Tag Archive for: 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 Outdated.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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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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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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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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Two Options for Custom Manufacturers Implementing eCommerce

Manufacturers Implementing eCommerce. Actually sounds quite interesting, right?

An “old-school” traditional business taking on new technology.

Well, eCommerce isn’t really new anymore.

It’s an active part of our daily lives now. At least it certainly seems that way.

Why?

The convenience, efficiency and speed that eCommerce offers.

However, manufacturers implementing eCommerce for the first time face many challenges. 

Especially for custom manufacturers that do not produce a proprietary product or finished good. 

Today, let’s explore two strategies for a manufacturer to implement eCommerce by targeting its proprietary process. 

Related Article: 3 Step Approach To Scaling eCommerce for Manufacturers

Manufacturers Implementing eCommerce Opens New Doors

Implementing eCommerce awakens exciting opportunities and opens new doors.

As a custom manufacturer, you produce amazing products for other companies.

You are the widget expert. No one knows your product better than you.

You have spent years perfecting your proprietary process.

Yet, one of your biggest challenges: how do you scale your proprietary process? 

There must be plenty of potential customers searching for your products, services, and solutions.

Where are they?

How do you find them?

How can you narrow down the buying process to make life easier for you and more importantly, the buyer?

The answer: eCommerce.

Just a few years ago, many manufacturing clients claimed the internet wasn’t going to impact their company.

Now, most cannot move fast enough to plunge into the world of eCommerce.

“The Heat is On” (shout out to Glen Fry, God rest his soul).

So, how do you get started?

Let’s dig in. 

Below covers two options for a manufacturer implementing eCommerce for the first time.

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

Option #1) Manufacturers Implementing eCommerce

Add an eCommerce store onto your existing website

eCommerce Checklist

First, contact your web designer to start a dialog on launching an eCommerce store to your current website.

In a previous post, we discussed the struggles manufacturers face when jumping into the world of eCommerce.

Over the years, you most likely have created prototypes for your customers.

Let’s use that same concept on your website.

The assumption is that you already have a website. What platform are you using?

Have a conversation with your web designer and ask if you can easily add eCommerce to your site.

For example, if you are on WordPress, your web designer can add the WooCommerce plugin. It’s FREE!

There are many other shopping cart options that are extremely inexpensive.

Many eCommerce platforms start at ONLY $19.99 per month (EX: Shopify, BigCommerce, 3D Cart, etc…).

Take several of your finished products and add them to your website.

CLICK HERE TO CHECK OUT THE B2BTAIL.COM eCOMMERCE CHECK LIST

Adding an eCommerce store to your website offers tremendous benefits including: 

  1. Customers access your business 24/7/365 = round the clock customer service & a powerful sales tool
  2. Find Soulmates (aka Ideal Customers) 
  3. Eliminate the cumbersome RFQ process
  4. No A/R = Credit card payments means you are paid before you ship! YAY!!
  5. Lower cost marketing and sales strategy
  6. Market Research (eCommerce becomes your R&D department) 
  7. Stay in your Wheelhouse 
  8. Network = Cross Network with other vendors targeting the same market
  9. International opportunities
  10. Implementing eCommerce allows you to Scale Your Proprietary Process  

Related Article: eCommerce Checklist: Manufacturing eCommerce Strategies

Option #2) Custom Manufacturers Implementing eCommerce 

Allow Customers to Customize Your Product

Implementing eCommerce

Another option for manufacturers to enter the eCommerce world, allows customers to build your products on your website.

How?

Well, what is your sales process when a new customer reaches out?

Does the new customer submit a Request for Quote (RFQ)?

If so, you then kick start the quoting process.

Of course, you were already busy when the RFQ arrived.

Now you need to set aside other top priorities to accommodate the new customer. You don’t want to make a bad first impression. Speed is key. 

You look over the drawing. Check out the parts on the BOM (Bill of Materials).

Lookup component prices and availability.

Determine the labor units. Amount of time on machinery. The number of touches. Lead time for parts.

You’ve gone through this process probably thousands of times.

In addition, do you receive RFQ’s that drift off in areas outside of your expertise? Outside of your wheelhouse?

Odds are the answer is yes. 

It really becomes a bit more challenging to determine the quote for a new customer especially for products and processes that fall outside of your expertise.

Now they are waiting.

