B2B2C for Heavy Equipment
Sell more equipment. Build it faster.
Wouldn't it be great if you could: sell any product simply and seamlessly no matter its complexity; provide a visual customer experience which boosts conversion rates by 40%; and run your business more efficiently by removing bottlenecks and breaking down silos between sales, operations, and engineering? Well, with KBMax, you can.
The challenge
You’ve hit a customer acquisition “wall,” and you’re ready to try something a little bit different
You want to acquire a large volume of customers at a remarkably low per-customer acquisition cost. Who doesn’t? You’ve got a B2B eCommerce website, or you’re about to build one, but you know you’ll never reach every potential customer through search alone.
You’re wholesaling your products through several retailers in a traditional channel partnership setup. Still, you want to communicate with your customers more directly and promote your brand without necessarily going direct-to-consumer.
The solution
Tap into the customer base of another business to acquire a large volume of customers and sell more units
With B2B2C, you can directly access end customers through a second business, interacting with them under your own brand. Heavy equipment powerhouse, Caterpillar, has streamlined and extended its distributor channels with KBMax, introducing their brand to a substantially higher number of potential buyers. 85% of distributors saw an overall improvement with KBMax over their pre-existing buying tool; 58% experienced faster sales cycles; and 63% saw sales rep productivity increase.
B2B2C lets you: acquire a large volume of customers in bulk; achieve economies of scale by selling more units overall; reach people who only ever shop in-store; and gain a level of credibility by partnering with other respected brands. Best of all, you get to retain the precious data generated from every transaction without getting your hands dirty.
Featured Resource
Uniting Sales & Manufacturing Teams: The Role of Visual CPQ
Product variation compounded by the complexity of multiple pricing models can create confusion and inefficiency among your organization’s engineering, manufacturing, and sales teams. In this four-part guide, we’ll uncover how to address challenges like these in your sales to manufacturing processes by using CPQ software.