Lori McDonald - Practical Ecommerce https://www.practicalecommerce.com/author/lori-mcdonald Independent analysis and strategy for online merchants Mon, 27 Jan 2025 13:52:08 +0000 en-US hourly 1 https://wordpress.org/?v=6.7.4 The Trade-offs of Third-party Add-ons https://www.practicalecommerce.com/the-trade-offs-of-third-party-add-ons Tue, 26 Oct 2021 15:00:13 +0000 https://www.practicalecommerce.com/?p=1230419 Third-party apps and add-ons can enhance an ecommerce platform. Examples include exit popups, customer reviews, product recommendations, and marketing automation. But third-party add-ons can create more problems than benefits.

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]]> The Overlooked Benefit of B2B Ecommerce https://www.practicalecommerce.com/the-overlooked-benefit-of-b2b-ecommerce Wed, 21 Jul 2021 14:45:39 +0000 https://www.practicalecommerce.com/?p=828697 An oft-overlooked benefit of B2B ecommerce tools is the value to internal sales and customer service teams. Both gain efficiencies from digital tools, resulting in happier customers that spend more money. Ecommerce gives users — internal and external — the ability to help themselves.

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]]> Checklist for a Post-pandemic B2B Surge https://www.practicalecommerce.com/checklist-for-a-post-pandemic-b2b-surge Mon, 10 May 2021 12:51:46 +0000 https://www.practicalecommerce.com/?p=468013 Many B2B businesses are already experiencing a post-pandemic surge. Certainly the revenue growth is welcome, but it can bring challenges as well. Here is a checklist to prepare for pent-up demand.

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]]> B2B Lessons from 2020 https://www.practicalecommerce.com/b2b-lessons-from-2020 Sun, 24 Jan 2021 14:08:43 +0000 https://www.practicalecommerce.com/?p=366783 Covid-19 forced all of us to change. Companies and employees who had resisted digital innovation suddenly had no choice. Some of the changes have created value and are worth keeping. Others not so much. What follows are pandemic-induced B2B changes that will likely become permanent.

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]]> B2B Merchants: Harness Data to Pivot, Adapt https://www.practicalecommerce.com/b2b-merchants-harness-data-to-pivot-adapt Thu, 19 Nov 2020 10:00:07 +0000 https://www.practicalecommerce.com/?p=363243 I'm hearing the word "pivot" from B2B merchants. Manufacturers and distributors are pivoting to keep up with the pace of change. The pandemic-induced change is especially challenging because of the unknown afterward, post-Covid.

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]]> Getting Your B2B Team on the Digital Train https://www.practicalecommerce.com/getting-your-b2b-team-on-the-digital-business-train Wed, 16 Sep 2020 15:17:08 +0000 https://www.practicalecommerce.com/?p=358406 The pandemic has accelerated the digital transformation of many B2B companies. Implementing ecommerce and other digital tools requires rethinking how your organization operates and how it interacts with customers. It's an opportunity to improve sales and back-office efficiencies.

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]]> B2B Ecommerce That Doesn’t Break the Bank https://www.practicalecommerce.com/b2b-ecommerce-that-doesnt-break-the-bank Tue, 26 May 2020 15:46:11 +0000 https://www.practicalecommerce.com/?p=221806 Covid-19 is forcing a dilemma on many B2B merchants. They realize a robust ecommerce presence is critical to long-term viability. But they are understandably hesitant to spend money amidst the pandemic on meaningful digital upgrades. It doesn't have to be one or the other, however.

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]]> Covid-19 Accelerates Change for B2B Distributors https://www.practicalecommerce.com/covid-19-accelerates-change-for-b2b-distributors Wed, 15 Apr 2020 13:25:55 +0000 https://www.practicalecommerce.com/?p=194748 Last year, in "How to Prosper as a B2B Distributor," I addressed the urgent need for wholesale distributors to evolve. I explained the necessity of migrating to a self-serve digital shopping experience. Covid-19 has accelerated that need.

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]]> The Benefits of Subscriptions for B2B Ecommerce https://www.practicalecommerce.com/the-benefits-of-subscriptions-for-b2b-ecommerce Wed, 29 Jan 2020 19:14:22 +0000 https://www.practicalecommerce.com/?p=190343 Subscription-based ecommerce is increasingly popular for consumer goods. Examples include grocery products, pet supplies, and beauty items. But B2B merchants can offer subscriptions, too.

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]]> B2B Ecommerce: Walk First, Then Run https://www.practicalecommerce.com/b2b-ecommerce-walk-first-then-run Tue, 19 Nov 2019 13:48:12 +0000 https://www.practicalecommerce.com/?p=186400 B2B ecommerce is expanding rapidly with innovative new services and marketing strategies. Much of the innovation focuses on improving personalization. However, that is typically the last step. There are prerequisites to address first.

