113、versation with Jordi Vermeer,vice president of revenue,North America,ChannelEngineWhat strategies are helping retailers overcome these challenges?Have the right mindset and people.Companies need leadership commitment to get the right resources(tools,knowledge and people)to have a successful setup.Ma

114、king customer-first choices and recruiting the right digital talent is important in this equation.Get the right partners with the same mindset that are focused on your growth,not just delivering a service for payment.Ask about the vision of their leadership and evaluate the roadmap.Bring all your re

115、venue into one business unit,potentially on a single platform,to report and analyze data.We often see business units siloed and not learning together.Collaboration and learning are key to optimizing revenue,profits and overall brand control.Sometimes the profits or exposure are just better on other

116、channels.What role does technology play in their success?Retailers wont reach their growth goals without the right technology.It gives a setup where full control is possible on what you position,where you sell it,how you sell it,for what price,and of course what the actual results(reporting and anal

117、ytics)are.Without knowing what is happening and having a lack of control,growth will be limited.With the launch of AI,technology has even become more relevant and powerful;its only a matter of time before most platforms have AI embedded and decrease manual work to operate these platforms.Partnering

118、with a technology provider,such as ChannelEngine,can help retailers maximize long-term growth.ChannelEngines platform simplifies listings,pricing,stock,and orders on marketplaces and online sales channels.This enables quick revenue growth on existing and new channels and lowers the cost of operating

119、 while staying in control of how and what is listed.Retailers long-term growth goals vary.Soft goals such as establishing a strong brand position and expanding globally hold immense significance in broadening any retailers market reach.When venturing into new markets,retailers should focus on brand

120、awareness,content localization,distribution channel setup and competitive landscape analysis.To discuss how retailers can leverage technology to maximize long-term growth,Digital Commerce 360 spoke with Jordi Vermeer,vice president of revenue,North America at ChannelEngine.What resources should reta

121、ilers be investing in to remain competitive?When investing in future success,retailers should:Ensure their architecture is adaptable to evolving requirements and changing landscapes.In-house software without a growth mindset may lead to high-maintenance costs.Embrace a multichannel strategy to reduc

122、e dependence on one channel,avoiding significant impacts from changes.Opt for a hybrid setup integrating third-party listings to gain flexibility and control over fulfillment,enhancing customer experience.What common challenges do they face as they grow their ecommerce business today?There are sever

123、al challenges retailers should keep top-of-mind.First,more than half of ecommerce occurs in online marketplaces,but selling on these channels can be daunting and complex.Secondly,obtaining third-party seller accounts is often challenging,but partnering with an experienced network can expedite the pr

124、ocess.Finally,content and pricing optimization,along with effective advertising campaigns,are crucial but sometimes underestimated.Using experienced agencies may also be beneficial for brands lacking the knowledge or resources.Yellow caution lights are flashing about the prospects for online retaile

125、rs in the post-pandemic era,notwithstanding their strong growth during the COVID-19 period.Here are five predictions about likely developments in online retailing.1.Big retailers will curb ecommerce spending to focus on profitsThere was a common theme in the presentations of major retailer executive

126、s early in 2023:We will spend prudently in light of economic uncertainty.They had plenty to worry about:persistent inflation,a shortage of workers,the war in Ukraine,the failures of midsized U.S.banks and supply chain concerns related to ongoing tensions with China.Consumers worry about these issues

127、,too.Thus,retail executives have good reason to project muted growth in retail sales and correspondingly tight budgets.Several major retailers already have made or announced cost-saving moves.Here are a few examples:Amazon laid off 27,000 workers in late 2022 and early 2023,canceled plans for dozens

128、 of new warehouses and paused construction of a new corporate headquarters in Virginia.Those moves come after Amazon expanded aggressively during the pandemic,increasing its global workforce from 800,000 to 1.5 million employees and doubling its real estate footprint as it built out its fulfillment

