3 Trends Driving the B2B Marketplace in 2022 – Part 3 of 3


If you have followed our blog series, you have learned how B2B companies are taking proactive steps to stay competitive and relevant. These trends have turned into winning strategies that even small to midmarket distributors can recruit and deliver positive results. Unilog, a leading provider of B2B ecommerce solutions, has a finger on the pulse of the market. With the development of customer expectations and the advancement of technology, we continue to create innovative solutions and services to support the needs of the market. For each emerging trend, we have a product or service to help us achieve the desired results.

Our previous blog posts highlighted two trends in helping wholesale distributors today:

Trend # 1: Quick e-commerce implementation in the market for fast time
Trend # 2: Greater customer focus with a focus on millennial buyers

As we close out the final segment of our three-part series, let’s explore the third – and perhaps, most important – the industry trend.

Trend # 3: Synchronized sales channels that support an all-channel experience

Today’s buyers have made it clear that they prefer to use a mix of sales channels. In fact, research by McKinsey & Associates shows that the average B2B professional uses 10 channels throughout the buying process, opting for digital self-service for some activities and personally for video or others. This increase in multi-channel interaction with a company means a consistent, universal experience for customers is essential.

Omnichannel Sales is an integrated sales method that eliminates unequal or inaccurate data silos using an integrated product information management (PIM) solution as a central hub for all product data. In a PIM, the data is sourced, standardized and exported to various channels and partners to provide the most up-to-date information on the product. In addition to managing and delivering clean, consistent data, a dedicated PIM also provides operational skills that reduce costs, automate workflow, and increase sales.

Some companies integrate PIM tools with their eCommerce platform to manage their data. But multiple systems can be costly to maintain, and can cause problems if they lack proper integration. The best way to do this is to create a dedicated PIM in a digital commerce solution. UniLog’s All-in-One e-commerce solution includes a built-in PIM, which provides businesses with the tools they need to strengthen their digital branch and provide a universal experience.

Strongly integrated with our web platform, Unilever PIM offers a sophisticated level of data management with a wide range of capabilities:

  • The product has the ability to handle millions of SKUs to provide a virtual endless isle
  • Provides unlimited fields for product specs, qualities, digital resources and other product information
  • Enables sellers to control item relationships such as accessories, options, substitutes, and replacement parts
  • Offers the flexibility to create and manage multiple catalogs for specific demand and sales channels

With a true PIM solution, a minimal channel distributor provides a seamless shopping experience across multiple technologies and touchpoints – whether on the company’s ecommerce site, through their mobile app, during a phone call or online chat with a sales representative, or a brick-and-mortar. Person in position.

Over the past few years, the use of mobile devices has increased among B2B shoppers. A survey by Boston Consulting Group (BCG) found that 80% of B2B shoppers use mobile at work and more than 60% say mobile has played a significant role in recent purchases. A mobile app version of an ecommerce site adds another layer of convenience to shoppers and, according to BCG, can accelerate purchase time by up to 20%. With the growing demand for mobile purchases, Unilog has created a hybrid mobile app that provides an optimized ecommerce experience using the ability to search and order products such as cameras, barcode scanners, and microphones on the consumer’s mobile device. Our mobile app software is linked to the distributor’s ecommerce site, so any updates made to the site are automatically integrated into the app. This added synchronization enhances the unexpected user experience of customers.

Omnichannel sales are not just a trend; This is a new standard for B2B companies. Today’s buyers will not tolerate inconsistent, inconsistent experiences with distributors; They will just go elsewhere.

The top three trends featured in our blog series will soon be on the industry table. The question is, is your business ready to grow? We hope so. With so many tools and technologies available, the future of the wholesale distribution market looks bright. If you are interested in moving the needle and consolidating your success, contact a UNILOG specialist to help you get started. We show you how much it is possible to integrate your sales channels, implement a customer-centric digital branch and gain enterprise-wide expertise.





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