Tag Archive for: B2B Ecommerce

The Top 10 eCommerce Benefits for Manufacturers

Powerful eCommerce Benefits exist for companies willing to embrace eCommerce strategies. 

This holds especially true for manufacturers. 

Even though manufacturers have been slow to capture the incredible opportunities presented with eCommerce.

If you have been contemplating how eCommerce could help your company, we put together a list of the Top 10 eCommerce Benefits for manufacturers. 

Top 10 eCommerce Benefits for Manufacturers 

eCommerce Benefits

Below is our list of Top 10 eCommerce Benefits for Manufacturers: 

  1. Open 24/7 = round the clock customer service & sales tool
  2. Find Soulmates
  3. Eliminate the cumbersome RFQ process
  4. No A/R
  5. Low cost marketing and sales strategy
  6. Market Research
  7. Stay in Wheelhouse = Right Knee Guy/Gal = SCALE!  (SKOL)
  8. Open doors that you never knew existed 
  9. International opportunities
  10. Scale your Proprietary Process

Let’s dig deeper…………..

#1 ) 24 Hour Sales Tool 

When my wife was in college, she lived across the street from a store called, “We Never Close”. 

A business that never closes certainly is convenient when you need something at 2:00 AM. 

A major eCommerce benefit for you to capture, your eCommerce store never closes. 

Your website is your 24 hour a day – 7 days a week sales tool.

Click on your website right now. How does it look?

Do you provide valuable information to help a new customer make a buying decision?

Your website is way beyond a simple online business card. 

Your website represents YOUR COMPANY. 

When conducting eCommerce workshops, I like to use the example, your website should allow the viewer to make a buying decision on Saturday night at midnight. 

Make it a top priority to provide all necessary information that they don’t have to wait until you open on Monday morning. 

Just remember, you have one chance to make an outstanding 1st impression. 

One Chance to Make an Outstanding WEBPRESSION

In other words, you have one chance to make that great first Webpression!

Would you allow a salesperson represent your company in a poor fashion? 

Disheveled. Outdated. Uniformed. Delivering partial or even wrong information.

Furthermore, unable to describe your expertise and product as well as the solutions that you provide. 

Incapable of explaining the company history, mission, processes and capabilities. 

Of course not. 

Treat your website like the most important representative of your company. 

Related article: You Have Only One Chance to Make an Outstanding First Webpression

Found in Search Results? 

If your website is not a top priority, here is an important question to consider: 

  • What is the first thing that you do when looking for a new product or service? Most likely, you rely on your good friend Google.

Your potential new customers rely on Google as well.

Therefore, are you coming up on a search for your core capabilities?

In other words, are you attacking your keywords? 

Go to Google right now and type your top capability in the search box. 

Are you anywhere to be found on the first page? 

If the answer is no, hopefully, you are mad. 

Do you see your competitors coming up in the search results? 

If the answer is yes, hopefully, you are now even angrier than before.  

Contact an online marketing specialist immediately. 

Stop being the best-kept secret. 

Make your website a top priority. Now. 

Be found and make that Great 1st Webpression! 

Treat your website as one of the most important employees on your team and give it everything you’ve got. 

#2) Find Soulmates

Another factor on the list of eCommerce benefits: Discover your Soulmate (aka: Your ideal customer). 

When executing eCommerce strategies and creating a website that attracts new customers, I like to refer to those ideal customers as “Soulmates”. 

You know the type. That coveted client who would completely change your business.  

For comparison, where does a single person find their soulmate?

Single? Possess an insane schedule? Not into the bar scene?

Online dating is now the norm. It’s almost surprising when a new couple meets outside of an online dating site or social media platform.

The negative stigma of online dating is a thing of the past.

According to the statics portal, Statista, 30% of 18 to 29 year olds currently use a dating website with an additional 31% used a dating site in the past.

Online dating allows you to explore the personality traits, passions, interests, and hobbies of a potential partner.

It’s wonderful when you hear a friend or relative live out a wonderful success story by finding a companion and love interest.

Maybe you have your own success story to share.

Does your website make you look “Soulmate Worthy”?

Well, the exact same process works when a customer searches for a new supplier or vendor.

They seek a partner who represents reliability and trust.

Do you express your experience and expertise? 

Furthermore, do you explain your value to the market as well as demonstrate how customers benefit by partnering with you? 

A strong online presence and eCommerce both show how you deliver quality.

How you help increase the profitability of your customer as well as improve business. Dramatically. 

Make sure your website clearly and concisely demonstrates the problems you solve. 

Implementing eCommerce creates an opportunity that you are truly a worthy soulmate. 

So take a hard objective look at your website. 

Would you want to date you? 

In other words, based on your website, would you do business with you? 

#3) Eliminate the Cumbersome RFQ Process = Close Sales Immediately

Another key ingredient on the list of eCommerce Benefits includes cutting down or even eliminating the RFQ process. 

For example, let’s say you receive a new lead. They send an email.

How did they find you? What keyword did they use?

Additional questions and concerns include is this company actually legit? Do they pay their bills?

Why are they contacting you? Who did they contract with before?

Plenty of unanswered questions.

As a manufacturer, odds are you have received plenty of requests for quotes that never develop into a sale. 

To maximize efficiency, eCommerce helps you nurture “Soulmates” and good leads as much as it helps weed out bad leads. 

eCommerce Benefits Manufacturers by Eliminating the Cumbersome RFQ Process 

So, let’s walk through the RFQ process: 

  • First, the prospect sends you a drawing.
  • You analyze and evaluate what it will take to complete the project.
  • Next, you do your best to estimate the amount of time, energy and resources necessary to complete the project.
  • You price out the raw material, parts, and components.
  • Contact vendors for lead time.
  • Estimate product delivery times to determine when all material will be at your facility.
  • Check the production schedule to determine when the project comfortably fits.

Finally, you type up the proposal. Then you send it off with confidence. 

Then you wait……….. Crickets……….. Did they receive the quote? Why didn’t they accept your bid? Price too high? Lead time too long? Was it a competitor just testing you?

Are you a good judge of character? Can you determine a quality lead from the time-wasters?

eCommerce Benefits manufacturers by improving efficiency

Embracing eCommerce helps create a sales funnel. It allows you to narrow your focus.

It also helps prevent the risk of chasing bad leads.

My father used to preach “chase profits, not sales”.

eCommerce benefits manufacturers by offering the opportunity to make the quoting pricing precise, efficient, fast and concise.

It removes the guessing.

Everything is already in place. 

For example, vendors and products already determined. Time frames and timelines as well as processes are known.

It removes the guessing and estimating as well as the ballpark pricing, the “I think”, or “one time we made something like this”.

Additionally, add in the completely depressing jobs that were flat our quoted wrong. 

Especially for the customer that insists on a production run prior to a prototype run. 

Halfway into the project, you discover that there is no way to meet the times. You are upside down. 

Every part produced is costing you money. 

Why do companies chase after jobs, projects, products, customers, opportunities that send them down an unfamiliar path?

The reason: Sales – revenue – money – keep the staff working. 

Yet, you never know your next favorite food until you try it.

The what if’s…….

What if this opens a major door? What if this takes your company to a high level? Best decision ever. Your company explodes.

On the other hand,  you find the project exhausting company energy and resources as well as completing wasting time. 

Furthermore chasing a total dead end a wasting profits. 

Time makes us look like a complete fool or a genius – usually nothing in between. Only time will tell.

He is an example of a company taking full advantage of eCommerce Benefits available by offering an instant quoting and estimating software tools for “Soulmates”. 

Take a look at two excellent examples: 

 

Falconer Electronics Instant Ground Strap Quotebuilder 

 

 

 

Falconer Electronics Wire Harness Estimator 

 

 

#4) No Accounts Receivables

eCommerce Benefits Cash Flow: You are paid BEFORE the product leaves your facility

One of my absolute favorites on the list of eCommerce Benefits: No Receivables! 

Well, truth be told, that’s like trying to pick a favorite child. 

However, can you imagine a life with NO receivables? 

Sounds like heaven, right?

I am pretty sure I would still have hair if I had never carried receivables while in my 20’s. URGH!

For example, I vividly recall many nights praying that a customer check would arrive in the mail the next day just to cover payroll.

Though it is too late for me, take full advantage of eCommerce Benefits available to you.

If for nothing else, simply to prevent your hair from falling out. 

eCommerce Benefits Cash Flow: Paid Before Product is Shipped

Well, can you imagine being paid before the product goes out the door?

Euphoria! 

An eCommerce store offers that exact opportunity. 

For example, a customer purchases your product on your website and PAYS for it at checkout. 

You haven’t even shipped it yet. 

As a manufacturer, there is a chance you haven’t even produced it yet at this point. 

Thus, a positive cash flow opportunity. 

Cash is King!

Strong, healthy and positive flowing cash creates options.

Positive cash flow creates tremendous opportunities along with plenty of exciting options.

You have an abundance of problems with running your business.

Lots of Stress.

Employee issues. Sales. Marketing. Vendor relationships. Taxes. Health insurance. All other insurances for that matter. Liability claims. Safety. Quality. The list goes on.

Thus, just think if you could eliminate one hassle, receivables.

This was a constant dream of mine and eCommerce answered those dreams.

Positive cash flow certainly provides peace of mind.

No dreaded collection phone calls to the customer.

No emails begging for money.

Implementing eCommerce also eliminates contacting your attorney to start the collection process.

It is said that money ruins friendships.

Well, money ruins vendor/customer relationships quickly.

You think that a customer is a friend until they stop paying you. 

On the other hand, for an experiment, stop paying a vendor that you consider a close friend.

See how fast that relationship sours. 

Always knowing that you are going to be paid for a job creates thriving business relationships.

#5) No Major New Capital Expenditures:

eCommerce Benefits include Low Cost – Low Risk – Minimal Investment

 

 

Check out this fantastic guide on eCommerce website development from Georgia Web Development: HOW MUCH DO ECOMMERCE WEBSITES COST IN 2020?

