b2b.store - case study images (7)

Priti's success with b2b.store

1st

to market B2B eCommerce in Mexico

12%

increase in eCommerce store usage MoM

66%

increase from quarter-to-quarter this financial year

LET'S MEET EMMANUEL

Hi Emmanuel, can you tell me a little about Priti. Who are you and what do you sell?

We’re a wholesale distributor to corner shops based in Mexico City. We supply a wide range of goods to businesses in the Mexican informal sector; small stores, which are normally family-run and in Mexico make up about 30% of GDP. They often lack access to finance and best practice, and may have low literacy and overall communication skills. We’re using technology to aid this communication, which is a really unique proposition in this marketplace.

What were you doing before using b2b.store?

Because there’s no set way of how each business in the informal sector works, there was a range of things happening before we launched the eCommerce store. For example, historically some customers would have to get an Uber to pick up their goods from us. They would leave the Uber running while they collected their order, load it in and take it back to the shop. Now we have the added value of being able to let them order online and deliver to them.

Can you tell us about your move to b2b.store and how it’s helped your business?

In Mexico, B2B hadn’t really adopted eCommerce, so we were one of the first to offer it and were maybe even a little bit early. That meant we were ready for right now though, which is the perfect time and eCommerce is taking off more. When we launched, there were only two or three other players trying to do what we did. Now in the past few months several companies are trying to do eCommerce with the kind of stores we do business with.

FAST

We are one of the first B2B eCommerce vendors to market in Mexico

RELIABLE

People were hesitant to order through eCommerce, not anymore

LOCALISATION

Our store's language is localised to an audience who only speak basic English

How has customer adoption gone? Did you have to work hard to get customers using the platform?

When you spoke about eCommerce with businesses five months ago, out of every ten, perhaps nine were hesitant to order through eCommerce, but now conversations are much easier. Out of ten now, I would say six want to use eCommerce. And from now it will only grow even more.

Your store was built in your audience’s native language. Was that important to your success and how important do you think it was?

I would say for sure it was important and by far it may have been the most important factor. The audience we speak to would not know even the very basic English words you need to use the eCommerce store, like ‘exit’, for example. It was crucial to get the language right and we did.

Any final thoughts or next steps for you on b2b.store or the process?

The next steps for us will be in terms of pricing on the operational side. We’re going to have one person to constantly benchmark the prices, to make sure we compete on the prices we offer. It might seem a small detail, but it’s a large advantage from the eCommerce – as soon as we put up to date prices on the store, revenues increased, so having constantly refreshed prices will help us to provide those prices to the audience instantly. It’s a very price-sensitive market, even a few cents make a huge difference so having the ability to update these instantly will mean we can be very competitive, particularly on the top 20% of items we sell. We’re giving the perception of a good price instantly and people are acting on that pricing instantly as well.

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