The Difference Between Winning or Losing the B2B Game

By CoreXpand PunchOut Team on August 29, 2013

It’s the big game… the championship moment you’ve been waiting for.

You look up at the clock; 5… 4… 3…

One missed basket, dropped pass, missed pitch, or wide shot later, and you feel sick to your stomach. No matter the game, that gut wrenching feeling is the same when you lose.

And that same sinking feeling can happen in your business when you miss an opportunity to land that client of a lifetime because the other team was more prepared.  And these days, that preparation means having an adaptable e-commerce system.

Surprisingly, there are still many manufacturers and distributors who have yet to realize the advantages of B2B eCommerce. B2B eCommerce gives you the ability to respond to customer needs.

For example, more companies are adopting e-procurement systems. And they need manufacturers and suppliers that can connect and do business on their terms, on their platform through PunchOut catalogs. PunchOut catalogs are just one form of adaptable e-commerce.

Manufacturers, distributors, and suppliers need to understand that today, the customer is in charge. It’s the customer who will ultimately determine who survives. And yet, many businesses refuse to believe that. They still believe that their sales team can maintain their traditional business model. Meanwhile, they may not have the ability to see that their business is slowly being drained away by forward thinking competitors.

Suppliers and manufacturers who have the ability to do business in ways that adapt to the customers preferred methods, workflows, and payment methods will attract more buyers than those who cling to simple sales pitches and/or an manual ordering processes (faxes and phone calls).

Most manufacturers and distributors focus on operational or logistical considerations to appease demanding customers, such as personnel shifts and internal systems integration. But those who make their innovations more customer-centric can adapt to their customers’ purchasing goals. And by doing so, you’ll not only help them save time and money, you’ll win the hearts of more companies looking to increase their own bottom lines.

The reality is, e-commerce is the future. If manufacturers and distributors don’t step up, they will lose the game.

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Posted in B2B eCommerce for Sellers, B2B Sales and Marketing, Sellers Corner