MivaCon 2014 Breakout Session: Business to Business Ecommerce Solutions Using Miva Merchant Presented by Dan Smith

1. E-Commerce B2B
Dan Smith

3. • Owner of DSI Development (2000)
• Worked for Yamaha as eCommerce District Manager
(Sweetwater Sound, Musician's Friend, Guitar Center)
• Live here in San Diego
• Married with two beautiful girls
• Avid Mountain Biker
• Worked with Miva Solutions for 10 years

4. • B2B Commerce Overview
• Case Study with Partsking.com
• Case Study of StarDistributing.com
• Marketing B2B Commerce Sites
• Questions & Answers

5. eCommerce Revenue
US Market
• B2B - $559 Billion
• B2C - $252 Billion
• B2G - $6Billion
81 percent of B2B
procurers would choose a
supplier that offers an
online ordering option
over an equal supplier that
does not.
Sources:
Olausson, Martin. "Online Trends in B2B E-commerce." Zooma.
N.p., 30 Nov. 2012. Web. 07 Aug. 2013.

6. • 50% of yearly sales for
many B2B companies
come from online
transactions.
• Yet, not many B2B
companies have an online
presence. Only 25%.
• 47 out of 50 corporate
buyers believe suppliers
need to invest more in
making the online
experience of B2B as easy
as B2C.
Sources:
"Study Finds More Than 1/3 of Corporate Buyers Expect Online
Spending to Increase in the Next Year." News | Acquity Group.
Acquity Group, LLC, 29 May 2013. Web. 07 Aug. 2013.

7. Most corporate buyers are
comfortable making major
purchases of $5,000 or more
online.
• 16% make major purchases
once a month online
• 18% make major purchases
2-4 times per month
• 14% make major purchases
5-11 times per month
• 13% make major purchases
11 times or more per
month
Sources:
2012 B2B E-Commerce Survey: Results and Trends. Rep. Oracle, Feb.
2012. Web. 8 Aug. 2013.

8. • Scalability
• More Customers
• Improve Brand Awareness
• Increases Sales
• Improved Sales Engagement
• Customer-Cetric Experience
• Exceptional Customer Service
• Multi-site capability
• Analytics

9. • Scalability
The right ecommerce solution will enable your company to
grow and scale easily. Create new market demands, open
new sales channels and reach new market segments.
• More Customers
A B2B ecommerce site with public-facing catalog pages can
reach new B2B customers. More & more B2B buyers head
online to find the best prices for the items they sell.
• Improve Brand Awareness
Ecommerce helps B2B organizations improve customer
reach and increase the brand awareness.

10. • Increases Sales
Open 24/7, 365 Days a Year. Ecommerce allows your business to
reach new customers, which results in new sales. Easily implement
an automated cross-sell and up-sell recommendations.
• Improved Sales Engagement
A B2B ecommerce site will improve your sales teams’ visibility into
customer orders, pricing, and history while on the road or working
remotely.
• Customer-Cetric Experience
B2B organizations need to employ intuitive design, rich
content, and interactive functionality, such as a robust search
engine in their ecommerce websites.

11. • Exceptional Customer Service
Ecommerce sites can provide access to self-serve account and order
information after a customer completes the secure login process. An
ecommerce site can display only the products, services and pricing based
on customer log in credentials.
• Multi-site capability
Launch channel-specific or co-branded ecommerce sites. This capability
allows you to offer co-branded websites for each of your distributors or
product lines.
• Analytics
B2B ecommerce provides the perfect platform for an organization to
launch a comprehensive analytics campaign. Organizations can measure
and evaluate marketing campaigns, sales effectiveness, product
mix, inventory turns, and customer engagement.

12. • Custom Log In
• Set Up Tax Free Clients
• Set Up Price Groups
• Create Kits from Individual Products
• Wholesale Pricing
• Detailed Shipping Rules
• ERP / CRM Integration
• Ability to Offer Credit or Terms to Clients
• Bulk Ordering

13. Return On Investment Consider:
1/3 of B2B orders are entered manually, phoned in, faxed in, or emailed.
$33 $10 $1
Cost Per Transaction:

14. Yet only 25% of B2B’s have an online presence…
Percent of B2B Companies Utilizing eCommerce
B2Bs Online
B2Bs Not Online

15. Partsking.com & StarDistributing.com

16. Partsking.com
• 125,000 Parts
Commercial Laundry
& Residential
Appliances
• B2B & B2C
• International Sales
• Live Chat / Help
• Multiple Shipping
Rules
• Integrated w/ Sage
ERP

17. Partsking.com
• Search Spring
Search Engine
• Increased Sales by
9% in first month
• Robust Search
• Offers incredible
statistics

18. Partsking.com 2014
• Integration to
Wholesalers directly
thru EDI
• Allow Automated
Sales Orders to be
Placed with
Wholesaler
• Wholesaler dropships
orders and returns
information into
Partsking.com
• Customer records
updated with tracking
information

19. Star Distributing B2B Model
• Sales
• Own Construction
Company to build &
remodel laundries
• Installation
• Service Dept. • Service School • Parts Department
• Online Sales
Customer
wants a New
Laundromat

20. StarDistributing.com
• Parts & Equipment
• Location Based
Sales (95%
TN, KY, AL, MS &
GA)
• Tiered Pricing
• Tax Free Sales
• 90% Free Shipping
• Product Quotes
• Integrated w/ Sage
ERP

24. Local Listings - Google, MSN & Yahoo
If your business has a local office or warehouse you need to capture your local listings.

25. Pay Per Click & Product Listing Ads - Google
PPC or SEM Marketing is very effective but can be costly. Yields excellent ROI tracking.

26. Email Marketing - Direct Communication
A Good Quality List & Email Campaign keeps your customers engaged & informed.
• Constant Contact
• iContact
• GetResponse
• SendPepper
• Aweber
• Integrated CRM

27. Social Media Marketing – Instant Communication
Social Media creates instant communication & buzz for new products or services.
• Facebook
• Twitter
• Pinterest
• LinkIn
• Flickr
• Foursquare

28. If Pictures = 1000 Words then Video = a Million
• YouTube
• Facebook
• Vimeo
• Google Hangouts
• EasyVideoSuite
• Screencast

29. Definition Of Reputation Marketing:

30. In The Past:
• Businesses that Rank on the 1st Page
of Search Results
• Businesses with More Than 1 Listing
on the 1st Page of Search Results
Today & Beyond:
• Businesses with Gold Stars
• Businesses with GREAT Reviews &
Online Reputations
• Businesses with a GREAT Reputation
AND More Than 1 Listing on 1st Page

34. • Local Listings
• Directories
• Pay Per Click
• Product Listing Ads
• Email Marketing
• Social Media Marketing
• Reputation Marketing
• QR Codes for Offline
Marketing Materials
• Videos – Service &
Products
• SMS & Mobile
Marketing

36. ReviewDan.com
Dan Smith
dan@dsidev.com
619-871-9297