W502 – B2B Seller: The Value of a Web-Based Storefront€¦ · W502 – B2B Seller: The Value of a Web-Based Storefront Rob Fleishman Product Management More and more distributors

Summit 2007: Get Connected

W502 – B2B Seller: The Value of a Web-Based Storefront

Rob FleishmanProduct Management

More and more distributors are rolling out dynamic Web-based storefronts as a strategic part of their business. But how do you make sure having a site will yield value for your company, and when will it pay off? This session will cover how B2B Seller can be deployed and pinpoint the business value it brings to a distributor.

Pre-requisites: None

Wednesday, 2:30 p.m.

© 2007 Activant Solutions Inc. All Rights Reserved

2

Objectives

Understand the value of a Web-based storefrontDistinguish the unique value of Activant B2B SellerComprehend the basic functionality of B2B SellerLearn how to maximize the value of your Web-based storefront



3

Return on Investment Opportunity

Expand your company’s presence in the marketplaceDrive incremental revenueMaximize customer satisfaction and loyaltyCut your costsBecome more profitable!


4

Web Storefronts – The Four Key Elements

CatalogOrderPaymentCustomer self-service



5

Value Proposition of the Web Storefront

Business 101: Profit = Revenue – CostsDrive revenue

Access 24 hours a day, seven days a week Shopping instead of order placementB2C – Business to ConsumerExpand market presenceIncrease customer service/satisfaction

Reduce Costs Operational efficienciesResource reallocation


6

Unique Value of Activant B2B Seller

Complete solution integrates all four elements of a “high-end” storefrontActivant

Single provider for supportNew features driven by you

Seamless integration to Activant’s enterprise software solutions



7

Seamless Integration to Business System

Single point of data maintenanceItem categorizationAdd and edit item informationPrices, Tax Tables, Unit Sizes, etc.

Real-time customer account dataAutomated order importCustomer-specific pricing

Calculated in real-time by business systemEliminates discrepancies and resulting issuesResource-intensive


8

Windows SQL – Full-text indexing and searchingDatabase technology designed specifically to expedite searches on large datasets

Builds special search catalog

Improves return of results by orders of magnitude

Version 5.0 – Performance Improvements



9

Windows SQL – Full-text indexing and searching

Conversion to incremental DTSChange of philosophy on maintaining web database

Updates only changed records

Minimizes the time for DTS completion

Works in conjunction with full-text catalog



10

Windows SQL – Full-text indexing and searching

Conversion to incremental DTS

Activant Prophet 21 component re-designReal-time access to pricing/availability = time issues

Dependent on database calls across the Internet

Exponential reduction in number of calls

Exponential reduction in time to retrieve pricing and availability information




11

B2B Seller – Overview Demonstration


12

B2B Seller – Customer Login



13

B2B Seller – Customer Login


14

B2B Seller – Quick Order Pad



15

B2B Seller – Searching for Items


16

B2B Seller – Product Category Structure



17

B2B Seller – Product Category Structure


18

B2B Seller – Master Product Categories



19

B2B Seller – Text Searching


20

B2B Seller – Text Search Administration



21



22




23



24

B2B Seller – “Boolean” Searching



25

B2B Seller – Text Searching


26

Item Search – Results Screen



27

Item Search – Matrix Pricing Display


28

Item Search – Volume Pricing Support



29

Shopping Cart


30

B2B Seller – Shopping Lists



31



32




33

B2B Seller – Suggestive Selling


34




35



36




37

Checkout Process


38

B2B Seller – Home Page



39

My Account – Customer Self-Service


40

Open Payables Query



41

Open AR Web Payments


42

Automatic Payment Allocation



43



44

My Account – Open Orders Query



45

My Account – Open Order List


46

My Account – Open Order Detail



47



48

My Account – Customer Purchase Query



49



50




51



52

My Account – Customer Purchase History



53



54




55



56

B2B Seller – Administration Options



57

Administration – Abbreviations


58

Administration – Shopper Management



59

Administration – Shopper Record


60

Administration – Support Utilities



61

Administration – Support Utilities


62

Administration – Rotating Images



63



64




65



66




67

Administration – Survey Questions


68




69



70




71



72

Maximizing the Value of Your Storefront

MYTH: “Build it and they will come”Marketing site is essential

Indirect marketingTarget marketing



73

Indirect Marketing

Put your web address everywhereTrucksLetterhead and business cardsUniformsYellow pagesPrint catalogTelephone hold track

Search engine placementReciprocation partnerships


74

Target Marketing

Create and distribute collateral to expand your market presence

Mail brochures directly to customersFax blasts, e-mails, etc.

