Business-to-business Online trading suffers three major bottlenecks

The topic of "Business-to-business online transactions" is a long-standing one that is recognized in the industry as a future trend of business-to-business development. This topic will be the first important discussion part of the eighth session of the SME Electric Business Conference () held in Ningbo in April this year. After 2 months of visits and research by the Planning Group of the General Assembly, we found that there is not a single website in the business-to-business industry that can achieve online trading in terms of industrial and raw material transactions.

The value of Business-to-business online transactions is the ability to shorten the distance between suppliers and buyers and improve productivity, while business-to-business platforms can gain new profit growth by making online transactions, enhancing user stickiness, acquiring user data, and collecting commissions.

So why are business-to-business websites still unable to implement online transactions?

billion Bang Power network survey found that business-to-business online transactions are currently subject to three factors.

The degree of industry is not deep enough standardization of goods

Compared to consumer goods, the product itself is more complex, and different industries have different requirements for goods. such as steel to consider the parameters are components and caliber, and electronic components are more concerned with packaging and materials.

Senior industry people solemnly believe that business-to-business platform to achieve transactions, the first is to face the platform of the industry and the standardization of commodities, and the current business-to-business Web site is clearly not enough industry segmentation. "The description of the product should be more accurate, more in line with industry characteristics, search engines should be in line with the characteristics of the industry's professional search engine." Only the same specification of the same product quantity enough, the information is accurate enough, the price can be compared, it is possible to achieve transactions. ”

In addition, the early positioning of business-to-business sites is to provide all-inclusive supply and demand information, site pages and systems are also designed to do so, which led to the current inability to deal with the good docking system. In particular, Alibaba and other comprehensive business-to-business platform, the display of goods will be all the products listed together, blurring the industry characteristics, now to achieve transactions, must be accompanied by a large page adjustment and the reconstruction of the system, which is likely to lead to the original model as a whole subversion.

Business transaction Process complex honesty problem difficult to solve

Business-to-business trading processes are more complex than business, and many links can be done online, and as a result of the large amount involved in a single transaction, how to solve the buyer's trust is a major problem.

At present, there is a whole set of methods to solve the problem of mutual trust in the offline trading of industrial products. This sequence of processes is too complex to move online. "Do you want to have an online contract for bulk business-to-business transactions? Do you want the electronic signature? Will it affect the experience? Don't be unsafe, no legal protection?" An industry person questioned.

Another obstacle to business-to-business trading is the risk control of banks. Due to policy constraints, large transactions can not be completed by Alipay and other Third-party payment platform. The bank's management of online trading quotas is also more stringent.

Solemnly believe that the current business-to-business platform to begin to try supply chain finance, through the provision of transaction loans, to a certain extent, to solve the problem of integrity.

User habits difficult to change supporting services can't keep up.

For years, vendors and buyers of business-to-business platforms have become accustomed to offline trading patterns, which are less sensitive to the Internet than b2c,b2b entrepreneurs.

One industry insiders believe that the Business-to-business platform should first respect the user's original trading habits and methods, learn more online trading rules and procedures, and then try to guide them to go more convenient path, such as online transactions. For now, business-to-business platforms are not easy to change their habits of use.

Vecuronium Electronics Market founder Zhou Bongbing suggested that business-to-business online transactions should start with small quantities of commodity purchases, and then gradually change user habits. "Take components as an example, the price of small quantities of goods procurement is generally large quantities of several times." If online trading can offer a lower price, it is attractive to buyers. ”

Zhou Bongbing said that the basic reason for the platform difficult to cut into online transactions is that the user procurement experience is difficult to guarantee, if you want to achieve online transactions, the platform's current procurement experience needs to have several orders of magnitude upgrade.

"Your supply is complete, the price is reasonable, security can guarantee?" If the buyer does not see the value of the online transaction, it will not come. This is a system project, not a one or two-point solution. The Business-to-business platform has a long way to go to achieve the deal. Zhou Bong said.

In the eighth session of the SME Electric Business Conference on the eve of the power network billion will be business-to-business industry, the problems faced by the product chain focus, in-depth research, interviews related enterprises, for the 2013-year business-to-business industry to explore the direction and ideas.

It is understood that the annual SME E-commerce Conference held in April is the largest and most influential annual event in the business-to-business industry. 2013, the SME Electronic Commerce Conference ushered in the eighth year, online transactions, heavy industry enterprises, the promotion of new channels, electric business finance and other topics, will be the first time in the General Assembly agenda important discussion, will be invited to include Alibaba, HC Network, global Resources Network, Jingdong Mall, Amazon, Network Shing Business treasure, Dunhuang nets, CCB (601939, shares bar), Bank of Communications (601328, shares bar), a delta and many other business-to-business high-level representatives, as well as nearly thousands of small and medium-sized enterprises and economists to discuss the 2013 electronic commerce reverse attack.