Manufacturing eCommerce

B2B eCommerce for Manufacturers: Finding the Right Platform

Updated   |  8 min read
Key Takeaways
  • B2B eCommerce for manufacturers involves the use of online platforms and technologies to facilitate transactions between businesses in the manufacturing industry.
  • Manufacturers can sell their products or services to other businesses through B2B eCommerce platforms, which can help streamline the procurement process and increase efficiency.
  • Manufacturers can also use B2B eCommerce to manage their supply chains, track inventory, and improve communication with suppliers, distributors, and customers.
  • By leveraging B2B eCommerce, manufacturers can expand their customer base and reach new markets, both domestically and globally.
  • B2B eCommerce can also help manufacturers reduce costs and improve customer satisfaction by offering faster, more transparent transactions and improved visibility into the process when on a procurement platform.
The right B2B eCommerce platform can increase online sales.

ECommerce has emerged as an integral part of the business-to-business B2B marketplace. Manufacturers in particular are taking advantage of the opportunities offered by eCommerce, from reaching a wider customer base to increasing efficiency and reducing costs.

Selecting the right B2B eCommerce platform for a manufacturer’s unique needs can be a daunting task. It's essential that manufacturers find the appropriate platform that meets their individual needs and goals in order to maximize their success in this growing landscape.

This article examines the range of options available and provides an overview of the criteria to consider when selecting a B2B eCommerce platform for manufacturers.

Manufacturer eCommerce platforms can open online channels to customer groups.

The Benefits of B2B eCommerce in Manufacturing

With its ability to streamline operations, B2B eCommerce has become an integral part of many businesses' success. If you're considering moving part of your business online to expand your reach, the following reasons should make it clear by B2B manufacturing companies are heading online.

Direct Customer Access with No Middleman

B2B eCommerce offers manufacturers the opportunity to access customers directly, eliminating the need for middlemen or other intermediaries. This is beneficial for both manufacturers and customers, as it allows for a more streamlined customer experience. It also provides existing distribution channels with an additional way to reach more customers and generate more sales.

Cost Savings to Customers

By cutting out the middleman, manufacturers are able to significantly reduce the costs associated with running their businesses. These cost savings can be passed on to customers, leading to lower prices, better deals, and improved overall value for buyers.

Greater Control Over Pricing

By bypassing traditional distribution channels and selling products directly to customers, manufacturers have greater control over pricing and promotional strategies. Customer-specific pricing helps ensure that they remain competitive within their respective markets.

Data for Your Marketing Strategy

Another benefit of using B2B eCommerce in manufacturing is the ability to track customer activity in real time. By monitoring customer trends, such as product searches, page visits, and purchases, manufacturers can adjust their digital commerce and marketing strategy accordingly and provide better service to their customers. They can also use this data to identify new opportunities for growth and development.

A B2B eCommerce plaform that improves sales channels.

A Central Place to Let Customers Discover Your Products

B2B eCommerce frameworks and platforms provide manufacturers with a central place to let customers discover their products. This centralized location can be used to create a product catalog and share it with potential buyers.

Manufacturers can use this space to create personalized portals that showcase their offerings and give customers access to detailed product information. They can also create industry-focused content that highlights the capabilities of their products and helps customers make informed buying decisions.

Having an online presence provides manufacturers with the opportunity to expand their reach beyond local markets and target customers from all over the world. With access to new, global markets, businesses can increase sales and maximize profits. They can also respond quickly to customer inquiries and provide timely support services. By offering comprehensive customer service, they can build relationships with their buyers and foster loyalty among them.

B2B eCommerce platform for a manufacturing business.

Streamlined Location for Sales Staff

One of the biggest advantages of B2B eCommerce for manufacturers is that it provides a streamlined location for sales staff to access and manage orders. This allows them to quickly and efficiently process customer orders with fewer clicks, eliminating the need for tedious manual paperwork.

  • With an eCommerce store, sales reps can easily view order history and generate reports on customer activity, allowing them to better understand their customers and tailor their sales efforts accordingly.
  • Online ordering makes it easier for customers to place orders at any time, from anywhere in the world. This saves time for both customers and sales reps as they no longer have to wait on physical paperwork, faxes, or phone calls if items are sold online.
  • The ability to track customer activity also helps a manufacturing company better understand its customer needs. Sales staff can use analytics from online ordering data to determine which products are selling well, what type of promotions are most successful, and gain insight into customer preferences
  • By leveraging automation tools such as eCommerce AI-driven product recommendations or automated marketing campaigns via email or text message, manufacturers can further streamline their operations by cutting down on manual labor and increasing the accuracy of their decisions.
A manufacturing company uses an eCommerce platform for business-to-business eCommerce.

You're Ready for Future Sales Channels

With the right B2B eCommerce solutions and digital marketing strategies, manufacturers can access new channels like mobile or social media, as well as increase their visibility in search engine optimization results.

This digital presence enables them to connect with target buyers outside of their traditional sales networks, leading to higher conversion rates. By having an online presence, they can also expand their reach locally and internationally by reaching more potential customers and providing them with a wider range of products and services.

