Three big trends for B2B e-business

A survey showed three big trends for B2B e-business development.

First, customers claim higher and higher requirements, such as well prepared products and complex or detailed solutions, as well as sales support at different levels.

Second, enterprises that used to put emphasis on management and put priority on serving major large customers, now the enterprises shifted to improve customer’s satisfaction through lower cost to boost the sale increase.

Finally, many enterprises listed customers’ datum and analyze the datum to make an estimation, in order to improve sales volume and deepen customers’ relationship.

Most enterprises developed their business relying on internet and telephone sales, which were low cost sales channels. Meanwhile, they could insist on service large and main customers in a face to face mode, which was a high cost channel.

However, on one hand, the customers prefer simple, quick and low cost transaction mode; on the other hand, the customers require complicated and tailor-made solutions that were designed by rich experienced work team. So some B2B enterprises could not offer services to those customers due to over investment or other problems.

So B2B sales enterprises should take up three tasks. First, develop flexible multi-channel mode and deal with every type of transactions through high efficient way. Second, high value trade is becoming more complicated now, including sharing risks agreement and multi-level service agreement.

Finally, sales representatives should have more solutions for more products and customers. B2B enterprises should set up more sales teams to sell different products.

IBUonline has set up foreign trade work team to help international buyers and sellers to complete the transaction. It also has integrated services in different sectors, including custom clearance services and logistic services.