 

doesn’t work just close down the site. $19.99 per month – WooCommerce has free options.

 

– growth tied to variable expenses – goes straight to the bottom line

Ecommerce adds little to nothing to fixed expenses. As discussed, shopping carts are cheap. Hosting fees are nominal.

Fill capacity

Amazon & eBay

If you are uncertain of the direction to go or the cost of a new eCommerce store sounds too expensive, consider Amazon or eBay.

In particular, if you have proprietary products or finished goods.

Amazon and eBay might be an excellent method to get started with eCommerce.

The success of Amazon and eBay speak for themselves. We don’t need to go into great detail describing either company or platform.

Odds are you have purchased on either or both websites.

These MASSIVE online marketplaces deliver instant opportunities for potential customers.

Yet, just like trying to be found on Google, these marketplaces can be a needle in the haystack as well.

Factoring the cost of the website could be a safer alternative to consider.

 

#6 – Stay in Your Wheelhouse 

eCommerce Benefits

 

Strive to perfect your proprietary process

Put every strength in your corner for success

Reduce chasing sales and customers that fall outside of your expertise

 

Narrow the funnel.

Stay in your lane.

It is common that they are the tradesperson. The hairstylist or plumber. No one knows their product and process better than they do.

They have built a nice business and made a comfortable living for years relying on a few customers.

Unfortunately, the world keeps changing. Global competition becomes more fierce every year.

The internet and eCommerce have opened doors that 20 years ago never existed. Phone book ads have vanished. Trade shows are expensive.

Consulting with dozens of job shops, a consistent frustration shared with these small business owners falls on finding a reliable marketplace for new customers.

Frequently a client with receive a lead or a request for a quote on a product or process that is not particularly in their wheelhouse. Projects that fall outside their specific area of expertise.

Who wants to pass up on a sale? So the company throws precious time, energy and company resources into the RFQ chasing the sale.

Due to inexperience, the quote comes in below the competition. Parts, processes, steps are potentially overlooked. What now?

I have actually heard clients express, “What are we going to do if we actually land this bid?”

I call it “Going to Russia”. (Click here

 

#7 – eCommerce IS your market research: Test new products & new ideas

eCommerce Benefits

 eCommerce Benefits 

adding an eCommerce store to your current website is an outstanding method to test new products on the market. 

 

The market will let you know if your idea or product provides value or not. 

Some more quickly than others. 

Tackling eCommerce gets on the field. 

Don’t wait. 

Done is better than perfect

Just get in the game

LinkedIn founder, Reid Hoffman famously declared:

If you are not embarrassed by the first version of your product, you’ve launched too late.

Put yourself out there – fall down & pick yourself up – keep moving – keep testing

Pursue your goals relentlessly

If you have a finished good, place it on your website and see what happens. 

List your product on Amazon. 

Contact marketplaces such as Zoro. 

 

#8) Open doors to that otherwise never existed for you

eCommerce Benefits

– open doors to an industry or customers that you had no idea existed

Diversify your customer base – less reliant on a handful of customers – reduce the % of top one or two customers

Creates a back door revenue source

Sell existing inventory to new customers

 

 

#9) Go Global = Attract International Markets

eCommerce Benefits

I have two interesting client stories to share with you……….

Blixt New Zealand order

A client of mine owned a company founded in 1919. The current owner was a third generation local distributor of electrical products. Employed a staff of 20 with nearly $3 million in sales. The business service area comprised of a 60 mile radius for its 100 years history. However, the company had no online presence. This particular business was a perfect fit for eCommerce.

He invested $5000 in a new website which included an eCommerce store. The first week of launching the new website, the client lands a $10,000 order. Even more exciting, the order came from a customer in New Zealand. Here is a business that rarely shipped outside of its 60 mile radius who now opened an international opportunity. Priceless. Later that year, the client landed a six figure order for a new customer in Mexico.

 

 

Watch out for the scams

When you receive a lead with a generic email such as Gmail.com, Hotmail.com, AOL.com, Yahoo.com and others, this is a red flag.

 

#10) Scale Your Proprietary Process 

 

STEPS TO CONVERT YOUR PROPRIETARY PROCESS INTO A PROPRIETARY PRODUCT 

  1. Identify Your Core Strengths: In other words, the product where you deliver the highest value to the market. The product where you have created the strongest competitive edge over your competitors.
  2. Narrow the menu – 80/20 Rule
  3. Create several scenarios where a customer order at various quantities
  4. Calculate Customer Pricing – raw material – components – parts & determine time and cost on machinery – factor in labor cost – attach an overhead charge – add margin – exact same procedure had a customer submitted a new RFQ.
  5. Set quantity discounts as you would with any customer
  6. Discuss with your web designer if you could implement this into an eCommerce store. Simply adding non-tangible activity (labor, machine time, overhead and gross margin as units to be calculated in the shopping cart.
  7. Add eCommerce to your existing website
  8. Market the hell out of your website

 

11) No Cold Calls

 

 

12) Lucky #13 Online Marketplaces 

Utilize online marketplaces 

 

 

Wrapping It Up

Thank you for taking the time to read this post on eCommerce Benefits for manufacturers. 

For additional info, check out these helpful posts: 

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Applying The Theory of Constraints to Your eCommerce Strategy

In a recent post, we discussed the classic business book, “The Goal” which shares a fascinating story describing the powerful results utilizing the Theory of Constraints.

The Theory of Constraints applies to the practice of uncovering bottlenecks and road bumps that restrict a business from hitting goals.

In other words, identifying exactly where a constraint lives within a business that prevents the flow of production and cash.

Consequently, the Theory of Constraints (TOC) can be applied to basically any business or industry.

For example, companies that make a product or provide a service, all suffer constraints and bottlenecks of some type. Especially with manufacturing.

Yet, the Theory of Constraints is also applicable to the service sector such as the medical field, a doctor’s office, restaurants, as well as entertainment.

Ever stand in a long line at the airport or while waiting for concessions at the theater or a sporting event? Those are certainly irritating constraints. 

To take it one step further, let’s discuss applying the Theory of Constraints to your website and eCommerce strategy. 

First, this video below offers an excellent explanation of the Theory of Constraints: 

 

Self Inflicted Wounds 

Theory of Constraints

The key with the Theory of Constraints is identifying those dreaded constraints.

Exploiting the negative activities or processes within an organization that denies a company goal from being met.

Yet, discovering the sources of roadblocks and hurdles can be extremely challenging. 

In many cases, inefficiencies and constraints are self inflicted. 

In particular, when the constraint is a “sacred cow“.

You know the type, “this is how we have always done it”.

Profits and positive cash flow are absolutely essential to achieving sustainability and company success (this is my “Captain Obvious” comment of the day).

Yet, many companies fail to achieve these goals. What gets in the way?

Lack of knowledge, lack of understanding, incompetence, fear of change or possibly ego?

Could it be a deeper commitment to “this is how we have always done it” versus a relentless commitment to continuous improvement and finding a better way?

The authors use “The Goal” to describe how to “explain their understanding of manufacturing” and why maximizing throughput is essential. 

“The Goal” is about new global principles of manufacturing. Even though the book was written 34 years ago, this concept is still new for many people.

Theory of Constraints Five Focusing Steps 

Theory of Constraints

 

The Theory of Constraints offers practical and highly effective solutions to systematic problems.

Five Focusing Steps = POOGI = Process of On-Going Improvement:

  1. Identify the Constraint
  2. Exploit the Constraint
  3. Subordinate Everything to the Constraint
  4. Elevate the Constraint
  5. Prevent Inertia from Becoming the Constraint

In particular, think about your sales lead process. Your web presence. Your internet marketing strategy.

Are there constraints that prevent you from maximizing your business opportunities?

What hurdles and road blocks do you and your company face with attracting new business?

If you are a digital immigrant (born before 1980), your constraint may simply being completely overwhelmed by the whole process of eCommerce, Social Media and Inbound Marketing.

  • Do you lack the knowledge?
  • Do you lack the experience?
  • Not sure where to turn for help?
  • Additionally, who to trust for help?
  • Is it lack of funds for your marketing budget?

Applying Theory of Constraints to Your Website 

The Theory of Constraints can be applied to your website as well.

Does your website make a great first impression or as I like to call it, “Webpression”? 

For example, do you make it easy for a customer to navigate your website? 

In addition, do you provide relevant and necessary information for a buyer? 

Can a client easily submit a drawing or RFQ?

In other words, does your website provide enough information that a customer could make a buying decision at midnight on a Friday night?

Especially for those obsessed entrepreneurs that just will not wait until Monday morning when you open. They need an answer NOW!

They are trying to solve a problem and are looking for a solution at that very moment.

Is the information on your website clear and concise explaining your core competency? 

Instead of trying to be everything to everyone, deliver a focused message and explanation on what you do best.

For example, I had a client who worked tirelessly on creating a high level website for her manufacturing business. 

Soon after launching her new website, she landed a brand new account. This new customer discovered her through her new website.

Her new customer lives in Europe. The story goes, while sitting with his spouse, pretending to be interested in the romantic comedy that she had selected for the entertainment that particular evening, he started discretely searching for a new vendor while on his phone (he is quite the multitasker).

He stumbled on my client’s website that she had recently launched.

A $400,000 order followed by being available late on a Friday night while “watching” a romantic comedy. 

Eliminate those dreaded website constraints that make it difficult to do business with you. 

Applying the Theory of Constraints to Your eCommerce Strategy

Finally, let’s look at Theory of Constraints from an eCommerce stand point. 

Questions to ask yourself to help identify constraints when it comes to eCommerce (especially for those just starting out):

  • Is your current web designer a good fit and delivering results?
  • Does your website make it easy as possible for customers to purchase from you?
  • Do you offer easy access on your website to connect with you? (Phone, Email, Social Media)
  • Are you hanging out online where your buyers are hanging out?
  • Do you offer finished goods that can easily be purchased through an efficient eCommerce store?
  • Is your website built on responsive design? 
  • Do you have your SSL certificate? 
  • Do you offer multiple payment options? 
  • Does your eCommerce store show a clear and concise Call to Action on landing pages?
  • Does your eCommerce store offer a quick and simplistic check out process? 