What if you could streamline the RFQ process?

Just imagine if you could narrow the process into an automated system that was available to a new customer online, 24/7.

Where you could create a quote or estimate instantly.

Sounds like heaven, right?

First, create a starting point.

Narrow down your product line. Begin with limited options.

Focus on the most popular. The most profitable. The most simplistic.

You have a proprietary process that you perfected over the years. Well, pretty close anyway.

Can you take that process to guide a customer into your funnel?

Let’s go deeper. 

Related Article: Hey Manufacturer, What’s on Your Menu? Perhaps a Plate of eCommerce?

80/20 Rule

Does your business experience the 80/20 rule?

Most businesses do. 

For example, let’s evaluate the 20% of your products and processes that generate 80% of your sales and profits.

Your top selling products.

  1. Take the raw material, parts and components that go into that product
  2. Calculate the labor units
  3. Add in machine time that goes into each unit

Provide this information on your website.

Offer a price right away to the user. 

Well, though the system may not be perfect to start, this at least gets you in the game….immediately. 

Implementing eCommerce Gets in the Game….Immediately 

So many of my clients state, “If I can just get a customer on the phone, we can close them.”

Creating a customized instant quoting process removes the bottleneck on the front end of the relationship.

You can state that the price is based on a single unit.

This would be interesting for potential customers working on a prototype.

It opens a door to start an immediate dialog.

Allows you to show your experience and expertise.

You now have a warm lead.

This opens the door to express your passion for their project.

What are you doing at this point?

You are now engaging. Building a relationship. Showing off your expertise. 

Revealing that you are capable of solving your customer’s problem. Quickly. 

Showing that you are a person of trust. A valuable partner.

Lastly, implementing eCommerce to start the quoting process lends a tremendous competitive advantage for your company. 

Wrapping It Up

Thank you for taking the time to read this post. 

For additional info, 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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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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Captain Your Ship! eCommerce Helps You Stay in Your Wheelhouse 

Another tremendous benefit for manufacturers embracing eCommerce: eCommerce allows you to stay in your wheelhouse. 

As a manufacturer, ever find yourself stumbling out of your wheelhouse? 

Drifting down a path that falls outside of your strengths and core capabilities. 

Especially for custom manufacturers. 

If you do not know what I am referring to, God bless you! 

Otherwise, for the rest of us, let’s further discuss. 

Many manufacturers have built a nice business and made a comfortable living for years relying on a handful of customers.

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

The internet, digital marketing, and eCommerce have opened doors that previously never existed.

However, manufacturers still struggle with embracing these new technologies. 

Especially since phone book ads have vanished (my daughter, “What is a phone book?”). Trade shows are expensive.

Word of mouth is now a Google search and social media. 

Consulting with dozens of custom manufacturers and job shops over the years, these small business owners consistently share a frustration of finding new leads.

Let alone quality leads. 

In particular, manufacturers frequently receive a request for a quote on a product or process that falls outside of their wheelhouse.

In other words, projects beyond their current capabilities or specific area of expertise.

So what happens?

As we all know, a rudderless ship drifts off course quickly. 

This is a big problem so let’s dig deeper. 

Related Article: Hey Manufacturer, What’s on Your Menu? Perhaps a Plate of eCommerce?

Stepping Outside of Your Wheelhouse 

Wheelhouse

Let’s paint a picture. This story may sound familiar. 

A new lead arrives. This potential client sends in a request for quote. 

Yet, after you evaluate the job, you know this particular project falls outside of your wheelhouse. 

You lack the experience and expertise to truly tackle this project effectively. 

However, you know next quarter looks soft. Actually, softer than you prefer. 

Machines need to keep running while the staff also needs to keep working. 

On top of it all, you are currently blessed with an amazing team that you would hate to break up.

In addition, layoffs just crush morale as well as cost you valuable talent. 

Therefore, you decide to pursue this new lead. 

Even though you know this project has the potential to drain time, energy, and resources. 

Who wants to pass up on a sale? 

Unfortunately, you know how this story frequently ends. 

Your quote comes in below the competition. You are the cheapest. 

As a result, you win the bid. 

Why? 

You stepped outside of your wheelhouse. 

Due to your inexperience, you accidentally misquote the job. 

Oops!

Parts, procedures, and steps in the process were overlooked (or simply not understood).

Labor units that you were certain would take seconds actually amount to minutes. 

