w502 – b2b seller: the value of a web-based storefront€¦ · w502 – b2b seller: the value of...
TRANSCRIPT
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
Summit 2007: Get Connected
© 2007 Activant Solutions Inc. All Rights Reserved
3
Return on Investment Opportunity
Expand your company’s presence in the marketplaceDrive incremental revenueMaximize customer satisfaction and loyaltyCut your costsBecome more profitable!
© 2007 Activant Solutions Inc. All Rights Reserved
4
Web Storefronts – The Four Key Elements
CatalogOrderPaymentCustomer self-service
Summit 2007: Get Connected
© 2007 Activant Solutions Inc. All Rights Reserved
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
© 2007 Activant Solutions Inc. All Rights Reserved
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
Summit 2007: Get Connected
© 2007 Activant Solutions Inc. All Rights Reserved
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
© 2007 Activant Solutions Inc. All Rights Reserved
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
Summit 2007: Get Connected
© 2007 Activant Solutions Inc. All Rights Reserved
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
Version 5.0 – Performance Improvements
© 2007 Activant Solutions Inc. All Rights Reserved
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
Version 5.0 – Performance Improvements
Summit 2007: Get Connected
© 2007 Activant Solutions Inc. All Rights Reserved
11
B2B Seller – Overview Demonstration
© 2007 Activant Solutions Inc. All Rights Reserved
12
B2B Seller – Customer Login
Summit 2007: Get Connected
© 2007 Activant Solutions Inc. All Rights Reserved
13
B2B Seller – Customer Login
© 2007 Activant Solutions Inc. All Rights Reserved
14
B2B Seller – Quick Order Pad
Summit 2007: Get Connected
© 2007 Activant Solutions Inc. All Rights Reserved
15
B2B Seller – Searching for Items
© 2007 Activant Solutions Inc. All Rights Reserved
16
B2B Seller – Product Category Structure
Summit 2007: Get Connected
© 2007 Activant Solutions Inc. All Rights Reserved
17
B2B Seller – Product Category Structure
© 2007 Activant Solutions Inc. All Rights Reserved
18
B2B Seller – Master Product Categories
Summit 2007: Get Connected
© 2007 Activant Solutions Inc. All Rights Reserved
19
B2B Seller – Text Searching
© 2007 Activant Solutions Inc. All Rights Reserved
20
B2B Seller – Text Search Administration
Summit 2007: Get Connected
© 2007 Activant Solutions Inc. All Rights Reserved
21
B2B Seller – Text Search Administration
© 2007 Activant Solutions Inc. All Rights Reserved
22
B2B Seller – Text Search Administration
Summit 2007: Get Connected
© 2007 Activant Solutions Inc. All Rights Reserved
23
B2B Seller – Text Search Administration
© 2007 Activant Solutions Inc. All Rights Reserved
24
B2B Seller – “Boolean” Searching
Summit 2007: Get Connected
© 2007 Activant Solutions Inc. All Rights Reserved
25
B2B Seller – Text Searching
© 2007 Activant Solutions Inc. All Rights Reserved
26
Item Search – Results Screen
Summit 2007: Get Connected
© 2007 Activant Solutions Inc. All Rights Reserved
27
Item Search – Matrix Pricing Display
© 2007 Activant Solutions Inc. All Rights Reserved
28
Item Search – Volume Pricing Support
Summit 2007: Get Connected
© 2007 Activant Solutions Inc. All Rights Reserved
29
Shopping Cart
© 2007 Activant Solutions Inc. All Rights Reserved
30
B2B Seller – Shopping Lists
Summit 2007: Get Connected
© 2007 Activant Solutions Inc. All Rights Reserved
31
B2B Seller – Shopping Lists
© 2007 Activant Solutions Inc. All Rights Reserved
32
B2B Seller – Shopping Lists
Summit 2007: Get Connected
© 2007 Activant Solutions Inc. All Rights Reserved
33
B2B Seller – Suggestive Selling
© 2007 Activant Solutions Inc. All Rights Reserved
34
B2B Seller – Suggestive Selling
Summit 2007: Get Connected
© 2007 Activant Solutions Inc. All Rights Reserved
35
B2B Seller – Suggestive Selling
© 2007 Activant Solutions Inc. All Rights Reserved
36
B2B Seller – Suggestive Selling
Summit 2007: Get Connected
© 2007 Activant Solutions Inc. All Rights Reserved
37
Checkout Process
© 2007 Activant Solutions Inc. All Rights Reserved
38
B2B Seller – Home Page
Summit 2007: Get Connected
© 2007 Activant Solutions Inc. All Rights Reserved
39
My Account – Customer Self-Service
© 2007 Activant Solutions Inc. All Rights Reserved
40
Open Payables Query
Summit 2007: Get Connected
© 2007 Activant Solutions Inc. All Rights Reserved
