Last week, LogiCommerce and Marketing4eCommerce hosted a webinar titled “Winning B2B Strategies: Learn from the Cases of Salgar and Cajadecarton.es with LogiCommerce.”
The session explored the challenges and solutions that two companies from different sectors have encountered in their journey towards B2B eCommerce.
With Màrius Rossell, CEO of LogiCommerce, as the host, and the participation of Rebeca Magallón, Digital Marketing at Salgar, and Ángel Travieso, CEO of Cajadecarton.es, the event delved into the features and benefits that a B2B platform can offer companies with complex and diverse needs.
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Salgar, a bathroom furniture manufacturer with more than 35 years of history, decided six years ago to digitalize its B2B channel. Their main goal was to offer each client unique access to the product catalog, with personalized prices and products tailored to each client’s geographical location.
Cajadecarton.es, led by Ángel Travieso, has been in the cardboard packaging market since 1993, initially operating in the physical channel. In 2011, they expanded to the online channel, which allowed them to serve both B2B and B2C clients. Ángel explained how this shift has helped the company better adapt to the needs of different audiences, maintaining product personalization in their eCommerce platform.
“We say yes to everything that Màrius and his LogiCommerce team propose to us” Angel Travieso, CEO of Cajadecarton.es
One of the major challenges in B2B is managing prices. According to Màrius Rossell, each client in this business model often has specific agreements and customized rates, which generates a large volume of data.
Thanks to LogiCommerce, Salgar and Cajadecarton.es have simplified this complexity, managing customer-specific rates and discounts without losing control or consistency across their pricing network.
LogiCommerce offers a range of tools specifically designed to address the complexities of the B2B environment and adapt to the unique structures and requirements of companies like Salgar and Cajadecarton.es. Màrius Rossell explained in the webinar how some of these features have allowed both companies to optimize their operations and enhance the customer experience.
Among the standout features, the Purchase Grid is a tool specifically designed for the B2B environment that allows customers to select product combinations quickly and easily, using a matrix that displays different size and color options.
Similarly, the Recurring Orders option makes it easy for customers to repeat previous orders with just one click. Another key feature is the customizable rate policy, which allows companies to configure prices adapted to each customer or group of customers, as well as by region or country. Additionally, LogiCommerce enables companies to manage a tailored catalog, adjusting product visibility based on the user profile—an essential function for companies operating in diverse markets.
Màrius also announced the upcoming Advanced Company Account feature, which will allow companies with large distributor networks to manage purchases through a hierarchical approval system, where specific individuals have the authority to approve or authorize orders before finalization. Alongside this tool, LogiCommerce is also working on an optimized B2B search feature to manage customer-specific pricing and catalogs, improving the accuracy and relevance of search results.
In addition to these tools, LogiCommerce also provides the ability to set minimum and multiple order quantities based on the customer or customer group, allowing total control over order volume. Price geolocation options and campaign-based navigation make it easier for customers to find specific offers tailored to their location, enhancing the user experience and increasing conversion rates in B2B environments.
Transitioning to the digital channel is not easy for many B2B companies, which often face significant internal barriers. One of the biggest obstacles is the perception that online sales could affect the commissions of sales teams. To address this, LogiCommerce incorporates a Sales Agent Management module that allows representatives to manage orders directly in the system, retaining their commissions and accessing personalized prices for each client. This approach ensures that sales representatives maintain a central role in sales, even in the digital environment.
Another common barrier is the complexity of managing large volumes of data related to customer-specific prices and rates. LogiCommerce addresses this challenge by integrating all these variables into a platform that ensures precision and consistency without sacrificing the personalization that many B2B customers expect. This enables more efficient administration and an agile, controlled buying experience tailored to each company’s unique needs.
The future of B2B eCommerce points to new trends that optimize the buying experience and facilitate critical processes. During the webinar, Màrius Rossell noted that specialized payment methods for B2B are gaining traction, as B2B companies increasingly expect the convenience and security of options like PayPal, which ensure real-time payments and increased transaction protection. These types of solutions better address the needs of business transactions, where orders are often high-value and reliable payment processes are essential.
Another rising trend is marketing automation, which enables personalized communication with B2B clients and provides a more agile response to their expectations. LogiCommerce has already integrated options like Connectif to make it easier for companies to adapt their marketing strategies based on client profiles and behavior.
Finally, electronic invoicing, which will soon be mandatory in multiple markets, is a feature that LogiCommerce is already incorporating globally to ensure that its clients meet new standards seamlessly.
These trends reflect LogiCommerce’s commitment to anticipating evolving B2B needs and offering solutions that support sustainable growth aligned with market demands. If you’d like to learn more about LogiCommerce, feel free to reach out through this form, and our team will provide guidance based on your business’s specific characteristics and requirements.