GOb2b Blogs

No question, retaining b2b customers is essential for manufacturers, wholesalers and distributors to thrive. Every aspect of the customer retention equation needs to be in balance. Not only is product quality essential, contractual relationships, competitive negotiated prices and delivery are all tied in as well. Something which Covid-19 has thrown off-balance is the relationship between sales reps and their buyers. With face-to-face meetings, trade shows and travelling salespeople out during the pandemic, there are now other factors influencing customer retention.

When it comes to the commercial buyer – what differentiates one product from another?  In other words, what is going to sway the commercial buyer to BUY FROM YOU, not the competition?

Today’s b2b buyers have high standards when it comes to customer service, and they expect sellers to provide them with a purchasing experience that’s fine-tuned to their personal preferences. In our experience however, companies still face many challenges in delivering a consistently high quality of service across multiple sales channels. Frequently we see how sellers fail to provide the convenient and efficient omnichannel experience that buyers demand. And more often than not, this is down to the inadequate provisioning of technology.

Spending money on launching and marketing your new b2b eCommerce site is essential to attracting visitors. But equally, you need to make sure the site itself continues to perform at its best to maximise the number of visitors who become paying customers.

Just like any other internet business, a b2b eCommerce store needs a robust marketing plan in order to realise its potential. Here are a few smart marketing tactics that will help to drive customer traffic and sales for your b2b eCommerce business.

The manufacturing industry has seen significant disruption over the last ten years or so, especially in the way companies manage their approach to trading – from the move to customer self-service, to the evolving role of distributors in the sales ecosystem. Such disruptors are the direct result of digital transformation in the manufacturing sector and the accompanying growth in b2b eCommerce. However, in our experience, these disruptors are better viewed as business facilitators that need to be integrated into your business model to maximise their value. Let’s take a closer look at some of the challenges that come with business disruptors and how we can turn them into business opportunities.

Whether you’ve recently launched a new b2b eCommerce initiative or you’re looking to improve the performance of an existing online store, you’ll no doubt want to measure progress towards your goals against a series of KPIs.

So you’ve made the decision to create a b2b eCommerce channel, your site’s been designed and built, and you’re planning to launch. How do you now secure the engagement of your existing customers and how do you attract new online buyers?