Sectorul e-commerce românesc a atins pragul de 6,3 miliarde de euro la finalul anului 2022, valoarea fiind ușor peste cea înregistrată în 2021 (6,2 miliarde de euro), potrivit estimărilor GPeC, ARMO și ale principalilor jucători din domeniu.
După aproape un deceniu de creșteri spectaculoase, sectorul de comerț electronic local se apropie de maturitate, urmând o perioadă de consolidare cauzată și de schimbarea comportamentului de consum al românilor.
Ridicarea restricțiilor din martie 2021 a dus la orientarea consumatorilor către produse specifice activităților outdoor (ex.: Fashion, Beauty, Lifestyle), a căror valoare medie este mai mică decât cea a produselor de folosință îndelungată (în special electronice și electrocasnice sau mobilier), preferate în perioada pandemiei.
Deși bilanțul de 6,3 miliarde de euro de la finalul anului trecut este similar cu cel din 2021, numărul de tranzacții online a crescut, la fel și numărul cumpărătorilor – ceea ce arată diversificarea tipurilor de produse achiziționate online de către români și descoperirea avantajelor oferite de comerțul electronic: economie de timp și bani.
“Comerțul online românesc are un potențial mare de dezvoltare cu predicții de dublare a valorii pieței în aprox. 10 ani, poate chiar mai puțin. Tocmai pentru că este o piață în creștere, oportunitățile sunt semnificative – doar ca exemplu, potrivit oficialilor eMAG, în România sunt aprox. 15 milioane de produse unice în oferta magazinelor online, în timp ce în Germania sunt peste 100 de milioane. Asta înseamnă că piața este permisivă pentru noi jucători autohtoni, gama de produse disponibilă online va continua să crească, iar interesul jucătorilor internaționali pentru România va fi din ce în ce mai mare. Vedem deja multe magazine online internaționale care își deschid operațiuni în România, mai ales în zona de Fashion”, spune Andrei Radu(FOTO), CEO & Founder GPeC.
„În ultimii 3 ani procentul persoanelor care au plasat cel puțin o comandă online aproape că s-a dublat, fiind în prezent în jurul a 79% dintre românii cu acces la internet, potrivit celor mai recente date disponibile. În aceste condiții, magazinele online românești privesc cu încredere la viitor, deoarece românii au descoperit avantajele comerțului electronic și nu vor renunța la ele.
Ne dorim o dezvoltare sustenabilă a sectorului de comerț electronic din România, iar astfel de perioade de consolidare sunt normale, în timp ce creșterile de până acum, de două cifre, reprezintă excepția. Magazinele online din România se vor concentra în continuare să își extindă gama de produse și să ofere clienților lor cele mai bune servicii posibile”, a declarat Cristi Movilă, președinte ARMO(foto).
66% din utilizatorii de internet din România au plasat cel puțin o comandă online în 2022
Potrivit INS, 66% din utilizatorii de internet au plasat cel puțin o comandă online în 2022, în creștere cu 8,7 puncte procentuale de la 57,3% cât s-a înregistrat în 2021. Strict din acest punct de vedere, România a devansat Bulgaria (41%), Turcia (42%) și Italia (49%), după cum arată datele Eurostat. În același timp, trebuie precizat că studii private realizate anul acesta indică faptul că procentul utilizatorilor de internet români care ar fi comandat cel puțin o dată online în ultimul an a ajuns deja la 79%.
Pe lângă magazinele online autohtone, 25% din respondenți au cumpărat și de la magazine online aflate pe continentul european, în creștere față de 21% în 2021 - potrivit studiului iSense Solutions pentru GPeC derulat în septembrie 2022.
La nivel european, în ultimii 10 ani numărul cumpărătorilor online a crescut cu 20 de puncte procentuale de la 55% în 2012 la 75% în 2022. Cele mai importante creșteri din ultimul deceniu s-au înregistrat în:
- Estonia (+ 47%)
- Ungaria (+ 43%)
- Cehia (+ 41%) și România (+ 41%)
Potrivit Eurostat, cele mai importante 3 categorii de produse și servicii comandate online în 2022 la nivel European au fost:
- Îmbrăcăminte și încălțăminte (inclusiv accesorii și articole sportive) – 42%
- Livrări de la restaurante, fast food sau servicii de catering – 19%
- Beauty (cosmetice, wellness) – 17%
Valoarea medie a tranzacțiilor a crescut pe desktop, în România
Potrivit statisticilor 2Performant, în medie*, în 2022 românii au cheltuit 70,75 euro pentru cumpărăturile efectuate de pe desktop, comparativ cu 66,67 euro în 2021.