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]]> How to Prosper as a B2B Distributor https://www.practicalecommerce.com/how-to-prosper-as-a-b2b-distributor Thu, 26 Sep 2019 14:17:57 +0000 https://www.practicalecommerce.com/?p=184000 Distributors are easily replaced in the digital landscape. But many are prospering by emphasizing their expertise and by offering unique, value-add services. Here are a few ideas and examples.

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]]> Amazon Business Is Winning. Here’s Why https://www.practicalecommerce.com/amazon-business-is-winning-heres-why Thu, 07 Mar 2019 06:36:56 +0000 https://www.practicalecommerce.com/?p=171461 After only four years, Amazon Business hit $10 billion in sales in 2018. If you sell to companies, Amazon Business should get your attention. In this article, I will address what B2B sellers can learn from Amazon Business — and how Amazon Business impacts them.

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]]> B2B Ecommerce Helps Sales Teams (and Customers) https://www.practicalecommerce.com/b2b-ecommerce-helps-sales-teams-and-customers Wed, 09 Jan 2019 22:04:50 +0000 https://www.practicalecommerce.com/?p=167887 Many B2B executives believe that ecommerce cannot fit their business. But B2B companies that don’t embrace digital will lose opportunities. A digitally-savvy competitor could disrupt the market and cause large sales decreases for legacy companies, those that do not evolve.

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]]> Skeptical about B2B Ecommerce? Try a Proof of Concept https://www.practicalecommerce.com/skeptical-about-b2b-ecommerce-try-a-proof-of-concept Thu, 25 Oct 2018 23:13:23 +0000 https://www.practicalecommerce.com/?p=163471 Your B2B company leadership is skeptical about changing business and sales methods. How can you make a case for ecommerce? A proof of concept is a good way to test the digital commerce waters, to learn. Ideally, the project can be completed quickly and has a quick return on investment.

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]]> B2B Ecommerce: Managing Product Data Sheets https://www.practicalecommerce.com/b2b-ecommerce-managing-product-data-sheets Thu, 13 Sep 2018 00:56:04 +0000 https://www.practicalecommerce.com/?p=160783 B2B merchants know that producing product literature can be a lot of work.  Examples include specification sheets and safety data sheets. Both take time to create and keep current. In this post, I'll address how to streamline the process.

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]]> 3 Reasons Why B2B Ecommerce Projects Fail https://www.practicalecommerce.com/3-reasons-b2b-ecommerce-projects-fail Mon, 16 Jul 2018 16:49:38 +0000 https://www.practicalecommerce.com/?p=156905 Business-to-business ecommerce projects range from changing an entire platform to adding features and improvements to the current one. Unfortunately, failed B2B ecommerce projects are common. In this post, I'll address three reasons for the failures and how to avoid them.

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]]> 8 Approaches to B2B Dealer Locators https://www.practicalecommerce.com/8-approaches-b2b-dealer-locators Thu, 07 Jun 2018 14:08:02 +0000 https://www.practicalecommerce.com/?p=154205 Business-to-business companies frequently sell products through dealers. But it’s not always obvious to would-be customers how to locate a dealer, to inquire.  In this post, I’ll review eight examples of ...

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]]> Does WooCommerce Fit B2B Companies? https://www.practicalecommerce.com/woocommerce-fit-b2b-companies https://www.practicalecommerce.com/woocommerce-fit-b2b-companies#comments Tue, 24 Apr 2018 16:47:28 +0000 https://www.practicalecommerce.com/?p=150922 WooCommerce is among the fastest growing platforms. We've addressed it many times. B2C merchants, especially, value WooCommerce's flexibility and plugin options. My expertise, however, is with B2B companies. In my experience, companies with meaningful B2B sales should not choose WooCommerce.

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]]> https://www.practicalecommerce.com/woocommerce-fit-b2b-companies/feed 6 6 Impressive B2B Ecommerce Sites https://www.practicalecommerce.com/6-impressive-b2b-ecommerce-sites Thu, 15 Mar 2018 03:53:20 +0000 https://www.practicalecommerce.com/?p=149228 Offering a compelling ecommerce experience to B2B buyers requires a process of continuous improvement. It can be helpful to examine other B2B ecommerce sites, to learn. Grainger and Amazon Business are often cited as leading examples. But there is also value in learning from smaller, innovative B2B companies. In this post, I'll address six impressive, independent B2B sites.

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]]> Driving B2B Revenue through Personalization https://www.practicalecommerce.com/driving-b2b-revenue-personalization Mon, 05 Feb 2018 21:32:28 +0000 https://www.practicalecommerce.com/?p=147406 Shoppers want a personalized experience. It used to be that ecommerce sites offered what shoppers asked for. Now, thanks to personalization, ecommerce sites do that, and more. They know what shoppers want or need even before they ask. Personalization adds value. It builds a relationship.

