BMI Microsoft Dynamics NAV Blog

Does Your eCommerce Site have Cart Abandonment Issues? Here’s What to Do.

Posted by BMI Team on Apr 8, 2019 6:00:00 AM


Cart Abandonment 

Image Credithttps://pixabay.com/photos/marketing-online-social-media-online-1427786/

In the movie, The Hunger Games, Haymitch Abernathy says to Katniss Everdeen:

“Some water, a knife, or even some matches can mean the difference between life and death. And those things only come from sponsors. And to get sponsors, you have to make people like you."

 If some of your ecommerce visitors are abandoning their carts, you may want to examine why they are not following through. Why is it when they fill their carts in a brick and mortar store, they rarely abandon their carts?

 Shopping cart abandonment is a significant problem in online marketing. Wikipedia states that as many as 80% of online shopping carts are abandoned without having made a sale.

The average shopping cart abandonment rate for online retailers varies between 60% and 80%.

 So what does one do? How do we close the deal? The usual approach to solving the problem is to look at why people think they abandoned the sale. These reasons are often categorized in empirical studies. For example, the above mentioned Wikipedia article summarizes some of the reasons:

  • Your checkout process is complicated and clumsy.
  • Buyers see unexpected charges revealed during checkouts like high shipping charges or taxes.
  • You don’t offer an option to check out as a guest without signing up.
  • Your customer can’t remember their password and leaves to avoid the hassle.
  • Your payment offers are limited.
  • Your visitors may decide to purchase from a brick and mortar store rather than continue online.
  • Some buyers are bored and just placing items in the cart for fun.
  • Your shopper may want to wait for your sales price to lower.
  • Your shopper has privacy/security concerns
  • Your shopper may have non-delivery fear.
  • Your product descriptions don’t match images.

To a large extent, these considerations boil down to "don't be annoying." Great idea! Make the web site simple and easy to use. Provide payment options that people trust. Don't insist on keeping too much information. Don't surprise people with excessive additional charges like shipping and handling.

But my personal favorite of what not to do is to avoid endless pop-ups as one navigates the page. For example, when the mouse leaves the page one often gets a request for an email address, like some needy beggar looking for a freebie. One could argue that these distractions do little to improve the shopping experience and provide little encouragement to return at a future time.

A checkout process that is optimized can reduce the abandonment rate to 20%.  By using persuasive copywriting and a web design that inspires credibility you can convert those carts to sales.

What is often neglected, however, is the population of people visiting a site that followed through with the purchase. What were their reasons? These kinds of things are a little harder to nail down. It's easy to come up with reasons why one might have said "no," but why did they say "yes?"

Perhaps this boils down to whether or not the shopper liked what they saw. For this, it's hard to overstate the power of the first impression. When meeting another person, it has been suggested that we make up our minds in as little as one-tenth of a second. Why would we assume it is different with a web site? Maybe it isn't different.

Certainly, this argues for a web server that is fast and responsive, but what you show your visitors in that critical first few seconds is a game-changer. You need to try to get them to like the web site. You need to try to get them to like the product. You need to engage their attention, so they want to spend more than a second or two on your site.

Above all, you need to create a positive impression that does more than just create desire; you need to create an impression of an organization that the prospective buyer is likely to trust. Of course, creating desire and trust may be more of an art than a science, but it's things like this that can make the difference on whether they abandon their cart or buy from you.

Please comment below with your thoughts on cart abandonment and how to help buyers complete their purchase.

About the Author: Business Management International (BMI) is dedicated to bringing business technology to independent distributors to help them compete. We’re not afraid to offer radically great customer service and proudly offer Microsoft Dynamics Business Central/NAV to solve real-world business problems. www.bmiusa.com.

 

Topics: Microsoft Dynamics NAV, mobile e-commerce, microsoft Dynamics, BMI Software, ecommerce

Your eCommerce Platform is "Giving It All It's Got", But It Just Can't Keep Up.

Posted by Craig Greitzer on Jul 10, 2018 2:23:06 PM

 

BMI Software

Recently I visited an Office Products Distributor who talked about the pains of growing his business. He let me know that growth is not always pretty and has become quite a challenge.

