A national B2B retailer is partnering with BlueTarp for its customized credit management. In addition to improving its order-to-cash process, BlueTarp is helping the retailer accelerate their selling process, starting before a purchase or payment has even been made. Prescreening credit models that identify high-potential leads After only three months, they found that the newly… Read more »
Digital devices have reshaped B2B shopping habits, but not in the ways you might expect. Many online purchases are made after your business customer has visited your brick-and-mortar store to browse and test a product. Essentially, local stores are becoming showrooms for online shoppers. This practice, known as showrooming, has taken off in recent years.… Read more »
The explosion of eCommerce has been impossible to ignore, but the vast majority of retail sales – over 90% – still happen in brick-and-mortar stores. The growing trend of webrooming – when customers browse online before making their actual purchase in a store – has been embraced by 82% of consumers, according to a recent… Read more »
In many companies, credit and sales goals aren’t totally contradictory, but they’re not perfectly parallel either—a dynamic that can cause unproductive friction that hurts the whole business. The sales team wants potential customers to be approved quickly and seamlessly—receiving a generous line of credit that they can start using immediately. Meanwhile, credit staffers want to… Read more »
Success is no longer just the absence of problems. Sure, customers expect you to have the product they need, have it delivered promptly, have the order be accurately fulfilled, and be billed without error. However, in the world where Amazon has set the standard for convenience and speed, saving customers’ time will earn you a… Read more »
Competition for new customers is fierce in the B2B landscape. Price, quality and online convenience are common factors that can influence a sale. One commonly overlooked area is the credit process. A manual, one-size-fits-all approach to credit can turn away prospects, create inefficient sales targeting and distract your sales team from selling. Consider these three… Read more »
On November 7, 2017 BlueTarp presented to the National Association of Wholesaler-Distributors to share insights on how to accelerate B2B sales – including e-commerce. Learn how to evolve your credit approach from a manual, one-size-fits-all approach to a more dynamic, customer-centric growth engine. You’ll hear best practices that include: How to win new customers and… Read more »
I loved the book The Blind Side about the discovery of future NFL left tackle, Michael Oher, written by Michael Lewis and later adapted into a blockbuster movie starring Sandra Bullock. The story opens by explaining how the left tackle position, someone who never touches the football, has become one of the most highly paid… Read more »
Your products, pricing, and customer relationships are likely the cornerstones of how you attract and keep your customers. But have you ever considered how your credit program could provide you with a strong competitive advantage? If you are like many companies, your credit program probably doesn’t make you think about growth and competitive advantage. In… Read more »
You May Be Surprised That Some Actually Cost You Money Most suppliers precisely know their gross margins on a per-customer basis. Assume you’re a business with 40% gross profit margin. Of those 40 points, 25 are usually consumed by overhead, leaving you with a 15% net margin. Some suppliers are higher, some lower. Very few… Read more »