Am Mittwoch 5. Oktober präsentierte Origammi Switzerland AG und Astina AG: B2B(2C) E-Commerce, Aktuelle Trends und Visionen – kompakt verpackt. Zahlreiche E-Commerce Professionals und Marketingverantwortliche trafen sich zu einem spannenden und qualitativen Austausch und anschliessendem Apéro in den neu gestalteten Räumen an der Hardturmstrasse 105 in Zürich. Diese Präsentation wurde von Andrea Leiser, Head of Marketing (Board Member), Distrelec Group AG erstellt und präsentiert. Weitere Vorträge am gleichen Abend: Ubaldo Piccone, Head of E-Commerce & Direct Sales, Miele AG - Multichannel E-Commerce in B2B(2C) am Beispiel Weisswaren https://goo.gl/m86g03 Marc Gasser, CEO, Origammi Switzerland AG, Matthias Alder, CEO, Astina AG, Die B2B(2C) E-Commerce Infrastruktur der Zukunft https://goo.gl/HaQfGm

1. 5.Oktober 2016
Andrea Leiser, Head of Marketing Distrelec Group AG
aleiser09@gmail.com
B2B E-Commerce Trends
10 Hypothesen, die wir bei Distrelec für ein erfolgreiches
Multichannel Marketing berücksichtigen

2. A snapshot. Distrelec Group AG.
2

3. 3
Our origin. Our catalogue. Latest edition 2016.
The new catalogue – if we advertised like Apple…
https://www.youtube.com/watch?v=CLuMXtnSIzM&feature=youtu.be

4. Our web shop. Continuous improvements and new
functionalities.
4

5. Our customer touchpoints.
5

6. Demand Generation Engine. Our digital toolbox.
6

7. 10 hypothesis for B2B E-Commerce 2016 and beyond …
1. B2B buying decisions start online
2. Buyers want enhanced search
3. The power of content
4. Consumerization of B2B
5. Personalization is a must
6. Building and maintaining customer relationships is the key to success
7. Internet of Things (IoT) takes e-commerce to the next level
8. Programmatic buying to engage and move audiences
9. B2B social influence – YouTube and video will start dominating
10.Mobile usage is intensifying
7

8. 1. B2B buying decisions start online.
8

9. 2. Buyers want enhanced search.
9
“With over half (52%) of end-user buyers saying they make purchases on their own
because it is convenient and faster, the requirement for a product or service is often
viewed as urgent. Twenty-eight percent of end user buyers considered a supplier when it
provided the right technical information, while 61% expect suppliers to share
specification sheets and instruction manuals. They also expect to see rich media
content, with 38% confirming they find video content helpful when making purchases
online.”
Source: Forrester ‘The Rise of the Empowered B2B End-User Buyer’
“90% of B2B researchers who are
online use search specifically to
research business purchases. - On
average, B2B researchers do 12
searches prior to engaging on a
specific brand's site.”
Source: “Think-with-google”

10. 3. The power of content.
10
Curated stories
and tips – one of
the most
successful email
campaigns in
terms of clicks
and revenue!
Curated stories
and tips – one of
the most
successful email
campaigns in
terms of clicks
and revenue!
vsWe sold more
Knipex products
in February
than in the whole
year of 2015!!!
We sold more
Knipex products
in February
than in the whole
year of 2015!!!
“For the ones
that make it
happen!”
“For the ones
that make it
happen!”

11. 4. Consumerization of B2B.
11

12. 5. Personalization is a must.
12
Talk to me and
not to my “job
title”!
Talk to me and
not to my “job
title”!

13. 6. Building and maintaining customer relationships is
the key to success.
13
Business is
personal to
us!
Business is
personal to
us!
Net Promoter
Score &
Closed Loop
Process
Net Promoter
Score &
Closed Loop
Process

14. 7. Internet of Things (IoT) takes e-commerce to the next
level.
14

15. 8. Programmatic buying to engage and move audiences.
15
“As we automate, as technology
advances through machine learning,
and things just become better, faster
and more proficient, we can actually
start to identify things in real time, make
changes to our campaigns and achieve
better results as a consequence. That’s
a huge opportunity.”
Rob Moore, Roadshow Films

16. 9. B2B social influence – YouTube and video will start
dominating.
16
https://www.youtube.com/watch?v=7USlVgd0OyY

17. 10. Mobile usage is intensifying.
17
“… 69% confirming they’re
secure using a tablet device
and 51% stating they’re
happy using smartphones
for work-related purchases
during normal working
hours…”
Source: Forrester ‘The Rise of the
Empowered B2B End-User Buyer
“… 69% confirming they’re
secure using a tablet device
and 51% stating they’re
happy using smartphones
for work-related purchases
during normal working
hours…”
Source: Forrester ‘The Rise of the
Empowered B2B End-User Buyer

18. 18
Thank you!
aleiser09@gmail.com