These are just a few factors to explore with your eCommerce strategy.

Make a commitment to enable your customer to engage with you as easily as possible.

Work diligently to eliminate those dreaded constraints. 

For more helpful tips on launching your eCommerce store, click this link below:

eCommerce Checklist: Manufacturing eCommerce Strategies

Wrapping It Up

Thanks for taking the time to read this post. 

For additional information, click these links below: 

 

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Top 13 Reasons Why Manufacturers Struggle with eCommerce

Why do some Manufacturers Struggle with eCommerce? 

Struggle in the sense of wondering where to even start.

Additionally, struggling with the question if eCommerce will actually provide a return for their business. 

As the saying goes, “you don’t know what you don’t know” certainly applies here. 

If you have never experienced the powerful results that eCommerce delivers, it makes perfect sense to be reluctant to embrace an eCommerce strategy.  

Especially when there are no guarantees with results. 

However, since you “don’t know what you don’t know”, consider these questions:

What if eCommerce took your business in an entirely new direction? 

What if eCommerce led you to new markets? 

Opened doors that you never knew existed? 

Well, here is one reason that may motivate you to take the plunge into the B2B eCommerce market: 

Forrester forecasts that US B2B eCommerce will reach $1.8 trillion and account for 17% of all B2B sales in the US by 2023.

$1.8 TRILLION!!!! 

So with that piece of interesting information, let’s take a look at a number of reasons why manufacturers struggle with eCommerce. 

(See post: “Dying to Enter the eCommerce Graveyard: Please Don’t Be Next”)

Top 13 Reasons Why Manufacturers Struggle with eCommerce

After consulting with dozens of manufacturers over the years, many reasons surface as to why manufacturers Struggle with eCommerce.

Here are 13 of the most common concerns that I encounter:

  1. Skepticism: Will eCommerce help achieve goals and offer ROI?
  2. Overwhelming: Entering the unknown
  3.  Do not fully understand how eCommerce works
  4. Too busy: Lack of time, energy, and resources 
  5. Who will manage? No key employee on hand to champion the cause 
  6. Financial risk: Too expensive 
  7. Not familiar with an eCommerce web design firm that they know or trust
  8. Who will create content for the eCommerce site?  Product descriptions, pictures, videos, etc…
  9. Who will execute marketing strategies?  SEO, Pay-Per-Click, Social Media, Video, Blog, etc…
  10. Do not accept credit cards: Don’t want to sacrifice the 2-3%
  11. Customer Service concerns: Who will deal with consumers? Phone calls? Emails? Bad leads? Spam?
  12. Current infrastructure does not fit shipping small quantities to businesses or even consumers 
  13. Unsure of 4 P’s: Product, Placement, Price and Promotion

This holds true especially for small manufacturers who deal with just a handful of customers. In many cases, the same customers that they have dealt with for years. 

Each reason holds as a legitimate concern which contributes to not moving forward. 

So let’s discuss how to become unstuck. 

What do you have to lose?

Struggle with eCommerce

What is the absolute worst thing that could happen if you tipped your toe into eCommerce? 

Would the investment of time and money severely damage the company? 

Is it just a matter of stepping out of a comfort zone?

A saying in my family goes, “You will never find your next favorite food or restaurant unless you try new something new.” Therefore, broaden and expand your horizons. 

“You will also never discover your next favorite city unless you travel.” So explore.  

The same could be said about eCommerce. 

Is it possible that the Struggle with eCommerce would not be a struggle at all? 

Actually, it is just a matter of getting in the game. 

Creating a strong eCommerce presence represents your 24 sales tool.

Opens new doors. 

Creates entirely new possibilities. 

Struggle with eCommerce: Any options? 

In many cases, manufacturers just simply do not know where to start or who to turn to for help. 

Especially since manufacturers are extremely busy. Time is a premium.

As a manufacturer, you have spent years upon years mastering your trade.

Focusing on perfecting systems and processes. Operations. Quality. Safety. Collecting receivables. Vendor relationships. Cash flow.

In addition, you tackle administrative nightmares with government regulation, taxes and constant changes in health insurance premiums. Fuel prices. Furthermore, now add tariffs to your list of concerns.

With all of those heavy burdens, who has time to figure out how to execute an eCommerce strategy?

With most problems at a business, it seems there exists a professional service to pull that particular source of stress off of your plate. 

For example: 

Payroll = ADP, Paychex, local payroll services, etc…

Legal = Your attorney, Legal Zoom, etc…

Accounting = Your accountant, Quickbooks, etc…

Insurance = Insurance agents, Geico, Allstate, etc…

Delivery = UPS, FedEx, U.S. Postal, common carriers

Hiring new staff = Employment and temp agencies

Yet, where do you turn for eCommerce expertise?

   Simple Solutions to Conquer the Struggle with eCommerce

Struggle with eCommerce

“Half the money I spend on advertising is wasted; the trouble is I don’t know which half.” – Nineteenth century retail pioneer John Wanamaker  

As John Wanamaker wisely states, figuring out correct “half” of marketing proves critical. 

This quote certainly relates to creating an eCommerce strategy as well. 

As you contemplate your eCommerce strategy, minimizing time, money and resources while maximizing ROI is the name of the game. 

Marketing is all about testing. 

Yet, with marketing it always seems like there are no simple answers.

Especially for business owners with no experience with eCommerce, internet marketing and social media strategies.

For example, who is going to create relevant content?

What topics are you going to type about that will connect with potential buyers?

(See post: “25 Blog Topics for Manufacturers Eager to Start Blogging”)

What social media platforms make the most sense for you?

Tackling these concerns can be daunting.

Thus, the struggle! 

Let’s take a look at a couple relatively easy and painless options for you to consider as a first step into the world of eCommerce. 

Amazon & eBay

If you are uncertain of a direction as well as figure that the cost of a new eCommerce store sounds too expensive, try an online marketplace.

Especially if you manufacture proprietary products or finished goods.

Explore a safer, easier and less expensive route for eCommerce beginners by placing products on Amazon or eBay. 

Amazon and eBay serve as a fantastic starting point with a massive audience already built in. 

Odds are you have purchased products on either or both websites (probably a foolish statement, right?).

Both online marketplaces deliver instant opportunity for exposure to millions of potential customers.

Amazon and eBay each serve as an outstanding resource to research and develop your product line as well as build your brand. 

This is an extremely inexpensive solution to just get started. 

Add WooCommerce to Your Current WordPress Website

Another affordable and effective option, if you use WordPress for your current website, add the WooCommerce plugin.

Best of all, it is easy to add and FREE. Talk with with your web designer about what it would take to start an eCommerce store with WooCommerce. 

This route allows you to experience the steps of creating your own eCommerce store. 

An eCommerce store also takes your current website beyond the “online business card” phase. 

Though this route lacks the instant audience that Amazon and eBay delivers, WooCommerce still provides a powerful tool for your current customers as well as reaching out to new markets.

These options offer you an excellent opportunity to test the eCommerce waters to see if you have a viable and competitive product or strategy.  

Wrapping It Up 

Thanks for taking the time to read this post. 

The goal here is to help you capture a piece of the upcoming $1.8 TRILLION B2B eCommerce market. 

Over the coming weeks, we are going to dig much deeper into creating a viable eCommerce strategy for your business. 

Hopefully providing you with the tools and resources to help you make a successful plunge into eCommerce. 

So what struggles have you experienced with eCommerce at your business?

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19 Tips for Curing “I Hate Change” (Plus a Healthy Dose of eCommerce)

“It is not necessary to change. Survival is not mandatory.”

~ W. Edwards Deming – 20th Century Global Quality Expert

 

That’s a powerful quote and also a scary thought as well. 

Do you hate change?

On the other hand, maybe you find yourself working within a business or organization that hates change. 

Either way, whether we like it or not change is inevitable. 

Here is another brilliant Demingism: 

 

“Two basic rules of life are: 1) Change is inevitable. 2) Everybody resists change.”

~ W. Edwards Deming 

 

19 Tips for Curing “I Hate Change”

Well, I certainly do not claim to be an expert or guru on change.

However, below includes a list of suggestions and remedies, accumulated over the years, that have worked in my world. 

So, let’s jump right in…….

  1. Identify weaknesses that need improvement immediately
  2. Expose bottlenecks and constraints
  3. Venture into the unknown – trust your instincts
  4. Align with experts that can hold your hand through positive change
  5. Create new systems and processes
  6. Explore new technologies
  7. Tackle challenges with confidence and positive energy
  8. GET BUY IN
  9. Dedicate yourself and your team to be in a constant state of continuous improvement
  10. Open your mind to new ideas
  11. Research
  12. Talk with vendors
  13. Stay in the know AND in the zone
  14. Align yourself with a tough mentor 
  15. Find an accountability partner who keeps you on track
  16. Take courses online or at local university
  17. Find companies that have accomplished goals that you seek and discover how they did it
  18. Conduct competitive intelligence: especially on competitors who are using new technology and techniques 
  19. Finally, tell yourself, “I embrace change, I embrace change…”

Just Keep Moving Forward

I Hate Change

Most importantly, when it comes to change, take manageable bites.

However, just keep moving forward.

Remember, over-analysis causes paralysis.

Just keep moving forward.

One day at a time. One step at a time.

Just keep moving forward.

For example, take note of 3-4 things that you absolutely hate about your business or organization.

Those heavy burdens or tasks that you deem as profit killers and time wasters.

Processes or systems that you know hurt your business. Yet, no one knows how to change them.

The thought of changing can be so overwhelming that nothing gets done.

Instead of creating a manageable plan, you keep doing things as they have always been done in the past.

