In this repurposed episode, originally a webinar, Michael Vax, Founder of CommerceIsDigital, a seasoned B2B eCommerce expert, joins us from sunny Barcelona. Michael, a legend in the B2B eCommerce world, lends his time and expertise to discuss the future of digital commerce and the intricacies of B2B transactions.

Key Takeaways:

(05:26) Michael’s B2B eCommerce consulting and training efforts.

(08:13) The distinct expectations of B2B buyers vs B2C consumers.

(10:25) Emphasis on B2B buyers' focus on job-related purchasing.

(15:04) Friction is necessary in B2B purchases and contrasts with B2C.

(19:08) Expectations for a digital buying process in B2B settings.

(21:06) Collaborative buying processes in B2B and stakeholder roles.

(22:22) Integration of sales support and expertise in digital buying.

(24:56) The utility of multiple shopping carts in organizational purchasing.

(26:46) Challenges in B2B product discovery due to complex product data.

(28:45) Importance of guided selling for complex B2B purchases.

(32:56) Potential of AI in enhancing B2B buyer experience and associated

Resources Mentioned:

Michael Vax -
https://www.linkedin.com/in/michaelvax/
CommerceIsDigital | LinkedIn -
https://www.linkedin.com/company/commerceisdigital/
CommerceIsDigital | Website -
https://commerceisdigital.com/

Thanks for listening to the B2B Commerce UnCut: A Journey Through Change, powered by Oro. If you enjoyed this episode, leave a review to help get the word out about the show. And be sure to subscribe so you never miss another insightful conversation.

#eCommerce #B2BeCommerce #DigitalCommerce

In this episode, we’re joined by Robin Lieberman, Owner and President of MF Supply, a key supply chain partner and distributor serving manufacturers in New Jersey. Robin shares her experiences and insights on how strategic decisions in adopting eCommerce and marketing innovations have driven business growth and resilience during challenging times.

Key Takeaways:

(04:24) The challenging economic climate at the end of 2018 and beginning of 2019.
(05:03) Incremental growth through automation and local engagement.
(06:31) The strategy to distribute masks via eCommerce to support essential businesses during the pandemic.
(07:19) Expansion of product lines to include more emergency supplies like hand sanitizers and gloves.
(11:07) Details on the types of products MF Supply specializes in and their approach to customer service.
(17:41) Robin's strategy for providing quick and cost-effective solutions to common supply issues.
(23:17) The impact of marketplaces on traditional business models in the fastener industry.
(25:16) Strategic decisions behind the move to eCommerce for MF Supply.
(34:52) Future goals for enhancing MF Supply's digital presence and customer engagement strategies.

Resources Mentioned:

Robin Lieberman- https://www.linkedin.com/in/robinlieberman/
MF Supply - https://www.mfsupply.com/
BE 2.0 (Beyond Entrepreneurship 2.0): Turning Your Business into an Enduring Great Company - https://www.amazon.com/BE-2-0-Beyond-Entrepreneurship-Business/dp/0399564233

Thanks for listening to the B2B Commerce UnCut: A Journey Through Change, powered by Oro. If you enjoyed this episode, leave a review to help get the word out about the show. And be sure to subscribe so you never miss another insightful conversation.

#eCommerce #B2BeCommerce #DigitalCommerce

In this episode, we welcome Kevin Pearson, eCommerce Project Manager, and Sean Cummings, Director of eCommerce, both of UFP Industries. This recording is from a panel at B2B Online, repurposed for this episode. Kevin and Sean discuss the journey of adopting digital commerce within UFP Industries, driven by the demands of major customers like Home Depot and Lowe's. They share insights on overcoming internal resistance, the importance of internal marketing, and the steps taken to implement a successful B2B eCommerce platform.

Key Takeaways:

(01:08) Internal marketing for digital transformation in manufacturing or distribution is crucial.
(04:16) Current users of the new eCommerce site include independent retail customers and sales teams.
(05:06) Benefits of the new site include online ordering, order history, invoices and updated pricing.
(05:40) Home Depot and Lowe’s forced UFP into eCommerce, leading to strategic transformation.
(08:17) The discovery phase with Access Digital helped gather necessary information and plan the site.
(10:21) Stakeholder involvement and the agile approach to help keep everyone updated and engaged.
(12:27) Continuous internal selling and media blitz to maintain momentum post-launch.
(14:16) Quick pivots based on feedback to address user experience and interface issues.
(15:06) Empower project managers to be marketers and prepare for unknown challenges​​.

Resources Mentioned:

Kevin Pearson - https://www.linkedin.com/in/kevin-pearson-338b06260/
Sean Cummings - https://www.linkedin.com/in/seancummingsil/
UFP Industries - https://www.ufpi.com/

Thanks for listening to the B2B Commerce UnCut: A Journey Through Change, powered by Oro. If you enjoyed this episode, leave a review to help get the word out about the show. And be sure to subscribe so you never miss another insightful conversation.

#eCommerce #B2BeCommerce #DigitalCommerce