Presentation on 9 best practices in B2B ecommerce done at Orovibe in Paris in March 2019. You will find logistics impact your ranking in ecommerce

1. E-COMMERCE B2B : 9 INFORMATIONS ESSENTIELLES
OROVIBE

2. Proprietary and Confidential: This presentation may not be used or disclosed to other than employees or customers, unless expressly authorized by UPS.
© 2017 United Parcel Service of America, Inc. UPS, the UPS brandmark, the color brown and photos are trademarks of United Parcel Service of America, Inc. All rights reserved.
UPS : un acteur du B2B e-commerce
L’objectif est de partager notre expérience internationale
UPS en Bref
• Transporte 3% PIB Mondial
• Des centaines de références en
B2B e-commerce
• Des études spécifiques dont IBD
Industrial Buying Dynamics (IBD)
• Kantar TNS
• 2500 interviews de par le monde

3. Proprietary and Confidential: This presentation may not be used or disclosed to other than employees or customers, unless expressly authorized by UPS.
© 2017 United Parcel Service of America, Inc. UPS, the UPS brandmark, the color brown and photos are trademarks of United Parcel Service of America, Inc. All rights reserved.
Aujourd’hui : tentons de sortir de la théorie
3
De nouvelles perspectives
Source: LinkedIn

4. Proprietary and Confidential: This presentation may not be used or disclosed to other than employees or customers, unless expressly authorized by UPS.
© 2017 United Parcel Service of America, Inc. UPS, the UPS brandmark, the color brown and photos are trademarks of United Parcel Service of America, Inc. All rights reserved.
Sous-estimer le B2B e-commerce : cela nuit gravement
4
À la santé financière des entreprises
En 2020
B2B eCommerce
Mondial
$ 6700B
Soit 2  1
49%
92%
86%
Part du budget
dépensé en ligne
Achat en direct
auprès du fabricant
Attendent des services
étendus. Vu comme
différenciateurs
B2C
$3200B
Source: Frost & Sullivan
Future of B2B on-line retailing via Amazon Business,
FEVAD, IBD

5. Proprietary and Confidential: This presentation may not be used or disclosed to other than employees or customers, unless expressly authorized by UPS.
© 2017 United Parcel Service of America, Inc. UPS, the UPS brandmark, the color brown and photos are trademarks of United Parcel Service of America, Inc. All rights reserved.
B2B e-Commerce : un vrai vecteur de croissance international
5
+11% en Q4 2017
pour le CA de MSC
Industrial Supply
+31% en Q3 2018
pour Protolabs
($115M)
Aux USA on
prévoit une forte
hausse (+20%)
de sites de vente
en directe en e-
commerce B2B
en 2 ans
« We’re not competing in the
metals industry with just
Russian producers (…) « We’d
like to create the best digital
experience internationally »
V. Romanovskiy
JIS Express WIFI
Source: infodigitalcommerce360, sites web
En pleine croissance

6. Proprietary and Confidential: This presentation may not be used or disclosed to other than employees or customers, unless expressly authorized by UPS.
© 2017 United Parcel Service of America, Inc. UPS, the UPS brandmark, the color brown and photos are trademarks of United Parcel Service of America, Inc. All rights reserved.
Réussir en e-commerce B2B : l’Expérience dans son ensemble
6
L’UI mais pas seulement. A la fin il faut revenir dans le tangible, dans le concret
Client B2B
Solutions
paiement
Marketplaces
Solutions
providers
Intégrateurs
de flux
Tangible
Digital
Expérience client
Expérience
Utilisateurs (UX)

7. Proprietary and Confidential: This presentation may not be used or disclosed to other than employees or customers, unless expressly authorized by UPS.
© 2017 United Parcel Service of America, Inc. UPS, the UPS brandmark, the color brown and photos are trademarks of United Parcel Service of America, Inc. All rights reserved.
e-commerce B2B : le rôle clé de la Supply Chain dans l’UX
7
3 illustrations
Enjeux
clients
Source: IBD

8. Proprietary and Confidential: This presentation may not be used or disclosed to other than employees or customers, unless expressly authorized by UPS.
© 2017 United Parcel Service of America, Inc. UPS, the UPS brandmark, the color brown and photos are trademarks of United Parcel Service of America, Inc. All rights reserved.
Un détail : la fidélisation de vos clients se joue aussi ICI
8
Et donc l’efficacité de vos dispositifs marketing & digitaux
Commandes B2B se
font en
centaines/milliers €
Contrairement au B2C

9. Proprietary and Confidential: This presentation may not be used or disclosed to other than employees or customers, unless expressly authorized by UPS.
© 2017 United Parcel Service of America, Inc. UPS, the UPS brandmark, the color brown and photos are trademarks of United Parcel Service of America, Inc. All rights reserved.
Complexité : faire confiance à ses partenaires
9
Y compris Supply Chain : 3 illustrations
75%
des grandes
entreprises inquiètes
au UK
42%
des industriels achètent localement
pour éviter les tracasseries
douanières
50%
48% 77%
Source: IBD, Capital avril 2018