Unfortunately, sometimes doing nothing sure beats doing something.

Sacred cows do not go away easily.

I once served on a successful team where our motto was “what are we doing today that we could make fun of six months or a year from now?”

Meaning, identify profit killers or time wasters that are currently eating up our energy, resources and most importantly the bottom line.

For example, a technology or process where down the road you look back and say “can you believe this is how we used to do it?”

In other words, to look back and say, “what a colossal waste of time it was when we did THAT”.

It’s much better to say, “Thank God we had the stamina and courage to take the leap and improve. Take on the new technology. Embrace a new system.”

Above all, Just Keep Moving Forward.

Curing  “I Hate Change” with eCommerce

I Hate Change

For those looking to take the plunge into eCommerce for the first time, many inexpensive options exist.

Especially if you hate change or find yourself working at a business that hates change. 

For example, you can tip your toe in the water with eBay.

Another option, team up with the eCommerce Goliath, Amazon.

Amazon offers virtually a no risk option with creating an eCommerce presence.

Amazon receives over 2 billion visits in a single month.

What are the odds that one of those 2 billion would purchase your product?

Additionally, you can take the plunge and create your own eCommerce store.

For example, if you currently use WordPress for your website, WooCommerce can be added to your site which is a FREE plugin.

Additional options include other eCommerce shopping carts that run as low as $19.99 per month.

The list includes dynamic eCommerce shopping cart solutions such as Shopify, Volusion, 3D Cart, and Big Commerce.

With creating your own website, now you just need a web designer.

Well, affordable and effective web designers are abundant.

Start with word of mouth. Ask around. Check with friends, family, and professional contacts.

Check locally. Do a Google search for local web designers.

Search around LinkedIn, which is loaded with eCommerce experts eager to help you.

Check out outsourcing websites like Fiveer, Guru, or Upwork.

Explore local universities or colleges. Post a job or internship.

The bottom line: Just keep moving forward. 

Just Get in the Game

hate change

In conclusion, put up a good fight against “I Hate Change”.

Especially when it comes to embracing new technology such as eCommerce. 

Do everything possible to avoid finding yourself in the eCommerce Graveyard.

Get off the sidelines and Just Get in the Game. 

Once you find yourself on the field, then the fun begins.

Take advantage of every resource available to put you and your company on the winning side.

Together we can conquer the dreaded disease of “I Hate Change”.

Let’s make “I Hate Change” a thing of the past so we look back with a good laugh.

So what steps do you and your team take to fight “I Hate Change”?

 

For additional info, check out these helpful articles: 

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The Official eCommerce Checklist: Manufacturing eCommerce Success

The time has finally come for you to join the massive B2B eCommerce party. In fact, it’s the $1.8 TRILLION B2B eCommerce party! One challenge though: Where to start? Wouldn’t it be great to have an eCommerce checklist to walk you through the process?

We have your back.

Especially since you’ve made the outstanding decision that you can no longer afford to be the “Best Kept Secret”.

However, if you are not tech savvy and have no experience in eCommerce, just getting started can be daunting and overwhelming.

Yet, embracing eCommerce offers a healthy dose of opportunity.

The goal here is to provide the necessary tools and guidance to help you reach eCommerce success.

Above all, put you on the right path.

Not only to catch up with the competition but also to create competitive advantages that surpass others selling similar products.

This discussion primarily targets manufacturers just starting out in eCommerce.

The intention is to help Scale your Proprietary Process with eCommerce.

Another powerful approach for manufacturers entering eCommerce is to turn your proprietary process into a proprietary product.

Most importantly, entering the world of eCommerce offers extremely exciting new opportunities. 

Opens new doors. 

The bottom line: Sell more products that you are an expert at producing.

Following an eCommerce Checklist dramatically helps your cause.

eCommerce Checklist: Settlers Reap the Land 

eCommerce Checklist

I had a mentor who used to always say, “Pioneers ended up with arrows in their backs. Settlers reaped the land.”

At this stage, the pioneers of eCommerce from the 1990’s and early 2000’s paved the way for entrepreneurs today to easily navigate eCommerce strategies.

There is no reason to find arrows in your back. Therefore, come in as a settler and reap the rewards.

Take advantage of the avoiding the mistakes that others have made.

Following an eCommerce checklist helps you reduce stress while starting your eCommerce journey. 

Especially since now is the time to join the exploding B2B eCommerce market. 

To sum up, you have been in business for many years.

Selling through traditional sales channels.

You found your place in the supply chain that made sense and hopefully lots of Cents.

Now you feel like the world made a drastic change.

Yet, no one sent you a memo on these changes though.

Sometimes change is subtle.

That is until it is no longer subtle and hits you in the face.

Suddenly you find that the traditional supply chain is not following the rules as before.

For example, Alibaba provides a mammoth marketplace making Chinese-made goods much more accessible and easier to purchase. 

In addition, Amazon is soliciting Chinese manufacturers to sell direct to American consumers. 

How have these changes impacted your business? 

Well, change comes hard. Especially when the change is uninvited.

However, change is inevitable.

So let’s dig right in on the necessary steps for you to enter the eCommerce arena.

The B2BTAIL eCommerce Checklist

The B2BTAIL eCommerce Checklist is a basic guide to help you get started.

The intention is to get you in the game and on the field as soon as possible.

This eCommerce Checklist targets two separate scenarios:

  1. For the DIYer: You can use this as a tool if you are a Do-It-Yourselfer looking to tackle the entire eCommerce project internally or on your own.
  2. Otherwise, if you are hiring a web design firm to create your eCommerce store, this checklist serves as a helpful guide to complete the project in a timely fashion. Most likely, your web designer provides their own eCommerce checklist with much greater detail.

With no further ado, here we go…………

eCommerce Basics

  • Domain Name
  • Website Host
  • Select your eCommerce platform (Ex: WooCommerce, Shopify, BigCommerce, etc…)
  • Responsive Design: Mobile Friendly 
  • Company Logo
  • Color Scheme
  • Layout w/Strong Call to Action
  • Category Header of Products or Services 
  • SSL Certificate
  • Install Google Analytics
  • Sitemap
  • Keyword Research

Company Info:

  • About Us
  • Company History
  • Contact Us: Phone, Email, as well as Social Links
  • Meet the Team Page
  • Privacy Policy
  • Security Policy
  • Terms & Conditions
  • FAQ

Payment Options:

  • Credit Card Processor
  • Payment Gateway
  • Payment Options: MC, Visa, AMEX, Discover, PayPal, Google Pay
  • Set up your state sales tax
  • Fast & Easy Checkout Process 

Shipping:

  • Shipping Policy
  • UPS or FEDEX Map (show delivery times)
  • Show Shipping Rates
  • Expedite Options
  • Provide Tracking Info
  • Return Policy
  • Drop Ship Policy (if relevant)
  • Contact UPS, USPS and FEDEX for Discounts

Customer Service: 

  • Separate dedicated phone number to track eCommerce leads
  • Designated customer service staff to handle eCommerce sales – train accordingly
  • Dedicated emails with your company domain name (@your company – avoid gmail, hotmail, etc..)
  • Set up relevant email accounts (Ex: info@, Sales@, RFQ@, etc…)

Product Listings:

  • Product images (multiple angles)
  • Short Description: Quickly describe what are you selling
  • Long Description: (detailed) sizes, dimensions, specs, all necessary info (do not assume your customer knows your product)
  • Price (single price, quantity breaks, blanket orders, as well as scheduled shipments)
  • Product warranty or guarantee
  • Safety Certifications (Ex: UL Certification)
  • Product videos

eCommerce Checklist: Keep it Lean

eCommerce Checklist

As you take the plunge into eCommerce, go into the process flexible and also lean.

Consider a similar strategy as the book, “The Lean Startup” by Eric Reis.

Eric Reis preaches flexibility and agility. 

Furthermore, be laser focused with your strategic plan. However, be flexible enough to listen to customers.

You may think you have created the greatest mousetrap on the planet.

Yet, the market with confirm if you are right or not.

Give yourself timelines, benchmarks as well as specific goals.

Additionally, a major benefit with this strategy, eCommerce offers you the flexibility to change quickly.

Lastly, keep adjusting and tweaking until you find your grove.

eCommerce Checklist: Think Profit! 

 

In conclusion, what do you think? 

Are you ready now to make the leap into eCommerce? 

Still questioning why go into eCommerce in the first place?

There is truly only one answer. Profit!

Profit by opening new doors as well as explore new markets. 

If you are ready to launch your eCommerce store right now, let’s take the plunge.  

You have my word, eCommerce will create new opportunities and reach customers that you never knew existed. 

Following each item on the eCommerce Checklist is one step closer to reaching your goal. 

Just put one foot in front of the other to finally…..get in the game! 

 

Thanks for stopping by. You can also check out these helpful posts: 

 
 

 

 

 
 

 

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12 Helpful Suggestions to “Give Value First”

,

When searching for a new vendor or professional service provider, do you seek companies that “Give Value First”?

As the saying goes, “it takes a village to raise a child”. 

Well, it also “takes a village” to raise a business. 

Partnering with the right company or individual delivers powerful results for your business. 

Teaming up with vendors and service providers dedicated to your success……..

  • Improves productivity
  • Increases profitability
  • Enhances quality
  • Helps protect your investments
  • Delivers peace of mind
  • Helps achieves goals 

However, selecting the wrong company to partner with typically leads to frustration and disappointment.

Possibly even worse.

Think back to the reasons that contributed to you selecting your current vendors or service providers in the beginning of the relationship?

How did you find them in the first place? Online search? Through word of mouth? A sales rep?

What factors contributed to you selecting them as a supplier?

So what separated these vendors from their competition?

Price? Quality? Delivery times? Reliability? Comfort?

More importantly, let’s think about what separates you from your competition?

Why do customers partner with you?

Give Value First

So to turn it around, does your company “Give Value First”?

Many companies talk about “added value”.

