We strongly believe that digitization is the only way to be able to do business sustainably in the future, with the customer at the center, regardless of the sales channel in which you are located.

1. Digital Academy – E-commerce strategy
Voka: 26/04/2017

2. Agenda
• What is e-commerce and is this pure BtoC?
• Evolutions in the BtoB market?
• What will be the impact of Technology?
• Is digitization necessary to be successful?
• Conclusion

3. What is E-commerce?
Electronic Commerce
Since 1970 in the banking industry, as mutual digital transactions
Best known is BtoC Web shop

4. What is typical for E-commerce ?
Digital data flow with or without a physical flow
Fast transaction speed
Flexibility of systems and procedures is crucial

5. What is crucial for E-commerce?
BEING UNIQUE thanks to:
- Concept
- Experience
- Communication
- Product supply

6. Is e-commerce purely a BtoC matter?

7. How is the BtoB market evolving today: Production?
Production is a fast process regardless of where the production takes place!
Why:
- Speed of the logistic flow increases
- Globalisation smoothens out wage differences, the most important reason for producing far away
- Developing markets become consumer markets
Consequence:
- Low stock volumes
- More and faster deliveries
Conclusion:
Transparency and flexibility in stock are crucial to take full advantage of this production change.

8. How is the BtoB market evolving today: Wholesale?
The producer/brand owner wants to be as close as possible to his final consumer.
Why:
- The better you understand the customer, the greater the loyalty
- Wholesale is not necessarily an extension of the experience
- We are moving from a product-oriented market to a consumer-oriented market
Consequence:
- Wholesale is under pressure and is looking for new added value
- Distribution model becomes more fragmented
Conclusion:
The producer/brand owner will play a completely different role in the market, which will shorten the
distribution chain and thus also the value chain.

9. How is the BtoB market evolving today: Consumer?
The consumer's behavior changes quickly and he becomes critical, thanks to the large offer and the easy access
to it!
Why:
- Access to a product is very easy
- Comparing products is easy because few products are truly unique
- The speed of change in trends is extremely high
Consequence:
- Power of the consumer increases
- The distance to the consumer must decrease in order to be able to talk about more than just a product
- The importance of communication/ experience/identification becomes crucial
Conclusion:
Today, even more than before, the customer determines the evolution of the market. This is one of the reasons
why the speed of change in companies is increasing rapidly.

10. Is the change now complete?

11. How will the entire market evolve tomorrow:
Technology?

12. How will the entire market evolve tomorrow:
Technology versus Consumer?
What are possible changes in the streets within this and 20 years!
Consumer:
- 3D printing  certain items will be produced uniquely
- Self-driving cars  leisure activities will increase significantly
- Impact of artificial intelligence in the living room  products will be proposed
Business community:
- Extensive automation in consultation with artificial intelligence
- Direct line between business and consumer
Conclusion:
Actually we are not 100% sure! What we do know is that if we do not adopt FLEXIBILITY , we will lose contact
with the customer and consequently our existing reason for doing so.

13. What is necessary to be successful?
BEING UNIQUE thanks to:
- Concept
- Experience
- Communication
- Product supply

14. Does BtoB need E-commerce?
YES!
The same value, which applies to e-commerce, is becoming more and more
common in a BtoB environment:
- Flexibility
- Speed
- Experience
- Communication
It is therefore also important that we look more and more at the digitization of the
process, otherwise you will never be able to realize this!

15. How does Digitalization respond to the needs/values
in a BtoB environment?
Experience/Concept/Communication
By digitally tracking your customer:
- You get to know your customer much better
- You can respond more strongly to his/her unique character!
This allows you to give added value to your customer by:
- Tailoring your product range to your customer's sales behavior!
- Estimating predictability of stock of your customer

16. How does Digitalization respond to the needs/values
in a BtoB environment?
Flexibility/Speed
Digitization also means that you can focus on your core tasks, which is why:
- You can easily integrate all the different sales channels
- Your customer is central
Digitization also means that you can deal with change much more quickly, which means:
- You have less of a need for larger production/stock
- The speed of order processing increases
- You can more easily follow the changing demand of your customer

17. Yet many companies have doubts! Why?
- Existing systems

18. Yet many companies have doubts! Why?
- Too little knowledge of the possibilities

19. Yet many companies have doubts! Why?
- Fear of change

20. Conclusion!
Start today but work in steps!
1) Question your processes
2) Inform yourself so that you know the possibilities
3) Work out an ideal scenario and question it again.
4) Take a leap of faith
Digital entrepreneurship is crucial in order to be able to offer an answer to your
customer in the future, regardless of whether this is BtoC or BtoB!