Reasons for new sales from the E-commerce channel

  • Hello, in the Grainger Factbook 2003, available on http://www.grainger.com, the following is stated: "Customers who order through the Grainger Web site ? many of them among the company?s best customers ? buy more often, spend more per order and buy from more product categories than customers who solely use traditional channels." Many companies have seen similar results. My question: What are the main drivers for new (incremental) sales when customers are using new sales channels? Regards, tornell


  • This Google Answer could be a good starting point: http://answers.google.com/answers/threadview?id=225207


  • Hi jbf, I am very aware that the quantification is hard. What I expect in this answer, are some statements what the main drivers are for increased sales when adding new sales channels. It would be nice if the answer goes deeper than "customer satisfaction", "customer bonding" and "wider product information", even if probably the reasons lie in these areas. Hope this "clarification" helps you! Regards, tornell


  • Tornell - This may be a tough one to actually quantify. Any real improvement in operations can result in incremental sales -- from introducing a new clothing line in a retail store, to changing a restaurant chain's ambiance, to aggressive multilevel marketing strategies. On a micro level, drivers in one business are not necessarily drivers in another, although on a very general level, any positive change can precipitate new business. Please let me know the kind of thing you'd be expecting in an answer to this question. Thanks, jbf777







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    editPosted on January 6th, 2009 by anonym
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