The Intershop Blog

The 5 most important B2B commerce trends for 2017

The 5 most important B2B commerce trends for 2017

by Toralf Lahs
Wow, is it that time of year again already? That time when we reflect upon another busy business year and wonder what the next one holds? It is something I get asked quite a lot. So, here are my five most important predictions for 2017:

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The impact of digital on B2B business models

The impact of digital on B2B business models

by Axel Köhler

The far-reaching influence of digital sales channels has had a profound business impact, according to our 2016 B2B e-commerce research report “Taking the Fast Track into the Digital Future of B2B Commerce”. In fact, four in ten (40%) respondents surveyed confirm the pursuit of digital transformation has resulted in a complete change of their organization’s business model.

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B2B e-commerce comes of age

B2B e-commerce comes of age

by Toralf Lahs
Digital sales channels are no longer a sideshow, according to the 2016 Intershop E-Commerce Report “Taking the fast track into the digital future of B2B commerce”. More than three-quarters (76%) of the organizations surveyed have implemented a dedicated B2B e-commerce site, with an impressive 39% confirming that their e-commerce store/online self-service tool is the only sales channel on offer.

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Key factors when choosing a new e-commerce environment

Key factors when choosing a new e-commerce environment

By Roelof Swiers, Country Manager Intershop Benelux

What does it take to enable sustainable growth in today’s omni-channel landscape? Do you go cross-border, multi-brand, or embrace different business models? Should you stick to the existing solution or choose a different platform? What factors are important here?

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Intershop E-Commerce Report 2016

Intershop E-Commerce Report 2016The Digitalization of B2B

by Jochen Wiechen
With online and mobile sales channels growing rapidly, B2B organizations are now on a mission to embed end-to-end digitalization across the enterprise. In our new research report “Taking the Fast Track into the Digital Future of B2B” launched recently, we capture their progress - from vision to reality.

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Making the omni-channel vision come true

Making the omni-channel vision come trueSix reasons why you need an order management system

by Matthias Müller

Buying and paying for anything, anywhere – that’s the biggest challenge that omni-channel retailers see themselves facing. There was once a time when your only concern was to ensure that there were sufficient products stored for stocking up the shops, but today completing a purchase has become the most complex aspect. There are many different channels and fulfillment scenarios to cover, and a good order management system can create that much-needed order out of the chaos.

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What I’m not going to tell you about B2B commerce

What I’m not going to tell you about B2B commerce

by Toralf Lahs
I’m going to be at B2B Online on 7th – 8th December in Amsterdam, and that is really important. Why? Because manufacturing businesses have an ever more desperate need to move into the online world, but seem to be stalling with how and where to start.

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Case study: IGO-POST

Case study: IGO-POSTWhen your gut feeling is wrong and the data demands an omni-channel approach

by Gerrit Enthoven
IGO-POST, a seventy-year-old family-run company, is guided by customer behavior and wishes, as digital program manager Dennis Verlijsdonk explains. Now that both prospective and existing customers expect a user-friendly online experience, the focus is no longer on the catalog alone. Instead an omni-channel approach is now the target. The biggest challenge involves obtaining a key customer profile.

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No e-commerce platform? No problem – the OMS is here

No e-commerce platform? No problem – the OMS is hereIntershop’s order management system has something truly unique to offer

by Toralf Lahs
According to Forrester, B2B companies can substantially decrease sales costs — up to 90 percent — by guiding customers to an online self-service ecommerce environment. In a 2013 Forrester survey, 52 percent of B2B ecommerce executives surveyed reported that migrating formerly offline-only customers to online purchasing reduced their customer support costs too.

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Ekosport chooses Intershop to power rapid expansion

Ekosport chooses Intershop to power rapid expansionChallenges of a French sports goods manufacturer jumping into the international e-commerce business

by Toufik Boudellal

In recent years, the European outdoor industry has experienced exceptional growth and retailers in this sector are fast becoming major players in the sporting goods business. Since 2011, the online sales of French sports goods manufacturer Ekosport have risen steadily, which is why they have decided to expand internationally in E-Commerce.

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Are you faxing customers away?

Are you faxing customers away?Order processing reloaded

by Toralf Lahs
If your order processing is time-consuming, error-prone, complex or expensive then your B2B business has a big problem. That’s one of the messages in our latest free e-book, “Reinvented and Digitized B2B Selling”. Are you literally ‘faxing’ your customers away?

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When omni-channel commerce goes wrong (part 2)

When omni-channel commerce goes wrong (part 2)The right combination for an impeccable customer experience

by Cornelia Seidenstricker

As I mentioned in the last article, many retailers still have not perfected their omni-channel strategy - often at the cost of customer satisfaction. The gap between what customers expect and what is provided to them, is still very wide. These differences in customer expectations and the retailer's offers can be mitigated by relatively simple measures.

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When omni-channel commerce goes wrong (part 1)

When omni-channel commerce goes wrong (part 1)Real customer experiences

by Cornelia Seidenstricker

There are many ways to perfect the omni-channel experience. Unfortunately the reality of the situation does not reflect this potential. Too often the branch stores and the online stores act like two completely divided entities that do not appear to be able to coordinate with one another or they handle various processes in a very cumbrous manner. I talked to a few of my colleagues about their personal omni-channel experiences and gathered a mixed bag of stories. Their very interesting accounts describe shortcomings in delivery details, burdensome bureaucratic processes and logistical difficulties - in virtually every industry:

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The new breed of B2B buyer

The new breed of B2B buyerAre you keeping up with the ever-changing commerce landscape?

by Toralf Lahs
B2B buyer preferences have fundamentally shifted and existing business models can’t keep pace with the ever-changing B2B commerce landscape. This reveals itself in things like delayed order processing, a lack of information transparency and inflexible customer service that are caused by unconnected systems and siloed channels. The result is all-too-often frustrated self-service oriented buyers.