41
Open AR Web Payments
© 2007 Activant Solutions Inc. All Rights Reserved
42
Automatic Payment Allocation
Summit 2007: Get Connected
© 2007 Activant Solutions Inc. All Rights Reserved
43
My Account – Customer Self-Service
© 2007 Activant Solutions Inc. All Rights Reserved
44
My Account – Open Orders Query
Summit 2007: Get Connected
© 2007 Activant Solutions Inc. All Rights Reserved
45
My Account – Open Order List
© 2007 Activant Solutions Inc. All Rights Reserved
46
My Account – Open Order Detail
Summit 2007: Get Connected
© 2007 Activant Solutions Inc. All Rights Reserved
47
My Account – Customer Self-Service
© 2007 Activant Solutions Inc. All Rights Reserved
48
My Account – Customer Purchase Query
Summit 2007: Get Connected
© 2007 Activant Solutions Inc. All Rights Reserved
49
My Account – Customer Purchase Query
© 2007 Activant Solutions Inc. All Rights Reserved
50
My Account – Customer Purchase Query
Summit 2007: Get Connected
© 2007 Activant Solutions Inc. All Rights Reserved
51
My Account – Customer Purchase Query
© 2007 Activant Solutions Inc. All Rights Reserved
52
My Account – Customer Purchase History
Summit 2007: Get Connected
© 2007 Activant Solutions Inc. All Rights Reserved
53
My Account – Customer Purchase History
© 2007 Activant Solutions Inc. All Rights Reserved
54
My Account – Customer Purchase Query
Summit 2007: Get Connected
© 2007 Activant Solutions Inc. All Rights Reserved
55
My Account – Customer Purchase History
© 2007 Activant Solutions Inc. All Rights Reserved
56
B2B Seller – Administration Options
Summit 2007: Get Connected
© 2007 Activant Solutions Inc. All Rights Reserved
57
Administration – Abbreviations
© 2007 Activant Solutions Inc. All Rights Reserved
58
Administration – Shopper Management
Summit 2007: Get Connected
© 2007 Activant Solutions Inc. All Rights Reserved
59
Administration – Shopper Record
© 2007 Activant Solutions Inc. All Rights Reserved
60
Administration – Support Utilities
Summit 2007: Get Connected
© 2007 Activant Solutions Inc. All Rights Reserved
61
Administration – Support Utilities
© 2007 Activant Solutions Inc. All Rights Reserved
62
Administration – Rotating Images
Summit 2007: Get Connected
© 2007 Activant Solutions Inc. All Rights Reserved
63
Administration – Rotating Images
© 2007 Activant Solutions Inc. All Rights Reserved
64
Administration – Rotating Images
Summit 2007: Get Connected
© 2007 Activant Solutions Inc. All Rights Reserved
65
Administration – Rotating Images
© 2007 Activant Solutions Inc. All Rights Reserved
66
Administration – Rotating Images
Summit 2007: Get Connected
© 2007 Activant Solutions Inc. All Rights Reserved
67
Administration – Survey Questions
© 2007 Activant Solutions Inc. All Rights Reserved
68
Administration – Survey Questions
Summit 2007: Get Connected
© 2007 Activant Solutions Inc. All Rights Reserved
69
Administration – Survey Questions
© 2007 Activant Solutions Inc. All Rights Reserved
70
Administration – Survey Questions
Summit 2007: Get Connected
© 2007 Activant Solutions Inc. All Rights Reserved
71
Administration – Survey Questions
© 2007 Activant Solutions Inc. All Rights Reserved
72
Maximizing the Value of Your Storefront
MYTH: “Build it and they will come”Marketing site is essential
Indirect marketingTarget marketing
Summit 2007: Get Connected
© 2007 Activant Solutions Inc. All Rights Reserved
73
Indirect Marketing
Put your web address everywhereTrucksLetterhead and business cardsUniformsYellow pagesPrint catalogTelephone hold track
Search engine placementReciprocation partnerships
© 2007 Activant Solutions Inc. All Rights Reserved
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
Summit 2007: Get Connected
© 2007 Activant Solutions Inc. All Rights Reserved
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
© 2007 Activant Solutions Inc. All Rights Reserved
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.
Summit 2007: Get Connected
© 2007 Activant Solutions Inc. All Rights Reserved
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)
© 2007 Activant Solutions Inc. All Rights Reserved
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
Summit 2007: Get Connected
© 2007 Activant Solutions Inc. All Rights Reserved
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!
© 2007 Activant Solutions Inc. All Rights Reserved
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:___________________________________