How to manageBusiness to Business usingnew technologies ?  The technological performance that services your eCommerce
Thierry VercruysseMagento ArchitectMagento Certified Developer Plus Alex Barbier Watco Group Marketing Director
The technological performance that services your eCommerce                     Creation & restructuration of             ...
Background : Established in 1927 in UK. Pure Direct Mail catalogue business (4,000,000 catalogues  sent in 2009) Turnov...
Agenda  B2B, what else?  The specific needs of B2B  Connection to management tools  Conclusion  Questions
B2B, What else?
B2C / B2B : two different approaches           Regulation           Target           Usage           Processes        ...
Some Differences B2C / B2B      B2C Customers                   B2B Clients  Only one contact            Several contact...
Some Differences B2C / B2B         B2C Seller                        B2B Seller Prefers impulse purchases      Prefers r...
Some differences B2C / B2B       B2C Features                 B2B Features  A customer account         A business accoun...
Results Watco B2C / B2BMetric              Vs. 6 previous months   Vs. 3 months forecast Revenue                  40%    ...
Various B2B Profiles     B2B clients similar to B2C     Typical B2B Clients      Account management, business validation...
B2B Purchasing Behavior     Online purchasing particularly in the      Small/Medium sized business sectors     Strong re...
Specific B2B Needs
B2B Specifics : Multisite  • Need :       Optimising the presentation of a very large catalogue  • Solution :   Segmentati...
B2B Specifics : private access  • Need :       Offer a private service for business customers  • Solution :   Required aut...
B2B Specifics: Advanced price management • Need :       Display VAT inclusive/exclusive prices,                public/cust...
B2B Specifics: Pricing matrix  • Need :        Apply negotiated prices to a specific business customer  • Solution : Manag...
B2B Specifics: Business accounts  • Need :       Manage the customer business account  • Solution :   Creation of the Busi...
B2B Specifics: business contacts  • Need :       Deal with multiple contacts from the customer’s                 business ...
B2B Specifics: Fast order  • Need :       Online equivalent of a paper based purchase order  • Solution : Rapid entry of p...
B2B Specifics: catalog and sample requests  • Need :       Offer to send paper catalogs and samples  • Solution :   Managi...
B2B Specifics: quote management • Need :       Manage multiple parallel quote requests • Solution :   Adaptation of Magent...
B2B Specifics: local pickups• Need :     Offer local pickups at the nearest depot• Solution : Geolocalisation of pickup po...
B2B Specifics : pay on account  • Need :       Apply B2B payment methods, periodical payments  • Solution :   Creation of ...
B2B Specifics : partial payments  • Need :       Debit the customer on transfer of goods  • Solution :   Partial payments ...
B2B Specifics : white/grey label  • Need :       Offer a sales platform to your clients’ customers  • Solution :   Creatio...
B2B Specifics : import of supplier catalogues  • Need :       Updating the sites from supplier catalogues  • Solution :   ...
Connection to management tools
Integration to IS : why?    •   Automating reoccuring tasks    •   Apply established business procedures    •   Make the i...
Life without the proper tools     • Dropped connections       → Lost data     • Incomplete files       → Partial data     ...
Life without the proper tools     •   Impossible to control dataflows     •   Unreliable security     •   Weak or no trace...
Integration to IS : how?   • Isolate the tools         > Limit risks   • Use tools for intended purpose         > Optimise...
Integration to IS : how?                      •    Independance                      •    Strength                      • ...
Key principles   •   Define responsabilities   •   Control dataflows   •   Control transactions   •   Validate data   •   ...
Integration to IS : how?
Conclusion
B2B with Magento   •   An expanding market   •   Not one, but many B2B models   •   Many specific needs   •   Originally d...
Questions ?Stand Number208
Learn more ?  Do You need further information regarding the Magento                       eCommerce ?                     ...