Wouldn’t it be great if they would “Give Value First”, instead of adding it on later?

Here is a fantastic video from sales guru  Jeffrey Gitomer who is also a highly acclaimed and best selling author, sharing his thoughts on “Give Value First”:

 

Teaming Up With The Experts 

 

“Give Value First” is all about building business relationships based on trust.

For example, hate doing your own taxes? Team up with a trustworthy and reliable accountant.

Additionally, the same can be said for an attorney, insurance representative and banker.

In each case, you team up with professionals that provide the expertise necessary to prevent you from harms way.

Hiring these professionals respectively helps keep you out of trouble with taxes, legal issues, and other various liabilities such as accidents or property damage.

A solid banking relationship provides access to cash when needed. 

Partnering with a credible and trustworthy professional lends tremendous benefits to your business.

In other words, these professionals contribute to your profitability and success…….hopefully.

Think back to the factors that led you to selecting the professionals that each play a crucial role in your business.

At some point in the early stages, each professional delivered value to you consummating that relationship.

Manufacturers Providing Value First 

As a manufacturer, new customers reach out to you for our experience and expertise.

A potential customer approaches a new vendor with a level of expectations.

Expectations that the tasks will be performed with the highest quality.

In addition, offering the most competitive prices possible.

Delivering on time serves as another critical factor as well.

However, all manufacturers like to claim high quality, competitive prices, and on-time delivery.

Otherwise, we would all go be out of business. Right?

A customer approaches a custom manufacturer to tackle tasks that the company is unable to perform.

So how do we separate ourselves from the rest of the pack?

Supply Chain Defined

What is your primary concern? Typically it is your customer.

What is your customer’s primary concern? Typically it is THEIR customer.

I recently heard a great analogy on how the supply chain works.

At a workshop, the speaker asked everyone to turn to their right. Then asked, “what do you see?”

The answer?

The back of the head of the person to the right.

The speaker noted that is exactly how a supply chain works.

Everyone is looking down stream towards THEIR customer.

Companies are so busy taking care of their customers that they don’t want to have to look backward and worry about you as the vendor.

It’s all about the WIIFM = “What is in it for me”. 

As manufacturers, how can we strive to improve our competitive edge?

How can we go above and beyond quality, price and on-time delivery?

How can we dedicate ourselves to “Give Value First”?

For example, exceeding customer expectations allows the opportunity to establish loyal customer relationships.

How can we exceed expectations? 

Aggressively solve their problems.

Help them exploit opportunities.

Make your customer a hero with THEIR customer and THEIR boss.

This link includes an excellent article from Forbes on this very topic: “Value-First Advertising: How To Give To Consumers While Selling”.

Inc.com offers this fantastic piece on “Give Value First”: “How Can I Help? Why ‘Adding Value First’ Is the Winning Formula for Growth”.

12 Helpful Steps to “Give Value First”

Give Value First

What steps can you take in order to “Give Value First”?

Below includes a list of 12 suggestions to help:

  1. Blog on insightful topics about your business and industry
  2. Provide technical advice on your website about your products or services
  3. Attack your keywords on Google so customers can easily find your website
  4. Shorten the RFQ process to reduce wait times with quick turnaround times on quotes 
  5. Educate: offer product white papers or tips on best practices
  6. Post helpful videos on how to’s
  7. Offer free online tools that help customers make buying decisions
  8. Help your customers make connections with other non-competitive vendors or suppliers
  9. Answer questions = offer a thorough FAQ section on your website
  10. Provide helpful book suggestions relevant to your business or industry
  11. Offer resource guides 
  12. Be a guest on podcasts OR even start your own

Dedicating ourselves to each customer’s profitability and success is a winning formula.

What value propositions work best for you and your company when you “Give Value First”?

Wrapping It Up

Thanks for taking time to read this post. 

Below includes a couple other helpful posts: 

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You Have Only One Chance to Make an Outstanding First Webpression

You have only one chance to make an outstanding first Webpression. 

Wait, what is Webpression?

So glad you asked.

Webpression is defined as “The judgment one makes when viewing a website for the first time”.

Actually I just made that up.

Well according to stats, studies, surveys, tests, as well as Ivy League researchers, high ranking officials, global think tanks, and a whole list of other smart people, you have a fraction of a millisecond to make a great first impression……..or something like that. 

Truth be told, without any stats, research or experts to confirm this, we probably all agree you only have a few seconds to make an outstanding first impression. 

Especially when it comes to your website.

Do we really need a scientific study or marketing expert to explain the importance of making an outstanding first impression?

According to the Cambridge Dictionary, impression is defined as “an idea or opinion of what someone or something is like“.

It doesn’t matter if we like it or not, we are judged and sized up the second each of us walks through a door.

As an old bald guy, I am labeled the second I walk through the door. I am never confused for Tom Holland, Niall Horan or some other teenage heartthrob (even when I was young for that matter).

Well, the same goes for your website.

So an important question to ask: When a brand new prospect or a potential customer lands on your website, do you make a strong first Webpression?

Let’s dig deeper. 

Related article: 3 Step Approach to Scaling eCommerce for Manufacturers

Steps to Make an Outstanding First Webpression

A strong Webpression means you grabbed a potential customer’s attention right off the bat.

In other words, love at first sight.

You had them at “Hello” (thank you, Jerry McGuire).

I am NOT a web designer, so it is easy to be a critic.

When you go to a website either as a consumer or as a business buyer, how long does it take you to decide if this site captures your attention?

Typically within several seconds, you have determined whether this site can solve your problem or not.

What is the first thing that catches your eye? What triggers your first Webpression?

Especially as a manufacturer looking for a new vendor or supplier.

Think back to the last website that you made a purchase on or one that left you with a strong first Webpression.

What characteristics did that website possess that you found appealing?

Think of the trust factors that the website possessed which converted you into a captivated customer.

Related Article: eCommerce Checklist: Manufacturing eCommerce Strategies

TRUST

A critical first step to make an outstanding first Webpression, establish trust. 

Think about the characteristics that you value strongly when seeking a new vendor or supplier. 

Do you look for the esthetics? Quality products? Price? Content? Videos? Social media activity?

Conducting research on an industrial product requires a different set of requirements as opposed to shopping for consumer goods.

Industrial products commonly require technical information such as drawings, specs, or a datasheet.

Manufacturers need to help educate as well as provide all necessary product and company information. 

As a manufacturer, your website is your company representative. It is the face of your business.

Your website serves as much more than just an online business card. It is your 24 hour sales representative.

Your website is the FIRST piece of information that a potential customer views. The first item of engagement.

Therefore, your website needs to be an absolute top priority. 

Furthermore, finding a quality web designer that you trust is also critical.

Partner with a web designer who will create a website that represents you and your company extremely well.

One who gets the company culture. Understands and clearly describes your expertise.

A web designer deeply dedicated and committed to creating that outstanding first Webpression that you desire and deserve.  

Your website needs to express that YOU are a company that gets the job done. Done well. 

That you possess the ability to solve the prospect’s problem. You resolve issues and create opportunities.

A website that shows your dedication to making your clients money. Thus happy.

 Related Article: Business Mission Statement: “BECOME THE BLANKIE”

 

MODERN WEBPRESSION

Does your website look boring or does it deliver value?

Did you have your niece or nephew put up your site in 2005? While he or she was in college needing one more credit to complete an internship in order to graduate on time?

Your website needs to look modern as well as truly represent how you view your company to make an outstanding first Webpression.

More importantly, create a modern look that captures the attention and excitement of a new prospect. 

Think about this: if you are searching for a new vendor or supplier and they possess an awful website that is outdated, what does that say about the company? 

Doesn’t a neglected website create concerns about other areas of the company? Are they reliable? Dependable? 

However, do you need a sleek cutting edge looking site if your company is not sleek and cutting edge?

If you are targeting baby boomers, odds are you do not need the same look and feel like a hip clothing store targeting teenagers.

So who is your customer?

In the same regard, can you define or describe your ideal buyer? Have you conducted a persona exercise?

Create a website that resonates with your targeted ideal buyer. 

To make a great first Webpression, take a hard look at your website and consider each of these factors below: 

  • Company Logo
  • Contact info – easy to find
  • Search box
  • List your products and capabilities
  • Create valuable content: blogging, articles, updated company info, company awards
  • Social media activity
  • List staff and key employees 
  • Clearly and concisely explain what you do
  • KISS – Keep It Super Simple to navigate and explore your website
  • Visually pleasing to YOUR target audience

Related Article: Top 13 Reasons Why Manufacturers Struggle with eCommerce

CLEAR CALL-TO-ACTION

What is it that you want a customer to do when they land on your website?

What action should they take? How can they quickly and easily engage with you?

More importantly, why should they connect with you? They are BUSY. Time is precious.

To make an outstanding first Webpression, your website needs to offer a clear call-to-action. 

Determine the action you want them to take that additionally helps solve their problem as quickly as possible. 

For example, below includes a landing page for Wire Harness Manufacturer, Falconer Electronics.

This particular page provides a clear and concise call-to-action. 

Actually they offer two options:

 

Webpression

Option 1

The option on the left offers the opportunity for a potential buyer to click on a powerful software tool that the company created called the Wire Harness Estimator. 

This software tool allows a prospect to build or configure their own Wire Harness Assembly.

The program literally takes 60 seconds for a customer to configure a Wire Harness. 

The goal is to make it as easy as possible to connect and engage with the customer.

Solve their problems with speed and simplicity.

Option 2

Option 2 allows the customer to submit a CAD drawing.

This call-to-action also makes it as easy as possible for a customer to submit the proper product information. 

A large green box stating “Submit Drawing” cannot get much easier. 

The problem that the prospect is facing in this case: They need a quote as quickly as possible. 

Falconer Electronics solves that problem by offering two simplistic options.

Click Here to View the Falconer Electronics Wire Harness Landing Page

 

LANDING PAGE WEBPRESSION

The next step in making an outstanding first Webpression: Landing pages. 