An eCommerce platform improves the sales process

Scaling Is Much Easier

Scaling an online store is one of the primary benefits of B2B eCommerce in manufacturing. According to recent research, more than 70% of manufacturers have seen a significant increase in their sales after adopting an eCommerce solution. This means that businesses can expect to see larger orders faster and with fewer manual errors.

By having an online store presence and an easily accessible platform, businesses are able to reach a larger customer base and build relationships with potential customers all over the world. With this comes the ability to scale faster and easier, leading to increased profits and improved performance over time. Here are some other advantages of scaling quickly with eCommerce:

Research Online

Businesses can research new markets and customer segments quickly through an online platform. This enables them to target specific audiences for their products or services more effectively and efficiently, a competitive advantage and quickly outgrowing the competition.

B2B eCommerce enterprise resource planning (ERP) paired with an eCommerce website.

Enable In-Time Manufacturing

When scaling quickly, it is important for manufacturers to have reliable B2B eCommerce supply chain management that allows them to meet customer demands in time. With B2B eCommerce solutions, they can ensure that they have the necessary materials available when needed so that they are able to take on larger orders without any delays.

ECommerce Solutions

An eCommerce solution can help manufacturers reduce costs associated with manual processes such as inventory management, order processing, shipping, etc. By automating these tasks through an online platform, businesses can save time and money while still meeting customer demands in a timely manner.

Manufacturer eCommerce businesses us an eCommerce website to scale

More Efficient Inventory and Supply Chain

B2B eCommerce software is an effective tool for manufacturers to manage their inventory and supply chain more efficiently. By utilizing the latest technology, manufacturers are able to improve customer loyalty by providing real-time information on product availability, pricing, and delivery times.

This helps to enhance operational efficiency and optimize production. Manufacturers also benefit from better data analysis capabilities which allow them to identify areas of inefficiency and make changes accordingly.

Inventory management systems are also beneficial for manufacturers as they provide a streamlined way of tracking orders and identifying current stock levels. This can help reduce costs associated with storage or handling, as well as save time in order fulfillment. The automated processes enabled by eCommerce solutions further reduce the manual labor required for order processing.

An eCommerce platform like Salesforce Commerce Cloud meets customer expectations.

Improve Brand Awareness with Potential Buyers

Manufacturers that embrace B2B eCommerce can take advantage of improved brand awareness among potential buyers. Video marketing, brand stories, and brand representation are all powerful tools for engaging with customers in the digital world.

The use of brand stories allows manufacturers to connect emotionally with their customers and build strong relationships. Using visuals to represent a brand helps to create an image of trustworthiness and reliability in the mind of potential buyers.

By creating content that resonates with customers’ needs and desires, manufacturers will be able to draw attention to their offerings and establish a positive reputation among potential buyers.

ECommerce sites will help a sales team reach new customers.

Access to Data Analytics

The integration of B2B manufacturing eCommerce solutions with manufacturing operations provides access to data analytics that would otherwise be unavailable. This enables manufacturers to gain valuable insights into customer relationships and the effectiveness of their products. Furthermore, organizations can use these analytics to assess their performance across multiple business areas.

Data Analytics allows manufacturers to:

  • Track customer purchase trends and preferences
  • Monitor inventory levels in real-time
  • Analyze supply chain operations for efficiency improvements

The availability of data analytics further enhances the benefits of B2B eCommerce solutions in manufacturing, enabling manufacturers to better understand customer needs and increase operational efficiency.

By leveraging data analytics, manufacturers can maximize profit by anticipating changes in demand and optimizing pricing strategies. In addition, they can also identify areas where cost reduction is possible, such as reducing waste and improving resource allocation.

Data analysis of customer data can greatly improve online sales.

How to Effectively Use eCommerce for Manufacturing

In order to effectively utilize eCommerce for manufacturing, there are a few key factors to consider.

  1. Invest in a B2B eCommerce platform: Choose a reliable, robust eCommerce platform for B2B that can help streamline your supply chain and improve communication with suppliers, distributors, and customers.
  2. Optimize your product catalog: Organize your product catalog in a way that makes it easy for customers to find and order what they need.
  3. Streamline your order management: Use e-commerce tools to manage orders and track inventory in real time.
  4. Improve customer service: Offer multiple communication channels, such as email, chat, and phone, to ensure prompt and efficient customer service.
  5. Offer flexible payment options: Provide multiple payment options, such as credit cards, ACH, and wire transfers, to cater to different customer needs. Bring these all together with a payment hub.
  6. Use data analytics: Leverage data analytics tools to gain insights into customer behavior and preferences, and use this information to improve your marketing and sales strategies.
  7. Optimize your website for search engines: Implement SEO solutions to improve the visibility of your website and attract more organic traffic.
  8. Focus on mobile optimization: Ensure that your e-commerce platform is optimized for mobile devices to cater to customers who prefer to shop on their smartphones or tablets.
  9. Offer personalized experiences: Use customer data to provide personalized product recommendations and offers to customers based on their past purchases and browsing history.
  10. Continuously improve and optimize: Regularly monitor and optimize your e-commerce operations to improve efficiency and customer satisfaction.
The B2B eCommerce business model should have a specific customer focus.