Offer rebates for web ordersPromotional items for first-time shoppers



75

Expand Market Presence and Profile

Tell people who you areTell people what services you offerShowcase specific products and specialsResource Center

Make it easy to find the right productPhase out your paper catalogProvide access to any relevant literatureMake your customers want to come back

Become a “21st Century” distributor


76

Case Study: Arbill Safety

B2B Seller customer since 2004Storefront helped them win several major accounts, including one worth $4M in annual revenueAnnual revenue generated on orders entered directly via B2B Seller has reached $2.9M, with 15% annual growthEstimate that over 10 percent of ALL sales orders are now flowing through B2B SellerExpanded reach – Major customers as far west as California, with orders from all over the U.S.



77

Additional Resources

T501 – Marketing Your Web Site to Your CustomersActivant Consulting Services – Cary WoodmanActivant Web site Links

http://distribution.activant.com/tradingpartnerconnect/solutionoverview-b2bseller.html (B2B Seller Solution Overview)http://distribution.activant.com/tradingpartnerconnect/b2b-seller.html (Overview of B2B Seller)http://distribution.activant.com/press/edt-storefront.html (Discussion of value of a Web-based Storefront)


78

Suggested Action Plan

Schedule a comprehensive demonstration of B2B Seller with the Activant Sales teamDiscuss and evaluate potential impact of a web storefront on YOUR businessMake definitive cost/benefit decisionWhere appropriate, ACT!!Capitalize on your investment by actively marketing your storefront to your customers



79

Summary

Web storefronts can deliver real ROIDrive revenueCut costs

Activant’s B2B Seller is a complete Web-based storefrontSystems integration provides a unique valueActivant constantly building more value in the productPromote Your Web site!


80

Thank You for Attending

W502 – B2B Seller: The Value of a Web-Based StorefrontRob FleishmanPlease submit the Session Feedback Form

To receive NASBA credits, please be sure to complete the Session Feedback Form and sign the class roster in the back of the room

Session Feedback Form Summit 2007 – Las Vegas, NV

Please take a moment to evaluate this session and offer feedback. Activant uses your input to understand your needs and to determine future Summit sessions.

Session Name: Session Number:

Presenter’s Name:

How important is this topic to your job/company? 1 2 3 4 5

Not Important Important

Please rate the educational value you received from this session. 1 2 3 4 5

Low Value High Value

1. What software are you currently using?

2. How long have you personally used this software?

3. Describe the effectiveness of your instructor.

4. What is your overall evaluation of this session?

5. What could have been done to improve this session?

6. What sessions would you like to see presented at future conferences?

7. What issues will be critical to your business in the next 12-24 months?

Check here if you would like CPE credits. To receive credits, be sure to sign your name at the bottom of this form and sign the roster in the session room.

Answering the following questions is OPTIONAL (but required for CPE Credits).

Yes No

Did this session meet your expectations, based on the description/objectives in the registration materials?

Were the pre-requisite requirements stated in the course description appropriate?

Did the session materials contribute to achieving the learning objectives?

Did the equipment (screen, microphone, projector, etc.) in the room enhance the instruction?

Was the time allotted for the session appropriate for the topic?

Name:__________________________________________________________________________________________________

Company:_____________________________________________________ E-mail:___________________________________

Documents

W502 – B2B Seller: The Value of a Web-Based Storefront€¦ · W502 – B2B Seller: The Value of a Web-Based Storefront Rob Fleishman Product Management More and more distributors