As you know, minutes certainly add up quickly…..in the wrong direction. 

Especially when the customer ordered thousands of parts.  

Now what?

Believe it or not, I have actually heard clients state, “what are we going to do if we actually land this bid?”

Embracing eCommerce helps to prevent as well as avoid these costly catastrophes. 

Related Article: Eliminate the Cumbersome RFQ Process with eCommerce

 

Definition of Wheelhouse

So, let’s back up a second here. 

What is the definition of “Wheelhouse” anyway? 

According to Merriam-Webster.com:

1: PILOTHOUSE– a deckhouse for a ship’s helmsman containing the steering wheel, compass, and navigating equipment
2: a place or center of control or leadership (as in an organization)

3: a. baseball: the section of the strike zone where it is easiest for the batter to hit the ball well. The home run came on a 3–2 pitch. The pitcher tried to get the batter with a sinker. “Except it was right in his wheelhouse.” 

b: an area that matches a person’s skills or expertise… It was right in their wheelhouse

So, take a moment and think about your strengths and core capabilities.

Your Wheelhouse.

The processes that you are absolutely best at.

On the other side of the coin, think about any processes or customers that currently pull you OUTSIDE of your wheelhouse.

The result?

Slipping out of your wheelhouse causes serious harm and damage. 

Draining time, energy, resources and most importantly, hurting profits. 

Related Article: Top 13 Reasons Why Manufacturers Struggle with eCommerce

Be the Captain of Your Ship!

Embracing eCommerce keeps you in your wheelhouse while helping you enjoy the cruise. 

Furthermore, establishing an eCommerce strategy allows you to predetermine your product line as opposed to pursuing bad leads. 

My father always preached, “chase profits, not sales.”

Pursuing an eCommerce strategy reduces the temptation of chasing sales that fall outside of your expertise.

Therefore, narrow your target.

Stay in your lane. 

Laser focus on what you are absolutely best at. 

Capture each and every advantage available.

Strive to perfect your proprietary process. 

Fixate on the products that you already manufacturer…. incredibly well. Efficient and profitably. 

Then unleash your strengths with eCommerce.

Market these products as if your business and staff depend on it. Because they do. 

Position yourself leaps ahead of the competition.  

The results?

Thrive in your Wheelhouse and Be the Captain of Your Ship!

Bon Voyage!!

Wrapping It Up 

Thanks for reading this post. 

Hopefully you found this helpful on your eCommerce journey. 

If you are in the early stages of jumping into eCommerce, go to our eCommerce Checklist.

For additional helpful information, please check out these links: 

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Another Incredible eCommerce Benefit: No Major Capital Expenditures

Another incredible benefit that comes with embracing eCommerce for manufacturers: No major capital expenditures. 

For the record, I am CHEAP. Extremely cheap. 

Feel free to ask my wife, friends, family or even my 140 LB Rottweiler. 

Actually, I spoil my Rottie so he might not be the best to ask. 

Anyway, with that in mind, as an avid and dedicated eCommerce evangelist, eCommerce offers your company amazing opportunities at extremely low costs and no major capital expenditures. 

As a manufacturer, odds are you currently have a website.

Most likely, even a decent website that you are proud of showing new customers (hopefully anyway). 

When you are ready to take the eCommerce plunge and finding yourself cheap like me, there are many options to get you in the eCommerce game. Pronto. 

Related Article: eCommerce Checklist: Manufacturing eCommerce Strategies

Launching an eCommerce Store: No Major Capital Expenditures

capital expenditures

Buying a domain name typically runs $9.99 per year (check out GoDaddy). 

In addition, hosting your website runs approximately $120 per year (check out Bluehost). 

Odds are you already have a website which means you are already paying for both your domain name and hosting fees. 

Therefore, no additional expenses there. 

Next, you need a shopping cart. 

 As discussed, shopping carts are incredibly inexpensive. 

Tackling eCommerce adds little to nothing to fixed expenses.

Let’s take a look at a few eCommerce shopping cart options. 

Related Article:  3 Step Approach To Scaling eCommerce for Manufacturers

WooCommerce 

Do you love the word “Free” as much as I do?

WooCommerce offers a Free plugin (Click here). 

If you currently own a WordPress website, WooCommerce serves as an extremely reasonable and affordable eCommerce option for you to consider. 

What is WooCommerce? 

WooCommerce is an open-source, completely customizable eCommerce platform for entrepreneurs worldwide. Go beyond the confines of traditional eCommerce solutions, and be limited only by your own imagination.

WooCommerce is a wildly popular eCommerce solution. Click here to find out more about WooCommerce.

Discuss with your web developer about adding a WooCommerce shopping cart to your current website. 

No Major Capital Expenditures with eCommerce Shopping Carts 

There are plenty of options when selecting an eCommerce shopping cart. 

Each option delivers powerful resources without significant capital expenditures. 

Nearly all eCommerce shopping carts start around $20 per month. 

It truly comes down to the services offered and personal preference.

Most likely, your web designer will have a particular eCommerce store that they prefer or recommend. 

Let’s meet a few players within the eCommerce shopping cart software arena. 

3Dcart

“Founded in 1997, 3dcart is a complete and robust eCommerce platform designed to help online store owners thrive in a competitive market. With hundreds of features built directly into its software, business owners can effectively open, operate and maintain a successful online store with relative ease and efficiency. Today, we are an Inc. 5000 company, a Visa PCI Certified provider and a pioneer in mobile commerce and digital marketing.”

3Dcart pricing starts at only $17.10 per month with no transaction fees as well as unlimited products. Click here to view 3Dcart pricing. 

BigCommerce

“BigCommerce’s mission is to help merchants sell more at every stage of business growth. Simply put, we are: Built for growth so merchants can realize their visions without compromise; Designed for powerful performance to enable businesses to scale seamlessly with technology they can trust; Efficient in both time and cost. We have the lowest total cost of ownership (TCO) in the industry enabling merchants to unlock profit and invest in customer acquisition.”

BigCommerce pricing starts at only $29.95 per month. Click here to view BigCommerce pricing. 
 

Shopify

“Shopify powers over 1,000,000 businesses worldwide The all-in-one commerce platform to start, run, and grow a business. Over a decade ago, we started a store to sell snowboards online. None of the eCommerce solutions at the time gave us the control we needed to be successful—so we built our own. Today, businesses of all sizes use Shopify, whether they’re selling online, in retail stores, or on the go. Making commerce better for everyone. We help people achieve independence by making it easier to start, run, and grow a business. We believe the future of commerce has more voices, not fewer, so we’re reducing the barriers to business ownership to make commerce better for everyone.”

Shopify pricing starts at $29 per month. Shopify also offers credit card processing as well as discounts on shipping. Click here to view Shopify pricing. 

Volusion 

“It all started in 1999 when our founder, Kevin Sproles, then 16 years old, started building custom websites for clients. Talking to customers, and building their dream was a passion from the beginning. Doing it all, from sales to support, to product design, Kevin knew what needed to happen to be able to help more people, and soon the first version of Volusion was born: an all-in-one tool for people to run their business. From the beginning, it was easy to use, and we were there if you needed help. Today, that’s still true. Kevin and 200+ more Volusioneers are a phone call away, 24×7 to help you reach your goals. And product innovation is at the forefront. This is only the beginning… just wait, we’ve got even more great things in store for you to come.”

Volusion pricing starts at $26 per month with no transaction fees as well as unlimited products. Click here to view Volusion pricing.

Wix

“Our powerful technology allows everyone to get online with a stunning, professional and functional web presence. Whether it’s your first time creating or you’re a long time expert, you’ll find the features and solutions you need to build a professional website with true creative freedom. Our global user base, open SDK, and unparalleled design capabilities create a unique ecosystem. Partners, developers, web designers, and other online professionals can effectively market their Apps and services to millions through Wix.”

Wix pricing starts at $23 per month which includes unlimited bandwidth and also allows accepts online payments. Click here to view Wix pricing. 

eCommerce Web Designer 

Your biggest expense will most likely be the web design services to launch your eCommerce store.

If you have a current web designer, start there. Invite a constructive conversation with your web designer about their experiences with eCommerce. 

In case you do not have an active web designer or your current web designer simply has no experience with eCommerce, it’s time to start looking around. 

Depending on your taste, your goals, and the direction you are heading, creating a new eCommerce store could cost as little as a few hundred dollars all the up to tens of thousands. 

Remember, I am cheap! 

If you are just starting out and getting your feet wet, a minimum viable product most likely is the best route. 

