Every business that sells a consumer-level product to stockists, retailers, and wholesalers, needs to – at some point – consider the potential of selling directly to the consumer online.
However, appealing to a consumer in comparison to another business comes with a whole set of new challenges.
Selling directly to the consumer while still operating as a B2B business means that your existing clients – such as wholesalers, distributors, and stockists - will be concerned about losing business.
You need to create a balance between how you manage your B2B and B2C strategies. Luckily, there are methods you can take to ensure all parties benefit from your transition.
Here are a few tips to help you in this transition:
In addition to this, when selling directly to the consumer you need to consider how different your customer service process might be, and understand that everything from point-of-sale to order fulfilment is totally different to the way your B2B systems work.
Some things to keep in mind include:
It takes the right eCommerce partner to be able to guide your business through the transformation from a B2B business to incorporating B2C tactics. Take for example Camelbak, who, despite popularity within the sporting community, did not sell their product online.
To help Camelbak, RANDEM integrated a B2C model so they could sell directly to their customers online. Want to see it in action? Click here to check out Camelbak’s online store, and see the solutions RANDEM implemented.
Camelbak is now fully equipped to sell their product online direct to consumers, and can deliver an outstanding customer service experience.
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