Or: “Creating a Well Fed E-Commerce Engine”
First, Some Numbers…What’s Changing?
• 93% of online sales are b2b
• B2B: 31.2% of Manufacturer Shipments take place online
• B2C: 3.2% of Retail Trade, 127 Billion, growing at 22% per year
• GIFT B2C: 6.7% of Gifts sold online (category: Flowers and Gifts)
• GIFT B2B ONLINE: 20% Average Growth (source: OmegaNet)
• Source: US Dept. Commerce Retabil e-Commerce Quarterly, US
Census Bureau e-Stats
Best Way to Access This Growing Sector:
• Have a B2B Web Site
• Sell to e-Tailers…and
EMPOWER INDIE e-
Tailers! (enable drop-
Who are the main e-Tailers?
• Most of those Non-store Retail sales
came through Electronic Shopping
and Mail-Order Houses :
Atlanta Network Technologies
Big Fly Sports
e-Tailers Require “Feeds”
• Ability to upload inventory levels at least twice
• Ability to download drop-ship data and send
back Fedex/UPS Shipping Data.
• Intermediaries provide these services.
Example: Mercury Commerce
• Typical order flow (GW Schleidt):
Empowering Independent Retailers: AYR1
• Use the same “feeds” that you use for
high volume E-Tailers
• Inventory, Drop-Shipping – No Diff
• XTROVERT Inventory feed:
• ERP AYR1
Best Way to Get Set Up to “Feed” the e-
Commerce Engine: Your Own B2B Site
• The feeds that feed YOUR
b2b site are the same feeds
that will feed others.
• Typical feeds: Inventory,
Customers, Order History
Feeds You’ll Need:
• To be effective, important to connect b2b web site to ERP system
(accounting package). Allows for CHANNEL SYNERGY.
CHANNEL SYNERGY leads to maximal b2b web growth.
• Upload New SKUs
• Download Orders
• Process Leads (send to rep, upload to SalesForce)
• Qualify incoming new customers -- instant credit check
Registrations need to be filtered through ERP so that existing
customers don’t get processed as leads