Do you guide a potential customer to the proper landing pages?

If you are using Google Ads, does the landing page match the particular keyword that you are targeting?

Think about how frustrating it is for you to search for a specific part or component that is tough to find.

Finally, you discover a search result on Google stating the exact rare part that you need. You click the link and it takes to a home page.

Even worse, you land on an ERROR page or NO LONGER FOUND.

Don’t be “That Guy”.

Consistently check to make sure that your landing pages are current. Going to the right spot.

Guide your customer to the appropriate landing page the answers a question or explains your core capabilities. 

Think about the buyer on the other end and their search process. 

They type a keyword (your core capability) into Google. 

You want them to land on a page quickly and preciously which helps that individual. 

Show your expertise and that you can solve their problem with a well executed landing page. 

Related Article: 25 Blog Topics for Manufacturers Eager to Start Blogging

NAVIGATION 

Website navigation serves as another important factor in making that outstanding first Webpression. 

Does your website make sense?

This can be especially challenging for a manufacturer or industrial company.

Those in retail constantly think of customer flow with foot traffic. The direction and navigation of the store.

Where to place products? At the front of the store or back? Product displays. Visual appeal.

In the B2B world, manufacturers and industrial companies typically think of efficiency, quality, and safety.

They want to impress when giving a plant tour but they do not have to worry about dozens or hundreds of consumers walking through the door.

That’s the key. Allow the user to navigate through your website as if on a plant tour.

What would you show a potential new customer if they visited your physical site as well as your website?

A new piece of machinery? A production line where the product flows quickly and efficiently through your facility?

Bring your facility to the user.

To deliver that outstanding first Webpression, create an easy flow of your website allowing customers to find the information important to them as quickly as possible. 

Help them make a buying decision smoothly and efficiently. 

Show off your…..

  • Experience and expertise
  • Key employees
  • Machinery
  • Equipment
  • Case studies
  • Testimonials 

Sure, You Can Find that in Aisle 210999

To continue the importance of Navigation when striving to make an outstanding first Webpression, consider this thought…

Don’t you just love walking into a massive retail box store and you ask the clerk where to find an item and they point far out into the distance and say, “Check Aisle 210999”?

Miles and miles away. Into some faraway land. 

You don’t need binoculars. What you need is a high power telescope at this point as well as a NASA tracking system.

You make sure you have your cell phone in case of an emergency on the way.

More importantly, you check your pockets to see by chance if you brought a snack for this long trip.

Especially if you get lost.

Wouldn’t it be great if you could use SIRI, Google Maps or GPS when trying to find a tiny part in these monster stores?

Can’t the clerk just drop everything that they are doing at that very moment to hold our hands on this intimidating trek?

Climbing Mount Everest seems easier. At least there you can see your destination.

Anyway, once again, don’t be “that guy”.

To make an outstanding first Webpression, be efficient. Respectful of your customer’s time.

Help them find the product they need as quickly as possible.

Hold their hand.

Mobile-Friendly Webpression

A mobile-friendly website stands as another critical factor with making an outstanding first Webpression.  

A high-level scientific researcher performed an intense study and reported that people use their mobile devices……a lot.

Alright, I made that up too.

Yet, just look around. In a coffee shop. A traffic light. A restaurant.

Just look around your living room for that matter.

Isn’t it hysterical if you look at your family and everyone’s attention is buried into a mobile device?

Check out a high school or college football game. That’s even more fascinating seeing the number of people staring at their device instead of the game in front of them. (Confession: I missed a goal at a hockey game last night while checking the score of an NFL playoff football game on my iPhone – GUILTY AS CHARGED, YOUR HONOR).

Mobile search looks to continue its explosive growth. At least for the near future until the next technology replaces it.

It is imperative that your website looks appealing and functions smoothly on a mobile device. 

Even as industrial suppliers or manufacturers who think their buyers are all sitting at a desk browsing their PC. 

Engineers, new product developers, and procurement specialists are using mobile devices.  

They could be on a job site, on the production floor, or otherwise at a restaurant discussing a new project. 

Regardless, with every website change or improvement, make sure you are viewing changes on mobile. 

Just keep singing, “Going Mobile” (for any Who fans out there – remember, I’m old). 

SPEED 

Speed wins. 

Especially on your quest to make an outstanding first Webpression. 

I know, you are thinking, “thank you Captain Obvious.”

Yet, the faster your website the better. Much better.

Again, you have just a few seconds to make that great first impression (in case I haven’t hammered this point enough).

This includes a website that moves quickly.

Think about it. How long are you willing to wait for a webpage to load? I imagine not very long.

Moz, the SEO expert firm, defines Page Speed as “a measurement of how fast the content on your page loads“.

Keep in mind, there are no website traffic officers policing the internet, handing out speeding tickets. 

Customers who find your website crawling and moving slow are probably gone. Most likely, for good. 

You want your site to move FAST, FAST, FAST.

Speed definitely matters. From a user standpoint as well as from Google’s perspective with SEO.

SEO guru, Neil Patel offers outstanding insight on Page Speed in this helpful article below:

Speed Is A Killer – Why Decreasing Page Load Time Can Drastically Increase Conversions

Measure Your Webpression ROI 

Finally, how do you measure the Webpression of your website?

A few benchmarks to help determine if you are indeed making an outstanding first Webpression:

  • Phone calls
  • Email inquires
  • Sales leads
  • Conversions 
  • Requests for Quote
  • Purchased products on your eCommerce store

Keep testing. Keep growing. 

It’s an incredibly competitive global market out there. 

Deliver an amazing user experience for potential customers that they find impactful and helpful.

Take full advantage of that one chance to make an outstanding first Webpression. 

Wrapping It Up

Thank you for taking the time to read this post on making an outstanding first Webpression. 

For additional info, check out these helpful posts: 

 

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A Minimum Viable Product Helps You “Get in the Game” 

Sometimes you need to leave the sideline and just “GET IN THE GAME!”

A Minimum Viable Product helps you do just that. 

It offers an incredibly powerful strategy to help you “Get in the Game”. Quickly and efficiently. 

Even when not fully prepared or completely ready.

Whether contemplating a new product, a new website or jumping into eCommerce for the first time, preparation is extremely important.

Yet, launching is essential. 

Reid Hoffman, founder of LinkedIn famously declared, “If you are not embarrassed by the first version of your product, you’ve launched too late.”

Related Article: 19 Tips for Curing “I Hate Change” (Plus a Healthy Dose of eCommerce)

 

Minimum Viable Product to Most Valuable Player

Get in the game

How do you convert a Minimum Viable Product into a Most Valuable Player?

First, you must “Get in the Game”. 

For example, when launching a new eCommerce website, you hope and pray that it immediately reaches Most Valuable Player status. 

However, you should be focusing on the Minimum Viable Product when just starting out.

What does it take to push the ball into the end zone with a dream, a business or project?

Persistence. Stamina. Determination. Relentlessness. Consistency. A positive attitude.

You do not need to wait until you have the perfect product.

As the famous line goes, “done is better than perfect.”

In other words, just put it out there.

Especially when it comes to launching a new eCommerce website. 

When a project seems too massive to accomplish, the risk sets in of “I’m overwhelmed”.

Trying to eat the elephant comes to mind. 

Therefore, nothing happens.

Over-analysis causes paralysis. 

That’s where creating a Minimum Viable Product kicks in, allowing you to “Get in the Game”. 

Eric Ries, author of the New York Times Bestseller, “The Lean Startup” describes developing a Minimum Viable Product as the following:

A core component of Lean Startup methodology is the build-measure-learn feedback loop. The first step is figuring out the problem that needs to be solved and then developing a minimum viable product (MVP) to begin the process of learning as quickly as possible. Once the MVP is established, a startup can work on tuning the engine. This will involve measurement and learning and must include actionable metrics that can demonstrate cause and effect question.

 

Get in the Game with eCommerce 

eCommerce Checklist

My shtick is preaching the benefits of eCommerce for manufacturers. 

A major benefit of launching a new eCommerce website includes the incredible opportunities available with exploring new markets.  Especially with the low cost of doing so. 

Manufacturing eCommerce Strategies delivers powerful results including the following benefits: 

  1. Open 24/7 = round the clock customer service, sales tool
  2. Find Soulmates
  3. Eliminate the cumbersome RFQ process
  4. No Accounts Receivable 
  5. Low cost marketing and sales strategy
  6. Market Research
  7. Stay in Your Wheelhouse 
  8. Open doors that you never knew existed 
  9. International opportunities
  10. Scale your Proprietary Process

Yet, even with all of the incredible benefits available, many companies find reasons to put off or delay an eCommerce project. 

Tomorrow or maybe next week works better. 

Next week becomes next month or next quarter. 

Sound familiar? 

Related article: eCommerce Checklist: Manufacturing eCommerce Strategies

When is the Perfect Time to Get in the Game?

get-in-the-game

So often a company is looking for the perfect window to launch its eCommerce website. 

However, waiting for the perfect time to launch a business venture such as a new website or eCommerce store is similar to waiting for the perfect time to get married.

What if your significant other tires of waiting and decides to move on? 

Another example includes waiting for that perfect day to start a family.

When such and such happens, then I can finally……….

For example, when I am settled. Secure a good job. Save more money. Create more financial stability.

What if that perfect day never comes and you completely miss the opportunity. 

Waiting for the ideal time to make a major life decision may force that opportunity to vanish.

Launching a new business venture or an eCommerce website is certainly exciting.

Timing means everything, even survival.

However, you simply cannot wait too long. 

Snooze you lose.

You might find yourself standing at the altar all alone. 

Another item on the list of “would have, could have, should have’s”. 

Windows of opportunity close quickly.

Sometimes you need to rip off the band-aid.

Take the plunge. 

Gain the confidence to show that you know what you are doing.

Take a leap of faith.

Have confidence in yourself as well as your idea and abilities.

Trust yourself.

