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Your 2022 Post-Market Tech Checkup

For a lot of our sellers, the Markets are an extremely lucrative time of year—and all those added sales can create a lot of work. Nobody’s complaining about extra money, but dealing with the volume can be challenging and stressful in the moment.  

As the software division for the people running those Markets, we’ve picked up a few great technology tips to help all readers—and especially those that use our platform—make greater use of the tremendous opportunity Markets represent. Let’s check out a few now.  

Eliminate Paper Invoices 

salesappYou might’ve seen our thoughts on paper invoicing in B2B wholesale before, but they bear repeating:  

  • Every second your sales reps spend filling out paper invoices instead of building the order and finalizing it in a digital system, your company loses time.  
  • Every time your finance/accounting team gets buried behind a pile of post-Market invoices and takes forever to process orders, your company loses time.  

Naturally, these concerns come to a head at Market season, when baked-in business delays can start to cost B2B wholesale organizations a lot of time, money, and even buyer goodwill.  

How can JuniperCommerce help? 
💡 Get a digital invoicing and order-writing system. In a world where delayed invoicing can cause problems across the organization (How do you get accurate sales data when orders are still being processed on backlog? How do you know your inventory levels with certainty?), a tool like RepZio by Juniper (and coming soon, JuniperSales) can fully revitalize your in-person sales processes.

Centralize Insight and Make Better Decisions Faster 

junipermarket-phone

Closely tied to the first point, this one’s all about knowing what’s happening around your organization. In the intense bustle of a full-swing Market, having precise figures on sales, inventory levels, historical trends, and individual buyer movement allows all sorts of quick decision-making. 

Key to that last sentence: decision-making. Giving your stakeholders the ability to see the B2B business’s successes and points of improvement in real time can allow businesses to make fast, effective pivots.  

Gartner’s How to Make Better Business Decisions spells this concept out in terms of three categories. Per the research powerhouse, businesses make the best decisions when they are:  

1. Connected

Per the same Gartner analysis, B2B wholesalers “need to become much more connected on all levels” to achieve better, faster decision-making—if you aren’t getting as much information from as many places as possible, your business’s ability to react suffers.  

2. Contextual 

A sales rep in the field and business manager at the office may have very different needs from the same application. The best solutions centralize insight by allowing businesses to build, analyze, and distribute data in various contexts. In our case, pulling sales data immediately and updating inventory with it would be one excellent example of this.  

3. Continuous 

Your processes need to provide the same level of value and support whether you’re in nominal operations, an expected seasonal sales spike, an unexpected dip—or any other context. That thought applies to both technology systems and standard work systems. The finance or sales team under a pile of invoices is one example here; a B2B wholesale business getting a number of new products in-stock and struggling to quickly upload product images and descriptions to all their sales platforms and channels would be another.  

How can JuniperCommerce help?
💡 If your work systems slow down your ability to make decisions or carry out tasks at key points in time—such as Market season—you need tools and solutions adaptable enough to suit your needs in every context. Our platform, JuniperCommerce, covers all sorts of use cases only B2B sellers see—because we’re a platform made to enable better decision-making for B2B wholesalers, exclusively.  

Get all Your Sales Channels in Sync 

salesapp2For our next segment, we turn to some great research from Digital Commerce 360’s B2B Marketplace 400.1

“B2B marketplaces are the fastest-growing ecommerce channel, with sales on all types of platforms, including commercial and vertical market marketplaces. Sales on B2B marketplaces shot up 131% to $56.5 billion in 2021 and are projected to increase at a similar pace to $130 billion in 2022.” (Digital Commerce 360 | Mark Brohan) 

The open cart features in our products JuniperMarket and JuniperWeb reflect the value this statement can bring to buyers. Let’s say your buyer begins an online purchase, but doesn’t follow through to completion.  A truly synced approach to sales:  

  • Alerts you when a cart’s left open, with thresholds and other granular controls that allow you to dictate exactly when you’re alerted.  
  • Gives your business options to approach the situation contextually—such as being able to offer open-cart customers a special discount, or dispatching a sales email automatically.  
  • Helps you build an experience along the lines of what you’d offer in the showroom, only digitally. Just as a sales rep on the floor could offer a last-minute deal to save the sale, the right open-cart features make the same thing possible in your new channels.  

How can JuniperCommerce help? 
💡 B2B marketplaces like JuniperMarket are a powerhouse in the wholesale world and things are only looking up. Making sure you offer your customers and sales reps tools that connect the experience across physical and digital channels isn’t just smart business—as digital marketplaces take an increasingly large role in your field, an active, selling online presence becomes a necessity.  

Get Your Metadata in Check 

CodeOur last bit of advice applies directly to the products you sell digitally: 

Make your product listings and headlines shine 
Think about what your buyer would search on their engine of choice before coming to your brand page. Use those same terms in the product descriptions and (headlines) you put online. This basic practice, part of a larger philosophy known as search engine optimization (SEO) can be a huge help to draw more buyers.  

Pay attention to product images 
Online, product images are the only way for buyers to get a true feel for the products they want to buy. In the showroom, an attractive set of accompanying product images—displayed in your digital order-writing app—can help customers visualize the item and lead to more sales. In both cases, investing in product images typically pays off in sales from increasingly online-savvy buyers. 

Keep data such as SKUs out of your descriptions 
Product descriptions are meant to be short, punchy breakdowns of the product the buyer wants to purchase. Putting irrelevant info like SKU numbers outside the relevant field—for instance, in the headline or the product description—can hurt your brand page’s SEO visibility and provide a subpar experience for buyers.  

How can JuniperCommerce help?
💡
Managing SEO, product images, creative assets, and product text can be a chore requiring whole teams to master. Instead of struggling with multiple platforms and unclear guidelines, JuniperCommerce gives you a centralized, SEO-ready to way to publish your digital content quickly and effectively.  

SCHEDULE A DEMO TODAY

 


1 Why B2B marketplaces are now a mainstream digital sales channel (digitalcommerce360.com | Mark Brohan)