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E commerce b2b-magento-xi ingenierie-expo-london

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Here is the conference we gave at the eCommerce Expo London 2012 on :" How to manage Business to Business trade using new technologies ? ".eCommerce solutions are rarely target for professionals activities. Find out how Xi Ingénierie uses the architecture and flexibility of the Magento platform for professional activities: B2B, B2B2C, extranet, client extranet, client specific tier pricing by quantity, sales force, business user accounts, system information integration. Also learn how to simplify the management of your business by connecting your online sales channels with your management tools (ERP/SI). See the differences between activities with and without an ERP connection.

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E commerce b2b-magento-xi ingenierie-expo-london

  1. 1. How to manageBusiness to Business usingnew technologies ? The technological performance that services your eCommerce
  2. 2. Thierry VercruysseMagento ArchitectMagento Certified Developer Plus Alex Barbier Watco Group Marketing Director
  3. 3. The technological performance that services your eCommerce  Creation & restructuration of eCommerce websites  B2B eCommerce  Synchronizing ERP / eCommerce websites  Audit & Counseling  Custom Developments
  4. 4. Background : Established in 1927 in UK. Pure Direct Mail catalogue business (4,000,000 catalogues sent in 2009) Turnover breakdown in 2009: 97% catalogue 3% online.Challenges : Needed to go multi-channel to remain successful Gerographical expansionWatco Today : Branches : 8 websites and 1,900,000 catalogues sent in 2012 Turnover breakdown in 2012 75% catalogue 25% online.
  5. 5. Agenda  B2B, what else?  The specific needs of B2B  Connection to management tools  Conclusion  Questions
  6. 6. B2B, What else?
  7. 7. B2C / B2B : two different approaches  Regulation  Target  Usage  Processes  Tools  Customer relations
  8. 8. Some Differences B2C / B2B B2C Customers B2B Clients  Only one contact  Several contacts  Search for a product  Search for a supplier  Wish to act without help  Wish to be assisted  Want a simple service  Want a detailed service  Expect a promotional  Expect pricing conditions offer  Slower purchase rate  Quick purchases
  9. 9. Some Differences B2C / B2B B2C Seller B2B Seller Prefers impulse purchases  Prefers reasoned purchases Works on a high volume of  Work on a high volume of transactions conversions Expand targets  Limit their targets Control transactions  Manage the clients Build the reputation on the  Build the reputation on the product range services Speed up sales  Finalise sales
  10. 10. Some differences B2C / B2B B2C Features B2B Features  A customer account  A business account  General access to the  Personalised access to offer the offer  VAT inclusive pricing  VAT exclusive pricing  Promotional pricing  Personnalised pricing  An order  A quote  Instant payment methods  Deferred payment methods
  11. 11. Results Watco B2C / B2BMetric Vs. 6 previous months Vs. 3 months forecast Revenue 40% 108% Orders 52% 34% Visits 38% AOV 55% New Customers / 35% month Organic search 53% visits
  12. 12. Various B2B Profiles  B2B clients similar to B2C  Typical B2B Clients Account management, business validation, sales management, CRM, invoicing, pricing matrix…  A mix of B2B + B2C Extranet clients, procurement, drop shipping, white label, co-branding (grey label)…
  13. 13. B2B Purchasing Behavior  Online purchasing particularly in the Small/Medium sized business sectors  Strong reluctance to change Force of habit, existing relationship with suppliers  Strong influence of off-line CCM Benchmark Study / FEVAD – February 2012
  14. 14. Specific B2B Needs
  15. 15. B2B Specifics : Multisite • Need : Optimising the presentation of a very large catalogue • Solution : Segmentation of products and sites • Result : Up to 10 times higher purchase rate
  16. 16. B2B Specifics : private access • Need : Offer a private service for business customers • Solution : Required authentication • Result : A site with personalised features
  17. 17. B2B Specifics: Advanced price management • Need : Display VAT inclusive/exclusive prices, public/customer specific pricing... • Solution : Granular control of price displays • Result : A coherent pricing policy, better customer relations
  18. 18. B2B Specifics: Pricing matrix • Need : Apply negotiated prices to a specific business customer • Solution : Management of pricing matrices within Magento • Result : The prices in accordance with a pre-established contract with the client 1 product, 1 quantity, 1 client = 1 price 10.000 products x 10 units x 20.000 customers = 2.000.000.000 prices !
