w502 – b2b seller: the value of a web-based storefront · product management more and more...
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Summit 2007: Get Connected
W502 – B2B Seller: The Value of a Web-Based Storefront
Rob FleishmanProduct Management
More and more distributors are rolling out dynamic Web-based storefronts as a strategic part of their business. But how do you make sure having a site will yield value for your company, and when will it pay off? This session will cover how B2B Seller can be deployed and pinpoint the business value it brings to a distributor.
Pre-requisites: None
Wednesday, 2:30 p.m.
© 2007 Activant Solutions Inc. All Rights Reserved
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Objectives
Understand the value of a Web-based storefrontDistinguish the unique value of Activant B2B SellerComprehend the basic functionality of B2B SellerLearn how to maximize the value of your Web-based storefront
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Return on Investment Opportunity
Expand your company’s presence in the marketplaceDrive incremental revenueMaximize customer satisfaction and loyaltyCut your costsBecome more profitable!
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Web Storefronts – The Four Key Elements
CatalogOrderPaymentCustomer self-service
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Value Proposition of the Web Storefront
Business 101: Profit = Revenue – CostsDrive revenue
Access 24 hours a day, seven days a week Shopping instead of order placementB2C – Business to ConsumerExpand market presenceIncrease customer service/satisfaction
Reduce Costs Operational efficienciesResource reallocation
© 2007 Activant Solutions Inc. All Rights Reserved
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Unique Value of Activant B2B Seller
Complete solution integrates all four elements of a “high-end” storefrontActivant
Single provider for supportNew features driven by you
Seamless integration to Activant’s enterprise software solutions
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Seamless Integration to Business System
Single point of data maintenanceItem categorizationAdd and edit item informationPrices, Tax Tables, Unit Sizes, etc.
Real-time customer account dataAutomated order importCustomer-specific pricing
Calculated in real-time by business systemEliminates discrepancies and resulting issuesResource-intensive
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Windows SQL – Full-text indexing and searchingDatabase technology designed specifically to expedite searches on large datasets
Builds special search catalog
Improves return of results by orders of magnitude
Version 5.0 – Performance Improvements
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Windows SQL – Full-text indexing and searching
Conversion to incremental DTSChange of philosophy on maintaining web database
Updates only changed records
Minimizes the time for DTS completion
Works in conjunction with full-text catalog
Version 5.0 – Performance Improvements
© 2007 Activant Solutions Inc. All Rights Reserved
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Windows SQL – Full-text indexing and searching
Conversion to incremental DTS
Activant Prophet 21 component re-designReal-time access to pricing/availability = time issues
Dependent on database calls across the Internet
Exponential reduction in number of calls
Exponential reduction in time to retrieve pricing and availability information
Version 5.0 – Performance Improvements
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Summit 2007: Get Connected
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B2B Seller – Overview Demonstration
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B2B Seller – Customer Login
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B2B Seller – Customer Login
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B2B Seller – Quick Order Pad
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B2B Seller – Searching for Items
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B2B Seller – Product Category Structure
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B2B Seller – Product Category Structure
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B2B Seller – Master Product Categories
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B2B Seller – Text Searching
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B2B Seller – Text Search Administration
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B2B Seller – Text Search Administration
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B2B Seller – Text Search Administration
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B2B Seller – Text Search Administration
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B2B Seller – “Boolean” Searching
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B2B Seller – Text Searching
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Item Search – Results Screen
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Item Search – Matrix Pricing Display
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Item Search – Volume Pricing Support
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Shopping Cart
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B2B Seller – Shopping Lists
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B2B Seller – Shopping Lists
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B2B Seller – Shopping Lists
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B2B Seller – Suggestive Selling
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B2B Seller – Suggestive Selling
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B2B Seller – Suggestive Selling
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B2B Seller – Suggestive Selling
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Checkout Process
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B2B Seller – Home Page
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My Account – Customer Self-Service
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Open Payables Query
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Open AR Web Payments
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Automatic Payment Allocation
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My Account – Customer Self-Service
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My Account – Open Orders Query
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My Account – Open Order List
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My Account – Open Order Detail
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My Account – Customer Self-Service
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My Account – Customer Purchase Query
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My Account – Customer Purchase Query
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My Account – Customer Purchase Query
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My Account – Customer Purchase Query
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My Account – Customer Purchase History
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My Account – Customer Purchase History
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My Account – Customer Purchase Query
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My Account – Customer Purchase History
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B2B Seller – Administration Options
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Administration – Abbreviations
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Administration – Shopper Management
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Administration – Shopper Record
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Administration – Support Utilities
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Administration – Support Utilities
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Administration – Rotating Images
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Administration – Rotating Images
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Administration – Rotating Images
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Administration – Rotating Images
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Administration – Rotating Images
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Administration – Survey Questions
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Administration – Survey Questions
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Administration – Survey Questions
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Administration – Survey Questions
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Administration – Survey Questions
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Maximizing the Value of Your Storefront
MYTH: “Build it and they will come”Marketing site is essential
Indirect marketingTarget marketing
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Indirect Marketing
Put your web address everywhereTrucksLetterhead and business cardsUniformsYellow pagesPrint catalogTelephone hold track
Search engine placementReciprocation partnerships
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Target Marketing
Create and distribute collateral to expand your market presence
Mail brochures directly to customersFax blasts, e-mails, etc.
Offer rebates for web ordersPromotional items for first-time shoppers
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Expand Market Presence and Profile
Tell people who you areTell people what services you offerShowcase specific products and specialsResource Center
Make it easy to find the right productPhase out your paper catalogProvide access to any relevant literatureMake your customers want to come back
Become a “21st Century” distributor
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Case Study: Arbill Safety
B2B Seller customer since 2004Storefront helped them win several major accounts, including one worth $4M in annual revenueAnnual revenue generated on orders entered directly via B2B Seller has reached $2.9M, with 15% annual growthEstimate that over 10 percent of ALL sales orders are now flowing through B2B SellerExpanded reach – Major customers as far west as California, with orders from all over the U.S.
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Additional Resources
T501 – Marketing Your Web Site to Your CustomersActivant Consulting Services – Cary WoodmanActivant Web site Links
http://distribution.activant.com/tradingpartnerconnect/solutionoverview-b2bseller.html (B2B Seller Solution Overview)http://distribution.activant.com/tradingpartnerconnect/b2b-seller.html (Overview of B2B Seller)http://distribution.activant.com/press/edt-storefront.html (Discussion of value of a Web-based Storefront)
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Suggested Action Plan
Schedule a comprehensive demonstration of B2B Seller with the Activant Sales teamDiscuss and evaluate potential impact of a web storefront on YOUR businessMake definitive cost/benefit decisionWhere appropriate, ACT!!Capitalize on your investment by actively marketing your storefront to your customers
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Summary
Web storefronts can deliver real ROIDrive revenueCut costs
Activant’s B2B Seller is a complete Web-based storefrontSystems integration provides a unique valueActivant constantly building more value in the productPromote Your Web site!
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Thank You for Attending
W502 – B2B Seller: The Value of a Web-Based StorefrontRob FleishmanPlease submit the Session Feedback Form
To receive NASBA credits, please be sure to complete the Session Feedback Form and sign the class roster in the back of the room
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