See Gold in B2B. B2B ecommerce Playbook

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1 See Gold in B2B B2B ecommerce Playbook

2 B2B ecommerce platforms dramatically lower costs, streamline the sales process and increase profit.

3 Current B2B Paradigm Is this your company? 6 people p answering phones 4 people filling orders 1 person managing g invoices 2 people managing inventory 1 person managing g shipping 1000 s of printed brochures and collateral

4 Companies Struggle with the Old Paradigm of B2B Transactions Sales, distribution and administration tasks are labour-intensive and not fully integrated. All this adds time, costs and lots of complexity to each transaction.

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

6 If the costs cannot be passed on to the buyer, as is the case in most highly hl competitive industries i today, then the costs remain with the seller reducing profitability. It s a simple equation. more work more time lower profit

7 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 $ $

8 In a 2012 B2B Survey 88% of B2B respondents prefer to buy online 71% are forced to conduct business with a company that has no online ordering capabilities The need is apparent!

9 B2B ecommerce a Better Paradigm for the 21st century profit costs Adopting a B2B ecommerce platform with fully integrated t sales and fulfillment allows your business to be much more competitive. It lowers costs and increases profit. The rewards are huge

10 Reward 1: Operational Efficiency i An ecommerce platform creates a unified business process by: integrating and automating sales and fulfillment transactions streamlining warehousing and logistics including mission-critical online sales and marketing functions

11 Reward 2: Cost Savings B2B 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 campaigns social media marketing

12 Huge Cost Savings The Institute for International Economics study indicates B2B 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 Institute for International Economics.

13 Case Study: British Telecom Achieves 90% Cost Saving British Telecom estimates that moving procurement functions to online ecommerce has reduced transaction costs from $113 to $8 per transaction equating to 90 percent savings. Industrial Organization and the Digital Economy by Gerhard Illing, Martin Peitz MIT.

14 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 $8.9 billion a year in reduced transaction costs and enhanced data exchange. They also shifted more of the activities iti of Ford Credit to the web for online financing and collections. This cut service costs by 15% to 20%, while boosting revenues. Industrial Organization and the Digital Economy by Gerhard Illing, Martin Peitz MIT.

15 Reward 3: Dynamic Marketing Interactive marketing collateral enhances the sale experience. Online collateral is easily viewed on any device It b d t d t ti t It can be updated at any time at very low cost

16 Reward 4: Market Scale B2B ecommerce increases your footprint and lets you scale your market presence using cost-effective social media marketing. greater market connectivity quick access to new business

17 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

18 Reward 6: Richer Customer Experience The online ecosystem e enhances customer engagement. It allows customers to connect with the seller using their preferred technology. Anywhere. Anytime.

19 Bottom Line B2B ecommerce platforms leverage technology as a competitive advantage in today's marketplace. The productivity, efficiency and longterm cost savings are tremendous.

20 Playbook Strategy 1 Add your brand to Latatude, Canada s first fully integrated B2B digital platform. It s fast, simple and cost-effective.

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

22 Playbook Best Manoeuvre Seller + Marketscape purchasing, demand, user equity products, services, value Buyer

23 Playbook Best Technique Start: Buyer places order Shipment is delivered to buyer Shopping cart is filled Order is sent to Payment is made warehouse and ( credit c ard o r prepared payment terms) confirmation is sent to buyer and seller

24 Playbook Best Resources Stable and centralized award-winning web platform Secure data structure 128 bit SSL encryption Search Engine Optimization (SEO) Advanced Content Management System (CMS) 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 Mission-critical online sales and marketing functions Search filtering Cloud hosted and scalable Social media integration Social media marketing Functionality and consumer-stylestyle ecommerce experience that B2B users demand

25 Start Start today and quickly jump ahead of your competition. B2B ecommerce is your key to profit enhancement and long- term success! Learn More:

26 B2B ecommerce Playbook Marketscape Inc. builds and manages world class digital platforms in the USA and Canada for clients in B2B and B2C channels. WrittenbyMarkDoyle MBA IABC President, Marketscape Inc. 10 Four Seasons Place 10th Floor Toronto ON M9B 6H Marketscape Inc. All Rights Reserved.

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