În cazul tranzacțiilor efectuate de pe telefonul mobil, valoarea coșului mediu a fost de 46,48 euro în 2022, similar cu 46,47 euro în 2021.
*Valorile medii de mai sus nu conțin TVA și a fost luat în calcul un curs mediu anual de 1 EUR = 4,9315 lei pentru 2022.
Telefonul mobil - principalul instrument pentru cumpărături online, atât ca valoare cât și ca număr de tranzacții
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76,7% din totalul tranzacțiilor au fost făcute de pe mobil, în creștere de la 69,8% cât s-a înregistrat în 2021, observandu-se ca numărul de comenzi online făcute de pe telefoanele mobile este semnificativ mai mare decât numărul de tranzacții făcute de pe desktop, iar diferența s-a accentuat în 2022 comparativ cu 2021.
De asemenea, traficul magazinelor online românești este generat în proporție de peste 80% de către dispozitivele mobile, în creștere de la 75,5% în 2021. În cazul magazinelor online consacrate consultate de GPeC, traficul generat de telefoanele mobile depășește 85%.
Și din punct de vedere valoric, mobilul depășește desktop-ul: per total, 68,3% din valoarea tranzacțiilor online în comerțul electronic românesc provine de la tranzacții efectuate de pe telefon și doar 31,7% de pe desktop, chiar dacă valoarea medie a unei tranzacții este mai mică pe mobil decât pe desktop. Procentul este în creștere față de 2021 când 61,7% din valoarea tranzacțiilor e-commerce era generată de pe telefonul mobil.
Pentru prima oară – rata medie de conversie pe mobil a depășit pragul de 2%, ajungand la 2,19% în 2022. Totuși, rata medie de conversie este mai mare pe desktop, atingând 2,71% în 2022.
Cele mai multe tranzacții de pe mobil au loc în intervalul orar 20:00 – 22:00, păstrându-se trendul din 2021, în timp ce pe desktop cele mai multe vânzări se fac între orele 11:00 și 15:00.
“Dat fiind că mulți consumatori cumpără online seara de pe mobil, este recomandat ca magazinele online să găsească soluții pentru a asigura customer support până la ora 22:00 – ar putea ajuta la creșterea ratei de conversie”, spune Andrei Radu, CEO & Founder GPeC.
Prețul, varietatea opțiunilor de livrare și user experience - principalele criterii pentru selectarea unui magazin online în vederea achiziției
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Pe parcursul anului 2022, compania de cercetare de piață iSense Solutions a derulat o cercetare cantitativă pe un eșantion de 1.025 de respondenți, utilizatori de internet cu vârste cuprinse între 18 și 65 de ani, eșantion reprezentativ la nivel urban.
Principalele criterii în baza cărora consumatorii români aleg magazinele online de la care cumpără sunt (întrebare cu răspuns multiplu):
- 81% - cel mai bun preț
- 72% - să existe modalități variate de livrare
- 69% - ușurința navigării în site / User Experience
- 68% - timpul de livrare cât mai scurt
- 66% - ușurința procesului de returnare a produselor
Review-urile, importante în luarea deciziei de cumpărare
Potrivit aceluiași studiu, înainte de a plasa o comandă, 54% din totalul respondenților caută activ review-uri despre magazinul online de pe care urmează să cumpere și spun că nu ar cumpăra deloc dacă nu ar găsi păreri ale altor clienți despre magazin.
