Successfully reported this slideshow.
We use your LinkedIn profile and activity data to personalize ads and to show you more relevant ads. You can change your ad preferences anytime.

Next industrial revolution - Monika Miteva @ eCommCongress


Published on

How e-commerce is shaping the future of trade? DHL has some insights that can help us. Watch the presentation of Monika Miteva - S&M Manager DHL Express Bulgaria

Published in: Business
  • Login to see the comments

Next industrial revolution - Monika Miteva @ eCommCongress

  1. 1. THE NEXT INDUSTRIAL REVOLUTION 11th May, 2018 DHL EXPRESS Monika Miteva S&M Manager DHL Express Bulgaria
  2. 2. 2 The White Paper in a Nutshell • E-commerce is transforming B2B • E-commerce allows B2B companies to capture new revenue streams • To compete, they have to become more agile, flexible and responsive • A B2B e-commerce offering is built around five areas • Becoming an ‘Innovator’ requires adopting a broad suite of features
  3. 3. 3 B2B and B2C are different B2BB2C • Decision process complex and lengthy, involving multiple departments • Transactions are usually high in size, value and frequency • Customer relationship is often long- term • Customized product catalogs • Credit sales • Purchase decision made by a single customer • Often smaller, one-off purchases with lower value • Higher share of ad hoc customer relationships • One unified product catalog • Cash sales
  4. 4. 4 B2C has been revolutionized by e-commerce Cross-border e-commerce is one of the fastest growth opportunities in retail, according to DHL report • Cross-border online retail predicted to grow at twice the rate of domestic e-commerce (CAGR: 25%) until 2020 • Retailers can grow 60% faster with a premium service offering • DHL Express CEO Ken Allen: "'Going global' and 'going premium' is an opportunity for retailers in all markets."
  5. 5. 5 Now B2B is undergoing the next ‘Industrial Revolution’ Cross-border e-commerce is now being embraced by an increasing number of B2B companies • Forrester Research estimates that the cross-border B2B e-commerce market will reach USD 1,2 trillion by 2021 • DHL Express CEO Ken Allen: “There is the potential for cross-border B2B e-commerce to grow at a dynamic pace, and the DHL Express network will be an enabler of that for businesses around the world.”
  6. 6. There is a huge opportunity in cross-border B2B e-commerce • Speed up order-to-delivery cycle • Convert latent and ad hoc demand from around the world into regular business • Drive down costs through greater efficiency and enhanced performance • Create differentiated and personalized offerings for various customer segments
  7. 7. 7 Customer Experience Customer Personalization Seamless Integration Synchronization of Logistics Digital Infrastructure How to build your cross-border e-commerce offering ‘Amazon-like’ online shopping experience2 Customized solutions and offers based on customer insights3 Smooth customer engagement across multiple channels4 Meeting diverse customer demands with fast, flexible logistics5 Digital connectivity across all business processes1 Challenges to overcome include: exchange rates & customs clearance; new employee skill-sets and mind-set/culture, competition with agile start-ups
  8. 8. 8 The journey from ‘Novice’ to ‘Innovator’ Example features Characteristics • Search Engine Optimization • Customized functionality for key customers • Social media presence • CRM features • Click & collect • Dynamic pricing • Website tutorials • Cross-border shipping management • Virtual Reality • Machine Learning • Artificial Intelligence • Transparent pricing • Interactive & detailed product content • Secure online payments • Multiple device-enabled website • More functions & features • Customer personalization & better customer experience • Not yet fully integrated front & back end • State-of-the-art e- commerce platform • End-to-end integration • Multiple delivery options, with real-time tracking • Limited adoption of e- commerce technologies • Frequent use of legacy systems • Usually, ad hoc interest from overseas customers
  9. 9. 9 Quick Tips Ensure the right, digitally-oriented mindset from management down throughout the organization Focus on customer experience, with insights, customized offerings, responsiveness, omni-channel options and online support Include international express delivery options to convert ad hoc, low volume and premium demand from around the world Consider agile, customer-focused supply chain strategies followed by retailers
  10. 10. 10
  12. 12. E-mail: Mobile: +359 887 777 015 Marketing & Sales Manager MONIKA MITEVA CONTACT US TO TALK ABOUT E- COMMERCE
  13. 13. THANK YOU!