How to approach e-commerce in a profitable way?

COVID has led to a great revolution in world trade, increasingly shifting interest from traditional sales systems with brokers to dis-intermediated systems (direct sales without an intermediate).

Until the first pandemic closure, manufacturing companies organized through agents, wholesalers and retailers to reach their end customers.

With the closure of the stores, the customer has moved more and more into online purchases, favouring large chains such as Amazon that were already organized and ready with their integrated logistics system.

Suddenly, many small producers and businesses have (finally) rediscovered the importance of the web, social media and their digital presence. By 'digital presence' we mean the set of all those digital activities that must be done by companies to be found on the web by their customers.

So if on the one hand the costs due to intermediation have been reduced, on the other, companies are being asked to acquire new skills in order to sell their product at a decent price on the web.

This knowledge includes the digital dynamics of the web, the storage system, the organization of logistics and the transport of goods and the financial management of sales (especially when they are directed abroad).

Finally, to these are added all the promotional activities and the study of customer purchasing behaviour to understand how to innovate your product and be able to increase the final sale price.

Practically, for manufacturing companies, we have moved from a B2B sale to a B2C process.

These new dynamics of online sales processes impose new professional skills and force companies to understand the opportunities and subsequently to train internal staff or to turn to external professionals.

Understanding is the first step necessary for growth, we must learn to recognize the problem in order to then be able to seize the opportunities for growth and expansion. It is a bit like having to recognize that you have a problem in order to go to the psychologist and start the path of rebirth.

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