See Gold in B2B

B2B eCommerce Playbook

B2B eCommerceB2B eCommerce platforms dramatically lower costs, streamline the sales process andthe sales process and increase profit.

Current B2B Paradigm

Is this your company?

Current B2B Paradigm

y p y

6 people answering phonesp p g p4 people filling orders 1 person managing invoicesp g g2 people managing inventory1 person managing shippingp g g pp g1000’s of printed brochures and collateral

C i St l ith thCompanies Struggle with the Old Paradigm of B2B T tiTransactions

Sales distribution andSales, distribution and administration tasks are labour intensive and not fullylabour-intensive and not fully integrated. All this adds time, costs and lots of complexity tocosts and lots of complexity to each transaction.

High costs translate into high prices. This negatively affects prospect conversion and customer retention.

costssales conversion

customer retentionprices

If th t t b d tIf the costs cannot be passed on to the buyer, as is the case in most hi hl titi i d t i t dhighly competitive industries today, then the costs remain with the seller

d i fit bilitreducing profitability.

It’ i l tiIt’s a simple equation.

more work lower profitmore time

Marketing Costs are a Consideration

100 pages of marketing collateral mailed to thousands of customers can cost hundreds of thousands of dollars per year to produce and distribute.

brochurescataloguesprice lists

$ $

In a 2012 B2B Survey

of B2B respondents prefer to buy online88%

are forced to conduct business 71% with a company that has no online ordering capabilities

71%

The need is apparent!

B2B eCommerce—a BetterB2B eCommerce a Better Paradigm for the 21st century

Adopting a B2B eCommerce l tf ith f ll i t t dplatform with fully integrated

sales and fulfillment allows b i t b h

profit

your business to be much more competitive. It lowers

t d i fitcosts costs and increases profit. The rewards are huge…

costs

R d 1 O ti l Effi iReward 1: Operational Efficiency

An eCommerce platform creates aAn eCommerce platform creates a unified business process by:

integrating and automating sales and fulfillment transactions streamlining warehousing and logisticslogistics

including mission-critical online l d k ti f tisales and marketing functions

Reward 2: Cost SavingsReward 2: Cost Savings

B2B eCommerce significantly lowersB2B eCommerce significantly lowers costs by automating the entire process.

sales administration | customer setup | order management

payment processing | account management | inventory management

warehouse administration | logistics management | shipment tracking| |

email campaigns | social media marketing

Huge Cost Savings

The Institute for International

Huge Cost Savings

The Institute for International Economics study indicates B2B eCommerce savings.eCommerce savings.

30% in electronics

20%-30% in traditional manufacturing

15% in heavy industry

Global Electronic Commerce: A Policy Primer by Catherine L. Mann, Sue E. Eckert, Sarah Cleeland Knight. ©2000 Institute for International Economics.

Case Study: British TelecomCase Study: British Telecom Achieves 90% Cost Saving

British Telecom estimates that moving procurement functions tomoving procurement functions to online ecommerce has reduced transaction costs from $113 to $8 pertransaction costs from $113 to $8 per transaction equating to 90 percent savingssavings.Industrial Organization and the Digital Economy by Gerhard I l l ing, Martin Peitz. © 2006 MIT.

Case Study: How FordCase Study: How Ford Revolutionized its Value ChainFord launched a Webstore to link 30,000 suppliers and 6,900 dealers. This saved up to pp p$8.9 billion a year in reduced transaction costs and enhanced data exchange. They also shifted

f th ti iti f F d C dit t th bmore of the activities of Ford Credit to the web for online financing and collections. This cut service costs by 15% to 20% while boostingservice costs by 15% to 20%, while boosting revenues.

Industrial Organization and the Digital Economy by Gerhard I l l ing, Martin Peitz. © 2006 MIT.

Reward 3: Dynamic Marketing

Interactive marketing collateral enhances the sale experienceenhances the sale experience.

Online collateral is easily viewed on yany device

It b d t d t ti tIt can be updated at any time at very low cost

R d 4 M k t S lReward 4: Market ScaleB2B eCommerce increases yourB2B eCommerce increases your footprint and lets you scale your market presence using cost-effectivemarket presence using cost-effective social media marketing.

greater market connectivitygreater market connectivity

quick access to new businessquick access to new business

R d 5 G t M i ROIReward 5: Get Maximum ROI

Generate higher ROI with an empowered sales team. Direct them away from labour intensive sales tasks towards new client acquisition.

expedite sales growth

optimize efficiency

R d 6 Ri h C tReward 6: Richer Customer Experience p

The online ecosystem enhances e o e ecosys e e a cescustomer engagement. It allows customers to connect with the seller using their preferred technology. Anywhere. Anytime.y y

Bottom LineBottom Line

B2B eCommerce platforms leverage technology as a competitive advantage in today's marketplace. The productivity, efficiency and long-term cost savings are tremendous.

Playbook Strategy 1Add your brand to Latatude, Canada’s

Playbook Strategy 1

first fully integrated B2B digital platform. It’s fast, simple and cost-effective.

www.latatude.ca

Playbook Strategy 2Playbook Strategy 2Opt for your own custom B2B eCommerce platform with all the features you need to ensure success.

www b2bnatural comwww.b2bnatural.com

Playbook Best Manoeuvre

purchasing,

BuyerSeller

+Marketscape

,demand, user equity

Marketscapeproducts,

services, value

Playbook Best TechniquePlaybook Best Technique S t a r t : B u y e r p l a c e s o r d e r

S h o p p i n g c a r t i s f i l l e d

S h i p m e n t i s d e l i v e r e d t o

f i l l e dd e l i v e r e d t o

b u y e r

P a y m e n t i s m a d e ( c r e d i t c a r d o r

O r d e r i s s e n t t o w a r e h o u s e a n d c c o

p a y m e n t t e r m s )

E m a i l c o n f i r m a t i o n i s

s e n t t o b u y e r a n d

o u sp r e p a r e d

s e n t t o b u y e r a n d s e l l e r

Playbook Best ResourcesPlaybook Best Resources Stable and centralized award-winning web platform Secure data structure 128 bit SSL encryptionSecure data structure 128 bit SSL encryptionSearch Engine Optimization (SEO) Advanced Content Management System (CMS) Integrated sales and fulfillment processIntegrated sales and fulfillment processPayment gateway certified level 1 PCI compliantCredit card processing with merchant account or term payment systemStreamlined inventory warehousing and logisticsStreamlined inventory, warehousing and logistics Mission-critical online sales and marketing functionsSearch filteringCloud hosted and scalableCloud hosted and scalableSocial media integrationSocial media marketingFunctionality and consumer-style eCommerce experience that B2B usersFunctionality and consumer style eCommerce experience that B2B users demand

Start

Start today and quickly jump ahead of your competition B2B eCommerce isyour competition. B2B eCommerce is your key to profit enhancement and long-term success!term success!

Learn More: www marketscape caLearn More: www.marketscape.ca

B2B eCommerce Playbook

Marketscape Inc. builds and manages world class digital g gplatforms in the USA and Canada for clients in B2B and B2C channels.

Written by Mark Doyle MBA IABCWritten by Mark Doyle MBA IABC

President, Marketscape Inc.10 Four Seasons Place 10th Floor Toronto ON M9B 6H7info@marketscape.cawww.marketscape.ca

© © 2014 2014 MarketscapeMarketscape Inc. All Rights Reserved.Inc. All Rights Reserved.