11 B2B Companies Who Are Getting Ecommerce Right (2020)
It’s clear that B2B manufacturers who count on to compete within the coming years will want an ecommerce answer that meets the calls for of their prospects. After all, in 2019 the world B2B ecommerce market surpassed $12 trillion, making it greater than six occasions the dimensions of B2C.
With a lot alternative and a lot at stake, why are so many B2B corporations nonetheless reluctant to take the leap into ecommerce?
For one factor, it isn’t simple. As a B2B model, you face many challenges:
- Managing giant catalogs with 1000’s of merchandise.
- Providing worth quotes for bulk orders.
- Customizing orders.
- Managing advanced transactions.
- Offering cost choices.
- Integrating inside techniques.
- Fulfilling giant orders shortly and reliably.
- Providing glorious customer support.
And that’s the brief record.
Fortunately, the correct ecommerce answer can remedy all of those challenges and allow you to:
- Quickly get your B2B firm on-line,
- Meet the expectations of right this moment’s trendy B2B consumers, and
- Grow what you are promoting.
Many B2B manufacturers like yours have seen great ecommerce success and have grow to be trade leaders. In truth, some B2B manufacturers are additionally seeing success by including a B2C element to their enterprise.
Let’s discover 11 companies who’re getting B2B ecommerce proper.
ResMed is a worldwide related well being firm with greater than 9 million cloud-connected units that monitor distant sufferers each day. Before shifting towards an ecommerce gross sales technique, all of their B2B orders have been positioned through electronic mail or cellphone after which logged on spreadsheets. That created lots of operational challenges.
Customer teams for customized expertise.
When ResMed moved onto BigCommerce’s ecommerce platform, they have been capable of entry the wealthy options and performance their distinctive B2B enterprise wanted — with out sacrificing the lengthy quantities of time usually wanted to develop for such complexities. But the last word differentiator for ResMed is that they’re now capable of present login-only entry for distributors, create buyer teams and buyer tariffs, create promotions, simply handle stock, and provide retailer credit score.
Rajiv Shanmungananthan, Customer Facing Applications Lead at ResMed Asia, mentioned, “The ultimate B2B feature differentiators that were the deciding factors included BigCommerce’s ability to setup login-only access for distributors, create customer groups and custom price lists, create promotions with coupons and cart-level discounts, easy inventory management, and ability to provide a store credit to customers.”
Avery Dennison gives sustainable packaging, printing, labeling, securing, and attaching options for companies. When the corporate switched ecommerce platforms, key targets have been to offer B2B consumers a handy on-line purchasing expertise and to extend income by successful natural search. Avery Dennison has an intensive product catalog that’s organized very intuitively. Navigation choices assist customers discover merchandise shortly and simply with an orderly website search hierarchy and faceted search performance.
Search engine optimization.
The firm optimized your entire web site from each technical and content material views, guaranteeing the location’s construction appeals to search engines like google and yahoo in addition to customers. Google has rewarded the location with increased rankings and prospects have rewarded Avery Dennison with increased gross sales. As Roxanna Holley, Avery Dennison’s ecommerce merchandise supervisor for printer options says, “Customers are now finding us on Google. We’ve seen a fair amount of revenue increase just from organic traffic alone. That’s revenue we might not have captured if we didn’t have this site.”
Berlin Packaging is a worldwide provider of containers and packaging. As they have been creating their ecommerce website, offering a first-class buyer expertise was clearly vital.
In addition to showcasing merchandise utilizing high-resolution pictures and particular product particulars, the location’s navigation makes it simple for B2B consumers to kind by way of the corporate’s giant product catalog utilizing faceted search. Customers can slender their search utilizing a broad vary of parameters, together with materials sort, coloration, form, capability, operate, and extra.
Integrations enhance service.
Berlin Packaging built-in their ERP with their ecommerce platform to leverage information throughout techniques. In addition to creating the corporate extra environment friendly by robotically syncing stock, prospects, and orders, the mixing additionally improves customer support. When prospects contact Berlin Packaging for help, they simply present their PO and the corporate locates their data immediately to point out every thing from previous orders to balances to credit score limits.
