B2b Buyers To Purchase 1/3 More Online, With A Domestic Focus.
E-commerce and indigenous online sales are the future of B2B companies in an evolutionary shift in the global landscape, following the altering impacts of COVID-19. According to global e-commerce news and research organization Digital Commerce 360, and the findings of their latest B2B survey, more than one-third of all B2B buyers will buy more online in 2021, with approximately one-third of all business buyers making fewer international purchases.
This presents a new set of opportunities and challenges for Irish B2B companies. One that should be grasped wholeheartedly, by the launch and/or finessing of their eCommerce platforms and capabilities, as their customers move online and want to shop increasingly from Irish businesses going forward. It also supports the ongoing ‘shop local’ initiative, which has become more vital than ever in boosting the domestic economy.
Pioneering Irish e-commerce platform AB COMMERCE has further streamlined the online sales process with the launch of its upgraded B2B module, which surpasses the highest spec functionality of its industry peers, in both the B2C and B2B sectors. Quickly adapting to developments in the current climate, it provides wholesalers and distributors, particularly those in trade industries including construction, with the option of overarching, dual B2C/B2B functionality, to transform the sales environment. Dual B2C/B2B allows trade customers to log into the B2C platform, where product offerings and related pricing will automatically be re-configured specifically to them.
“Customers/Web users have become adept at ordering online through B2C websites and can expect a similar experience when ordering online with a B2B company, allowing a smooth, virtual migration.” comments Paul Montwill, CEO of Magico and sister company, AB Commerce. He continues, “It is anticipated that within a few years, B2B companies will see either all their orders, or at least 90% of their orders, being placed through their online channel. It will also see internal customer service and sales reps using the platform to input orders on their customer’s behalf, where necessary.”
A host of benefits are presented to B2B companies that transition online. Businesses input their orders as and when they need to, as often as required through the website, bypassing the traditional and more time-consuming ordering process via sales reps. Individual orders get grouped into one large order by the B2B company, who then facilitates shipping to the buyer in an efficient manner, within a pre-agreed delivery schedule and timeline.
This re-alignment of the sales and ordering framework can result in many, positive cost saving measures. It does not extinguish the role of sales reps but reduces travel time to individual stores, which historically incurred significant expenses. This saving allows for the establishment of a solid, internal customer service helpdesk, to manage queries from customers, enhancing the overall sales experience. Sales reps can continue to communicate with customers to inform them of new products and maintain existing relationships.
An additional advantage of this purchasing process is the reduction of order entry errors, as customers personally place orders directly into their Enterprise Resource Planning (ERP) system – in contrast to the traditional sales rep approach of logging orders and subsequently entering them into the ERP on behalf of the customer. Eliminating errors from order entry, allows for the avoidance of returns/re-delivery, thereby further reducing costs and ensuring customer satisfaction.
For more information on AB Commerce and its refreshed B2B module please see: https://www.abcommerce.com/c/b2b-addon/86