129、network.Copyright 2023 Digital Commerce 360&Vertical Web Media LLC.All rights reserved.Content published July 2023.RETAILCOMMERCE 360CONCLUSIONFive predictions for online retail.RETAILCOMMERCE 360SPECIAL RESEARCH EDITION:RETAIL TOP 1000 STRATEGIES&BEST PRACTICESCONCLUSION26 Copyright 2023 Digital Co

130、mmerce 360&Vertical Web Media LLC.All rights reserved.Content published June 2023.Walmart terminated some 2,000 employees at ecommerce fulfillment centers and shifted more online deliveries to stores.It also continued to divest ecommerce-focused brands it had acquired in recent years,selling off Moo

131、sejaw,Eloquii and Bonobos.Best Buy announced plans to lay off hundreds of store employees in a cost-cutting move and to put more focus on ecommerce.Nordstrom shuttered its ecommerce site in Canada in March 2023 as it moved to close its money-losing operation in that country.At least until the econom

132、y shows signs of revival,its likely big retailers will limit their investments in all areas,including ecommerce.2.Consumer spending shifts will limit online retail growthConsumers spent a lot more on tangible goods than normal during the pandemic,when it was hard to travel or even go out to eat.Whil

133、e spending on goods was increasing by about 3%annually in the U.S.in the pre-pandemic period,purchases of tangible merchandise hit a peak of 17%growth in 2021,fueled in part by government stimulus checks.With the pandemic easing,spending on services is growing fast,and thats starting to limit the gr

134、owth in purchases of the physical goods most online retailers offer.As a result,the annual e-retail growth rates of around 15%that were typical during the past decade may be hard to achieve.In the first quarter of 2023,online retail grew 8.0%in the U.S.,the largest ecommerce market in North America.

135、During the same period,store sales grew 4.6%when excluding items rarely purchased online,such as restaurant and bar spending and purchases of vehicles,gasoline and fuel oil.RETAILCOMMERCE 360SPECIAL RESEARCH EDITION:RETAIL TOP 1000 STRATEGIES&BEST PRACTICESCONCLUSION27 Copyright 2023 Digital Commerc

136、e 360&Vertical Web Media LLC.All rights reserved.Content published June 2023.Given that online spending tends to increase faster later in the year,during the back-to-school and holiday seasons,it seems growth of 10%or a bit more is realistic.But 15%growth seems unlikely.In any case,ecommerce seems l

137、ikely to grow faster than sales in brick-and-mortar stores,continuing the trend toward online becoming a bigger part of total retail revenue.3.Venture capital funding will slow for online retailers and digitally native brandsAs this report documents,fewer Top 1000 retailers raised capital in 2022 th

138、an in prior years.Part of that has to do with the 2022 stock market decline that depressed funding across all sectors.But some of it may be related to the poor stock market performance of online retailers that have gone public.Those e-retailers include Stitch Fix,Chewy and The RealReal,and none has

139、repaid investors who bought their shares since their IPOs in 2017 to 2019.All have struggled to turn a profit.The same is true for online-only retailer Wayfair,which went public in 2014,and digitally native brand Warby Parker,which became a public company in 2021.Meanwhile,most of the digitally nati

140、ve brands have not made it to an IPO,in part because they dont have the strong profit record Wall Street looks for when considering candidates for public offerings.These formerly hot born-on-the-web brands have lost some of their luster.Glossier laid off a third of its corporate employees in 2022 an

141、d replaced its CEO,while Walmart has sold off several of the web-first brands it acquired.The acquisition of digital native apparel brand Richer Poorer by retail chain Francescas,which recently emerged from bankruptcy,raises questions about the online brands prospects if it had not found shelter wit

142、hin a larger company.In todays dynamic marketplace,it is important to make it easy for customers to convert and give you their business while protecting yourself from fraud and waste.Since 1985,Melissa has helped businesses achieve these goals by quickly checking identity and keeping customer data c

