2D Sales Drawings
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At W.W. Grainger Inc., US e-Commerce sales (via Grainger.com) continue to grow as a percentage of total revenue and accounted for 40% of total sales in the first half of 2015. That’s up 17.6% from $1.36 billion a year earlier, when e-commerce accounted for 35% of total sales. In comparison, Grainger’s total U.S. net sales for the first half increased 2.9% to $4.003 billion from $3.890 billion. Net earnings for the first half of $439.4 million, up 2.6% from $428.1 million. And by the way, Grainger was recently named the top B2B e-Commerce company in the inaugural Internet Retailer Excellence Awards.
e-Commerce sales continues to grow for industrial suppliers and they are out-growing traditional sales channels for suppliers that do e-Commerce right!
So how do you do it right?
Here’s one answer from a recent Forrester study on what features of business-to-business e-Commerce websites are most effective in driving sales? Forrester Research Inc. surveyed 155 B2B professionals last fall in conjunction with Internet Retailer magazine – “These are features … that we believe the vast majority of B2B companies must implement in the near term” and here are Forrester’s top 3 “high priority” features along with our take for industrial suppliers in (brackets):
1. Related products on product detail page, 72% (for SEO reasons ensure every individual product, not just every family of products, has a product detail page and each page has the same domain as the main site)
2. Product images/alternate images, 70% (for industrial component suppliers ensure that viewing and downloading of product CAD Models are also included)
3. Filters for segmenting site search results, 65% (ensure intuitive industrial product faceted search is included for industrial users)
For more suggestions on growing your own e-Commerce revenue see this post, Is your website as good as Amazon, Grainger or McMaster or others on this blog.
Is your 2015 e-Commerce accelerating? If not we can probably help. Click either button below or let us know what you think by commenting below…