Maybe this scenario is familiar to you. You’re selling, and have done the best you can with your eCommerce site and your starter ERP solution, squeezing everything out of them that is possible. But you’ve hit a wall, better known as a sales plateau. When your revenue stops growing, there is little doubt that you need to act soon and step-up your capabilities.

The well-known adage that you need to deliver products that are better, faster, and cheaper in order to succeed in the marketplace is never more relevant. It may be time to take advantage of the power of a modern, integrated system that makes everything easier for your organization through automation. Don’t wait until your eCommerce platform breaks under the strain, because then it may be too late.

Here are some ways to identify the problems that indicate you are on an eCommerce and ERP platform that may be holding you back:

  • Your customer service is not getting high marks. Incorrect pricing, errors in shipping, stock outs and slow responses are causing complaints that drive away business.
  • You need better tools to analyze customer pricing and contracts to look for leaking margins.
  • Your warehouse is inefficient and becomes a bottleneck.
  • Your vendor pricing is difficult to manage and requires manual intervention, which affects productivity.
  • It is increasingly difficult to manage complex product catalogs.
  • You have some innovative business ideas but cannot “make them so” due to your rigid infrastructure.
  • You lack functionality such as currency conversions to expand to a global market. If your platform is limited, it is too difficult to launch into new markets. Don’t let Geography challenges stunt your growth.

All of the above can be solved with a more robust eCommerce platform and a comprehensive, made-for-your industry ERP. When you start experiencing the above problems, it is time to look for more power “under the hood.”

To assist you, please review this list of features and benefits that change the game for supply distributors. 

Features And Benefits that Boost ROI Business Management International (BMI) is dedicated to bringing business technology to independent distributors to help them compete. We’re not afraid to offer radically great customer service and proudly offer Microsoft Dynamics NAV with robust eCommerce to solve real-world business problems. www.bmiusa.com.

Topics: Microsoft Dynamics NAV, mobile e-commerce, microsoft Dynamics, BMI Software, ecommerce

Write Meta Descriptions that Beg to be Clicked

Posted by Craig Greitzer on Jun 11, 2018 10:24:29 AM

dartboard

Would you like to improve your web traffic?

Are you wondering why your SEO efforts are not working well?

Improving your meta descriptions may be the answer.

 

What is a Meta Description?

A meta description is a short description below the link of a search result. It is used to describe the contents of the page to the searcher. Its purpose is to convince and persuade the searcher to click through to your website or content. If any words match the search term, they are bolded in the description.

Below is an example of search results from typing “Office Product Distribution Software.”

Elements of Search Results

  1. Title
  2. URL
  3. Meta Description
  4. Bolded words that match the search term

Here is how to write better meta descriptions for great results:

1) Use language that promotes action.

Your meta description is really a call-to-action for the searcher. It describes exactly what a reader can do if they click. Start your meta descriptions with verbs like “Discover,” “Take,” “See,” or “Grab,” and follow it up by telling them exactly what they’ll get if they click.

2) Offer a solution or benefit that relates to their search.

Don’t annoy your readers by giving them something they are not expecting. Recently, I searched for a new barbecue grill and clicked to "see more". It went straight to a generic site that had nothing to do with barbecue grills. They sold many different products, and there was no easy way to find what I was looking for, so I gave up! (I just contributed to their site’s bounce rate.)

Write your meta descriptions using a short sentence that tells the searcher why they should read further. This is your chance to sell them on what you have to offer that will benefit them.

3) Keep it under 155 characters.

Generally, a meta description should be under 155 characters. However, Google actually doesn't measure by characters -- it measures by pixels. That is, it'll cut off a meta description after a certain width. The reason we say 155 characters is to give marketers a benchmark to abide by. You can double-check the length of your meta description and title tags with this handy tool from SEOmofo.

4) Don't mislead searchers.

Don’t over-stuff your description with keywords. Over-stuffed keyword content is a red flag for searchers and search engines. Your objective is to give the searcher a level of trust that what you are offering is what they need or want.

5) Make it specific and relevant.

