Selling B2B on eCommerce
Forrester estimates that the B2B eCommerce sector is set to top $1.1 Trillion and account for 12.1% of all B2B sales in the USA by 2020. In light of various macro economic factors including political dynamics in the USA and changes in international trade e.g. border taxes, it is important to review sales and marketing methodology to provide an agile, lower overhead cost structure that can react to prevent a disruption to sales, customer service and most of all your business revenue at any given time.
Many businesses have opted to sell on market places like Amazon and eBay which are all very good decisions. However our specific message to business owners here is to look at how to create a more controlled, branded and sustainable B2B eCommerce strategy. Managing branding matters on eBay and Amazon is not easy, the risks around managing the communication, bad reviews and being shut down over night are all high risk matters.
At the end of the day B2B eCommerce buyers want:
- High-quality customer experience across all channels and if this is met, there is a high level of loyalty to the vendor.
- Agile eCommerce platforms where the Total Cost of Ownership (TCO) is low, with more cloud based solutions and apps. The focus here being agile to changing buyer behavior.
- Ability to integrate logistics, creating efficiencies in shipping, order processing, inventory management (JIT) and better production forecasting.
- Creating a really focussed custom built eCommerce platform that provides an integrated management system that involves customer service, logistics and post sales service – with a robust payment platform.
Sectors we work with include:
- Industrial technology manufacturers and distributors
- Elevator Manufacturers and Independents
- Agricultural producers and growers
- Food and Beverage manufacturers
- Home Goods and Specialty Products
Magento Vs WooCommerce
Regardless of the platform or content management system, we are certified Magento developers and have a wealth of experience with WooCommerce which is a WordPress platform. If you are looking at an an eCommerce content management platform it is important to review your existing order processing systems to see how if at all possible, you can streamline and adapt the eCommerce component to avoid re-inventing internal systems and procedures. Typical areas of review by our experts include:
- The number of SKU’s, major product categories and variants to each product group. This could be size, color, shape.
- Location of inventory by SKU’s. If there are multiple warehouses, integrating and updating information on the shopping cart with respect to available inventory is key. For example inventory tracking for a warehouse in California, New York and possibly Spain or Vietnam should all be integrated, where possible to assist with centralized to ease production planning, sales forecasting and ultimately making management a lot more visible, centralized and efficient.
- Tying in a customer relationship management (CRM) tool will also enhance the customer experience, encouraging repeat purchases, understanding buyer patterns, urgent orders vs standard orders, right through to volume purchases, potential loyalty incentives and post sales communication updates.
We are focused on providing sound strategy, implementation and ongoing support to get B2B companies eCommerce savvy, with branded website solutions along with mobile apps and ongoing internet marketing. For an initial consult call BOOK HERE.