Excited to sell to thousands of new customers that we may not have reached without Amazon Business
Emma Haselip
Head of Marketplaces, Best4Systems
Best4Systems is the trading name of Media and Communications Limited, a UK-based company founded in 1998. It sells telecoms equipment to B2B customers around the world. Best4Systems’ key customer segments are healthcare, government departments and education organisations. Sales from online channels multiplied during the Covid pandemic. They currently represent 24% of the company's turnover and continue to grow. More than a third of these sales come from Amazon.
We reached thousands of new customers selling on Amazon Business
Emma Haselip, Head of Marketplaces at Best4Systems, shares what she found exciting about selling on Amazon Business:
Amazon’s reputation and market share attract customers who only ever will buy on Amazon. So that’s really exciting to reach customers that you may never have been able to sell to without Amazon Business.Emma HaselipHead of Marketplaces, Best4Systems
“We have reached thousands of new customers since selling on Amazon Business. It’s people who could potentially only procure on Amazon — because of the ease of ordering. Business Prime is the one account for Amazon Business that their whole team can access and it’s all in one place. So yes, we have gained a lot of customers. Amazon Business is a very important part of our business.”
Exactly what everyone needs to grow their business
Emma finds the VAT Calculation Service really useful, as it displays the B2B customer prices without VAT: “When a customer can see the VAT-excluded price and the VAT-included price on the product page on Amazon Business, that’s obviously brilliant. A lot of businesses like to pay on invoice, and Amazon Business supports that”. She also points out the positive effect of Quantity Discounts: “We get a higher order volume with the Quantity Discounts — buyers take advantage of that. It has been a very positive experience”.
One of the useful features on Amazon Business for Best4Systems is Selection Recommendations. “We always get recommendations coming through for gaps in the market that potentially need to go onto Amazon that are available elsewhere online. We do use those. We want to get those products added to Amazon as quickly as possible to ensure they’re available for everyone to purchase. It’s useful to find out what you deem as being in demand. All data is important to evaluate and be in the best position you can possibly be in to offer the best selection”, says Emma. The company would definitely recommend it to other sellers:
One of the useful features on Amazon Business for Best4Systems is Selection Recommendations. “We always get recommendations coming through for gaps in the market that potentially need to go onto Amazon that are available elsewhere online. We do use those. We want to get those products added to Amazon as quickly as possible to ensure they’re available for everyone to purchase. It’s useful to find out what you deem as being in demand. All data is important to evaluate and be in the best position you can possibly be in to offer the best selection”, says Emma. The company would definitely recommend it to other sellers:
All data is brilliant, especially if you can get that from Amazon themselves. You know what people are looking for, where there could be gaps in the market, and where we could fill them up. That’s exactly what everybody needs to grow their business.
“We found that the fact they can get Invoice by Amazon Business is quite important for the B2B segments. Invoicing on Amazon Business is exactly what they need”, explains Emma as she shares her observations on customer behaviour regarding the Invoice by Amazon service.
The company also is growing its coverage with FBA, as they find it beneficial to use Amazon’s great logistics and customer service.
The company also is growing its coverage with FBA, as they find it beneficial to use Amazon’s great logistics and customer service.
My advice for aspiring companies: Use this chance to sell to customers who only buy on Amazon
Here is Emma’s advice for aspiring companies interested in reaching new B2B customers: “Some people only procure on Amazon due to the functionality and features available. You’ve got protection with the A–Z Guarantee and customers can use Business Prime, one account for all of their procurement team where everything’s in one place. So it’s great to get selling on Amazon Business because all of those features really do appeal to the business buyer”.
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