What is already common practice in the B2C sector is increasingly finding its way into the B2B world: the online sale of products and services. Especially in the last 10 years, B2B eCommerce as a whole has recorded steady growth - an average of 6.6 percent per year! According to the German study "Branchenreport B2B E-Commerce" by IFH Cologne, the entire B2B eCommerce market reached a volume of almost 1,300 billion euros in 2018, accounting for around 24 percent of the total revenue of all economic sectors considered.
Most of this eCommerce was realized via automated processes (EDI). However, the greatest growth is generated via websites, online stores, and marketplaces (without EDI).
B2B eCommerce: That's why it works
The biggest drivers are the customers themselves. In their private lives, they are used to making purchases of all kinds over the Internet, having access to self-service portals, and being able to place orders, make complaints, and return goods on their own. This expectation is now being transferred to the B2B world.
This development is reinforced by the fact that B2B buyers are becoming younger and younger. As digital natives, they are accustomed to obtaining information independently online, regardless of time and location, making purchases over the Internet, using customer portals, chatting with chatbots, and much more.
However, B2B eCommerce - if implemented correctly - also offers numerous opportunities and benefits for companies in the mechanical engineering, plant engineering, vehicle manufacturing and equipment manufacturing sectors:
- Reduction of process costs through automation
- Increase in sales
- Differentiation from the competition in industries where eCommerce is not yet widespread
- Increasing customer satisfaction by providing customers with an additional channel
- Reaching new customers and markets
Effortless spare parts sales via the integrated B2B store
Selling spare and wear parts via an integrated spare parts shop system offers great potential for online trading in mechanical and plant engineering.
Why an integrated spare parts shop?
Your customers or service technicians search for and find the spare part they need via the digital spare parts catalog or the service information system and then want to order it. It would now be a hassle to make an inquiry by phone or e-mail, wait for a quote, and then place the order.
It would be much easier if the users of your spare parts catalog could see availability, prices, and information on delivery times in the system, place the desired part in the shopping cart and submit the order directly.
An integrated spare parts store makes all this possible.
Want more information about the sale of spare parts?
Then download our brochure "Selling Spare Parts" now and get inspiration on how you can increase your spare parts sales:
Your advantages at a glance:
- Increase in spare parts sales: Your customers have access to an additional purchasing channel. This ensures greater customer satisfaction and boosts your spare parts business.
- Reduction of effort for your order hotline: Your customers can order the parts they need themselves and no longer have to rely on your staff for support.
- Cost savings through fewer incorrect orders: Language barriers or typing errors when transferring orders are avoided.
- Cost-efficient, fast order processing: The high effort of the manual ordering and confirmation process is eliminated. Processing time is greatly reduced and allows you to deliver sooner.
- Increased service quality: Your service staff can concentrate on other activities, such as consulting and cross- and upselling measures.
- Generation of additional sales: In the online store, you can actively promote special offers or product bundles, such as maintenance kits, to your customers and thus generate additional sales.
- Increasing customer satisfaction: With a modern web store, you will meet your customers' expectations and ensure greater satisfaction and thus loyalty among your customers.
How does the Quanos eCommerce extension work?
We offer you a seamlessly integratable, stand-alone module for our solutions for spare parts catalog and service information systems. With the web shop extension as an addition to your service information system, no further solution is required to receive and process a spare parts order and pass it on to other systems (for example merchandise management system/ERP). Your customers and service technicians benefit from numerous practical features that they are already used to from the B2C sector.
learn more about our eCommerce extension?
Then download our fact sheet "Sell Spare Parts Directly Via the Service Information System" now:
What do you need to consider when tackling the topic of eCommerce?
3 tips on how to deal with the topic of eCommerce:
Tip 1: Involve all relevant departments of the company
With the introduction of an online store, you open up an additional sales channel that can have an impact on your organizational structure and on processes within the entire company: Logistics, IT, product management, marketing and sales - all these departments need to be involved.
Tip 2: Exploit the potential
Online sales offer great opportunities to drive digitalization, optimize processes, increase transparency and proximity to the customer, and increase sales. Take advantage of this opportunity and the potential! Your customers will thank you for it.
Tip 3: Think big, but start small
ECommerce is a big topic that can have many expansion stages, including launching a B2B customer portal, using marketplaces, or building multiple online stores for different segments. Consider these aspects in your strategy, but do not have the ambition to implement everything at once. Start small, gather experience, optimize your processes, and expand your offering piece by piece.
Success stories from the field
Here is how our customers do it
Read how Schlatter Industries AG was able to secure competitive advantages by implementing an innovative e-shop with integrated spare parts catalogs, thus generating more sales in the spare parts business.
Do you have any questions, or would you like an assessment of your eCommerce potential?
Then get in touch with us. Our experts are on hand to offer advice and help you identify and exploit your individual potential.