Berlin Packaging delivers the B2C-like purchasing expertise B2B consumers count on with options like dwell chat, buyer evaluations, and associated merchandise. But in addition they present options distinctive to the B2B purchasing expertise, together with an utility to use for credit score and the choice to request a quote.
Clarion Safety Systems is a designer and producer of product security labels and signage. When the corporate switched ecommerce platforms, it improved its class construction so prospects might navigate to merchandise extra simply. This was particularly vital as a result of Clarion Safety Systems has 9,000 SKUs and 75% of its income comes by way of inside website search. This elevated performance and simplified product navigation improves prospects’ purchasing expertise from search to checkout.
The firm gives B2B consumers with a wealth of data to enhance their purchasing and model expertise, together with an intensive security video library, security articles, information sheets, and FAQs. Customers can use Clarion Safety Systems’ customized quote request instrument to acquire pricing for security label customizations. They may get instantaneous help by way of dwell chat, request credit score, submit a purchase order order, and request a quote for wholesale orders.
Good Start Packaging sells sustainable packaging and compostable merchandise to companies. The firm reimagined its web site to offer B2B consumers a B2C-like purchasing expertise, which included a modern design, dwell chat, high-quality product pictures, product movies, and intuitive navigation. Good Start Packaging carried out faceted search, including easy-to-use filters that enhance search relevance by enabling prospects to drill down by model, materials, product dimensions, and scorching or chilly meals.
The lower-left hand nook of the location encompasses a button that hyperlinks to Google Customer Reviews to spice up social proof. B2B consumers can view over 100 buyer evaluations that give Good Start Packaging a four.eight out of 5 total star ranking, demonstrating the model’s credibility and product high quality.
Atlanta Light Bulbs has been promoting on-line since 1999, however not too long ago overhauled its ecommerce operation to extend revenues whereas providing prospects extra options and streamlining their purchasing expertise. Customers use the location’s faceted search performance to shortly filter product searches by model, worth, size, base sort, bulb form, wattage, voltage, and extra, and may learn practically 300 Google Customer Reviews with the press of a button.
Mobile purchasing app.
But Atlanta Light Bulbs is taking the client expertise even additional by providing prospects a cell app—a terrific differentiator that makes ordering even quicker and simpler for B2B consumers on the go. The firm makes use of one other app to allow prospects to request customized quotes in seconds. Through one other app, Atlanta Light Bulbs even permits prospects to call their very own worth for a product after which obtain a message that lets them know whether or not the corporate has accepted their provide. If so, the client can take a look at. If not, Atlanta Light Bulbs counters with a unique deal.
The firm additionally segments prospects into teams and gives reductions based mostly upon how a lot a bunch estimates it is going to spend. Customers are then positioned into considered one of Atlanta Light Bulbs’ rewards applications that offers them retailer credit each time they purchase one thing—a system that helps drive loyalty and income. The ecommerce platform is built-in with Atlanta Light Bulbs’ ERP to supply real-time syncs by way of APIs.
Casey’s Distributing is considered one of North America’s largest sports activities novelties distributors. The firm works with a number of thousand resellers and gives distributing for over 50 producers and greater than 50,000 SKUs. Customers profit from a clear, easy-to-navigate product catalog that shows stock availability and drop ship availability. Casey’s even constructed an app in order that on-line retailers can add NFL, NBA, NCAA, NHL, and MLS merchandise to their websites to promote.
Integrations streamline operations.
One of the issues Casey’s has finished extraordinarily nicely from a enterprise mannequin perspective is to automate stock administration. Prior to switching ecommerce platforms, the corporate processed orders manually. The orders that got here into the earlier platform have been retrieved one after the other and somebody needed to key every one into accounting software program. Now, utilizing a SaaS-based ecommerce platform and stock administration software program, Casey’s has streamlined your entire stock administration course of, diminished labor prices, and improved productiveness by about 8x.
