Don't create a monster within the organization

The market has changed, and many businesses within B2B have difficulty keeping up with the advancements made, resulting in organizational monsters. Avoid creating a monster through integration and automated flows.

Published : 02/13/2019 09:59:29
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Not too many years ago, and perhaps still among companies that probably will not exist in a few years from today, orders were received by fax, telephone or in best case by e-mail. The products were then sent to retailers and partners - something that was perhaps manageable then, but not anymore. The orders were large, but the number of deliveries few. Just as predicted, developments in B2B follow the developments in B2C with a few years' delay. Some say that these two terms are dead in e-commerce and that it should be seen as B2H (Business 2 Human) today. Regardless of which terms are used, we see that the two different segments are nearing each other in some aspects. Since the dealers and partners often sell directly to the final consumer, they have already had to implement e-commerce and more efficient logistics solutions to handle the advanced market. A direct effect of this that affects the entire business is that the order process has changed.

Before the switch to e-commerce, the retailers did not have the same opportunity to easily sell the entire range of their suppliers. The retailer sold what was in the store or at best sold it from the order catalog provided the product was exclusive and could not be purchased in the store. As a result of e-commerce, the door for retailers was opened to easily sell the entire range provided by the supplier without storing the products themselves - drop-shipping. It sounds like a win-win - which it might also be from a sales perspective - but at the same time it results in increased demands on the supplier as the entire flow for order reception and deliveries changes. From having previously had a small number of large orders and deliveries per week, the change may result in both drastically increased orders and deliveries. With this change, it is unsustainable to continue working as before. Efficiency in the new market requires change.

What many manufacturers and suppliers may have already done is to follow the recommendation to have e-commerce and start using delivery handling services for freight booking. The risk with this is that you create a monster that is impossible to maintain, due to implementing these tools in an incorrect way, since requirements for someone who works in the B2B systems is different than in B2C. Instead of using the new tools efficiently, it is not unusual that different systems are set up, not being integrated with each other. Instead of maintaining, for example: product information, price information and customer information in one place, this means working in three separate systems which in the long term become impossible to maintain. Something that is completely unnecessary and avoidable. Using the right tools incorrectly can risk them being extremely counterproductive.

Avioding the monster

The fact that e-commerce, business systems and delivery management services are priceless for the future is unavoidable. However, the key to successfully using these tools is integration and automated flows that are cross-border from system to system. Many of today's systems offer basically the same things to similar prices, be it the e-commerce platform, the business system or the delivery management service. The most important question that a company should ask themselves when choosing a supplier is which IT partner can tailor a complete solution based on industry-specific requirements.


Applitron's e-commerce solution is an expansion of the global e-commerce platform Prestashop. The e-commerce can now communicate directly with the business systems Standard ERP by HansaWorld or A2 by Applitron. Customer information, product information, inventory balance, specific price lists, classifications, manufacturers and orders are examples of some of the integrations used to avoid unnecessary duplication.

Read more about integrated e-commerce

Business system

The core of Standard ERP consists of functionality for accounting, ordering & warehousing, manufacturing and project management. In addition to having support for CRM, e-mail, document management, graphic calendars, schedules and forums, Standard ERP is a unique solution where all functionality is integrated. In addition to the above, there are a number of modules for specific industries with the same opportunities for integration. With cutting-edge technology, functionality is made available throughout the organization, but also beyond it, which reduces the cost of expensive integrations towards other systems and provides the market's lowest cost of ownership.

The video below shows HansaWorld's scaled-down product for small businesses. Standard ERP is an extended product for medium-sized to large companies.

Read more about Standard ERP by HansaWorld

Delivery management

Adelivery is an app for managing all warehouse work in the business system from a mobile device using a built-in or external barcode reader. Adelivery is developed for Android devices and is integrated with the business system Standard ERP by HansaWorld. From the time the mobile picking is ready-marked and submitted to Standard ERP, the freight is automatically booked with services such as Consignor or Unifaun. Shipping labels are printed and mail notification with tracking links is emailed to the customer. All this takes place under ten seconds from the time the pick is marked as complete.

Read more about Adelivery

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