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B2B eCommerce Strategies



Manufacturers succeed by selling value. That’s nothing new. What IS new is how manufacturing customers define value: whether they’re an end user, a distributor, the sales agents, or the company’s employees themselves.

Customers crave intimacy, and your relationship can be nurtured online utilizing much more than the typical manufacturer’s brochure-styled website. Even if you do not, nor plan to, “take orders” online.

Based on market research into the impact of technology, B2B eCommerce — valued at roughly $780 billion in 2016 and expected to increase to $1.13 trillion by 2020 (possibly as high as $1.9 trillion) — will dwarf the success of business-to-consumer (B2C) eCommerce.

By adopting B2B eCommerce now and making wise decisions in Web technology investments, smart manufacturers will stay ahead of their competition by offering solutions that satisfy customer desires and increase efficiency throughout their organization.

By having their own B2B eCommerce site, manufacturers have the upper hand in their ability to “sell” — with educational and relationship-building content. They can learn to know their customers better, and then create and deliver even more information specifically directed at satisfying and enlightening those customer types.

With their own B2B eCommerce site, manufacturers can build an experience that is exceptional and informative. And the manufacturing customer can feel confident that you have the answers needed — not to mention the products and/or services — when they’re needed. Customers who become intimately involved with a supplier or vendor are the most loyal and long-term customers.

xTuple's Wally Tonra presented “How Manufacturers Increase Productivity & Improve Profitability with Web Technology” at the 2016 annual conference of the Tube & Pipe Association, Intl. (TPA), the technology affiliate of the Fabricators & Manufacturers Association, Intl. (FMA).

Learn how to improve customer relationships and meet your customer’s demand for online service. Download the free B2B eCommerce e-book.

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