2D Sales Drawings
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Avoiding Covid-19 will obviously drive more B2C and B2B eCommerce as people avoid unnecessary contact. It will also further expose companies that haven’t yet built their eCommerce channel or transitioned to a customer helpful, online presence. Even before the pandemic, the trend to eCommerce was accelerating. Covid-19 will quicken the pace, at least in the short term. If eCommerce is found more convenient, that change in buyer behavior may become permanent.
Across the industrial space eCommerce continues to increase in importance for revenue growth, customer satisfaction and competitive differentiation. Here are a few examples:
Bottom line: most B2B companies expect their eCommerce sites to generate more than 40% of their total revenue by 2025, according to an international study of 700 business professionals by Episerver, “B2B Digital Experiences Report 2019: How Companies are Meeting Rising Expectations.“
Amazon Business may already be a competitor for you, or may become one, but either way, they can also be a sales channel for you. The Corevist survey (linked above) also revealed that:
Bottom line: 70% say resellers are selling their products on Amazon but when asked most don’t know who those resellers are. As a result most are not controlling their brand image in this emerging channel.
Please read the article on the report yourself, but here’s a few of its key points:
1. eCommerce is a change in B2B buyer channel preferences. Most manufacturers now recognize they need to meet that new channel need. If fear of channel conflict is constraining you, there are multiple ways to tackle that issue so don’t let it hold you back!
2. Your own eCommerce website, Amazon Business and possibly other similar marketplace sites are the platforms. Many manufacturers don’t yet realize they need to control their brand and product representation on all platforms and that starts with excellent and consistent product content as the foundation (product descriptions, features, benefits, pictures, 2D and 3D CAD, Augmented reality using CAD, videos, case studies, reviews, online advertising and more…)
3. The GlobalSpec image and linked study at the top of this blog shows some of “what engineers want from a website.” but the two most important things are useful and helpful content plus the ability to search that content to quickly find what they need. Engineers conduct the majority of their buying research online before contacting a company, your website is your most important marketing asset. So, make sure it lives up to their expectations?
4. The Covid-19 pandemic will further accelerate eCommerce adoption and growth – including for industrial B2B suppliers.
Lastly, we hope you all stay healthy in these difficult times and if you’d like our opinion on your particular situation with industrial B2B marketing, please call or click either button below: