Tag Archive for: Manufacturing eCommerce Strategies

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: 

/by

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: 

 
 

 

 

 
 

 

/by

12 Helpful Suggestions to “Give Value First”

,

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

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

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

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

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

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

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

Possibly even worse.

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

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

What factors contributed to you selecting them as a supplier?

So what separated these vendors from their competition?

Price? Quality? Delivery times? Reliability? Comfort?

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

Why do customers partner with you?

Give Value First

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

Many companies talk about “added value”.

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

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

 

Teaming Up With The Experts 

 

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

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

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

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

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

A solid banking relationship provides access to cash when needed. 

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

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

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

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

Manufacturers Providing Value First 

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

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

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

In addition, offering the most competitive prices possible.

Delivering on time serves as another critical factor as well.

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

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

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

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

Supply Chain Defined

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

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

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

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

The answer?

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

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

Everyone is looking down stream towards THEIR customer.

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

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

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

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

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

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

How can we exceed expectations? 

Aggressively solve their problems.

Help them exploit opportunities.

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

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

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

12 Helpful Steps to “Give Value First”

Give Value First

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

Below includes a list of 12 suggestions to help:

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

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

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

Wrapping It Up

Thanks for taking time to read this post. 

Below includes a couple other helpful posts: 

/by

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

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

A Minimum Viable Product helps you do just that. 

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

Even when not fully prepared or completely ready.

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

Yet, launching is essential. 

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

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

 

Minimum Viable Product to Most Valuable Player

Get in the game

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

First, you must “Get in the Game”. 

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

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

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

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

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

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

In other words, just put it out there.

Especially when it comes to launching a new eCommerce website. 

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

Trying to eat the elephant comes to mind. 

Therefore, nothing happens.

Over-analysis causes paralysis. 

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

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

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

 

Get in the Game with eCommerce 

eCommerce Checklist

My shtick is preaching the benefits of eCommerce for manufacturers. 

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

Manufacturing eCommerce Strategies delivers powerful results including the following benefits: 

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

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

Tomorrow or maybe next week works better. 

Next week becomes next month or next quarter. 

Sound familiar? 

Related article: eCommerce Checklist: Manufacturing eCommerce Strategies

When is the Perfect Time to Get in the Game?

get-in-the-game

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

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

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

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

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

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

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

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

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

Timing means everything, even survival.

However, you simply cannot wait too long. 

Snooze you lose.

You might find yourself standing at the altar all alone. 

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

Windows of opportunity close quickly.

Sometimes you need to rip off the band-aid.

Take the plunge. 

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

Take a leap of faith.

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

Trust yourself.

JUST GET IN THE GAME!

get-in-the-game

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

Get in the game!

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

Figure things out.

Create and explore new techniques.

Find weaknesses in your opponent.

Tackle problems.

Get the first down.

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

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

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

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

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

Put yourself out of your comfort zone.

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

Set specific goals.

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

A Quick Story on “Get in the Game”

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

He had an excellent season and made the Allstar team.

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

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

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

My buddy said he could not have been more proud.

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

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

Success is found on the field not on the sidelines.

Even when the scoreboard does not agree with your efforts. 

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

Wrapping It Up 

Thanks so much for reading this post. 

For additional information, please check out these helpful posts: 

/by

You Have Only One Chance to Make an Outstanding First Webpression

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

Wait, what is Webpression?

So glad you asked.

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

Actually I just made that up.

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

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

Especially when it comes to your website.

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

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

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

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

Well, the same goes for your website.

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

Let’s dig deeper. 

Related article: 3 Step Approach to Scaling eCommerce for Manufacturers

Steps to Make an Outstanding First Webpression

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

In other words, love at first sight.

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

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

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

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

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

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

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

What characteristics did that website possess that you found appealing?

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

Related Article: eCommerce Checklist: Manufacturing eCommerce Strategies

TRUST

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

 

MODERN WEBPRESSION

Does your website look boring or does it deliver value?

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

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

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

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

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

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

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

So who is your customer?

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

Create a website that resonates with your targeted ideal buyer. 

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

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

Related Article: Top 13 Reasons Why Manufacturers Struggle with eCommerce

CLEAR CALL-TO-ACTION

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

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

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

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

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

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

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

Actually they offer two options:

 

Webpression

Option 1

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

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

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

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

Solve their problems with speed and simplicity.

Option 2

Option 2 allows the customer to submit a CAD drawing.

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

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

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

Falconer Electronics solves that problem by offering two simplistic options.

Click Here to View the Falconer Electronics Wire Harness Landing Page

 

LANDING PAGE WEBPRESSION

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

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

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

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

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

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

Don’t be “That Guy”.

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

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

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

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

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

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

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

NAVIGATION 

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

Does your website make sense?

