#1 Digital Sales

Digital sales are the future of B2B e-Commerce, and companies that used to make purchases in person have begun making them online. McKinsey predicts that 30% of B2B ecommerce buyers will prefer in-person interactions over remote (33%) and self-service (36%). As the omnichannel experience has proven to be so effective, more manufacturers are looking for ways to sell their products and services online.  

#2 Omnichannel sales

Omnichannel sales encompass online, mobile, and physical stores so that customers experience seamless shopping. B2B players are adopting a growing number of channels for marketing and sales. McKinsey estimates that 94% of B2B market players will be using omnichannel sales models than those that existed before the pandemic. Customer interactions with vendors through B2B channels have increased from five in 2016 to ten in 2021. Therefore, it is beneficial to use a unified digital solution, such as DSM Suite 2.0+ Omnichannel Support, to connect all major messaging channels.

#3 Larger orders

B2B buyers are no longer opposed to purchasing large quantities of expensive products online. McKinsey reported that 20% of consumers are willing to spend $500k to $5m on a single digital purchase, and 7% are prepared to spend more than $5m on B2B purchases made entirely online. By responding to the high demand for large orders, e-Marketplaces can broaden their product offerings, invite more B2B vendors, and increase revenue.

#4 Manufacturer-owned e-Marketplace

Due to the fact that opting for established e-Marketplaces was no longer a viable long-term strategy for large manufacturers, they started creating their own e-Marketplaces. McKinsey found that 72% of manufacturers with their own e-Marketplace have grown their market share. Despite requiring substantial time and effort, manufacturers that launch their own e-Marketplaces gain a competitive edge over those that sell their products on third-party platforms.

#5 Dynamic pricing  

According to Bain & Company research, top B2B performers use dynamic pricing twice as often as their competitors. Using dynamic pricing, vendors can adjust product and service pricing according to market conditions, product demands, and competitors' offerings. Depending on the customer's profile, the demand for specific products or services or if some items are in short supply, the vendor can increase the price; if items are not in demand, the vendor can lower the price.  

Final Thoughts

Your B2B customer expectations are growing 

McKinsey reports that B2B decision-makers are twice as likely to select vendors who provide excellent digital performance. What are the challenges you will face as a vendor in most e-Marketplaces? You cannot offer your B2B customer conveniences like an intuitive search bar that supports millions of SKUs and customised checkout with credit terms. You are not able to collect data as you like. What is more powerful than understanding your customers' shopping habits?

You need to keep tabs on your customers' buying patterns if you want to optimise your e-Commerce strategy to provide personalised shopping experiences. Take advantage of digital tools such as DSM Suite 2.0+ BI & AI predictive solution, which uses machine learning and predictive analytics to predict potential purchases and resolutions.

You will enjoy immense growth opportunities if you partner with the right service provider. Get a better start with Zooloo. Our team is happy to assist you with your journey towards digital transformation. Please contact us at sales@zooloo.asia.

• Find some tips on B2B Sales Strategies
• Looking closer at Marketing Strategies
• Read about The Digital Transformation Journey
• Learn more about our “Digital Backbones”

Tags: #CRM #MicrosoftDynamics #digitaltransformation #B2B #digitaladoption #digitalintegration #digitalsolutions #wholesaletradesector #wholesaletrade