Business to Business Commerce – how businesses can leverage the internet and ecommerce eco-system to sell their products to other businesses

Business to Business Commerce – how businesses can leverage the internet and ecommerce eco-system to sell their products to other businesses

Business-to-Business Transactions involve several steps

  1. Identifying businesses who will buy your products
  2. Creating an outreach program to sign up these businesses. Such an outreach program can be done directly by the brand or through a distribution channel partner
  3. Enabling prospective and existing customers for them to be able to place orders with your company
  4. Supplying the products ordered by the business customer
  5. Collecting money from the buyers
  6. Staying in touch with the customer to encourage repeat purchase where applicable

Each of these steps could be complex and time consuming and dependent on a variety of factors

Ecommerce technologies and the evolving ecosystem and infrastructure can be leveraged by businesses to enable B2B ecommerce transactions with their business customers

Here are some of the opportunities to use the internet and ecommerce model to build efficiencies in your Business to Business Sales

 

STAGE Traditional Methods New alternatives and supplemental methods available
Prospecting and Sign Up of Business Customers Door to Door Sales, Telemarketing Online lead generation using SEO, paid search, online advertising , email marketing – such leads may be closed through a personal visitation
Order Taking Face to face meetings with customers to pick up orders Online Business eCommerce site for customers to place orders. This could be supported by a call centre, web chat and email response management unit
Order Fulfillment From distributor warehouses From a company controlled warehouse serving the B2B ecommerce business
Money collection Cheques or bank debit notes collected by the sales person Using one of several emerging payment options including mobile wallet, commercial cards, prepaid cards, credit cards, cash on delivery
Repeat Orders Based on salesperson visit and sales cycle Website and call centre with relationship managers to contact the customer and pick up orders

 

It is time for businesses to question the past and consider options to improve efficiencies using the Business-to-Business eCommerce model

To get going with your Business-to-Business Ecommerce please write to ajay@tigerpug.com