Boost B2B Sales By 20-30% With This Digital Modernization Strategy

Welcome to The Varato Letter, Sponsored by Harris Web Works.

Every Monday, we share insights with 3,100+ supply chain leaders on modernizing business operations for the digital age. This newsletter will be Free for the reader forever. Enjoy!

To learn more about how Harris Web Works can help you to future proof your manufacturing wholesale or distribution business, click here.

Wondering how you can modernize your business for the digital age?

Steal this framework from a $60B company.

Most B2B supply chain companies are still stuck in the pre-digital era.

• Still using paper invoices

• Phoning in (or faxing) orders

But buyers have changed.

Here's how to catch up fast:

(You can read text or watch a video here)

1️⃣ Enable self-service

92% of B2B buyers prefer self-serve purchasing. Let them place orders and check status online 24/7.

Imagine a user-friendly dashboard where your customers can:

• Browse your entire product catalog

• View real-time inventory levels

• Place orders at any time, day or night

• Track shipments

• Access their order history

A manufacturing company implemented a self-service portal and saw a 30% reduction in customer service calls within the first month.

Their customers loved the convenience, and the company saved on operational costs.

2️⃣ Streamline onboarding

Ditch the PDF forms. Allow new customers to easily register and start buying online in minutes.

Create a simple, step-by-step online registration process:

• Collect essential information only

• Use auto-fill features where possible

• Implement instant verification checks

• Provide clear instructions and tooltips

A wholesale distributor reduced their customer onboarding time from 2 days to just 15 minutes by implementing an online registration system. This led to a 25% increase in new customer acquisitions within the first quarter.

3️⃣ Surface offline data

Integrate your ERP to show real-time inventory, pricing, and order history online. Bring your offline data online by connecting your ERP system to your e-commerce platform, displaying real-time inventory levels on product pages, showing customer-specific pricing based on their account, and providing detailed order history and easy reordering options.

A real-world impact demonstrates the value: A B2B electronics supplier integrated their ERP with their online store. Customers could now see accurate stock levels and their negotiated prices. This led to a 40% increase in online orders and a significant reduction in stock-related customer queries.

4️⃣ Optimize for mobile

75% of the workforce will be millennials by 2025. They expect a seamless mobile experience.

Ensure your mobile experience includes:

• Responsive design that works on all devices

• Fast loading times (aim for under 3 seconds)

• Easy navigation and search functionality

• Simplified checkout process

• Mobile-friendly product images and descriptions

A B2B office supplies company optimized their site for mobile, resulting in a 50% increase in mobile orders within six months. Their millennial buyers particularly appreciated the ability to quickly reorder supplies from their smartphones.

5️⃣ Provide omnichannel support

Offer chat, phone, and email support for a consistent experience across channels. Implement an omnichannel support strategy by offering live chat on your website and mobile app, providing phone support for complex inquiries, using email for detailed follow-ups and documentation, ensuring consistent information across all channels, and training your team to handle inquiries on any platform.

A B2B software company demonstrates the benefits of this approach: after implementing an omnichannel support system, they saw customer satisfaction scores increase by 35% and reduced resolution times by 25% due to the flexibility and consistency of their support options.

The results? 

Our clients see 20-30% revenue growth after modernizing their tech stack.

Don't get left behind. Your competitors are already doing this.

Want to see more?

That’s all for this week,
Matt Harris

If you found this useful check these out:

• Scaling Secrets: How One Contractor Built a Nationwide Network

• Boost Repeat Business by Optimizing Your Tech Stack

• Scale Your Business Using PIM Systems

Whenever you're ready, here's how we can help you:

Harris Web Works is a digital transformation agency that helps supply chain partners (manufacturers, wholesalers & distributors) meet new generational buyer demands & expectations by installing streamlined e-commerce systems.

To learn more about how we can help you future-proof your business, click here.