B2B2C for Heavy Equipment

You want to acquire a large volume of customers at a remarkably low per-customer acquisition cost. Who doesn’t? You’ve got a B2B eCommerce website, or you’re about to build one, but you know you’ll never reach every potential customer through search alone.

You’re wholesaling your products through several retailers in a traditional channel partnership setup. Still, you want to communicate with your customers more directly and promote your brand without necessarily going direct-to-consumer.

With B2B2C, you can directly access end customers through a second business, interacting with them under your own brand. Heavy equipment powerhouse, Caterpillar, has streamlined and extended its distributor channels with KBMax, introducing their brand to a substantially higher number of potential buyers. 85% of distributors saw an overall improvement with KBMax over their pre-existing buying tool; 58% experienced faster sales cycles; and 63% saw sales rep productivity increase.

B2B2C lets you: acquire a large volume of customers in bulk; achieve economies of scale by selling more units overall; reach people who only ever shop in-store; and gain a level of credibility by partnering with other respected brands. Best of all, you get to retain the precious data generated from every transaction without getting your hands dirty.