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]]> How to Set Ecommerce Goals for 2018 https://www.practicalecommerce.com/set-ecommerce-goals-2018 https://www.practicalecommerce.com/set-ecommerce-goals-2018#comments Sun, 31 Dec 2017 14:31:35 +0000 https://www.practicalecommerce.com/?p=145623 Now is the time to set ecommerce performance goals for 2018. To do this, know where your business stands now. Be clear on past performance before you set goals for the new year. Create a spreadsheet with the key metrics to track for 2018. Fill in those metrics from 2017. You may even want to insert 2016 as well. This scorecard creates good visibility and accountability for you and your team.

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]]> https://www.practicalecommerce.com/set-ecommerce-goals-2018/feed 1 B2B: How Manufacturers with Distributors Use Ecommerce https://www.practicalecommerce.com/b2b-manufacturers-distributors-use-ecommerce Fri, 24 Nov 2017 15:16:28 +0000 https://www.practicalecommerce.com/?p=144239 I often speak with manufacturers that want to sell their products online directly to retailers or even end users. But they have an established distribution channel that they don’t want ...

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]]> Using Ecommerce to Attract B2B Customers https://www.practicalecommerce.com/using-ecommerce-to-attract-b2b-customers https://www.practicalecommerce.com/using-ecommerce-to-attract-b2b-customers#comments Tue, 17 Oct 2017 13:33:34 +0000 https://www.practicalecommerce.com/?p=142834 B2B merchants often consider ecommerce as a tool for existing clients. Acquiring new customers is expected to happen through the sales team, not the Internet. The website becomes a way ...

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]]> https://www.practicalecommerce.com/using-ecommerce-to-attract-b2b-customers/feed 4 9 Critical Skills to Build a Robust B2B Ecommerce Site https://www.practicalecommerce.com/9-critical-skills-to-build-a-robust-b2b-ecommerce-site Tue, 05 Sep 2017 14:58:51 +0000 https://www.practicalecommerce.com/?p=141465 Building a B2B ecommerce site requires a breadth of skills. It’s important to look not just at people or roles, but the expertise to accomplish the job.
In this post, I’ll ...

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]]> 3 Ways to Simplify B2B Ecommerce https://www.practicalecommerce.com/3-ways-to-simplify-b2b-ecommerce Thu, 03 Aug 2017 15:00:30 +0000 https://www.practicalecommerce.com/?p=140119 Business-to-business ecommerce can be complex. There are often restrictions on who can purchase products. Frequently buyers need assistance in finding the right item. But a key to success in B2B ecommerce ...

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]]> Pros and Cons of Selling on Amazon Business https://www.practicalecommerce.com/pros-and-cons-of-selling-on-amazon-business Wed, 21 Jun 2017 18:33:48 +0000 https://www.practicalecommerce.com/?p=138645 Amazon Business, the B2B marketplace, has more than 45,000 active sellers and more than 10 million products with bulk purchase options or business discounts. Many B2B merchants aren’t sure whether ...

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]]> 5 Payment Options in B2B Ecommerce https://www.practicalecommerce.com/5-Payment-Options-in-B2B-Ecommerce Mon, 08 May 2017 18:13:17 +0000 https://www.practicalecommerce.com/?p=137333 Many B2B merchants have avoided ecommerce because they believe their customers will not do business in that manner. Merchants often have concerns about payments, as B2B customers pay in different ...

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]]> Tips for Migrating B2B Ecommerce Platforms https://www.practicalecommerce.com/Tips-for-Migrating-B2B-Ecommerce-Platforms Mon, 10 Apr 2017 15:36:15 +0000 https://www.practicalecommerce.com/?p=136151 I recently presented “How to Change Ecommerce Platforms,” an Essential Skills online seminar for Practical Ecommerce. I kept the content relatively general for all merchants — B2C and B2B. I didn’t ...

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]]> Using Triggered Emails for B2B Ecommerce https://www.practicalecommerce.com/Using-Triggered-Emails-for-B2B-Ecommerce https://www.practicalecommerce.com/Using-Triggered-Emails-for-B2B-Ecommerce#comments Tue, 14 Feb 2017 13:30:26 +0000 https://www.practicalecommerce.com/?p=134029 Email marketing is a powerful tool, one that many B2B companies do not take advantage of. Triggered emails are a good way to get started.  They are event-driven, based on a customer’s ...

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]]> https://www.practicalecommerce.com/Using-Triggered-Emails-for-B2B-Ecommerce/feed 8 How to Integrate B2B Ecommerce with ERP Systems https://www.practicalecommerce.com/How-to-Integrate-B2B-Ecommerce-with-ERP-Systems https://www.practicalecommerce.com/How-to-Integrate-B2B-Ecommerce-with-ERP-Systems#comments Wed, 04 Jan 2017 20:28:04 +0000 https://www.practicalecommerce.com/?p=132404 Integrating a B2B company’s ecommerce site with internal systems can streamline operations and simplify customers’ buying experiences. Integrations offer significant benefits, but they are often difficult to get right.
One of ...

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]]> https://www.practicalecommerce.com/How-to-Integrate-B2B-Ecommerce-with-ERP-Systems/feed 3