Why B2B Sales Organizations Must Start Thinking Like Retailers
For decades, the division of responsibilities within retail ecosystems was relatively straightforward. Manufacturers developed products. Sales organizations sold those products into retail. Retailers were responsible for creating demand, serving consumers, and ultimately selling products to end customers.
E-Commerce – small and medium-sized enterprisesÂ
The medium-sized sector is the engine of the German economy. Small and medium-sized trading companies (SMEs) with up to 250 employees and/or 50 million euros in revenue generate around a third of the turnover and employ well over half of the social security-insured employees in Germany.*
Re-Focus E-Commerce
The first major e-com crisis is a good time to adjust the business model and strategy
OMNI-CHANNEL – YES, BUT HOW?
Covid-19 was a turbo-catalyst in that many retailers introduced “omni-channel” virtually with a crowbar. Suddenly, tools and processes for online appointments were launched, curbside pickup was made possible, live shopping advice was introduced, and even the handling of QR codes, which had previously been unpopular and unused in Europe, became a matter of course.