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

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

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

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

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

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

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

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

Bring your facility to the user.

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

Help them make a buying decision smoothly and efficiently. 

Show off your…..

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

Sure, You Can Find that in Aisle 210999

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

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

Miles and miles away. Into some faraway land. 

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

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

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

Especially if you get lost.

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

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

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

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

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

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

Hold their hand.

Mobile-Friendly Webpression

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

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

Alright, I made that up too.

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

Just look around your living room for that matter.

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

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

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

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

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

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

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

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

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

SPEED 

Speed wins. 

Especially on your quest to make an outstanding first Webpression. 

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

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

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

This includes a website that moves quickly.

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

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

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

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

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

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

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

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

Measure Your Webpression ROI 

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

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

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

Keep testing. Keep growing. 

It’s an incredibly competitive global market out there. 

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

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

Wrapping It Up

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

For additional info, check out these helpful posts: 

 

/by

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

Another powerful benefit available with embracing eCommerce for manufacturers: eCommerce allows you the opportunity to explore the market by testing new products and ideas. 

In other words, eCommerce enables you to create your very own R & D department (Research and Development). 

Cheaply…oops…I mean, inexpensively! 

Related Article: Another Incredible eCommerce Benefit: No Major Capital Expenditures

How cool is that?! (btw, is cool still a “cool” word to use these days?)

Adding an eCommerce store to your current website allows you to test new products as well as explore new ideas on the market. 

However, not in the sense of high end engineering or trying to invent the better mousetrap. 

Simply taking the products that you currently produce on a daily basis and aggressively discovering new markets. 

Remember, we need you to stay in your Wheelhouse. 

The market will certainly let you know if your products and ideas provide value or not. 

Launch a new product, service or idea, and the market WILL respond. 

Hopefully with open arms.

Otherwise, the market responds with total silence. 

In other cases, the market responds by saying this idea stinks yet we suggest another direction that makes more sense (and more cents). 

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

The market tells you if you are right (or my case, wrong!)

For example, 100 years ago (well not quite that long ago but it sure feels like it) I founded an eCommerce company. 

This was 1995. 

I quickly discovered how eCommerce plays the role of your market research department. 

At that time, my goal was to build a Business to Business eCommerce company. 

However, the market had other plans. 

Here was my mistake, I was determined that business owners were our target market.

Business owners in 1995 were primarily folks 30 years of age and up. 

The Silent Generation (1925 – 1945) and Baby Boomers (1946 – 1964). 

Turned out I was completely wrong about the target. 

One major challenge that I overlooked? 

The Silent Generation and Baby Boomers were not quite ready to embrace eCommerce in 1995. 

Comments at that time included: 

  • Purchase products over the computer? 
  • What is this “internet thing” anyway? 
  • Isn’t the internet just a fad? 
  • Most importantly the biggest hurdle back then: “enter my credit card information over the computer? What are you out of your mind?”

Come to find out, do you know who had no problem making purchases over the internet in 1995? 

Twenty-somethings. 

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

Market to Generation X

Gen X quickly surfaced as a much more accurate target market. 

Twenty-somethings who were not business owners at all.

One order after the other, we kept shipping products to consumers. 

Many customers were working professionals who could easily shop in the evening as well as over weekends.

Consumers looking for convenience, a wide selection and low prices which eCommerce offers. 

Younger generations always embrace technology much quicker. 

Orders started to trickle in. 

Then more frequent. 

Eventually, they flowed 24/7. 

As a result, eCommerce was an absolute game-changer for my company.

Actually, it completely changed my life. 

It took our company national. From a small local wholesaler to ultimately shipping to all 50 states, American military bases abroad, American territories as well as Canada. 

As a result, we were completely blessed to earn a ranking on the Internet Retailer Top 1000 Companies 3 years in a row. 

As you explore new technology. New opportunities. Take a moment to sit back and digest a critical question: Who is your target market? 

I like to refer to your ideal customer as “Soulmates”. 

Who is that coveted customer you are seeking? 

In addition, what customers would greatly benefit from connecting with you? 

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

B2C You Fool, Not B2B

Lo and behold, a valuable lesson learned. 

B2C showed interest, not B2B. 

At that time, my company served the market as a wholesaler who sold strictly to businesses such as retailers, grocery chains and sole proprietors. 

Therefore, selling to consumers skipped a step in the supply chain.

As a wholesaler, selling directly to consumers introduced tremendous benefits to both the consumer and our company as well. 

First of all, skipping a step in the supply chain welcomed higher profit margins for our business. 

However, even though eCommerce brought higher profit margins for our company, the customer still saved a great deal of money by not purchasing these particular products at retail prices. 

Another powerful benefit that eCommerce offers, we eliminated all receivables.

With eCommerce, every single order is paid for prior to shipping. This was glorious. 

