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A Seller’s Guide to B2B Markets
Sellers in all product categories, from raw materials to highly engineered machinery, have approached the Internet reluctantly. Because business-to-business (B2B) e-marketplaces focused initially on attracting buyers, low prices naturally took priority over cost savings and growth opportunities that could benefit all participants in the marketplace. From a seller's standpoint, B2B exchanges seem to embody the Internet's least attractive tendencies. Many sellers have therefore stayed away from B2B e-marketplaces.
The take-away: This article examines how sellers can profit from the advantages of B2B exchanges while using overlooked e-distributorships to minimize the disadvantages.
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