B2B ecommerce development for manufacturing industry

Traditionally, manufacturing companies have focused on B2B sales, relying on Enterprise Resource Planning (ERP) systems to manage operations. 

However, many small and medium-sized manufacturers are also exploring B2C sales. 

While ecommerce is often associated with B2C and consumer goods, it can also be a powerful tool for manufacturing and distribution businesses as well.

You’re probably aware of the potential of ecommerce to reach both business and consumer markets. However, effectively serving these different customer segments requires careful consideration since B2B and B2C customers have different priorities.

Business customers are focused on product specifications, pricing, delivery and payment terms, often involving multiple decision-makers and prioritising long-term partnerships. 

On the other hand, end consumers prioritise product features, price, convenience and brand image,often making quicker decisions based on online reviews and social media.

If you're a manufacturer struggling to effectively showcase your extensive product ranges to diverse audiences, using a B2B ecommerce platform and its smart features can make a significant difference. 

By categorising products according to customer segments, using technology to personalise product displays, and providing clear, detailed descriptions, you can address these challenges efficiently and enhance your overall presentation.

Let’s explore some of the core challenges you might face as you venture into the world of ecommerce:

1. Expanding sales channels

In addition to your traditional business-to-business sales, you’re looking for ways to diversify your sales channels, including expanding into B2C markets. While this expansion is essential for growth, it often comes with its own set of challenges. 

Many manufacturers are struggling to balance the costs and inefficiencies of their existing distribution networks with the need for new, more agile sales channels. 

The transition can be expensive and time-consuming, creating friction between traditional and modern sales methods.

2. Managing customer relationships

Maintaining control over customer relationships is critical for manufacturers, but that's easier said than done. Integrating and optimizing different technology stacks, especially legacy ERPs that lack modern integration capabilities, can present significant challenges. 

The disconnect between old and new systems can cause inefficiencies, making it challenging for manufacturers to deliver a seamless customer experience.

3. Delivering a personalized online experience

Today's B2B customers expect the same rich, personalized online experiences they enjoy in their personal lives. But let's be honest, delivering these experiences isn't exactly a walk in the park. 

Navigating the complexities of product configuration and pricing models, combined with the challenge of creating compelling content, makes it tough for manufacturers to deliver the personalized online experiences that today’s customers expect.

To address these challenges effectively, consider incorporating these essential features into your B2B ecommerce platform:

• Customizable catalogs: Tailor your product listings to each client’s needs for a personalized experience.
• Easy bulk ordering: Simplify large transactions with efficient bulk ordering tools.
• Seamless ERP integration: Ensure smooth data flow and accuracy by connecting with your existing inventory and accounting systems.
• Advanced search tools: Help clients quickly find what they need with powerful search features.
• Secure payments: Protect sensitive financial information with robust payment security measures.

These challenges can be overcome through modern e-commerce solutions, seamless system integration, and optimized processes.

Digital transformation is essential for you to thrive in today’s competitive markets. 

For many companies traditionally focused on B2B, exploring B2C sales has become crucial. An ecommerce platform can handle both B2B and B2C needs with ease. 

Today’s buyers, whether businesses or consumers, start their search online. If you’re not there, you’re missing out on countless opportunities. 

Ecommerce is not just about attracting new customers through SEO - it's about being where your customers are.

For B2B sales, ecommerce platforms not only attract new customers but also enhance the sales process itself. One of the biggest challenges in implementing ecommerce for B2B sales might be resistance from your sales team. 

Many salespeople fear that digital platforms will replace them or cut into their commissions. However, the reality is that ecommerce can only complement and enhance their efforts, not replace them.

By integrating your ecommerce platform with existing ERP and CRM systems, your sales team can access real-time data, making their work easier and more efficient. 

For example, your sales team can use an iPad during client meetings to display live product assortments and prices. 

Since different clients often have unique pricing structures, the platform allows salespeople to log into specific accounts and showcase tailored prices directly, making sales meetings more effective.

Connecting ERP and CRM systems with a B2B ecommerce site is crucial for streamlining business processes, reducing errors, and enhancing customer experience. 

This integration provides real-time insights, automates processes, and improves accuracy, helping you make better decisions and ultimately drive business growth. The result is an optimized B2B ecommerce experience that benefits both your company and your customers.

That’s why many manufacturers are turning to ecommerce platforms like Magento or Litium to meet the demands of both B2B and B2C customers. 

These platforms offer the flexibility and scalability needed to manage complex product catalogs, handle diverse customer segments, and integrate with existing systems.

While your primary focus may be B2B sales, don’t overlook the value of adding a B2C component. Many younger consumers, particularly those in their twenties, prefer shopping online rather than in physical stores. By incorporating B2C into your strategy, you can tap into this new market and set your business up for future success. 

Online prices are often more competitive, and selling directly to consumers not only boosts your brand’s visibility but also drives significant sales growth.

Have you considered updating your current ecommerce solution? 

For many companies with in-house solutions, the limitations tend to become apparent over time. Upgrading to a more scalable platform like Magento could be a worthwhile investment. 

As one of the leading ecommerce platforms, Magento offers a wide range of features that might be just what you need." It’s used by many successful brands, such as Ford, Samsung, and Nike. 

While Magento Enterprise can be costly, our custom development approach avoids the high license fees and sales percentages associated with it.

Magento's core features, including pre-built modules and a streamlined workflow, can reduce development time from months to days. With Adobe backing Magento, the platform continually evolves, ensuring you stay current with industry standards and upgrades. 

In contrast, custom solutions can become outdated, locked into specific frameworks, and difficult to update.

Our ready-made solutions, developed through previous B2B projects, streamline the process and significantly reduce development time.

Without these ready-made solutions, the process could take two to three times longer. 

Switching to Magento can offer a more flexible, cost-efficient solution, streamlining your e-commerce operations while avoiding the risks associated with outdated custom systems and budget overruns.

To better understand the potential costs for your project, whether you need a new store, an update, or a migration, feel free to try our eCommerce Cost Calculator.

Successful examples from companies like Arvid Nilsson highlight the importance of using ecommerce platforms like Magento.

Initially using Magento 1, the company upgraded to Magento 2 with our ecommerce development services. Recognizing the need to better manage their extensive catalog of about 40,000 products at that time, we integrated Product Information Management (PIM) and ERP systems with the Magento platform, enabling real-time updates and streamlined operations. 

A crucial aspect of this integration was linking order management with the ERP system. Orders are now stored in Magento and sent to the ERP system in real-time. 

Our team developed custom modules to handle product attributes and categories efficiently, and executed data migration through rigorous batch testing and validation. 

These upgrades including the migration from Magento 1 to Magento 2 and the integration of new PIM solutions led to significant improvements for our client, increasing speed and efficiency. 

However, implementing digital transformation in manufacturing is usually easier said than done. To make the process smoother, partnering with a trusted provider is essential to navigate these challenges effectively.

The manufacturing industry is evolving, and those who embrace ecommerce will gain a significant advantage over competitors who do not. 

By understanding the differences between B2B and B2C customers, utilizing technology to enhance your sales process, and learning from successful examples, you can harness the full potential of B2B ecommerce development.

As a certified Adobe ecommerce partner, we deliver secure, high-quality solutions that boost your online business. 

We’ve worked on many B2B projects and have ready-made solutions that speed up development, which would take significantly longer without them. 

If you’re near Gothenburg, we’d be happy to meet for a coffee and discuss how we can help you. Alternatively, we can arrange an online meeting to delve into your specific needs.