  19. 19. B2B Specifics: Business accounts • Need : Manage the customer business account • Solution : Creation of the Business entity in Magento • Result : Information and behavior adapted to the business
  20. 20. B2B Specifics: business contacts • Need : Deal with multiple contacts from the customer’s business • Solution : Manage the connections between the legal entity and the individual • Result : Adapted access permissions, strengthened activities, workflows
  21. 21. B2B Specifics: Fast order • Need : Online equivalent of a paper based purchase order • Solution : Rapid entry of products and quantities • Result : Orders are quickly completed and adapted to internal processes. Also provided: reorder capability
  22. 22. B2B Specifics: catalog and sample requests • Need : Offer to send paper catalogs and samples • Solution : Managing catalog and sample requests within Magento • Result : Increase conversion rates
  23. 23. B2B Specifics: quote management • Need : Manage multiple parallel quote requests • Solution : Adaptation of Magento, saving product lists • Result : Quotes managed by customers and converted into orders
  24. 24. B2B Specifics: local pickups• Need : Offer local pickups at the nearest depot• Solution : Geolocalisation of pickup points• Result : An essential service for certain businesses
  25. 25. B2B Specifics : pay on account • Need : Apply B2B payment methods, periodical payments • Solution : Creation of payment methods, specific ERP integration • Result : Payment methods conform with the pre-established contract signed with each business customers
  26. 26. B2B Specifics : partial payments • Need : Debit the customer on transfer of goods • Solution : Partial payments on order, debit on dispatch • Result : Flexible payment solutions
  27. 27. B2B Specifics : white/grey label • Need : Offer a sales platform to your clients’ customers • Solution : Creation of an affiliate platform within Magento • Result : Hooked customers, re-occuring business services
  28. 28. B2B Specifics : import of supplier catalogues • Need : Updating the sites from supplier catalogues • Solution : Automatic importing with intelligent mapping • Result : A pertinant catalogue, closely matching the demand
  29. 29. Connection to management tools
  30. 30. Integration to IS : why? • Automating reoccuring tasks • Apply established business procedures • Make the information reliable • Close to real time • Optimise stock • Multi channel sales • Use the customer’s portfolio • Optimise after sale service
  31. 31. Life without the proper tools • Dropped connections → Lost data • Incomplete files → Partial data • Bugs → Corruption of data • Import errors → Manual reconstruction of data • New version of website / ERP → Rebuild of connections
  32. 32. Life without the proper tools • Impossible to control dataflows • Unreliable security • Weak or no traceability • Late identification of errors • Interdependant tools • Frozen information system
  33. 33. Integration to IS : how? • Isolate the tools > Limit risks • Use tools for intended purpose > Optimise features • Avoid specific developments > Make the IS upgradable • Understand and validate exchanges > Supervise activities
  34. 34. Integration to IS : how? • Independance • Strength • Reliability • Security • Control • Recovery
  35. 35. Key principles • Define responsabilities • Control dataflows • Control transactions • Validate data • Step by step backup • Ensure rollback and recovery • Highlight errors
  36. 36. Integration to IS : how?
  37. 37. Conclusion
  38. 38. B2B with Magento • An expanding market • Not one, but many B2B models • Many specific needs • Originally designed for B2C but with the flexability to be adapted to B2B
  39. 39. Questions ?Stand Number208
  40. 40. Learn more ? Do You need further information regarding the Magento eCommerce ? www.x2i.fr/uk Email : contact@x2i.fr Tel : +33 (0) 5 61 82 58 86 Fax: +33 (0) 5 47 55 10 26 45 impasse de la Flambère 31 300 – Toulouse - FRANCE The technological performance that services your eCommerce La performance technologique au service de votre e-commerce

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