Don’t create boring, generic meta descriptions. Use descriptive words that connect with your target audience. Be specific and relevant, not “fluffy” and chest thumping.

What NOT to Do with Meta Descriptions

Here are some mistakes you might be making with your meta descriptions. If you fail to put in a meta description for the pages you want to rank for, Google will display a snippet of text from the first paragraph of your page. If there's a search keyword in that text, it'll be bolded. Why is this a bad thing? Well, it means you'll miss out on being able to sell to your prospective buyers. You have an opportunity to persuade your reader - use it to garner more clicks.

By improving click-through rates, you will draw more searchers to your website where they will find deeper content to convince them to buy what you are selling.

Your descriptions need to focus on providing clear and concise copy about your webpage, so avoid overusing terms simply because you think it's what your audience will want to see. Use it as a chance to win over prospects.

Business Management International (BMI) is dedicated to bringing business technology to independent distributors to help them compete. We’re not afraid to offer radically great customer service and proudly offer Microsoft Dynamics NAV  and Dynamics 365 Business Central to solve real world business problems. www.bmiusa.com

Topics: SEO, Dynamics NAV Mobile, Microsoft Software, BMI Software, Dynamics NAV, Distribution Software, Dynamics 365 Business Central

It’s Easy to Sell to Millennials. Just Give Them What They Want.

Posted by Craig Greitzer on May 7, 2018 5:47:28 PM

 

Cheering Millennial-3

Millennials are often identified as being between the ages of 18-34, though there are some who argue they should be classified more loosely by how they act. They spend about $1.3 trillion annually and by 2020 will make up 50% of the workforce in the US. 80 million millennials are members of a generation that you shouldn’t ignore.

To capture their attention, it may be necessary to rethink how you message to them. Here are some suggestions for making a connection:

They are Brand Conscious

Like many of us; millennials want high quality, but sometimes can’t afford it yet. They have become fierce online shoppers, looking for the best deals. Think about offering a name brand at a special price to catch their attention. Remember to always suggest top name brands first.

Keep Your Promises

Millennials have been marketed to since they were being pushed in their baby jogger carriages. They have a keen eye for discerning what the truth is, and as a rep, you must do everything you say you will do or they will drop you like an overheated cell phone. Want to win them over? Be straightforward and honest.

All Natural All the Time

Millennials trust what their family and friends think and consider their opinions before buying a product. Remember, they are a group who posts all sorts of things on Facebook and Instagram and will rely on feedback from their friends before they will listen to a sales rep.

 A top priority for millennials is how easy is it to do business, more than any other generation. This has led to major brands being less focused on a lengthy selling process and more focused on showing them how their product solves their problems to move them in and out of the sales process quickly.

 This generation is looking for authenticity in the people they interact with, and the way products are made. Look at the campaigns out there from major brands, like Real Beauty by Dove, or the push for ethical treatment of animals (free-range chickens).

Give. Give. Give.

The philosophy of “always be giving” appeals to millennial buyers. Building trust comes from consistently giving value including industry insights or other content that interests them. No matter what you are selling, watch what happens when you offer an infographic on the best way to take pictures on your smart phone.

For Them, It’s All About Social Equality

The causes and issues that millennials support include equality between men and women, race equality and gender and sexual equality. Be careful that you don’t step on these sensitivities as you will drive them away.

On the other hand, if they are happy with you, they won’t hold back with selfies and recommendations about you on social media. They can be your best P.R. team.

Give to Social Causes to Get Their Attention

Corporations that give back to people in need have more appeal to Millennials who prefer to support a social cause rather than contribute to corporate greed. It humanizes and shows the values of a company.

For example, Bombas is a sock company who donates a pair of socks for every pair purchased. As they state on their website:
“Socks remain the #1 most requested clothing item at homeless shelters. So for every pair of Bombas you purchase, we donate a pair to someone in need. So far, you've made over five million small acts of human kindness possible. We can't thank you enough.” Retrieved from https://bombas.com/
Corporations such as Starbucks, Ben & Jerry’s, Method, and Whole Foods have demonstrated that social giving results in a brand reputation that attracts more business. 