JUST GET IN THE GAME!

get-in-the-game

Remember, if you are not embarrassed by the first attempt, you waited too long. 

Get in the game!

Get on the field. Go out and get dirty. Throw a block. Get knocked down. Learn. Adjust. Keep fighting.

Figure things out.

Create and explore new techniques.

Find weaknesses in your opponent.

Tackle problems.

Get the first down.

Figure out how to find your way into the end zone.

(Don’t you just love all my lame football cliches?)

Partnering with a business coach or an accountability partner who can help you get over the hump.

Furthermore, when launching a new eCommerce website, team up with an incredible eCommerce expert or outstanding web designer. 

Find someone who will challenge you. Someone that you trust impeccably.

Put yourself out of your comfort zone.

No one ever reached Most Valuable Player by watching the game on the sidelines. 

Set specific goals.

Get on the field and enjoy each moment of playing the game. 

A Quick Story on “Get in the Game”

My best friend’s son played his first year of football at the age of 11.

He had an excellent season and made the Allstar team.

Unfortunately, they played another team in Atlanta and suffered defeat. The score was not close. 

The opponent was far superior. More organized. Had played together much longer. Played in a league that faced much stiffer competition.

Yet, my buddy’s son got in the game. He stuck it out. Fought hard. He gave 100%.

My buddy said he could not have been more proud.

His son displayed stamina, determination and a competitive spirit to keep pushing. 

Most importantly, he gave everything he had to just “Get in the Game”. 

Success is found on the field not on the sidelines.

Even when the scoreboard does not agree with your efforts. 

Let’s all do the same and push each other to just “Get in the Game”. 

Wrapping It Up 

Thanks so much for reading this post. 

For additional information, please check out these helpful posts: 

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Like It or Not, Your Website is Your 24 Hours a Day Sales Rep

Like it or not, your company website is your 24 hours a day, 7 days a week sales rep. 

With that in mind, if your website is not an absolute top priority or even worse, an afterthought, an extremely important question to ask yourself: 

WHY?

Your website serves as the face of your business as well as the ambassador of your company. 

Most likely the first contact or engagement with a new customer comes from your website. 

Especially if you are a small business. 

Regardless of your legacy, reputation, or number of years in business, new prospects who are unfamiliar with your business judge you by your web presence. 

This can be a tough pill to swallow, particularly for those in manufacturing. 

Your website actually plays the role of company sales rep out in the field, 24/7/365.

So how are your sales rep performing?

24 Hour Sales Rep 

Sales Rep

When my wife was in college, she lived across the street from a store called, “We Never Close”. 

A business that never closes certainly is convenient when you need something at 3:30 AM. 

It’s ironic how in college I could stay up until 3:30 AM, now I find myself waking up at 3:30 to start my day. 

Ah, the joys of getting old.

Anyway, a major benefit with eCommerce and a strong online presence, you never close. 

Your website serves as your 24 hours – 7 days a week – 365 days a year sales rep.

Another benefit, a website never calls in sick or takes a vacation. 

However, if your website is not an absolute top priority, you could be severely depriving yourself of new opportunities. 

How do you judge a place of business? 

For example, while searching for a hotel, restaurant, vacation spot or even a new vendor, odds are your first point of contact with a business is on their website. 

Well, let’s say your dream buyer is online conducting a search for the exact product and service that you provide. 

This buyer has a huge problem to solve with an extremely tight deadline. 

Operationally, you have everything in place to hit the ball out of the park and solve this customer’s problem. Right now. 

However, is your website ready for the task? 

Can this dream customer find your website and if they do find it, do they like what they see?

What Impression Does Your “Sales Rep” Make? 

Sales Rep

Click on your website right now. How does it look?

Do you provide valuable information to help a new customer make a buying decision?

Your website plays a critical role and goes far beyond a simple online business card. 

Your website represents YOUR COMPANY. 

When conducting eCommerce workshops, I like to use the example, “your website should allow the viewer to make a buying decision on Saturday night at midnight” (or 3:30 AM for those still able to stay up that late).

Make it a top priority to provide all the necessary information so that a potential customer doesn’t have to wait until you open on Monday morning. 

Just remember, you have ONE chance to make an outstanding 1st impression. 

In other words, you have one chance to make that great first Webpression!

Related article: You Have Only One Chance to Make an Outstanding First Webpression

Let’s put this in perspective. 

Would you allow a salesperson represent your company in a poor fashion? 

Disheveled. Outdated. Uniformed. Unenthused. Bored. Delivering partial or even wrong information.

Furthermore, unable to describe your expertise and product as well as the solutions that you provide. 

Incapable of explaining the company history, mission, processes as well as product capabilities. 

Of course not. 

Nurture your website like it’s the most important representative of your company. 

Simply because it is. 

Related Article: Top 13 Reasons Why Manufacturers Struggle with eCommerce

Is Your “Sales Rep” Found in Search Results? 

Sales rep

A website that cannot be found is the same as the sales rep who never makes a sales call. 

They are hanging at the park feeding pigeons (or some other interesting activity that fails to produce a sale). 

What is the first thing that you do when looking for a new product or service?

Most likely, you rely on your good friend Google.

Well, your potential new customers rely on Google as well.

Therefore, are you coming up on a search for your core capabilities?

In other words, are you attacking your keywords? 

Let’s go to Google right now and type your top capability in the search box. 

Are you anywhere to be found on the first page? 

If the answer is no, hopefully, you are mad. 

Do you see your competitors coming up in the search results? 

If the answer is yes, hopefully, you are now even angrier than before.  

Contact an online marketing specialist immediately. 

Stop being the best-kept secret. 

Make your website a top priority. Now! 

Be found as well as make that Great 1st Webpression! 

Treat your website as one of the most important and valuable employees on your team and give it everything you’ve got. 

Related Article: 25 Blog Topics for Manufacturers Eager to Start Blogging

Wrapping It Up 

Thanks for reading this post. 

For additional info, check out these helpful posts: 

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Seeking Soulmates: Does Your Website Attract Dream Customers?

Seeking soulmates.

Isn’t that basically the goal or function of a business website? 

Most websites play the role of matchmakers in some capacity or another. 

Not in the sense of an actual date, but a website matches you with a solution to the problem you face at that moment. 

For example, searching for clothes, a vacation, a restaurant, the latest news, or whatever crosses your mind at that moment?

Google has your back and matches you with the best search result (big eye roll from every SEO guru out there). 

Amazon used to match you up with the perfect book. Now, Amazon matches you with basically anything and everything from A-Z. 

Uber finds you a ride when most needed. 

Airbnb finds you a couch to crash on.  

Seeking cool videos? Head over to Tik Tok and “Make Your Day”. 

The list goes on. 

Think of your favorite website. 

It most likely matches you with an article, product, service, an answer or a solution. 

So as a business, in particular a manufacturer, does your website successfully play matchmaker?

Are you being paired up on exciting dates? 

Are you finding the perfect match? 

In other words, are you finding Soulmates? 

Not to the movies or dinner. 

Soulmates in the sense of connecting with that coveted dream customer. 

Let’s discuss further. 

Seeking Soulmates

Soulmates

What is the reason for a business website?

In one word, “attract customers”. 

Ok, that was two words but you get the point. 

Hopefully, your website attracts new customers that help grow your business. 

Especially those ideal dream customers. 

 I like to refer to those ideal customers as “Soulmates”. 

You know the type. Those dream clients who would completely change your business.  

For comparison, where does a single person find their Soulmate?

Especially for those who possess an insane schedule?

No social life and not into the bar scene? What to do?

Well, online dating is now the norm.

It’s almost surprising when a new couple meets outside of an online dating site or a social media platform.

The negative stigma of online dating is a thing of the past. 

Online dating allows you to explore the personality traits, passions, interests, and hobbies of a potential partner.

It’s wonderful when you hear a friend or relative live out a wonderful success story by finding a companion and love interest on a dating site.

Online serendipity. 

Well, what about your website? 

Does your website currently help you connect with Soulmates? 

 

Related Article: Like It or Not, Your Website is Your 24 Hours a Day Sales Rep

 

Soulmates: The First Date 

Soulmates

You have one chance to make an outstanding first impression. 

With your website, you only have one chance to make that great first Webpression. 

Related Article: You Have Only One Chance to Make an Outstanding First Webpression

Let’s compare a first date to someone landing on your website for the first time. 

So you are heading out on a first date. 

You need to impress. It’s showtime. That first date typically gets the best you. 

At least that is the plan if you hope for a second date. 

Most first dates are not first thing in the morning when you wake up. 

You probably would not go on a date straight after a killer workout either without freshening up or a complete makeover. 

So what actually goes on before a first date? 

Plenty of hard core preparations take place before a first date.

Guys will drop and knock off a few push-ups and sit-ups for last second physique improvements. 

Shower. Deodorant. Cologne or perfume. Hair done perfect (well not in my case). How do the nails look? 

Find your most appealing outfit. Dress for success. What is success? Hopefully a second date. 

Find that shirt that brings the most confidence. Describes your personality. 

Fresh breath. Nothing on your face or in your teeth. 

Is the car cleaned? 

What if that date ends up back at your place?

How do you feel? Do you feel squeamish?

Are you prepared? Is everything picked up? Tidy? Organized? Will they be impressed?

Let’s change gears and look at your website. 

In the same fashion, if your soulmate is just about to land on your website, are you ready for that first date? 

For example, let’s say a buyer at a Fortune 500 company is searching for the exact product or service that you provide. 

Especially since you would completely WOW them if you connected face to face. 

However, is your website up to the task? 

Does your website provide enough information and reveal that you are truly a potential Soulmate? 

As you take a hard objective look at your website, ask this question: Would you want to date YOU based on your website? 

In other words, would you do business with you after looking at your website? 

 

Related Article: A Minimum Viable Product Helps You “Get in the Game”

Does Your Website Make You Look “Soulmate Worthy”?

Soulmates

Does your website create a “love at first sight” experience? 

