This document discusses how B2B eCommerce can revolutionize wholesale sales by moving beyond outdated printed materials like catalogs. Current sales processes using paper orders, Excel forms, and printed presentations slow momentum and limit visibility. A B2B eCommerce platform allows reps to quickly find products, build customizable catalogs, present and select products digitally, capture notes and orders anywhere, and accurately forecast orders. This increases order sizes, customer lifetime value, and profits dramatically while taking control of the entire sales cycle.

1. Revolutionize Wholesale
Sales With B2B eCommerce

2. What is B2B eCommerce
Cloud & Mobile
eCommerce for Wholesale
Wholesale 2.0
Orders
Quotes
Product Catalogs
Inventory
Reporting
Customer Data
Marketing Materials

3. The Problem We Are Solving
(B2B) Is an entire channel
waiting to be disrupted.
Wholesale industries are
stuck in the dark ages.
Current processes are
extremely antiquated.
(i.e. Handwritten orders & printed catalogs)

4. Increase sales
two ways…

5. Existing Customer
Growth
New Customer
Acquisition1 2

6. CUSTOMERS
Acquisition Growth
Prospects Conversion Reorder &
Up-Sell
Referral

7. Let’s begin looking at why current
sales strategies are broken…

8. Sales Reps Use
Printed Catalogs
• Immediately out of date
• Exorbitant design & print costs
• Impossible to search & filter
• Multiple versions - different regions

9. HIGHLIGHT
Buyer or Rep
Manually
‘Noted’ Styles
• Notes are in a single catalog - buyer leaves with valuable info
• Manager / owner has zero visibility on forecast / trending styles

10. The rep reaches
for the order pad
or excel form…

11. A negative cycle starts:
• Rep & buyer lose valuable momentum (given effort)
• No visual presentation to drive the sale forward
• Nearly impossible to edit quickly — your window for
up-sell shuts
• Buyers who are not ready will rush this process,
minimizing or killing any possible opportunity

12. The rep &
buyer
dance
begins…
The rep is now at the mercy of the buyer.
The sale has not been managed.
Meanwhile, you have a stack of scribbled
notes (what you can remember) &
handwritten orders that can’t be analyzed.

13. To keep the ball rolling, you create PPT
presentations to recap your buyer
meetings…

14. 40 Minutes Per Presentation

15. You spend weeks
creating these
(day & night)
You tried emailing these, but they are too big?!?
Next, how do you take a PPT to the order phase?

16. Without any concrete
forecasting or
pipeline…
The brand risks
everything and
places a production
order.

17. In your final
selling week,
Orders start
appearing.
Head office
enters each
order in a
frenzy to get
visibility.

18. What Have We Discovered
Move Beyond Printed Materials
Out of Date / Wasted $$$ / Impossible to Search or Recap
Buyer ‘Likes’ - Instant & Sortable Recap to Drive Next Step
Impossible with Paper or Excel
Orders Must Be a Natural Step
Don’t Kill Momentum by Using an Order Form in Another Medium (Paper or Excel)
Orders Must Be Visual, Easily Editable & Offer Forecasting
Production Orders Should be Based on Real Data
Give Yourself Sales Control
Why Would the Customer Purchase Deeper into Your Collection?

19. Let’s now compare using a B2B
eCommerce platform

20. Present an Unlimited
Amount of Catalogs

21. Sell Confidently with Accurate,
Up-to-Date Inventory

22. Quickly Find Products
with Searchable Catalogs

23. Catalog to Close

24. On the Web:
• Beautiful Presentation
• Buyers Select Products to Order

25. Buyers Select Products from
Multiple Catalogs on 1 Order

26. Present & Select - iPadPresent & Select Products via iPad

27. Recap & Upsell
Drag N Drop Whiteboard

28. • Share Recommended Order
• Send as 1-Click EZ Order
• Bulk Mail to One or Many Buyers

29. Buyer Selects Desired Products
from Your Recommendations

30. Buyer Enters Quantities &
Submits Order

31. Easily Create Forecast Orders

32. Reporting

33. Edit Products, Quantities &
Dates

34. Order Is Submitted &
Confirmed

35. Smile!
(Actual
Customer)

36. How to Sell Inventory
Like a Champion

37. Select “Immediate” Product
Under “Availability”

38. Add to a Custom Catalog

39. • Share with 1 or Many Buyers
• Buyer Can Order In 1-Click

40. Why New Customers Are Worth
More than their First Order

41. LTV - “Lifetime Value”
Average Annual Order Volume
If you had 100 specialty stores last year & only 80 of those rebooked this year, then
you churn 20% of your customers year over year. Your average customer lifetime is
1/0.2 = 5 years
Average Customer Lifetime
X

42. Example
Average Order Value $36,000
Length 5 Years
LTV $180,000
New Stores Acquired in 1 Year 30
Total LTV Created $5,4000,000

43. The Magnitude of
Increasing Order Size

44. Increase Order Size vs. Profit
Sales Lift
15% 20% 25%
Sales $3,000,000 $3,450,000 $3,600,000 $3,750,000
COGS $1,200,000 $1,362,750 $1,404,000 $1,443,750
Expenses $1,600,000 $1,600,000 $1,600,000 $1,600,000
Profit $200,000 $487,250 $596,000 $706,250
% 6.7% 14.1% 16.6% 18.8%
Baseline Profit Growth 243.6% 298.0% 353.1%

45. Conclusions

46. Increase Order Size
No More Out of
Date Printed
MaterialsTake Control of Your Selling
Proactive
Selling

47. Forecast & Report Accurately
Analyze Your Business

48. Sell Anywhere
Go Mobile (Offline)
Enable your sales reps to capture
notes, quotes & orders anywhere.
Offline capable = no need for WiFi
Ideal for tradeshows, in-store or on
the road.

49. Conclusions
Take Control of the Sales Process - Break Free from Paper
Focus on Order Growth - Dramatic Profit Differences
Control the Sales Cycle & Increase Order Volume Per Customer
New Accounts Are Worth Many Times their First-Order Value
Don't Live in the Dark with No Data
Forecast with Real Data & Put Yourself in a Winning Position
Enable Your Team to Sell More with Less
B2B eCommerce Is a Revolution that Is Available Today