Find a web designer that aligns with your goals and vision. 

Be clear and concise with your budget. 

Even though you cannot expect a Lamborghini on a Chevy budget, there is no reason you cannot have an impressive and professional looking website at an extremely low cost. 

Spending tens of thousands of dollars to “test the market” most likely is not the best strategy here. 

Creating a new eCommerce store is a onetime variable expense to launch the site along with maintaining a relationship with the designer for ongoing updates and additions.  

So, where do you find a web designer to help keep our capital expenditures as low as possible? 

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

Resources to Find an eCommerce Web Designer

Below includes a list of 10 helpful resources to explore when seeking an eCommerce web designer: 

  1. Chamber of Commerce – Check your local Chamber of Commerce for recommendations. 
  2. Facebook – If you are an active Facebooker – turn to your Facebook tribe and ask for recommendations for an eCommerce web designer.
  3. Fiverr – “Find the perfect Freelance Services for your business”.
  4. Freelancer – “Hire expert freelancers for any job, online”.
  5. Google – Turn to good ole Google and conduct a few local searches (For example: “Best eCommerce web designer in my area”).
  6. LinkedIn – As a LinkedIn junkie, LinkedIn offers a wealth of opportunities and connections to connect with eCommerce web designers. 
  7. Local colleges and universities – Colleges and universities are an incredible resource and great place to connect with a young and hungry web designer who might be looking for an internship or spending money. It could also turn into a nice long-term relationship. 
  8. Twitter – I follow a bunch of SEO and eCommerce experts (fellow geeks) on Twitter which is an incredible resource to connect with eCommerce web designers.
  9. Upwork – “In-demand talent on demand. Upwork expertly connects professionals and agencies to businesses seeking specialized talent.”
  10. Vendors – Check with vendors if they have any web designer suggestions. Especially vendors already utilizing eCommerce. Those ahead of the curve or already executing eCommerce should have excellent recommendations for you.

Related Article: Two Options for Custom Manufacturers Implementing eCommerce

No Major Capital Expenditures with Online Marketplaces 

In case you decide that launching an eCommerce store is premature or simply not the right direction, no fear. 

Tipping your toe in the eCommerce world via an online marketplace might be a much better fit. 

In other words, testing the waters on an existing online marketplace offers an excellent alternative. 

Online marketplaces provide a powerful resource for you to enter the eCommerce arena with minimal investment. 

Additionally, did I mention that my favorite word is FREE? 

Well, with pursuing the online marketplace route, once again, NO major capital expenditures. 

It is completely free to add products to an online marketplace. 

Typically the marketplace simply takes a commission on your products. 

For example, several online marketplaces to consider include: 

Once again, this option also offers incredible opportunities with no major capital expenditures. 

Wrapping It Up 

Thanks for reading this post. 

Hopefully, you found this helpful for your eCommerce journey. 

For additional helpful links on eCommerce, check out these links below: 

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Hey Manufacturer, Let’s Scale Your Proprietary Process with eCommerce

Scale Your Proprietary Process!

How? 

With eCommerce. 

Let’s discuss further. 

eCommerce Answers the Call

Proprietary Process

Yes indeed, eCommerce allows you to Scale Your Proprietary Process.

However, before we discuss eCommerce, let’s take a look at your business. 

For years, possibly your business’s entire existence, as a custom manufacturer you have made parts or products for other companies.

Similar to most businesses, there are significant pros and cons to this business model.

For instance, a custom manufacturer or job shop typically works with a limited number of customers. 

Unfortunately, many contract manufacturers rely too heavily on just a handful of customers who represent a large portion of revenues.

Time and time again a small job shop lives at the mercy of one or two big customers.

In some cases, a single customer potentially speaks for more than 50% of revenues. 

As a result, the custom manufacturer exists facing a rather large vulnerability.

Meanwhile, the job shop becomes an extension of their customer’s business. Partners if you will.

As a manufacturer, you invested heavily in all of the necessary tools, equipment, and machinery.

Additionally, skills and expertise are developed along with creating a highly trained staff.

Produced these parts and widgets over and over.

Actually, you and your staff could make these products blindfolded. In your sleep.

Suddenly at absolutely no fault of your own, the business dries up.

That one large customer goes away. Vanishes.

What happened? Could this have been avoided?

Did you see this coming?

Otherwise, were warning signs ignored?