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E-commerce goes omni-channel (part 3)

E-commerce goes omni-channel (part 3)The future of online technologies for the local retail store

by Jochen Wiechen
Online technologies like NFC, LFC, Beacons, WiFi-Tracking, MEMS und LEDs allow for the tracking of customers while shopping. What does that mean for the future and for the fusion of online business and the physical retail store?

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E-commerce goes omni-channel (part 2)

E-commerce goes omni-channel (part 2)NFC, LFC, Beacons, WiFi tracking, MEMS and LEDs

by Jochen Wiechen
In my last post, I talked about the development of technologies that allow retailers to create an online-experience in their brick and mortar stores in order to stand up to the online competition. NFC, LFC, Beacons, WiFi tracking, MEMS and LEDs are currently named the most-up-to-date tracking technologies, and I will give you a brief description of what they do.

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E-commerce goes omni-channel (part 1)

E-commerce goes omni-channel (part 1)The development of online technologies for use in brick and mortar stores

by Jochen Wiechen
Just a few years of e-commerce development have been enough to get customers accustomed to the notion that everything is just a couple clicks away: additional information, product images, reviews, alternative suggestions and of course offers from the competition. Even in the local store, customers are already surfing the web with their smartphone. But unfortunately, usually only to compare the prices: the customer has learned to combine the advantages of being able to see the product with the advantage of the online price (which is often times much cheaper) and then uses this information to barter in the local store. In general, customers are less willing to accept the limitations between the channels, especially when it comes to the difference in price, amount of information, or service. What kind of technologies can brick and mortar retailers install in order to create a type of counter-offer – i.e. to offer the advantage of e-commerce information offline in order to create an online-experience and thus stand up to online competition?

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Mind the gap

Mind the gapReinvented and digitized B2B selling

by Toralf Lahs
Gaps, gaps, gaps. If you’re a B2B merchant, there seem to be gaps everywhere. In a new eBook “Reinvented and Digitized B2B Selling”, we summarize more than 20 years of observations, learnings and best practices gathered from working with B2B companies.

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E-Commerce in the consumer electronics well done

E-Commerce in the consumer electronics well doneHow Videocon Increased its Conversion Rate by 50%

by Ronny Höpfner

Since the early days of e-commerce, consumer electronic has been playing a major role. Customers in this market are especially technophile and willing to shop online. Videocon, a global conglomerate headquartered in India and well established in this market segment has taken a decisive step resulting in a large upswing in their e-commerce business.

When Next Retail launched a new online and TV shopping channel to serve its 300,000 customers, it turned to Intershop and its implementation partner, Eperium India, for their vision and expertise, leading-edge technology, and joint track record in successfully completing complex and large-scale projects.

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Majestic Wine gives customers a taste of what's in-store

Majestic Wine gives customers a taste of what's in-store

by Toralf Lahs

When Majestic Wine, the UK’s largest specialist wine retailer, decided to replicate its in-store values online, it turned to Intershop and Javelin Group to make its e-commerce vision a reality. Making customers aware of what’s available in their local store – and balancing supply with demand so orders can be fulfilled with ease by local stores – was just the start. Majestic Wines wanted to deliver a highly personalised and convenient customer experience that brings the in-store shopping experience to life on the web.

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Delivering the local experience online

Delivering the local experience online6 learnings from Majestic Wine

by Toralf Lahs

Together with Javelin Group we’ve just completed a project with the largest wine specialist retailer in the UK, Majestic Wine. It’s a brilliant example because the company has found a way to marry the customer convenience and expertise it prides itself on, to its online business. Majestic Wine customers can now experience an enviable, seamless localservice.

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Story of lingerie specialist Van De Velde going live on Intershop

Story of lingerie specialist Van De Velde going live on Intershop

by Gerrit Enthoven

Van de Velde NV is a leading player in the luxury and fashionable women’s lingerie sector. It owns globally-recognized lingerie brands including Marie Jo, PrimaDonna and Andres Sarda, and had an annual turnover in excess of €182 million in 2012. Belgian firm Van de Velde is convinced of the merits of a long-term strategy based on developing and expanding brands around the Lingerie Styling concept especially in Europe and North America.

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Invest right and avoid re-platforming

Invest right and avoid re-platformingHow to set up a future-proof e-commerce system

by Toralf Lahs
E-commerce has truly come of age: it has turned into a valid sales channel both for classic brick and mortar stores broadening their customer reach, and for “pure” online vendors. Online shops have grown into a must have element and become a core component of many business plans. At the same time, most companies have raised the bar for their e-commerce strategies: On one hand, an increasingly global world means both pressure from international competition and opportunities for growth. On the other, they are pushed by digitally savvy customers whose shopping behaviour is modelled on what suits their lifestyle rather than traders’ channel models. This forces vendors to continually evolve their underlying technology.

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8 clever shopping possibilities

8 clever shopping possibilitiesWhat are the technologies that allow stores to become ‘smarter’?

by Toralf Lahs
Evidence would suggest that today’s consumers are time poor yet happy to spend money in a store that makes it quick and easy to shop. It’s certainly the case that the most successful retailers are those with the customer experience at the heart of everything they do. But, how do these retail organisations successfully introduce the technology to facilitate the quick and easy buying experience?

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