EcoEnclose presents companies eco-friendly packaging to fulfill nearly any want, with the objective of matching prospects with the correct packaging based mostly on their enterprise’ sustainability values. EcoEnclose does a terrific job of offering all the mandatory B2B capabilities some enterprise consumers may have or choose, whereas not forgetting to serve these consumers who would somewhat mimic their on a regular basis B2C expertise.
B2C-like purchasing expertise.
With so many purchasers in B2C ecommerce, EcoEnclose labored to supply a B2C-like expertise that features easy-to-use navigation, intuitive product segmentation, prime quality pictures per product and detailed product specs. Purchasing choices are additionally assorted: prospects might purchase in bulk with out signing in, or they will create an account, which results in quicker checkout and permits a number of saved delivery addresses, entry to order historical past, new order monitoring, and wishlist performance. They additionally provide a High Volume Quote choice.
Content helps prospects purchase.
To assist prospects establish what packaging merchandise will probably be proper for them, EcoEnclose contains in-depth data on every product. For every product, they embrace a full spec sheet describing options, technical specs, and accessible sizes. They additionally hold near their model by indicating if merchandise within the packaging are recycled, recyclable, and biodegradable, and why they’re a terrific sustainable selection.
EnSafeCo’s industrial merchandise present companies with environmental safety, private security, and authorities compliance. The web site’s colourful, modern design showcases the model’s dedication to environmentally-geared merchandise. Customers can shortly entry most important product classes through visible icons on the homepage, search by key phrase or SKU, and look at participating class banners that present context and details about the necessity for every most important sort of product.
B2B buyer-friendly product pages embrace a number of product pictures, product movies, detailed product descriptions with specs, PDFs of paper catalog pages, buyer evaluations, and associated merchandise. The website’s responsive design permits buyers to simply buy from any gadget, whether or not on the street or within the workplace.
Bulk Bookstore is much like what Amazon was over 20 years in the past—completely an internet bookstore—however the firm solely sells books in bulk. Bulk Bookstore gives an Amazon-like expertise for B2B consumers as nicely, that includes a dynamic search bar, faceted seek for fast filtering, detailed product descriptions, buyer evaluations, dwell chat, and free delivery.
As a B2B model, Bulk Bookstore additionally presents many further advantages distinctive to the B2B world. The firm’s FastQuote function permits companies to request a quote for big orders, and it presents a price-match assure for all orders over 25 models to construct belief and encourage repeat purchases.
Bulk Bookstore additionally presents dynamic pricing, enabling buyers to immediately see their reductions and complete order value change based mostly on the amount of books chosen. The firm accepts many alternative types of cost as nicely, together with bank cards, college p-cards, checks, wire transfers, and buy orders upon credit score approval.
As their title suggests, Folding Chairs and Tables sells chairs, tables, and associated merchandise to companies. Customers are greeted with giant, lovely banner pictures on most important class pages that set the stage for the intensive product choices. Individual product pages show a number of high-resolution views of the product together with detailed product data. Customers can use faceted search to filter by product sort, model, materials, coloration, measurement, worth, and extra, in addition to examine a number of merchandise aspect by aspect. Google Customer Reviews seem on each web page in case a buyer wants that further push to finish their buy.
Multi-channel gross sales.
B2B consumers can request a quote by way of the location and get financing by finishing a credit score utility. Customers may obtain free delivery on orders over $2,000, incentivizing B2B consumers to make even bigger bulk purchases. In addition, Folding Chairs and Tables not too long ago expanded its enterprise into multi-channel gross sales on Amazon, offering a constant expertise by itemizing merchandise with all the actual specs which are included on the corporate’s website. Just including this one worthwhile channel resulted in Folding Chairs and Tables growing gross sales by 3x.
Following the lead of B2B manufacturers like these to supply purchasing experiences that enchantment to right this moment’s B2B consumers can improve income, enhance buyer loyalty, and take what you are promoting to a complete new stage.
If you’re able to get began, be taught extra about launching a B2B ecommerce website by visiting with the consultants at BigCommerce. We’d like to showcase what you are promoting in our subsequent round-up of outstanding B2B web sites.