E-commerce & the New Professional Online Consumer Manufacturing E-commerce & the New Professional Online Consumer Giuseppe Ianni Business Development Director

Giuseppe Ianni Business Development Director | Sana Commerce giuseppe@sana-commerce.com https://www.linkedin.com/in/giuseppeianni

Agenda Businesses are changing how they engage customers in a digital world Meeting the needs of today’s professional B2B buyer E-commerce requirements for manufacturers looking to take their business online leveraging Microsoft Dynamics NAV

There is a huge transformation going on in the way companies do business. This creates challenges and opportunities for your customers and therefore for you. Your partnership with Sana Commerce will enable you to help your Business master this digital transformation. www.sana-commerce.com

The e-commerce Opportunity For Manufacturers

it started with consumer sites. online retail sales in the U.S. were expected to reach $334 billion in 2015 and are projected to top $480 billion by 2019. Source: Forrester Research (2015) www.sana-commerce.com

Consumer Shopping trends Customers demand an Amazon-like experience. They also enjoy the convenience of shopping whenever, wherever, however Flexibility – buy online, pick up in store A personalized online shopping experience is expected. Product comparisons, reviews and shopping around for the best price.

Consumer Shopping trends And remember – today’s B2C shopper may also be your B2B buyer who will want the convenience and self-service e-commerce delivers

The b2b e-commerce opportunity B2B e-commerce sales will top $1.13 trillion by 2020. 80% of B2B businesses are now planning to invest in e-commerce. © Forrester Research, April 2015 & Acquity Group, 2015

e-commerce trends for B2B Retailers are already on board and now, the need for digital transformation is very clear to most B2B businesses. The central role of the ERP system in relation to online sales is better understood now. More demand for second generation e-commerce platforms.

The e-commerce opportunity

Professional B2B Buyers

83% B2b buyers are transforming of professional B2B buyers search the internet before buying any products. 68% of professional B2B buyers are already purchasing products online. Source: Forrester Research (2014), Acquity Group (2014) en Accenture (2014) www.sana-commerce.com

Professional B2B Buyers In all industries, business purchases are researched just like personal purchases are - online Demand “Amazon-like” experience Highly connected & engaged, prefer to self-serve Require pricing and inventory transparency in real time Amazon and eBay helped create the online consumer and now are doing the same in the B2B space with online marketplaces selling business products

34% Existing Supplier and client Relationships can change of B2B Buyers Made purchases outside of their existing supplier so they could buy online. Source: UPS (2014) www.sana-commerce.com

e-commerce For Manufacturers

E-commerce for Manufacturers - Complexities Wholesaler

e-commerce for Manufacturers – Client Demands 100% order accuracy in as few clicks and as little time as possible A rich experience, personalized for each client Flexible payment options (purchase orders, ACH, on account)

15% Further Room for Growth Online of Global spare parts sales will be made online by 2025 directly from the manufacturer to the consumer. Source: Frost & Sullivan (2015) www.sana-commerce.com

e-commerce for Manufacturers – Unique Needs Complex customer pricing - trade agreements, tiered pricing Custom catalogs per account A multitude of spare parts and customized products Kitting, Bill of Material (BOM) Quoting & order approval

e-commerce for Manufacturers Unified multi-channel - bringing online, print catalogs and your sales team into a single ecosystem

INTERFACED SOLUTIONS interfaced web store Two systems to maintain Rebuild your erp in the web store Complex interfacing projects

INTERFACED SOLUTIONS VS. Integrated SOLUTION interfaced web store

Integrated SOLUTION QUICK and smart integration One system to maintain

42 benefits of integration 24/7 CUSTOMER FOCUS Customer Information Customer Catalog Filter Customer Representation Customer Localizations REAL TIME PRODUCT INFO Real-Time Availability Future Availability Variant Availability PERSONALIZED MARKETING Personalized Content Email Marketing Predictive Ordering Sales Statistics Cross & Upsell COMPLEX PRICING Complex Product Pricing Customer Pricing Discounting Rules Tier Pricing Orderline Discounts Invoice Discounts Sales Tax Calculation 100% CATALOG VISIBILITY Efficient Store Setup Multi-Store Roll-Out Multi-Company Catalog Filters Facetted Search Related Products Unit of Measure Variants Bill of Materials Product Customizations Auto Charges Featured Products Master Data FLAWLESS ORDERING Real-Time Ordering Data Validation Credit Management Cart Calculation Order Comments Shipping Address Shipping Methods Ordering Channels Track & Trace Edit Order Re-Ordering Online / Offline Order History Download The Integration Guide! www.sana-commerce.com

Summary

There is a huge transformation going on in the way companies do business. This creates challenges and opportunities for your customers and therefore for you. Your partnership with Sana Commerce will enable you to help your Business master this digital transformation. www.sana-commerce.com

Summary Businesses are changing how they engage customers in a digital world Meeting the needs of today’s professional B2B buyer E-commerce requirements for manufacturers looking to take their business online leveraging Microsoft Dynamics NAV

Giuseppe Ianni Business Development Director | Sana Commerce giuseppe@sana-commerce.com https://www.linkedin.com/in/giuseppeianni