Please join the conversation by commenting below on how you attract millennials to your business. 

Business Management International (BMI) is dedicated to bringing business technology to companies to help them compete. We’re not afraid to offer radically great customer service and proudly offer Microsoft Dynamics NAV and Dynamics 365 Business Central to solve real-world business problems. www.bmiusa.com.

 

Topics: Microsoft Software, BMI Software, Customer Service

Attention Distributors: Let’s Play Does Your ERP Software Do This?

Posted by Craig Greitzer on Mar 2, 2018 5:14:50 PM



Silly Photos-11.jpg

 

You’ve probably heard that many traditional brick and mortar stores are closing their doors due to the changing way that shoppers choose to do business. One by one they are disappearing. Retailers have announced plans to shutter more than 6,700 stores across the U.S. this year, CNN cited retail think-tank Fung Global Retail & Technology as saying.

Studies show that placing orders online from the comfort of home is the new normal. Businesses who do not modernize their systems and operations to make it easy for customers to engage with them are finding they cannot compete with the “big box” (big-budget) companies.

Technology is leveling the playing field for small businesses to be able to compete. With eCommerce integrated with ERP accounting and operations, you can access all the tools needed to get your products into the shopping carts of your customers. Many distributors realize that the path to profitability means modernizing technology to keep and grow their customers.

Here are some questions to ask when evaluating a comprehensive solution for your online distribution business.

  1. Can we easily control what products are displayed first to our customers to encourage the selection of higher profit products?
  2. Do you have an automated way to track leaking margins? Will your system identify pricing and contracts that are outside of our margin threshold? Are you able to adjust those prices easily with a click of a button?
  3. How does your system handle purchasing decisions? Can I identify the vendor pricing and make sure the first call vendor is the least cost option? Will the system take into consideration rebates to help in the purchasing decisions? Will it easily adjust who the first call vendor should be?
  4. Does your system deal with exception-based purchasing such as wholesaler stock-outs, special orders, and inventory replenishment? Does it allow for routine purchases that do not need attention, so you don’t waste time?
  5. Are you able to minimize resources to process orders in the warehouse? Is there configurable pick/pack/ship functionality to maximize warehouse efficiency?
  6. Can you run Financial Statements at any time during the month to view your financial position?
  7. Are your Customer Service Representatives (CSRs) able to view all customer activity in one spot to answer questions quickly?
  8. Do you have EDI functionality that is embedded in the software or do you use third party vendors?
  9. Are Returns easy to process and do they reflect the correct costs to return to inventory?
  10. Can Users access the software from any device?

With fierce competition all around you, doing nothing is not an option. Please feel free to use these questions to make sure you are getting technology that will pay off with more orders, more customers and streamlined workflows.

Join the conversation by commenting below.

Business Management International (BMI) is dedicated to bringing business technology to independent distributors to help them compete. We're not afraid to offer radically great customer service and proudly offer Microsoft Dynamics NAV to solve real-world business problems. www.bmiusa.com. 

 


 

Topics: BMI, microsoft ERP, Dynamics NAV, Distribution Software

BMI Software Certified by Microsoft with CfMD

Posted by Craig Greitzer on Jan 26, 2018 1:05:32 PM

 MS_Dynamics_CertifiedFor_NAV_c.png

 

Press Release: January 2018

BMI Software is excited to announce receipt of the prestigious CfMD (Certified for Microsoft Dynamics) designation for our software. This achievement means that our solution has met Microsoft Corporation’s highest standard for partner developed software solutions. By successfully meeting all certification requirements, BMI Software can now carry the distinct Certified for Microsoft Dynamics logo. Solutions that are Certified for Microsoft Dynamics have demonstrated development quality and compatibility with Microsoft Dynamics products. VeriTest, a service of Lionbridge, performed independent and rigorous testing on the solution. Other certification criteria include:

  • Tested for integration with the Microsoft Dynamics NAV product
  • Used and recommended by other companies
  • Professionally implemented and systematically supported

 Quote for CfMD blog-1.jpg

Please join the conversation by commenting below.

