5 Types of B2B Product Data That Improve Online Sales

Sometimes B2B companies invest in a highly functional ecommerce site and fail to use good product data. Shoppers don’t buy from websites if they don’t have the information they need to feel confident in their decision. Because online shoppers cannot physically hold and evaluate a product, they rely on the product information to assess if they want it or not. Good looking product data on an ecommerce site builds trust in the company and its product offering, so that shoppers are willing to buy. 5 Types of Product Data for B2B Sites Photos. Photography is one of the most important aspects of ecommerce product data. Use quality images and optimize them to strike a balance between a high quality and fast load times. Consider taking and sizing all of your product photography at 500×500 pixels. That allows for users to view a larger version of the image when the standard is...
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11 Critical Features for B2B Ecommerce Sites

Paul H Gesswein Co. supplies precision tools and equipment to metal manufacturers. This product page at Gesswein.com allows for pricing of quantity discounts after allowing customers to make selections for stone and package size. Complex pricing is often required for B2B ecommerce sites. An important part of redesigning or launching a business-to-business ecommerce site is to identify the required features. They can be available out of the box in your ecommerce platform, or added by a developer. The B2B sales process is often complicated. It can be challenging to address in an ecommerce site. In this post, I’ll review 11 ecommerce features that are critical for most B2B companies. 11 Critical Features for a B2B Ecommerce Site Complex pricing. B2B companies typically have different prices for different customers. There are multiple ways to structure this on an ecommerce site, including a discount for groups of customers, a specific price for every...
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7 Mistakes That Will Kill Your B2B Ecommerce Launch

I’ve worked in the B2B ecommerce industry for 18 years. I’ve seen it all — good and bad. Here are seven mistakes that often cause failures in B2B ecommerce launches. 1. Ignoring Design and User Experience B2B companies often emphasize utility over user experience. This can hurt a company’s brand, as well as the perception of quality. Moreover, many companies fail to adequately plan for their site’s mobile experience, which can produce lower search engine rankings, lower conversion rates, and lower results. At a minimum, produce wireframes of key pages as a part of your design process. Create the wireframes for both smartphone and desktop screens. You can also create wireframes for tablets, or, alternatively, you can assume tablet users will have an experience similar to smartphones or desktops. After the agreed-upon wireframes, create a visual mockup, and then build web pages to match the accepted mockups. Edwards Manufacturing, a 140-year old company...
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How to Attract B2B Buyers to Ecommerce

A recent study by Forrester reported that B2B companies are most likely to repeatedly buy from the same supplier if prices and product details are listed online. Today’s B2B buyers have fewer constraints than those of 10 years ago. To decrease costs, even enterprise companies are streamlining their purchasing processes, including increased online purchasing without the traditional purchase order or invoice. In “ B2B Ecommerce Growing; Becoming More Like B2C ,” I explained that B2B buyers are looking for an ecommerce experience that is comparable to buying consumer goods. That expectation will grow in 2016. B2B buyers often make purchases on B2C websites when products are available, so the opportunity to sell to businesses exists for B2C online merchants. Interestingly, 82 percent of B2B buyers have made B2B purchases on Amazon’s consumer site, versus on Amazon Business, according to research firm Forrester. The Statistics In a recent survey of enterprise buyers, Forrester found...
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The EDI 856, Advanced Shipment Notification (ASN)

You have to love the dynamics in the ASN.  You should recognize the on...
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