1. E-commerce & the New Professional Online Consumer
Manufacturing
E-commerce & the New Professional Online Consumer
Giuseppe Ianni
Business Development Director

2. Giuseppe Ianni Business Development Director | Sana Commerce

3. Agenda
Businesses are changing how they engage customers in a digital world
Meeting the needs of today’s professional B2B buyer
E-commerce requirements for manufacturers looking to take their business online leveraging Microsoft Dynamics NAV

4. There is a huge transformation going on in the way companies do business.
This creates challenges and opportunities for your customers and therefore for you.
Your partnership with Sana Commerce will enable you to help your Business master this digital transformation.

5. The e-commerce Opportunity For Manufacturers

6. it started with consumer sites.
online retail sales in the U.S. were expected to reach $334 billion
in 2015 and are projected to top
$480 billion
by 2019.
Source: Forrester Research (2015)

7. Consumer Shopping trends
Customers demand an Amazon-like experience.
They also enjoy the convenience of shopping whenever, wherever, however
Flexibility – buy online, pick up in store
A personalized online shopping experience is expected.
Product comparisons, reviews and shopping around for the best price.

8. Consumer Shopping trends
And remember – today’s B2C shopper may also be your B2B buyer who will want the convenience and self-service e-commerce delivers

9. The b2b e-commerce opportunity
B2B e-commerce sales will top $1.13 trillion by 2020.
80% of B2B businesses are now planning to invest in e-commerce.
© Forrester Research, April 2015 & Acquity Group, 2015

10. e-commerce trends for B2B
Retailers are already on board and now, the need for digital transformation is very clear to most B2B businesses.
The central role of the ERP system in relation to online sales is better understood now.
More demand for second generation e-commerce platforms.

11. The e-commerce opportunity

12. Professional B2B Buyers

13. 83% B2b buyers are transforming
of professional B2B buyers search the internet before buying any products.
68% of professional B2B buyers are already purchasing products online.
Source: Forrester Research (2014), Acquity Group (2014) en Accenture (2014)

14. Professional B2B Buyers
In all industries, business purchases are researched just like personal purchases are - online
Demand “Amazon-like” experience
Highly connected & engaged, prefer to self-serve
Require pricing and inventory transparency in real time
Amazon and eBay helped create the online consumer and now are doing the same in the B2B space with online marketplaces selling business products

15. 34% Existing Supplier and client Relationships can change
of B2B Buyers Made purchases outside of their existing supplier so they could buy online.
Source: UPS (2014)

16. e-commerce For Manufacturers

17. E-commerce for Manufacturers - Complexities
Wholesaler

18. e-commerce for Manufacturers – Client Demands
100% order accuracy in as few clicks and as little time as possible
A rich experience, personalized for each client
Flexible payment options (purchase orders, ACH, on account)

19. 15% Further Room for Growth Online
of Global spare parts sales will be made online by 2025 directly from the manufacturer to the consumer.
Source: Frost & Sullivan (2015)

20. e-commerce for Manufacturers – Unique Needs
Complex customer pricing - trade agreements, tiered pricing
Custom catalogs per account
A multitude of spare parts and customized products
Kitting, Bill of Material (BOM)
Quoting & order approval

21. e-commerce for Manufacturers
Unified multi-channel - bringing online, print catalogs and your sales team into a single ecosystem

22. INTERFACED SOLUTIONS
interfaced web store
Two systems to maintain
Rebuild your erp in the web store
Complex interfacing projects

23. INTERFACED SOLUTIONS
VS.
Integrated SOLUTION
interfaced web store

24. Integrated SOLUTION
QUICK and smart integration
One system to maintain

25. 42 benefits of integration
24/7 CUSTOMER FOCUS
Customer Information
Customer Catalog Filter
Customer Representation
Customer Localizations
REAL TIME PRODUCT INFO
Real-Time Availability
Future Availability
Variant Availability
PERSONALIZED MARKETING
Personalized Content
Marketing
Predictive Ordering
Sales Statistics
Cross & Upsell
COMPLEX PRICING
Complex Product Pricing
Customer Pricing
Discounting Rules
Tier Pricing
Orderline Discounts
Invoice Discounts
Sales Tax Calculation
100% CATALOG VISIBILITY
Efficient Store Setup
Multi-Store Roll-Out
Multi-Company
Catalog Filters
Facetted Search
Related Products
Unit of Measure
Variants
Bill of Materials
Product Customizations
Auto Charges
Featured Products
Master Data
FLAWLESS ORDERING
Real-Time Ordering
Data Validation
Credit Management
Cart Calculation
Order Comments
Shipping Address
Shipping Methods
Ordering Channels
Track & Trace
Edit Order
Re-Ordering
Online / Offline Order History
Download The Integration Guide!

26. Summary

27. There is a huge transformation going on in the way companies do business.
This creates challenges and opportunities for your customers and therefore for you.
Your partnership with Sana Commerce will enable you to help your Business master this digital transformation.

28. Summary
Businesses are changing how they engage customers in a digital world
Meeting the needs of today’s professional B2B buyer
E-commerce requirements for manufacturers looking to take their business online leveraging Microsoft Dynamics NAV

29. Giuseppe Ianni Business Development Director | Sana Commerce