143、lean,current and complete.Explore what Personator can do to help you:Deflate Your Costs:Inflate Your Pipeline:Boost customer onboarding with quick,easy identity verification&ID document checking Improve communications&customer experience with updated address,email&phone numbersBetter target your cus

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145、ESEARCH EDITION:RETAIL TOP 1000 STRATEGIES&BEST PRACTICESCONCLUSION29Online-focused retailers and brands have faced skepticism for several years from investors who invariably asked them what they were doing that retail giants like Amazon and Walmart couldnt replicate.Thats an increasingly tough ques

146、tion to answer.Unless a slew of startups emerges with distinctly novel strategies that ensure ongoing success,its likely that the flow of cash to ecommerce newcomers will be slower in the future than it was in the past decade.4.Retailers will rationalize their fulfillment operationsRetailers profits

147、 are being squeezed by the cost of shipping online orders to customers homes.Accounting and consulting firm Deloitte calculates the profit margin of publicly traded retailers declined from 9.7%in 2012 to 6.7%in 2019.That bounced back to 8.6%in 2022,aided by the pandemic-era retail growth fueled by g

148、overnment stimulus payments.But profits remain a concern,in part because of the cost of fulfilling the online orders that make up an increasingly large share of retailers sales.The hit to the bottom line is even greater when those online orders ship at no cost to the customer.As Lupine Skelly,retail

149、,wholesale and distribution leader at Deloitte,told Digital Commerce 360,free shipping is“getting to a breaking point.”Retailers are trying to reduce the costs associated with online deliveries and returns.Here are some examples:Retailers are requiring bigger purchases to get free shipping of online

150、 orders.The median free shipping threshold of Top 1000 retailers was$75 in 2022,up from$50 in 2019.Copyright 2023 Digital Commerce 360&Vertical Web Media LLC.All rights reserved.Content published July 2023.RETAILCOMMERCE 360SPECIAL RESEARCH EDITION:RETAIL TOP 1000 STRATEGIES&BEST PRACTICESCONCLUSION

151、30 6.8%of Top 1000 retailers now offer paid membership programs,most of which include free shipping,up from 5.3%in 2020.Thats a way to at least partly offset the cost of free shipping offers and to focus those offers on a retailers most loyal customers.Amazon has begun charging customers$1 if they r

152、eturn an item to a UPS store when there was an Amazon-owned store in their neighborhood or a nearby Kohls store that would accept the return.Other retailers are also starting to charge for online returns.Amazon also reorganized its U.S.fulfillment network into eight zones to reduce the distance merc

153、handise must travel from warehouses to shoppers homes.Walmart is investing in warehouse robots that it says will reduce the cost of moving merchandise by 20%.Wayfair is using more sophisticated software to determine which items are small enough to ship cost-effectively through UPS or FedEx,rather th

154、an requiring delivery by a two-man Wayfair truck,which is more expensive.Retail chain Vince typically fulfills 40%of its online orders through its stores,but it cuts back on in-store fulfillment during the holidays when associates are likely to be busy serving customers.With UPS and FedEx raising ra

155、tes each year and consumers increasingly demanding free shipping,the cost of fulfilling online orders is cutting into retailers profits in a big way.Its likely more retailers will experiment with new ways to minimize those costs.Copyright 2023 Digital Commerce 360&Vertical Web Media LLC.All rights r

156、eserved.Content published July 2023.RETAILCOMMERCE 360SPECIAL RESEARCH EDITION:RETAIL TOP 1000 STRATEGIES&BEST PRACTICESCONCLUSION31 Copyright 2023 Digital Commerce 360&Vertical Web Media LLC.All rights reserved.Content published July 2023.RETAILCOMMERCE 3605.Grocery will be a major battlefieldConsu

157、mers shop for groceries every week,and that makes this category pivotal in winning the loyalty and business of millions of shoppers.Thats why general merchandise retailers like Walmart and Target became major purveyors of food:They know if shoppers come to their store to buy groceries,they may well

