Analog was yesterday. Digitized processes provide suppliers with a significant increase in efficiency, automated supply chains enable lower costs - while at the same time increasing sales. An order process at the click of a mouse also lays the foundation for future viability in the business-to-business (B2B) environment. Far too often, enormous sales potential lies untapped in the industry, despite existing optimization possibilities in the ordering processes. Companies that do not modernize their processes and continue to rely on telephone and written coordination run the risk of being left behind by the competition in the medium term.

E-commerce has been established in the B2C (business-to-consumer) sector for years. Many companies generate a large proportion of their sales via new and dedicated online sales channels. This makes shopping more convenient for customers: they no longer have to leave the house, can order with a click and have the goods delivered to their doorstep.

The situation is different in the supplier sector: Orders often still require picking up the phone or typing an email. This is often followed by cumbersome communication when capacities or delivery deadlines first have to be clarified by the person responsible. Companies in less innovative sectors or with employees who are not digitally savvy still rely on these processes. Around 85 percent of orders in the supplier sector are placed by telephone or email. Even companies that already have a digital platform report that only around 15 to 20 percent of orders are actually processed online. However, it makes sense to digitize sales and ordering processes, as the expectation of convenient purchasing is also becoming increasingly tangible in B2B.

Many companies are facing a generational change: Long-established employees are retiring, while younger employees with an affinity for digital are joining them. They have grown up with digital tools and expect more convenient ordering processes, including for deliveries. Those who postpone the changes are blocking potential customers who have already gone through the generational change. Those who oversleep digitalization are in for a rude awakening. Experts predict that 40 percent of the S&P 500, the largest companies in the USA, will no longer be part of it in ten years' time. And what applies to the large companies applies even more to the small and medium-sized companies.

All sectors benefit from digitalization

The digitalization of order channels is relevant for all industries that focus on supply. In addition to industry, e-commerce can also be an interesting additional pillar for the food industry and food suppliers. Margins are low here - wholesalers can reach the end customer directly with an online store.

In the automotive industry, almost 80 percent of suppliers are already digitized - they are guided by the specifications of the corporations, which generally require a digitized supply chain. These companies usually only have a few major customers and have to respond to their wishes accordingly. Suppliers with a broad range of customers and buyers, on the other hand, are usually not yet digitized.

The digitalization of the supply chain goes hand in hand with process optimization. On the one hand, the customer can obtain information online, research and try out the large number of configurations of the desired product, especially in the B2B sector. Ideally, a store should therefore offer in-depth filter options and configurators. A platform can also be used to immediately see whether the desired item is in stock and the ordering process is digital. By connecting to the ERP, companies can see what stock levels are and automatically place repeat orders with the supplier.