B2B Digital: business market largely online in two years

In two years, the business market has completely switched to e-commerce due to corona. That was different two years ago. Back then, e-mail and the telephone were mainly used, says Armand van den Bos of Sana Commerce at Emerce B2B Digital. From Monday the video collection is available B2B Digital fully available through this site.

His company recently published the 2022 B2B Buyer Rapport, in which 1200 B2B buyers from different countries (including the Netherlands and Belgium) were surveyed. “You are talking about companies that could have been in the Top 5 of the Twinkle 100 in terms of turnover.”

Important features of B2B e-commerce are repeat purchases and purchases in high volumes. Sales through marketplaces represent about a quarter of the market. “That is not going very fast yet because you still have to bring specific companies from the sector together,” says Van den Bos.

Of course, there are business suppliers who sell complex products, where expert guidance is essential. Van den Bos cites a manufacturer of tunnel boring machines as an example. “Heavy machines are of course less suitable for e-commerce, but you can sell parts for them online.”

Even though online has become the most important sales channel for B2B, it appears that 50 percent of B2B webshops do not meet customer expectations, and 37 percent of B2B customers also experience incorrect orders every week. This has a negative impact on the valuable customer relationship that has been built up so successfully offline. “A major problem that we see regularly is that the webshop does not have access to stock management. Then you order a product, but a day later you are told that it cannot be delivered.”

Of video Improve your customer relationship in a changing B2B market can be viewed for free on Monday 15 November after registration.


Source: Nieuws – Emerce by www.emerce.nl.

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