Conclusion: Manufacturing Industry Solutions

The benefits of B2B eCommerce in manufacturing are undeniable. The ability to reach customers quickly and efficiently, the decreased cost of goods and services, and the speed and accuracy of data exchange are just some of the advantages that manufacturers can gain from implementing eCommerce into their business models.

As a result, it is important for manufacturers to understand how to effectively use eCommerce for their operations in order to maximize profitability. They must also consider key factors when creating an eCommerce store that will cater to their specific needs.

Which is the best eCommerce platform for manufacturers? That largely depends on your particular business. We humbly offer...

 

The Best eCommerce Platform for Manufacturing Companies

CEF, the Clarity eCommerce Framework, is a leader in B2B eCommerce platforms for manufacturers. Our proprietary platform is designed with APIs in mind, letting our customers have the best of both worlds—a robust sales platform that also lets them add the apps for shipping, payment, inventory, duties, taxes, and more that are best for their needs.

We'd like to show you how it works for your B2B manufacturing company, so get in touch for a complimentary discovery session.

Salesforce Commerce Cloud contains ERP and CRM systems.

FAQ

 

B2B (business-to-business) in manufacturing refers to the exchange of goods or services between two or more businesses. In this context, manufacturing companies sell their products or services to other businesses rather than directly to consumers.

B2B transactions may involve raw materials, finished goods, components, or services required for the production process. B2B relationships in manufacturing can be either upstream, with suppliers providing raw materials or parts to manufacturers, or downstream, with manufacturers selling finished products to distributors or retailers.

Efficient B2B relationships are essential for a thriving industry, as they help companies optimize their supply chains and increase productivity.

 

B2B eCommerce refers to online transactions between two or more businesses. Common examples of B2B e-commerce include online marketplaces, such as Alibaba or Amazon Business, where businesses can purchase goods from various suppliers.

B2B eCommerce platforms also include procurement systems, where businesses can streamline their purchasing process by ordering products from their suppliers through a centralized platform. Another example is B2B software, which is used by businesses to manage their operations, such as inventory management, accounting, and customer relationship management.

 

Manufacturers can be both B2B (business-to-business) and B2C (business-to-consumer) depending on their target customers. If a manufacturer produces goods that are sold directly to consumers, then they operate in the B2C market.

For example, a manufacturer that produces and sells smartphones or other consumer electronics directly to customers is operating in the B2C market. However, if a manufacturer produces goods that are sold to other businesses, they are operating in the B2B market. For example, a manufacturer that produces raw materials, components, or finished goods for other businesses is operating in the B2B market. Some manufacturers may operate in both markets, producing goods for both businesses and consumers.

 

Manufacturing eCommerce refers to the use of online platforms and technologies for buying and selling goods and services in the manufacturing industry. It involves the use of B2B eCommerce platforms to streamline the supply chain, manage inventory, and improve communication between manufacturers and their suppliers, distributors, and customers.

Manufacturing eCommerce can include the sale of raw materials, components, finished goods, and services used in the production process. By leveraging e-commerce technologies, manufacturers can increase efficiency, reduce costs, and improve customer satisfaction. Manufacturers can also use eCommerce platforms to expand their reach to new markets and customers, both domestically and globally.

 

B2B eCommerce for manufacturers presents a unique set of challenges, stemming from the complexity of the industrial supply chain and the specific needs of business customers. Here are some of the primary hurdles:

  • Integration with existing systems: Manufacturers often have legacy systems for inventory management, supply chain, and customer relationship management. Integrating these with an eCommerce platform requires significant effort and can be prone to errors.
  • Complex pricing structures: Business customers often negotiate custom pricing based on volume, frequency, and other factors. Implementing dynamic pricing that reflects these agreements accurately is challenging.
  • Product configuration and customization: Many manufacturing products require customization to meet the needs of specific customers. Implementing tools for configuring products online while ensuring accuracy and feasibility is a considerable challenge.
  • Managing large catalogs: Manufacturers typically offer a wide range of products with various specifications and options. Organizing and presenting this information in a user-friendly manner can be daunting.
  • Supply chain visibility: Business customers often require real-time visibility into the availability of products, order status, and shipment tracking. Integrating this information across the supply chain can be complex.
  • Security and compliance: Handling sensitive business data and ensuring compliance with industry regulations (e.g., GDPR, HIPAA) adds an extra layer of complexity to B2B eCommerce for manufacturers.

Addressing these challenges requires a combination of robust technology solutions, effective data management practices, and a deep understanding of the intricacies of the manufacturing industry.

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Stephen Beer is a Content Writer at Clarity Ventures and has written about various tech industries for nearly a decade. He is determined to demystify HIPAA, integration, enterpise SEO, and eCommerce with easy-to-read, easy-to-understand articles to help businesses make the best decisions.