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B2B eCommerce

Moving Furniture Business Online with B2B eCommerce

April 3, 2023 | Oro Team

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The furniture industry has been one of the strongest adopters of online selling models in both commercial and residential sectors worldwide. The estimates from Statista show that the share of eCommerce in total wholesale furniture and home furnishings sales in the United States has already surpassed 20%. eMarketer projects that the retail eCommerce sales share for furniture and home furnishings will grow further and reach as much as 32.3% by 2023 in the US.

Such numbers should give furniture sellers and manufacturers enough confidence to invest in modern technologies, including B2B eCommerce and mobile solutions, to capture their share of online sales.

However, there’s still a large room for growth in the furniture B2B eCommerce market. Studies show that most retailers still lack eCommerce capabilities on their websites, even though there’s a growing inclination to buy online among B2C and B2B customers alike. As opportunities abound, the cost of wasting them away may be way too high.

Opportunities in Online B2B Furniture Sales

As the Global Market Insights report indicates, the upswing of the furniture market is grounded on increasing residential and commercial infrastructure investment and booming construction markets globally. Rising prosperity and levels of disposable income in developed nations will lead to an increasing number of restaurants, resorts, hotels, and shopping malls. New technology, design, and materials encourage faster innovation cycles among manufacturers, with extra gains for smart furniture and luxury furniture sellers.

All this growing demand is propelling the B2B furniture industry and eCommerce market. With up to 90% of shoppers researching furniture online before purchase, your eCommerce website may have the largest impact on your business development in the upcoming years.

Furniture Industry eCommerce Transformation: Putting the Pieces Together

To be successful in eCommerce, you must not only give modern buyers the products they want, but you must also first offer the shopping experience they want. A B2B furniture website that simply represents your brand and displays product catalogs is no longer enough.

Customers need to be able to search and view your product range online and place orders without leaving the discomfort of the couch they are replacing. If they are business buyers, they also need personalized pricing, quote management, and recommendations based on their historical data.

At the same time, considering your business backend, you need an eCommerce solution that integrates well with your ERP and other third-party applications for everything to operate in sync.

That’s why it is important to consider your eCommerce transformation as a combination of several factors.

Digitizing for sales

eCommerce websites are perfect for viewing, configuring, and buying furniture products. It is so much more cost-effective than maintaining physical stores and buyers get the self-serve experience they are already accustomed to on the Internet. A digital store offers the buying experience that today’s consumers demand.

But to be truly effective, this online sales channel should also deploy technologies that facilitate and streamline the selling processes while gathering insightful, aggregated customer data. Whether you are a B2B or a B2C seller, an eCommerce platform integrated with a CRM is your game-changing tool if you want to be an industry trend-sensitive company. Integrating both business applications allows you to start selling quickly for fast ROI while having a clear insight into your buyer’s behaviors.

Digitizing for operations

Furniture manufacturing and supply can be complex. Not only must you maintain customer relationships, but to take care of vendor relationships, too. The integration between your ERP and eCommerce systems is essential to streamline operations. It allows planning furniture production with minimum delays, controlling of the manufacturing floor and back-office operations, as well as managing inventory and logistics.

How to Increase Sales with B2B eCommerce

Below are seven tips to boosting sales in the furniture business with B2B eCommerce:

1. Develop a user-friendly website: A user-friendly website is key to increasing sales in the furniture industry. Your website should be easy to navigate, have clear product descriptions, and high-quality images.

2. Offer personalized experiences: Personalization is essential in B2B eCommerce. You can offer personalized experiences to your customers by providing them with customized product recommendations, personalized pricing, and tailored promotions.

3. Provide detailed product information such as materials, dimensions, and care instructions. This helps customers make informed decisions and reduces the likelihood of returns.

4. Offer competitive pricing: Pricing is a critical factor in B2B eCommerce. Offer competitive pricing that is aligned with industry standards to attract and retain customers.

5. Provide exceptional customer service: Exceptional customer service is essential in the furniture industry. Respond to customer inquiries promptly, offer after-sales support, and ensure that your customers are satisfied with their purchases.

6. Use social media: Social media can be a powerful tool for reaching potential customers. Use social media platforms such as LinkedIn and Twitter to connect with potential customers and showcase your products.

7. Leverage analytics: Leverage analytics to track customer behavior and identify trends. Use this information to optimize your website and marketing strategies to increase sales.

Picking a Furniture B2B eCommerce Partner

An eCommerce solution becomes a major sales enabler for every business, especially in the furniture industry. It is an investment in growing your business. So, selecting an eCommerce platform should be done diligently.

Important factors to consider are the ability to support B2B eCommerce for wholesalers and commercial buyers, the total cost of ownership of the partner’s solution, available support, the partner’s technology ecosystem, flexibility, and scalability. It’s not a decision to be made lightly.

Here at OroCommerce, we are proud to have been named among the top B2B eCommerce platforms by Gartner, IDC, and Frost & Sullivan as we strive to offer our customers the most comprehensive stack of features and extensions to choose from for their eCommerce website.

Interested in learning more about eCommerce capabilities for your business?

OroCommerce can help you make a difference

FAQ: eCommerce for B2B Furniture Business

What is furniture eCommerce?

Furniture eCommerce refers to the buying and selling of furniture products online. This includes all types of furniture such as sofas, chairs, tables, beds, and accessories, which are sold through a website or online marketplace.

Furniture eCommerce allows customers to browse and purchase furniture products from the comfort of their own homes, without the need to visit a physical store. Online furniture retailers often offer a wide range of products, competitive pricing, and convenient delivery options.

Is an online furniture business profitable?

An online furniture business can be profitable, but it depends on various factors such as the quality of the products, pricing strategy, marketing efforts, and customer service.

The furniture industry is highly competitive, and there are many established players in the market. However, there is also a growing demand for online furniture shopping, which presents opportunities for new businesses to enter the market.

How to start an eCommerce furniture business?

Starting an eCommerce furniture business requires careful planning and execution. Here are some steps to follow:

1. Research the market: Conduct market research to identify the demand for furniture products online. Analyze the competition and identify gaps in the market that you can fill.

2. Develop a business plan: Develop a comprehensive business plan that outlines your goals, target audience, pricing strategy, marketing plan, and financial projections.

3. Choose a niche: Choose a niche within the furniture industry that you are passionate about and can differentiate yourself from competitors.

4. Source products: Research and source high-quality furniture products from reliable suppliers. Consider factors such as pricing, quality, and shipping times.

5. Build a website: Build a user-friendly eCommerce website that showcases your products and provides a seamless shopping experience. Ensure that the website is optimized for search engines and mobile devices.

6. Develop a marketing strategy: Develop a marketing strategy that includes social media, email marketing, and paid advertising to reach your target audience and drive traffic to your website.

7. Set up logistics: Set up logistics and shipping processes to ensure that products are delivered to customers promptly and efficiently.

8. Provide excellent customer service: Provide excellent customer service to build trust and loyalty with your customers. Respond to inquiries promptly and provide after-sales support.

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