We're looking forward to selling to thousands of new customers that we might never have reached without Amazon Business
Emma Haselip
Head of Marketplaces, Best4Systems
Best4Systems is the trading name of Media and Communications Limited, a UK-based business founded in 1998, which sells telecoms equipment to business customers worldwide. The most important customer segments for Best4Systems are healthcare, government departments and educational institutions. Sales via online channels multiplied during the COVID pandemic, now accounting for 24% of turnover and still growing, with over a third of that figure coming from Amazon.
We were able to reach thousands of new customers by selling through Amazon Business
Emma Haselip, Head of Marketplaces at Best4Systems, shares what she finds particularly exciting about selling on Amazon Business:
Amazon's reputation and market share attract customers who want to shop exclusively on Amazon. It's a really great feeling to be able to reach customers that you would never have been able to sell to without Amazon Business.Emma HaselipHead of Marketplaces, Best4Systems
“We've been able to reach thousands of new customers since we started selling through Amazon Business. These people are potentially only shopping via Amazon — because it's so easy. Business Prime is the account for Amazon Business; the only account for Amazon Business that your entire team can access, all in one place. We have gained so many new customers — Amazon Business is an important part of our business”.
Exactly what everyone needs to increase their revenue
Emma finds the VAT Calculation Service extremely useful, as it shows B2B customers the price excluding VAT: “When a customer can see the price with and without VAT directly on the product page on Amazon Business, that is a big advantage. Many companies prefer to pay by invoice, and Amazon Business also supports this.” She also highlights the positive effects of quantity discounts: “With quantity discounts, we achieve larger order quantities — buyers take advantage of this benefit. It's a really great experience”.
One of the best features for Best4Systems on Amazon Business is the Selection Recommendations. “We very often receive recommendations for gaps in the market that need to be filled on Amazon where products are already available on other marketplaces. We use these a lot. We want to offer these products on Amazon as quickly as possible so that they are available to customers. It is very useful to find out which products have the potential to generate high demand. It is important to have all of the data so that we can make the right decisions and offer the best possible product selection,” says Emma. They would definitely recommend it to other sellers:
One of the best features for Best4Systems on Amazon Business is the Selection Recommendations. “We very often receive recommendations for gaps in the market that need to be filled on Amazon where products are already available on other marketplaces. We use these a lot. We want to offer these products on Amazon as quickly as possible so that they are available to customers. It is very useful to find out which products have the potential to generate high demand. It is important to have all of the data so that we can make the right decisions and offer the best possible product selection,” says Emma. They would definitely recommend it to other sellers:
It is important to have all of the data, especially when you learn from Amazon itself what customers are looking for, where there are gaps in the market and how you can fill them. Exactly what everyone needs to increase their revenue.
“We've noticed that the fact that you can have invoices created by Amazon Business is particularly important for B2B customers. Invoicing through Amazon Business is exactly what we needed,” Emma observes, based on customer behaviour with regard to the Invoice by Amazon service.
The business is also expanding its reach by using FBA, and Amazon's excellent logistics and customer service provide a big advantage here.
The business is also expanding its reach by using FBA, and Amazon's excellent logistics and customer service provide a big advantage here.
My advice to aspiring companies is to take advantage of this opportunity to sell to customers who only buy on Amazon
Here is Emma's advice to aspiring businesses who are interested in reaching new B2B customers: “Many people buy exclusively from Amazon because they appreciate the features and functionality. You're protected by the A-Z guarantee and you have access to Business Prime — one account for the entire purchasing team, with all of the key functions in one place. So it's great to sell on Amazon Business because all of these features really appeal to the business buyer. ”
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