Your accountant or business advisor points out this vulnerability over the years and begs you to diversify.

Everyone in the company knew if this particular customer ever packed their bags you would be in deep trouble.

Unfortunately, when that painful day arrives, now what? 

Related Article: 8 Steps to Conquer the “Job Shop Challenge” with eCommerce

 

Exploit Your Proprietary Process 

Marketing is typically not a strength for many custom manufacturers. 

Especially in the digital age. 

Selling to a handful of customers creates an environment where marketing for custom manufacturers is commonly not a top priority. 

Mainly due to the fact that a majority of energy, resources and time are all exhausted on nurturing the handful of existing customers. 

To overcome being at the mercy of serving just a few customers, many custom manufacturers long for a proprietary product. At least a majority that I encounter. 

That is to say, a proprietary product that they can call their own.

However, inventing a new product line or creating a better mousetrap comes with many risks. 

Especially with the high cost of engineering, new product design as well as the expense of attempting to market a new product. 

Excitingly, another option exists.

Above all, this solution keeps you in your wheelhouse and allows you to exploit what you do best. 

Scale Your Proprietary Process!

In other words, convert your proprietary process into a proprietary product line. 

So, something to strongly consider: Are your current customers the ONLY businesses that need your product?

Also, would your business be much better if you had your own product line to manufacture?

A product line where you could narrow your focus.

Capitalize on the expertise that you and your team have built over the years.

Capture economies of scale.

Create new opportunities and open new doors. 

Maximize your machinery to full capacity.

Most importantly, focus on selling your existing products to new customers in other industries.

Thus diversify to help broaden your base while drastically reducing a major vulnerability.  

Related Article: Captain Your Ship! eCommerce Helps You Stay in Your Wheelhouse

Steps to Scale Your Proprietary Process with eCommerce

Let’s take a look at steps to Scale Your Proprietary Process: 

1) Identify your greatest strength: Identify the product where you deliver the highest value as well as possess the strongest competitive edge over your competitors.

2) Narrow the menu: You cannot be everything to everyone. For example, use the 80/20 Rule. The 20% that generates 80% of your sales plays a critical role as an excellent starting point.

3) Create a product line: Once you identify the products that make the most sense and most importantly, most potential cents, create a product line. As the manufacturer, you can add dozens of products to your eCommerce website without actually producing a single unit. Just-In-Time is alive and well. 

4) Calculate Customer Pricing: The same procedure had a customer submitted a new RFQ. 

5) Add eCommerce to your existing website: Talk with your web designer about adding an eCommerce shopping cart to your current website. 

6) Take Product Photos: Make up a few products that you decide to start with. Take photos of these products to place on the website. You can even use your phone. 

7) Detailed Product Description: Provide all detailed product specs. For example, sizes, dimensions, raw material, as well as any certifications. 

8) Accept Credit Card: One of the many amazing benefits with eCommerce, no receivables. Scaling your proprietary process with eCommerce offers the opportunity to be paid before products are shipped. 

9) Market the heck out of your website: Study, learn and grow into a guerilla marketer. Otherwise, team up with an aggressive online marketing firm. 

10) Join Online Marketplaces: For example, Amazon, Digi-Key, Walmart, Zoro could each become your new best friends. 

11) Test: Test, test, test. Explore, experiment, learn as well as grow while discovering your sweet spot. 

Congrats! You are now an eCommerce Rock Star! 

Wrapping It Up 

Thanks for reading this post. 

Hopefully, you found this helpful as you begin your eCommerce journey. 

Also, check out our eCommerce Checklist: eCommerce Checklist: Manufacturing eCommerce Strategies

Lastly, for additional helpful articles, please click these links below: 

 

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8 Steps to Conquer the “Job Shop Challenge” with eCommerce

Are you a custom manufacturer or contract manufacturer? Otherwise, known as a job shop. 

Well, most custom manufacturers find great difficulty conquering the “Job Shop Challenge”. 

What exactly is this particular “Job Shop Challenge” that I am referring to? 

So glad you asked. 

First, let’s take a look at the incredible business that you built up over the years. 

As a custom manufacturer, you possess expertise at a proprietary process.

In other words, you and your team mastered a specific phase of the manufacturing process.

Therefore, your company creates and manufactures a product that eventually ends up in a finished good.

As a result, you make awesome products for other companies.

