See Gold in B2B. B2B ecommerce Playbook

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See Gold in B2B

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B2B eCommerce

platforms dramatically

lower costs, streamline

the sales process and

increase profit.

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Current B2B Paradigm

Is this your company?

Current B2B Paradigm

y p y

6 people answering phonesp p g p 4 people filling orders

1 person managing invoicesp g g

2 people managing inventory 1 person managing shippingp g g pp g

1000’s of printed brochures and collateral

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C i St l ith th Companies Struggle with the Old Paradigm of B2B

T ti

Transactions

Sales distribution and Sales, distribution and administration tasks are

labour intensive and not fully labour-intensive and not fully integrated. All this adds time, costs and lots of complexity to costs and lots of complexity to each transaction.

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High costs translate into high prices. This negatively affects prospect

conversion and customer retention.

costs

sales conversion customer retention

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If th t t b d t If the costs cannot be passed on to the buyer, as is the case in most

hi hl titi i d t i t d

highly competitive industries today, then the costs remain with the seller

d i fit bilit

reducing profitability.

It’ i l ti

It’s a simple equation.

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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.

brochures catalogues

price lists

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In a 2012 B2B Survey

of B2B respondents prefer to buy online

88%

are forced to conduct business

71%

with a company that has no online ordering capabilities

71%

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B2B eCommerce—a Better

B2B eCommerce

a Better

Paradigm for the 21st century

Adopting a B2B eCommerce

l tf ith f ll i t t d

platform 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 fit

costs

costs and increases profit. The rewards are huge… costs

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R

d 1 O

ti

l Effi i

Reward 1: Operational Efficiency

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

integrating and automating sales and fulfillment transactions

streamlining warehousing and logistics

logistics

including mission-critical online

l d k ti f ti

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Reward 2: Cost Savings

B2B eCommerce significantly lowers B2B eCommerce significantly lowers

costs by automating the entire process.

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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

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Case Study: British Telecom

Achieves 90% Cost Saving

British Telecom estimates that moving procurement functions to moving procurement functions to online ecommerce has reduced

transaction costs from $113 to $8 per transaction costs from $113 to $8 per

transaction equating to 90 percent

savings savings.

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Case Study: How Ford

Revolutionized its Value Chain

Ford 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 b more of the activities of Ford Credit to the web for online financing and collections. This cut service costs by 15% to 20% while boosting service costs by 15% to 20%, while boosting revenues.

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Reward 3: Dynamic Marketing

Interactive marketing collateral

enhances the sale experience enhances the sale experience.

Online collateral is easily viewed on y

any device

It b d t d t ti t

It can be updated at any time at very low cost

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R

d 4 M

k t S

l

Reward 4: Market Scale

B2B eCommerce increases your B2B eCommerce increases your footprint and lets you scale your

market presence using cost-effective market presence using cost-effective social media marketing.

greater market connectivity greater market connectivity

quick access to new business quick access to new business

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R

d 5 G t M

i

ROI

Reward 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

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R

d 6 Ri h

C

t

Reward 6: Richer Customer

Experience

p

The online ecosystem enhances e o e ecosys e e a ces customer engagement. It allows

customers to connect with the seller using their preferred technology.

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Bottom Line

B2B eCommerce platforms leverage technology as a competitive

advantage in today's marketplace. The productivity, efficiency and long-term cost savings are tremendous.

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Playbook Strategy 1

Add your brand to Latatude, Canada’s

Playbook Strategy 1

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

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Playbook Strategy 2

Opt for your own custom B2B

eCommerce platform with all the

features you need to ensure success.

www b2bnatural com www.b2bnatural.com

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Playbook Best Manoeuvre

purchasing, Buyer Seller + Marketscape ,

demand, user equity

Marketscape

products, services, value

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Playbook 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 d d 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 s p 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

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Playbook Best Resources

Stable and centralized award-winning web platform Secure data structure 128 bit SSL encryption

Secure data structure 128 bit SSL encryption Search Engine Optimization (SEO)

Advanced Content Management System (CMS) Integrated sales and fulfillment process

Integrated sales and fulfillment process

Payment gateway certified level 1 PCI compliant

Credit card processing with merchant account or term payment system Streamlined inventory warehousing and logistics

Streamlined inventory, warehousing and logistics Mission-critical online sales and marketing functions Search filtering

Cloud hosted and scalable Cloud hosted and scalable Social media integration Social media marketing

Functionality and consumer-style eCommerce experience that B2B users Functionality and consumer style eCommerce experience that B2B users demand

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Start

Start today and quickly jump ahead of your competition B2B eCommerce is your competition. B2B eCommerce is

your key to profit enhancement and long-term success!

term success!

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

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B2B eCommerce Playbook

Marketscape Inc. builds and manages world class digital g g

platforms in the USA and Canada for clients in B2B and B2C channels.

Written by Mark Doyle MBA IABC

President, Marketscape Inc.

10 Four Seasons Place 10th Floor Toronto ON M9B 6H7

info@marketscape.ca

www.marketscape.ca

©