B2B’s automated ordering system enables a shift from sales dependent on office hours to a process that operates around the clock. In the 5/8 model, the customer waits to be contacted by a sales representative and for confirmation of the price, discount and availability. In the 24/7 model, the customer logs into the portal, views their own terms and places an order whenever they need to. Later in this post, we’ll show you how this change works, what role ERP plays, and why automation supports sales representatives rather than replacing them.
Why is the traditional model failing, and how is the digitalisation of wholesale changing the rules of the game?
Digitising wholesale sales becomes necessary when telephone calls, emails and manual data entry can no longer keep pace with the scale of the business. The more customers, price indices, discounts and exceptions in price lists there are, the greater the risk of delays, errors and unnecessary administrative work. A well-implemented system B2B streamlines the process: the customer places the order themselves, and data no longer has to be shuttled between email inboxes, spreadsheets and warehouse management software. The digitalisation of wholesale sales is transforming the role of the sales representative – from someone who simply enters orders to an adviser who builds relationships and works to increase sales value.
How can you implement online order processing B2B and unlock your sales team’s potential?
Data first, then the sales panel
Taking orders online at B2B should not start with the platform’s appearance alone. First, you need to determine which data is to be synchronised, how price lists are to work, who can view a particular product range, what limits apply to business partners, and what happens to an order once it has been placed. Without such organisation, even a user-friendly control panel will simply be yet another area requiring manual oversight. Processing orders via B2B online only makes sense if the system supports the actual sales process from the outset, rather than simply moving the order form online.
Integration with ERP as the basis for automation
The implementation of the B2B platform should include two-way integration with ERP, an enterprise resource planning (ERP) system covering, amongst other things, product, stock, financial and sales data. This system manages the flow of product records, stock levels, prices, documents, limits and order statuses. A well-configured B2B shop minimises the need for manual data entry, reduces the risk of errors and speeds up transaction processing. Sales staff do not need to check each piece of information separately, as the customer sees the up-to-date data in the dashboard, and the order is processed in accordance with the established procedure. During implementation, it is worth establishing:
- the scope of data retrieved from ERP and sent from the platform,
- rules governing the display of products, prices, discounts and limits,
- management of order history, invoices, balances and documents,
- the role of sales staff following the launch of online sales.
What changes when you switch from the 5/8 model to the 24/7 model?
Once automation has been implemented, an order no longer has to wait for the office to open or for a sales representative to be available. The customer can check the offer, availability, prices, discounts and purchase history all in one place, whilst the system directs the data for further processing. Centoro develops this process as a cohesive environment: B2B handles sales, CRM manages customer relationships, OMS aggregates orders from multiple channels, and SFA supports mobile sales representatives. This sales platform, B2B, does not replace the sales team, but relieves them of tasks that do not require conversation, negotiation or advice.
B2B’s 24-hour self-service customer support as the standard for a modern wholesale business
B2B’s self-service platform meets the needs of business partners who wish to carry out their business without having to wait for a callback or a confirmation message. Buyers should have access to personalised prices, dedicated discounts, credit limits, order history, invoices, payment balances and current stock levels. A well-designed purchasing platform B2B shortens the purchasing journey and reduces the number of routine enquiries to the customer service department. The customer self-service portal B2B gives business partners independence, whilst enabling the company to conduct sales 24/7 without extending the team’s working hours.
B2B’s flexible platform and automated ordering – customisation with no set-up costs
SaaS that doesn’t lock a business into a rigid framework
Automated ordering B2B does not necessarily mean a costly system built from scratch. Centoro operates on a hybrid model: on the one hand, it offers the predictability of SaaS; on the other, it allows features to be tailored to a specific organisation’s processes. This is important for medium and large companies B2B, which have their own sales policies, complex discount structures, different customer groups and processes requiring more than just a standard ordering dashboard.
A single ecosystem rather than several independent tools
Centoro It brings together the B2B, CRM, OMS and SFA platforms into a single environment. This means the company does not have to coordinate multiple suppliers, multiple integrations and multiple separate systems responsible for sales, customer service and the work of sales representatives. The B2B platform supports online wholesale orders, integration with ERP, relationship management, multi-channel support and the activities of a mobile sales team. Online wholesale orders then become part of a larger process, rather than a separate addition to existing workflows.
Summary
The transition from a 5/8 model to 24/7 sales involves more than just launching an order portal. It means organising data, integrating with ERP, reducing the workload on sales staff, providing self-service for business partners, and building an environment that supports wholesale sales on a larger scale. Centoro helps you navigate this process using a customisable SaaS model, without high start-up costs. If your company wants to find out which areas of sales are worth automating first, book a free consultation and start the Discovery phase with the Centoro team.