În ceea ce privește review-urile, românii caută să vadă (întrebare cu răspuns multiplu):
- Dacă produsele au fost la calitatea cerută – 64%
- Cât de reale par să fie review-urile – 43%
- Răspunsurile magazinului la opiniile negative – 40%
- Note cât mai mari pentru magazinul online de la care urmează să cumpere – 33%
De asemenea, consumatorii români spun că au încredere în review-urile:
- Publicate de site-uri independente de magazin – 38%
- Publicate în Social Media – 37%
- Publicate pe magazinul online sub formă de testimoniale – 25%
Trend-uri și recomandări pentru 2023 și viitorul apropiat
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GPeC a identificat principalele trend-uri în comerțul online românesc pentru 2023 și viitorul apropiat care ar putea ajuta magazinele online să își crească vânzările:
Diversificarea ofertei
Potrivit oficialilor eMAG, există aprox. 15 milioane de produse unice în oferta magazinelor online din România, în timp ce în Germania sunt peste 100 de milioane. Acest lucru înseamnă că există o mulțime de produse care nu sunt încă disponibile pe piața din România, dar ar putea fi aduse de către magazinele online
Dezvoltarea propriei comunități în jurul brand-ului
E mai important ca oricând ca magazinele să dezvolte programe de loializare a clienților existenți și să se axeze pe a crește gradul de recurență în locul achiziției de trafic nou, precum si increderea in produsele si serviciile oferite de magazinul online. De cele mai multe ori este și economic așa pentru că achiziția unui client nou devine mai scumpă decât întreținerea relației cu clienții existenți, iar magazinele ar trebui să calculeze corect Customer Lifetime Value și să se orienteze pe a-i ține aproape pe clienții care au cumpărat deja de la ele.
Vânzarea în marketplace-uri
Pentru a-și maximiza vânzările este indicat ca, pe lângă propriul website, magazinele online să se orienteze și către vânzarea în marketplace-uri (pot fi mai multe și pot fi atât naționale, cât și internaționale).
Vânzarea cross-border
32% din consumatorii europeni cumpără de la magazine online din afara granițelor țării de origine. Este recomandat pentru magazinele online care vor să scaleze business-ul să înceapă să vândă în afara României fie prin intermediul platformelor de tip marketplace, fie prin localizarea propriului website în alte țări.
Livrarea la lockere
Unii consumatori își doresc conveniență și independență față de programul curierului care livrează door-to-door. Pentru mulți clienți este mai ușor să își ridice coletul de la locker-ul din apropiere, în drum spre casă sau spre birou, la ora la care programul îi permite.
Buy Now, Pay Later
Creditarea online este tot mai cerută de consumatorul final, mai ales în contextul economic pe care îl traversăm. Ratele de conversie cresc în cazul magazinelor online care oferă opțiuni de plată prin credit sau în rate, drept urmare integrarea cu servicii de tip Buy Now, Pay Later sunt importante în acest moment.
Despre Raportul GPeC:
Raportul complet conține cifre detaliate, mai multe informații legate de evoluția principalilor indicatori precum și o serie de concluzii și recomandări și este gratuit, disponibil abonaților la Newsletterul GPeC. În cazul în care nu sunteți abonat/ă - vă puteți abona aici.
Raportul poate fi preluat și publicat doar cu menționarea sursei: GPeC și link către https://www.gpec.ro/
Sursele cifrelor și estimărilor de piață publicate în acest raport sunt (în ordine alfabetică): 2Performant, ARMO, Brand Finance, eMAG, Euromonitor, Eurostat, Global Data, GPeC, INS, iSense Solutions, McKinsey, PayU, Semrush, Statista. Copyright: GPeC Martie 2023
Despre GPeC
GPeC este considerată, de 18 ani, cea mai importantă serie de evenimente de E-Commerce și Marketing Online din România și cea mai mare comunitate de specialiști din domeniu. Pe parcursul fiecărui an, sub egida GPeC au loc numeroase evenimente menite să contribuie la dezvoltarea sectorului E-Commerce & Digital Marketing românesc:
- GPeC Proficiency – singurul program din România dedicat optimizării magazinelor online în vederea îmbunătățirii experienței utilizatorilor și a creșterii ratei de conversie
- Școala GPeC – seria de Cursuri Intensive de E-Commerce & Digital Marketing desfășurată în lunile februarie și august ale fiecărui an
- GPeC SUMMIT – cele mai importante evenimente de E-Commerce și Marketing Online din România (două ediții în fiecare an în lunile Mai și Octombrie, peste 1.000 de participanți/ediție, speakeri români și internaționali legendari)
- Gala Premiilor eCommerce – Festivitatea de Decernare a Premiilor în Comerțul Online Românesc
- GPeC Trainings - cursuri in-depth de E-Commerce și Digital Marketing, desfășurate pe tot parcursul anului (inclusiv la cerere)
Contact presă:
Ioana Anescu – Growth Marketing Manager, ioana.anescu@gpec.ro
Andrei Radu – CEO & Founder GpeC, andrei.radu@gpec.ro
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