If you are too broad on a dating site profile, you spread your net out too far. 

In other words, you will most likely have little success in landing a date or find yourself on many dates that lack chemistry. 

Well, the exact same process works when a customer searches for a new supplier or vendor.

They seek a partner who aligns with common goals.

Soulmate characteristics include: 

  • Reliability 
  • Trust 
  • Common Values 
  • Experiences 
  • Strengths 
  • Successes 
  • Kindred Spirits 

Business Date Traits to Attract Soulmates 

Soulmates

So, instead of hobbies, interests, and goals that a dating profile would list, you need to state all of your attractive business date traits such as your vast experience and expertise?

Below includes a list of date traits to attract Soulmates (that you need to be displayed on your website):

  • Staff 
  • Core Capabilities 
  • Machinery 
  • Tools & Equipment 
  • Industries Served 
  • Testimonials 
  • Case Studies 
  • Resource Guides 
  • List your Products & Service
  • eCommerce 
  • How-to Videos

Furthermore, you need to explain your value to the market as well as demonstrate how customers benefit by partnering with you.

A strong online presence and an eCommerce strategy both show that you deliver superior quality as well as high level solutions.

A thoroughly prepared website allows the opportunity to show that you help increase the profitability of your customers as well as make their business better. Dramatically better. 

Make sure your website clearly and concisely demonstrates the problems you solve. 

Blow them away like it’s your first date. 

The bottom line, your website needs to reveal that your business is so darn lovable that Soulmates (customers) simply cannot live without you. 

Wrapping It Up 

Thanks for reading this post. I deeply appreciate it! 

For additional info, check out these helpful posts: 

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No Receivables: Manufacturing eCommerce Strategies Benefits Cash Flow

One of my absolute favorites on the list of eCommerce Benefits: No Receivables! 

Well, truth be told, trying to pick a favorite eCommerce benefit is like trying to pick a favorite child. 

However, can you imagine a life with NO receivables? 

Sounds like heaven, right?

I am pretty sure I would still have hair if I had never carried receivables while in my 20’s. URGH!

For example, I vividly recall many nights praying that a customer check would arrive in the mail the next day…..just to cover payroll for that week.

Though it is too late for me, I implore you to take full advantage of eCommerce Benefits available to you.

If for nothing else, simply to prevent your hair from falling out. 

Related Article: eCommerce Checklist: Manufacturing eCommerce Strategies

eCommerce Benefits Cash Flow: You are paid BEFORE the product leaves your facility

Time equals money. Money equals time.

Well, can you imagine being paid before the product goes out the door?

Euphoria! 

An eCommerce store offers that exact opportunity. 

For example, a customer purchases your product on your website and PAYS for it at checkout. 

You haven’t even shipped it yet. 

As a manufacturer, there is a chance you haven’t even produced it yet at this point. 

Just-in-time is certainly alive and well with Manufacturing eCommerce Strategies. 

Thus, a positive cash flow opportunity. 

Cash is King!

Positive cash flow creates tremendous opportunities as well as opens many doors.

You already have an abundance of challenges with running your business.

Lots of Stress.

Employee issues. Sales quotas. Marketing. Vendor relationships. Taxes. Health insurance. All other insurances for that matter. Liability claims. Safety. Quality. The list goes on.

Thus, just think if you could eliminate one hassle, receivables.

This was a constant dream of mine and eCommerce answered those dreams.

Positive cash flow certainly provides peace of mind.

No dreaded collection phone calls to the customer.

No emails begging for money.

Implementing eCommerce also eliminates contacting your attorney to start the collection process.

It is said that money ruins friendships.

Well, money ruins vendor/customer relationships quickly.

You think that a customer is a friend until they stop paying you. 

On the other hand, for an experiment, stop paying a vendor that you consider a close friend.

See how fast that relationship sours. 

Always knowing that you are going to be paid for a job creates thriving business relationships.

Go ahead and give it a try.

See if eCommerce can answer those “No receivables” dreams for your company. 

Related Article: Eliminate the Cumbersome RFQ Process with eCommerce

Wrapping It Up 

Thank you for reading this post. 

Hopefully, you found this helpful for your business. 

For additional helpful information on Manufacturing eCommerce Strategies, check out these links: 

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Eliminate the Cumbersome RFQ Process with eCommerce

Another key ingredient on the list of eCommerce Benefits for manufacturers includes cutting down or even eliminating the cumbersome Request-for-Quote (RFQ) process. 

Especially since going through the RFQ process is a huge expense to your company.

With no guarantee that you will land the bid. URGH!

However, scaling your proprietary process with a predetermined product line as well as preset prices helps eliminate the dreaded RFQ process. 

For example, convert your proprietary process into a proprietary product line while offering those products within an eCommerce shopping cart. 

Another powerful tool with enhancing the RFQ process is offering a custom quoting software tool that allows your customer to immediately create the product with immediate pricing.

This delivers an incredible efficiency for both parties and lends you a critical competitive advantage.

Instant product pricing grants you a huge step over the competition. This displays your commitment to customer success. 

While your competition fumbles around trying to calculate their pricing to fulfill the RFQ, you are already engaged with your potential customer.

Steps involved with the RFQ Process 

RFQ Process

So, let’s walk through the RFQ process: 

  • First, the prospect sends you a drawing and Bill of Materials (BOM).
  • You analyze and evaluate what it will take to complete the project.
  • You price out the raw material, parts, and components.
  • Contact vendors for lead times.
  • Next, you do your best to estimate the amount of time, energy and resources necessary to complete the project.
  • You simulate manufacturing the product or project to ensure the accuracy of your quote
  • Estimate vendor delivery times to determine when all material will be at your facility.
  • Check the production schedule to determine when the project comfortably fits.

Finally, you type up the proposal. You have hours and hours dedicated to landing this gig. 

Then you send it off with confidence (or at least hope that you didn’t overlook anything).  

Then you wait……….. Crickets………..

Did they receive the quote? Why didn’t they accept your bid?

Price too high? Lead time too long? Was it a competitor just testing you?

Are they going overseas?

Are you a good judge of character? Can you decipher a quality lead from the time-wasters?

Additional questions and concerns include is this company actually legit? Do they pay their bills?

Why are they contacting you? Who did they contract with before?

Plenty of unanswered questions.

As a manufacturer, odds are you have received plenty of requests for quotes that never develop into a sale. 

To maximize efficiency, eCommerce helps you nurture “Soulmates” and convert good leads as much as it helps weed out bad leads. 

Related Article: Seeking Soulmates: Does Your Website Attract Dream Customers?

eCommerce Benefits manufacturers by improving efficiency

RFQ Process

Embracing eCommerce helps create a sales funnel. It allows you to narrow your focus.

It also helps prevent the risk of chasing bad leads.

My father used to preach “chase profits, not sales”.

eCommerce benefits manufacturers by offering the opportunity to make the quoting pricing precise, efficient, and fast.

It removes the guessing.

Everything is already in place. 

For example, vendors and products are already determined.

Time frames and timelines, as well as processes, are known.

It removes the guessing and estimating as well as the ballpark pricing, the “I think”, or “one time we made something like this”.

Additionally, factor in all of the completely depressing jobs that were flat out quoted wrong. 

Especially for the customer that insists on a production run without building a prototype first. 

Halfway into the project, you discover that there is no way to meet the times. You are upside down. 

Every part produced is costing you money. 

Why do companies chase after jobs, projects, products, customers, opportunities that send them down an unfamiliar path?

The reason: Sales – revenue – money – keep machines running and the staff working. 

Chasing quotes plays the high-risk game of what if’s…….

What if this opens a major door? What if this takes your company to a high level? Best decision ever. Your company explodes.

On the other hand,  you find the project exhausting company energy and resources, as well as completely wasting time. 

Furthermore chasing a total dead end a wasting profits. 

Time makes us look like a complete fool or a genius – usually nothing in between. Only time will tell.

Manufacturing eCommerce strategies helps put the odds in your favor. 

Chase quality leads and profits. 

Related Article: eCommerce Checklist: Manufacturing eCommerce Strategies 

Examples of Eliminating the RFQ Process

He is an example of a company taking full advantage of eCommerce Benefits available by offering an instant quoting and estimating software tools to attract “Soulmates”. 

These two examples reveal removing the challenging RFQ process which offers tremendous benefit to both parties.

Take a look at two excellent examples by custom electronics manufacturer, Falconer Electronics.

 

#1) Falconer Electronics Instant Ground Strap Quotebuilder 

Serving as a Ground Strap and Wire Harness Manufacturer since 1985, Falconer Electronics continues to produce thousands upon thousands of ground straps. 

Well to make life much easier for its customers, they decided to create our very own proprietary software, The Falconer Electronics Instant Ground Strap QuoteBuilder. 

Customers can customize their own ground strap. Literally within seconds. 

Then receive a quote sent directly to the customer email inbox. 

In addition, customers can go ahead and place an order for their newly created custom Ground Strap as well. Immediately. 

This powerful software tool offers customers great time savings and efficiency. 

Click here to view the Falconer Electronics Instant Ground Strap Quotebuilder 

In addition, click this video for a quick tour: 

#2) Falconer Electronics Wire Harness Estimator 

The Falconer Electronics Wire Harness Estimator provides its customers with an instant Wire Harness Estimate.

Perfect when seeking an estimate on your Wire Harness Assembly or in case you just need a ballpark price, pronto.

The Wire Harness Estimator allows buyers, product designers, and engineers the ability to enter the specs of a wire harness assembly quickly and easily. This straightforward approach eliminates the need to wait days or even weeks for pricing out your estimate.

This tool also works perfectly for companies building a prototype as well as a new product design.

Click here to view the Falconer Electronics Wire Harness Estimator.

In addition, click video for a quick tutorial: 

Wrapping It Up 

Thanks for reading this post. I deeply appreciate it. 

Hopefully, this found this helpful and applicable for your business. 

For additional info, check out these helpful posts: 

 

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