Additionally, all orders shipped via UPS. Outsourcing shipping to the logistics experts delivered (sorry for the pun) a powerful competitive advantage. 

This brought another wonderful moment of freedom. We sold off all of our delivery vehicles (which constantly broke down). 

Furthermore, we captured thousands of customers which eliminated the threat or weakness from relying on a handful of customers representing a large portion of sales. 

Moral of the story here, when the market speaks, it certainly pays to listen. 

In my case, testing eCommerce opened the door to an entirely different market than intended. 

As a manufacturer, you have a golden opportunity with eCommerce to skip a step and find yourself closer to the end-user. 

Get in the eCommerce game to test the market with new products cheaply and efficiently. 

Go for it and discover new customers that you never knew existed. 

Your future customers are eagerly waiting! 

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

Wrapping It Up 

Thank you for stopping by to read this post. 

Hopefully, you found this article helpful for your eCommerce journey. 

For additional helpful information, please click on these posts below: 

/by

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: 

/by

No Receivables: Manufacturing eCommerce Strategies Benefits Cash Flow

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

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

However, can you imagine a life with NO receivables? 

Sounds like heaven, right?

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

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

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

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

Related Article: eCommerce Checklist: Manufacturing eCommerce Strategies

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

Time equals money. Money equals time.

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

Euphoria! 

An eCommerce store offers that exact opportunity. 

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

You haven’t even shipped it yet. 

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

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

Thus, a positive cash flow opportunity. 

Cash is King!

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

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

Lots of Stress.

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

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

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

Positive cash flow certainly provides peace of mind.

No dreaded collection phone calls to the customer.

No emails begging for money.

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

It is said that money ruins friendships.

Well, money ruins vendor/customer relationships quickly.

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

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

See how fast that relationship sours. 

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

Go ahead and give it a try.

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

Related Article: Eliminate the Cumbersome RFQ Process with eCommerce

Wrapping It Up 

Thank you for reading this post. 

Hopefully, you found this helpful for your business. 

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

/by

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: 

 

/by

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

As a manufacturer, what is on your menu?

What is your specialty? You know, your signature dish.

In other words, what are you known for that customers eagerly line up to get a taste?

For many manufacturers, this may come as a loaded question.

As you explore and consider Manufacturing eCommerce Strategies, defining your menu plays a critical role. 

Especially for custom manufacturers that do not offer or possess a proprietary product.

Typically a custom manufacturer promotes its capabilities and services available.

They describe their facility, machinery, equipment, skills, experience, and talent.

However, they commonly find themselves treading into unchartered water when contacted by a new potential customer.

A customer submits a Request-for-Quote (RFQ) for a project that just doesn’t fit their business formula or “menu”.

Yet, how can you say No to a new prospective customer?

So you find yourself exhausting time and energy into a project that is not your “specialty dish”.

Most likely having been there before (I sure have), you know this can actually hurt your business and reputation.

Especially, when you are just starting out in business, there is a tendency to take on any business that comes your way.

Also, when a business plateaus or becomes stagnant is another scenario where businesses drift into unchartered water.

Accept any order. Keep cash flowing. Grab any sale to help cover overhead. Try to keep machines running and people working. 

Even if the new order or customer takes you in an “out-of-the-way direction”. Off to a foreign land.

That is how you grow your business, right? By diversifying.

However, that’s what I always thought until I realized being too diversified is not a strength. 

Related Article: “I’M DIVERSIFIED!” No, Actually You’re Doing Five Things Horribly

Manufacturer Playing Restaurateur

 

So if you are a manufacturer, let’s do an exercise.

Think about your business as a restaurant.

So what is on your menu?

Do you have a limited offering?

For example, do you offer just a few select items that you hit out of the park every day?

On the other hand, do you have a vast menu that includes a huge selection? Something for everyone?

Similar to a ubiquitous New Jersey diner with pages and pages of options that includes hundreds of items. (how on earth do these diner’s keep so much in inventory?)

Anyway, as you consider a plunge into eCommerce, is it better to offer a little bit of everything?

Something for everyone. Hoping that by luck or happenstance that someone stumbles on your website to view your broad inventory selection and makes a purchase.

Otherwise, would you achieve your goals quicker by focusing on your “signature dish”?

My suggestion and recommendation: Focus on what you are absolutely best at and give it everything you’ve got.

Let’s dig deeper. 

Related Article: Two Options for Custom Manufacturers Implementing eCommerce

Your Favorite Lunch Spot

 

Do you have a favorite local lunch spot that offers just a handful of items?

Where they focus on their specialty or Bread & Butter (sorry I couldn’t help myself).

A gem that locals rant and rave about.

The restaurant that ex-pats must hit every time when they visit home for a holiday.