Typically for an OEM (original equipment manufacturer) who counts heavily on your experience, knowledge, and expertise. 

Most importantly, your company plays a critical role behind the scenes for the OEM as an extremely valuable partner and extension of that company. 

Subsequently, what does it take to build a successful business as a custom manufacturer?

Above all, you dedicated a great deal of blood, sweat, and tears to build your business from scratch. 

Training. Learning. Asking. Educating. Also, experienced a great deal of trial and error along the way.

Spent hours upon hours committed to perfecting your trade.

Striving to be the best.

No one does it better than you.

Put together an all-star team of employees.

Purchased all of the necessary equipment, tools, and resources. 

The bottom line, you built an amazing business.

Congrats!!

However, you still confront a major hurdle as a custom manufacturer.

Overcoming the “Job Shop Challenge”: (Hint: Think Easter Bunny) 

Related Article: Top 13 Reasons Why Manufacturers Struggle with eCommerce

The “Job Shop Challenge” = Too Many Eggs in One Basket

Job Shop

As a custom manufacturer, odds are you struggle with the “Job Shop Challenge”.

The dreaded, too many eggs in one basket syndrome. 

The “Job Shop Challenge” could also be referred to as the “Job Shop Curse”. 

You know where this is heading. 

Lacking a diverse customer base. 

In other words, the huge vulnerability of one or two customers representing a majority of your sales.  

Every custom manufacturer that I have met shares the enormous stress that comes with being a custom manufacturer.

They have mastered a particular proprietary process, yet only service a handful of customers.

The demands of making products for the OEM brings a great deal of stress. 

Especially in the case where just one single customer represents 50% of the entire revenues. Possibly even more. 

This places a substantial weakness on custom manufacturers. 

For example, many custom manufacturers have suffered that devastating day when their #1 customer decides to part ways.

The customer who represents a majority of company revenues either takes their business elsewhere or goes out of business. 

Sales cut in half literally overnight.

The consequences are typically disastrous.

Sales plunge. Cash flow vanishes. Immediate layoffs. Machinery sits idle leaving unfilled capacity.

Fixed expenses, sadly, do not go away.

In addition, bank debt stares business owners right in the face.

Bankers who you thought were your friends, become much less friendly when cash flow dries up.

Unfortunately, customers vanish even if that business relationship seems rock-solid. 

What if that customer goes away from no fault of your own?

Culprits include (Not Your Fault):

  • OEM Mismanagement
  • New ownership
  • New technology
  • Product production moved to Mexico or China
  • New management or a new buyer
  • New competitor steps in

Even worse, what if losing the customer was indeed your fault?

Ouch!

Culprits include (Oh, Oh. It is Your Fault):

  • Complacency
  • Missed delivery deadlines
  • Quality issues
  • Poor customer service
  • Outdated processes 
  • Ignoring technology 

You ask, how did we get here?

Was this honestly unpredictable?

For years, you have thought the company needs to diversify to reduce this vulnerability. 

Exciting news! 

A wonderful solution exists. 

eCommerce. 

Related Article: Hey Manufacturer, What’s on Your Menu? Perhaps a Plate of eCommerce?

Conquering the “Job Shop Challenge” with eCommerce

Webpression

Seizing an eCommerce strategy helps conquer the “Job Shop Challenge”.  

How? 

Tremendous benefits open up with embracing eCommerce. 

Below includes a list of powerful advantages that eCommerce offers to you and your company. 

Click links below to help Conquer the “Job Shop Challenge”:

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

2) Seeking Soulmates: Does Your Website Attract Dream Customers?

3) Eliminate the Cumbersome RFQ Process with eCommerce

4) No Receivables: Manufacturing eCommerce Strategies Benefits Cash Flow

5) Another Incredible eCommerce Benefit: No Major Capital Expenditures

6) Captain Your Ship! eCommerce Helps You Stay in Your Wheelhouse

7) eCommerce Allows You to Test Market New Products & Ideas (Cheaply)

8) Seeking Soulmates: Does Your Website Attract Dream Customers?

Wrapping It Up 

Thanks for reading this post. 

Hopefully, you found this helpful. 

Lastly, if you find yourself in the beginning stages of your eCommerce journey, please click on this eCommerce checklist to help you get started:  eCommerce Checklist: Manufacturing eCommerce Strategies

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