10. Proprietary and Confidential: This presentation may not be used or disclosed to other than employees or customers, unless expressly authorized by UPS.
© 2017 United Parcel Service of America, Inc. UPS, the UPS brandmark, the color brown and photos are trademarks of United Parcel Service of America, Inc. All rights reserved.
La Supply Chain : impacte votre visibilité digitale
10
Le ranking lié à la livraison est déterminant
Source: IBD, site MSC Supply, site Amazon, JDN

11. Proprietary and Confidential: This presentation may not be used or disclosed to other than employees or customers, unless expressly authorized by UPS.
© 2017 United Parcel Service of America, Inc. UPS, the UPS brandmark, the color brown and photos are trademarks of United Parcel Service of America, Inc. All rights reserved.
Europe : l’opportunité de la vente directe e-commerce B2B
11
Pour maîtriser ses clients et rébondir sur les attentes du marché
65% in 2015 64% in 2015 65% in 2015
92%
88%
75%
81%
91%
75%
94%
97%
94%
ACHAT EN
DIRECT
DISTRIBUTEUR
MARKETPLACE
1
2
3
Source: IBD

12. Proprietary and Confidential: This presentation may not be used or disclosed to other than employees or customers, unless expressly authorized by UPS.
© 2017 United Parcel Service of America, Inc. UPS, the UPS brandmark, the color brown and photos are trademarks of United Parcel Service of America, Inc. All rights reserved.
UX : Les enjeux “classiques” de la Supply Chain
12
Une perte de confiance à de multiples échelons clients
Colis arrivent en retard ou
endommagés
Interruption
Lignes
Production
Pénalités et
pertes CA
Clients &
N+1
FURIEUX
Source: IBD, infodigitalcommerce360

13. Proprietary and Confidential: This presentation may not be used or disclosed to other than employees or customers, unless expressly authorized by UPS.
© 2017 United Parcel Service of America, Inc. UPS, the UPS brandmark, the color brown and photos are trademarks of United Parcel Service of America, Inc. All rights reserved.
E-commerce B2B : prendre des positions à l’international
13
Supply Chain à intégrer dans le conseil des entreprises à leurs clients internationaux
Sourcing
international
facilité
Accords de libre
échange
Logistique Cross-
border plus
simple
De meilleurs
prix/produits
Source: IBD, infodigitalcommerce360

14. Proprietary and Confidential: This presentation may not be used or disclosed to other than employees or customers, unless expressly authorized by UPS.
© 2017 United Parcel Service of America, Inc. UPS, the UPS brandmark, the color brown and photos are trademarks of United Parcel Service of America, Inc. All rights reserved.
Intégrer les éléments de Supply Chain à l’UI
* Where Is My Order?!!! 14
Grâce aux API – éviter les WISMO* calls – gagner du temps en douane etc.
Source: Supplychain247, focusing too much
on ecommerce practices
Pour les utilisateurs Pour votre entreprise

15. Proprietary and Confidential: This presentation may not be used or disclosed to other than employees or customers, unless expressly authorized by UPS.
© 2017 United Parcel Service of America, Inc. UPS, the UPS brandmark, the color brown and photos are trademarks of United Parcel Service of America, Inc. All rights reserved.
e-commerce B2B en direct : penser différenciation
15
3 points clés pour se différencier
% Probablement / Très probablement
42%
53%
77%
Changeriez vous de
fournisseur B2B pour une
meilleure UX ?
50%
48%
77%
Changeriez vous de
fournisseur B2B pour une
meilleure assurance ?
55%
50%
83%
Changeriez vous de fournisseur
B2B pour de meilleurs services
après vente ?
Etape 1 Etape 2 Etape 3ACHAT EN
DIRECT1
Snap-On
Source: IBD

16. Proprietary and Confidential: This presentation may not be used or disclosed to other than employees or customers, unless expressly authorized by UPS.
© 2017 United Parcel Service of America, Inc. UPS, the UPS brandmark, the color brown and photos are trademarks of United Parcel Service of America, Inc. All rights reserved.
Se différencier | Services : les enjeux
16
Opportunités de fidélisation et de profits vs. Compléxité de la Supply Chain
Service
après-vente
Fidélité des
clients réduite
Les clients
s’attendent à
des solutions
personnalisées
Une complexité
grandissante
de la chaîne
logistique
Défis pour
maintenir la
profitabilité
Source: IBD
82% 81% 80% 79% 79% 78%

17. Proprietary and Confidential: This presentation may not be used or disclosed to other than employees or customers, unless expressly authorized by UPS.
© 2017 United Parcel Service of America, Inc. UPS, the UPS brandmark, the color brown and photos are trademarks of United Parcel Service of America, Inc. All rights reserved.
Se différencier | Services : le rôle de la Supply Chain
L’exemple de Sealed Air: https://www.youtube.com/watch?v=oGquNeQW258

18. Proprietary and Confidential: This presentation may not be used or disclosed to other than employees or customers, unless expressly authorized by UPS.
© 2017 United Parcel Service of America, Inc. UPS, the UPS brandmark, the color brown and photos are trademarks of United Parcel Service of America, Inc. All rights reserved.
En synthèse : Le e-commerce B2B en se différenciant
18
3 points clés

19. Merci
19
POUR EN SAVOIR PLUS
Linkedin : https://www.linkedin.com/in/mathieujf/  ici
Email : jmathieu@ups.com  ici