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Successful B2B ecommerce for Automotive Manufacturers

b2b ecommerce

For consumers, the automotive buying and selling environment is undergoing a major transformation.

Digital commerce companies like Carvana and TrueCar are disrupting the traditional dealership model and transforming the way consumers research and buy cars.

But what about ecommerce buyers in the B2B space? While ecommerce solutions and companies continue to mature and disrupt in B2C markets, B2B ecommerce is still in its infancy, with very few leaders offering the digital experiences today’s buyers expect.

We can certainly expect automotive manufacturers in the B2B space to follow the B2C example, but what will successful ecommerce for automotive manufacturers look like? Will dealerships be able to research, assemble, and purchase new inventory as simply as consumers? Will transportation companies be able to find the best deals for new fleet vehicles with the click of a button?

To understand what effective ecommerce for automotive manufacturers should look like, it’s important to consider the needs of their buyers. Here, we’ll list out the main features that auto manufacturers need to provide in their ecommerce offerings and how modern Configure Price Quote (CPQ) solutions can help make it happen.

Automotive Manufacturers Need Powerful ecommerce

For auto manufacturers to create a modern digital buying experience that mirrors the ease-of-use and personalization that’s prevalent in consumer markets, they need more than just a simple online shopping catalogue. Here’s a list of what auto manufacturers must provide in an ideal B2B ecommerce offering:

1. Advanced Configuration

Just as consumers are able to customize their potential vehicle with different trim packages or color options, B2B buyers must be able to assemble their commercial vehicles with custom features that fit their specific requirements.

2. Data Accuracy

To go hand-in-hand with configuration capabilities, manufacturers must find a way to ensure the pricing accuracy and compatibility of their customers’ configured orders. Nothing hurts the buying experience more than allowing buyers to create incompatible customizations that need to be reworked.

3. 3D Visualization

Manufacturers should look to provide 360-degree, 3D visualization capabilities in their B2B ecommerce solutions to give buyers a sense of what their configured vehicle will look like with customizations reflected in real time.

4. Guided Buying

For the best online shopping experience, auto manufacturers must leverage predictive intelligence in their ecommerce solution to offer automated upsell or cross-sell recommendations to their buyers.

5. Automated Order Renewals

Manufacturers should look for a solution that simplifies and automates the order renewal process for parts or maintenance.

CPQ Makes Modern B2B ecommerce a Reality

Enterprise-grade CPQ solutions make modern ecommerce a reality for automotive manufacturers by supplying the configuration power and predictive intelligence necessary to effectively sell such complex products and services.

With more than three decades of experience building solutions for customers like Freightliner, Hino Trucks, and Daimler Trucks of North America, FPX is the leader in enabling modern ecommerce strategies for manufacturers in B2B automotive and transportation industries.

To learn more about CPQ and how it powers modern B2B ecommerce, reach out to us today by filling out our online contact form.


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Jake Brown

Jake Brown

Jake is Digital Marketing Manager at FPX and works to establish FPX as a thought leader and enabler of experience-driven business strategies for B2B organizations.

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