158、pick up other items,too.If Kroger and Albertsons,two of the top U.S.supermarket chains,win regulatory approval to merge,that will create a grocery giant with the resources to take on Walmart and Target,and one that might expand beyond selling food.And then there is Amazon,which made clear its ambiti

159、ons in this category with its acquisition of upscale supermarket chain Whole Foods and its creation of a new grocery chain,Amazon Fresh.That new chain had opened more than 40 stores by early 2023.Still,Amazon has only 3%of the U.S.grocery market versus 30%for Walmart,according to market research fir

160、m Consumer Intelligence Research Partners.With over$60 billion in cash on hand and a stock market value of$1.2 trillion,Amazon has the financial resources to accelerate its move into grocery with an acquisition.If competition in this category heats up,it will especially impact the 38 Top 1000 retail

161、ers in the Food/Beverage category,many of them sellers of specialized products like coffee,tea,organic foods or meal kits.The Food/Beverage category of the Top 1000 had been growing by more than 30%a year before the pandemic and kept up that pace in the 2020-2022 period.These specialist retailers co

162、uld face stiffer competition in the years ahead or become acquisition targets for the grocery giants seeking market share.SPECIAL RESEARCH EDITION:RETAIL TOP 1000 STRATEGIES&BEST PRACTICESCONCLUSION32 Copyright 2023 Digital Commerce 360&Vertical Web Media LLC.All rights reserved.Content published Ju

163、ly 2023.RETAILCOMMERCE 360WHAT IT MEANS FOR EVERYONE ELSEThe overall outlook for online retail in the immediate future is for muted sales growth and greater pressure on costs in such areas as fulfillment and digital marketing.Those retailers that succeed will differentiate themselves in their produc

164、ts and services so that customers come back time and again,minimizing acquisition costs.There is a silver lining from the cautious outlook that pervades the retail industry.If the largest retailers cut back on their investments and venture capitalists put less money into digitally native brands,that

165、 will open the doors for other web-focused retailers to win and retain customers with innovation,quality product and good service.Most of the retailers in the Top 1000 are neither public companies nor backed by venture capitalists.Theyve survived the old-fashioned way:by turning a profit on a regula

166、r basis.The curtailed investments of bigger players may make that easier for smaller and midsized Top 1000 retailers in the next few years.SPECIAL RESEARCH EDITION:RETAIL TOP 1000 STRATEGIES&BEST PRACTICES33 Copyright 2023 Digital Commerce 360&Vertical Web Media LLC.All rights reserved.Content publi

167、shed July 2023.RETAILCOMMERCE 360Don DavisEditor at large,Digital Commerce ABOUT THE AUTHORDon Davis is editor at large at Digital Commerce 360,where hes worked since 2007.Before joining Digital Commerce 360,he was group editor in the payments group of SourceMedia.He also has held reporting and edit

168、ing positions at Manufacturing Systems magazine,The Associated Press and The Springfield Union daily newspaper in Springfield,Mass.He is a magna cum laude graduate of Yale with a degree in political science and economics.This Special Research Edition:Retail Top 1000 Strategies&Best Practices Report

169、includes key featured articles published directly from the full 2023 Top 1000 Report.Learn more about the full report DIGITAL COMMERCE 360 RETAILFARNIA GHAVAMIExecutive Vice President,Digital StrategyFABBAS HALEEMAssociate EJONATHAN LOVEAssociate Data AJAMES REEVESMarket Research ABRENDAN REILLYSeni

170、or Data AJAMES RISLEYResearch Data Manager and Senior AJILL SUCHOMELData AA World of Possibilities To Tell Your Story&Broaden Your ReachWhat Projects Can We Create?WebinarsThought Leadership&Custom Research ReportsBenchmarking DataCharts&InfographicsCase StudiesDigitalC helped countless businesses t

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