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Importance of B2B E-commerce in Manufacturing Industry
Let us examine this issue further.
Let us understand this from the point of view of the Manufacturer
Prioritizing B2B E-commerce entails upsetting existing dealers and customers who are used to a different strategy. What the manufacturer here fails to realize is that in this rapidly growing market, with B2B E-commerce they will be able to access and sell to a wider segment. This will boost revenue which is of prime importance to any business.
Manufacturers feel that there are huge challenges for the manufacturing sector in online E-commerce sales which they will overcome with time and growing technologies. They feel that when the sale of manufactured goods is direct it is straight forward but when it comes to aftermarket sales the main challenge would come for example in selling spare parts of machinery. In E-commerce or online sales delivery takes time and sometimes machines need immediate attention. No one can wait for lack of spare parts or assembled parts for his machine, and for them buying it immediately from the manufacturer is a priority and a necessity because time is money. They feel that data science technology is useful and compelling, but still not geared enough to process and analyze manufacturing data to create unique user experiences. However if we go through market research reports we will realize the importance of convincing manufacturers to adopt E-commerce strategies at the earliest; perhaps in phases.
An important issue is that the needs of a manufacturing industry are different. In order to prioritize B2B E-commerce the whole gamut of manufacturing must be taken into consideration. Mentioned above are the challenges faced by the sector from which we can assume that besides the sale of the manufactured goods; availability of aftermarket parts and services, configured assemblies, must all be enfolded in the plan to implement B2B E-commerce in the manufacturing sector. The message to the manufacturer here is that one can never wait for eternity to take important decisions and the faster the plans to go the B2B E-commerce way is implemented the better it is for the business. The innumerable positive sides to B2B E-commerce is reason enough to make it a priority even though in a phased manner.
A suggestion here would be to appoint a change maker amongst the executives who remains undaunted by the challenges and thinks out of the box so that the transition to B2B E-commerce is smooth.
So it’s time to stop resisting change. The online channels are waiting for your entry. To strike a balance, direct sales need not be affected by online sales. For example, a truck driver might still come to buy at dealer’s outlet as they may not be equipped to handle the internet. Where the aftermarket part is a priority it should still be available off the shelf and across the counter besides being available on online channels.
The smart buyers are still waiting online, for manufacturers to sell there so that they can purchase from the comfort of their office and enjoy the privilege of having it delivered. Consider also your dealer network going online to order with you and your trucks delivering them in bulk. The storage facility is the dealer’s so that also helps. Incidentally this could be a practice already existing among manufacturers. The slight change will come in cataloguing and showing the same online in order to do away with unnecessary phone calls and emails. The payment too would be through a Gateway making things more lucid for you. With the use of Artificial Intelligence and Machine Learning dealers can also go easy on their inventory procedure and get automatic updates about dwindling stocks and the need to place orders. Thus the entire system is streamlined and smooth.
Finally, to stay competitive in a changing market the manufacturing industry needs to adopt B2B E-commerce and make it a priority. Expectations have changed and it is time to meet that and evolve.