The place where Mom will send you a jar of their special sauce just to provide a taste from your favorite restaurant back home.

Every city seems to have one. The restaurant that represents the local flavor.

The place that leaves you with an amazing experience. Tourists travel miles just to get a taste of their deliciousness.

In some cases, the “hole in the wall” or local dive becomes so successful that they even scale and expand.

You know the type.

Something that you would see on Diners, Drive-Ins and Dives with Guy Fieri pulling up to in his convertible.

The key to success for these incredible dining establishments?

A laser focus on delivering high value. An amazing food experience.

Think of some of the local favorites that find national recognition.

Here are a few that come to mind:

As your mouth is probably watering right now, you most likely have several places in mind.

You know the type. A restaurant that just “kills it” every day with their signature dish.

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

Pat’s King of Steaks

 

So, let’s zero-in on what are you absolutely best at.

For example, let’s take a look at Pat’s Cheesesteaks in Philadelphia.

Actually, their trademarked name is “Pat’s King of Steaks”.

Additionally, the company domain name is PatsKingofSteaks.com (https://www.patskingofsteaks.com/).

This is how they brand themselves, as the world’s authority of cheesesteaks. 

If Pat’s in Philly is the “King of Steaks”, does it make sense to start selling chicken wings or pizza for the sake to diversify?

Pat’s has a system. It doesn’t matter if it is the middle of January with temperatures below freezing.

You will still find a long line of raving fans lined up waiting for the best cheesesteak of their lives.

However, the line moves quickly.

Once you find yourself at the “gates of heaven” for your cheesesteak, a handful of deliciousness is yours in just a matter of moments.

Pat’s is laser focused on what they do best.

They are fast and efficient.

They take advantage of economies of scale by selling a high volume with a limited menu.

Pat’s delivers incredible value as well as superior quality.

I am fully aware that locals may disagree with me and say Pat’s is strictly for tourists and there are better cheesesteak options (my college roommate reminds of this every time I visit him). 

However, since I am a tourist when visiting Philly, I have stuck with Pat’s for over 35 years and they have never failed me yet. 

Heavenly each and every time! 

By the way, when you visit, make sure you are ready to order your cheesesteak “wit or wit-out”.

What is Your Cheesesteak?

 

How can you create an environment where customers line up for your product?

Can you narrow your menu down to a handful of items?

Does your business model allow you to put everything in your corner to be the best at that particular product?

Build the highest quality?

Deliver the best value?

Offer the most competitive price? (Note: not necessarily the cheapest)

Within your market, is there a particular item, product or process that you have built a unique opportunity?

Efficiency expert, Max Krug calls it, capturing your “Decisive Competitive Advantage”.

What needs to be done to separate yourself from the competition?

Can you start buying raw material, components or parts in larger quantities to lower the cost of goods?

Does the opportunity exist with acquiring specialized knowledge through training?

Can you and your staff gain certification to become recognized experts?

Is there equipment and machinery available that drastically improves efficiency, quality and lead times?

Related Article:  3 Step Approach To Scaling eCommerce for Manufacturers

eCommerce Helps Narrow Your Menu 

Let’s say you have every asset in your corner to become that “specialty” restaurant with the killer signature dish.

Now how do you market yourself?

Could eCommerce be your savior?

Offer your signature dish and limited menu on an eCommerce store.

Attack your keywords to let the market aware that there is no competitor that equals your level of efficiency and quality.

Allow the customer to view the product details on your eCommerce store. 

In addition, consider offering the opportunity where they can custom build their own product.

As a custom manufacturer, you always wait or hope that a customer contacts you to make the product that you are known for.

Either through word-of-mouth or with a sales rep.

With eCommerce, you now can offer your limited menu on an international basis. 24/7.

eCommerce is an extremely inexpensive way to explore, connect and find new customers.

Additionally, utilize eCommerce as your R&D to help determine what customers are seeking.

With eCommerce, find the markets and customers that are searching for solutions to the problems you solve.

Discover cracks in the market that you can exploit.

Broadcast the processes and products that you offer.

Especially for that customer who can’t find these solutions elsewhere. Not domestically. Not overseas from a cheap labor country. From you! 

If you find eCommerce or technology daunting, let’s break through these concerns.

eCommerce is simply a new revenue source for you.

Start small. Try a limited menu. Get your feet wet.

Choose the few items that you find yourself as a master chef.

Once you select your products to launch, contact your web designer to share your thoughts and vision.

Ask them how can you enter this venture as inexpensively and effectively as possible.

Then, go for it! 

Related Article: eCommerce Checklist: Manufacturing eCommerce Strategies

Wrapping It Up 

Thanks for reading this post. 

Hopefully, you found this helpful for your business. 

Check out these links for additional helpful posts: 

/by

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: 

/by

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

/by