Business Management International (BMI) is dedicated to bringing business technology to independent distributors to help them compete. We're not afraid to offer radically great customer service and proudly offer Microsoft Dynamics NAV to solve real-world business problems. www.bmiusa.com. 

Topics: distribution software, Dynamics NAV, Business Software, Microsoft Dynamics NAV, BMI Software, Dynamics NAV, Distribution Software

BMI Software Certified by Microsoft with CfMD

Posted by Craig Greitzer on Jan 23, 2018 11:00:00 AM

 MS_Dynamics_CertifiedFor_NAV_c.png

 

Press Release: January 2018

BMI Software is excited to announce receipt of the prestigious CfMD (Certified for Microsoft Dynamics) designation for our software. This achievement means that our solution has met Microsoft Corporation’s highest standard for partner developed software solutions. By successfully meeting all certification requirements, BMI Software can now carry the distinct Certified for Microsoft Dynamics logo. Solutions that are Certified for Microsoft Dynamics have demonstrated development quality and compatibility with Microsoft Dynamics products. VeriTest, a service of Lionbridge, performed independent and rigorous testing on the solution. Other certification criteria include:

  • Tested for integration with the Microsoft Dynamics NAV product
  • Used and recommended by other companies
  • Professionally implemented and systematically supported

 Quote for CfMD blog-1.jpg

Please join the conversation by commenting below.

Business Management International (BMI) is dedicated to bringing business technology to independent distributors to help them compete. We're not afraid to offer radically great customer service and proudly offer Microsoft Dynamics NAV to solve real-world business problems. www.bmiusa.com and www.bmiusa.com/bmi-software 

Topics: distribution software, Dynamics NAV, Business Software, Microsoft Dynamics NAV, BMI Software, Dynamics NAV, Distribution Software

Addicted to Holding On to Old ERP Technology?  Consider This an Intervention.

Posted by Craig Greitzer on Nov 28, 2017 10:56:18 AM

 Computer_Laptop.jpeg

Day-to-day demands will often distract Distributors from realizing how inefficient their outdated ERP has become. Every time you are forced to create a process outside your ERP solution, you may be losing the battle to gain more customers and prospects.

The pain of operating on old technology and unconnected data systems may be hurting you more than you know. It is not only creating manual workarounds that are error-prone; it is also affecting how your customers perceive you, and getting in the way of acquiring new business.

I recently looked at a customer's ERP system that should have been retired a long time ago. The navigation was not intuitive, and multiple screens were confusing. There was no easy way to get orders into the back office accounting from the ecommerce site.  If I wanted to look closer at a transaction, I had to jump to different modules instead of just clicking a button and seeing all the data behind the numbers.

Sometimes you are so used to doing things the hard way, that you don't even know there is an easier way. For example, when tracking down the shipping costs for an inventory item. With a modern system, you could just click on the total, and see all the landed costs that were incurred to get the item into your inventory. For a distributor with tight margins, knowing your true real-time costs is critical to offering a pricing strategy that makes a profit. In an older system without this capability, you lose sight of just how much your items cost - and don't even see it until after month-end, when it is too late.

A picture is worth a thousand words; we've all heard this adage. That's why graphical representations of your most important key performance indicators should alert you so you can take action. Exception-based data management in a modern ERP solutions  means let's just look at what needs attention so you don't waste time on what's already working.

I toured a distributor's warehouse recently and noticed that there were big screen displays scattered throughout the building so everyone, from the warehouse pickers, to the receivers and purchasers knew what was happening in real-time. Their goals were clearly visible, and alerts were flashing if a sales order triggered an Out-of-Stock  notification. Managers knew when to intervene to keep operations running smoothly.

As in any addiction, the first step to recovery from old technology is admitting you have a problem. The next step is to evaluate how you can add the technology elements that are most important and drive more business into your ecommerce carts and ultimately, your bottom line. 

Please join the conversation by commenting below.

 Business Management International (BMI) is dedicated to bringing business technology to independent distributors to help them compete. We're not afraid to offer radically great customer service and proudly offer Microsoft Dynamics NAV to solve real-world business problems. www.bmiusa.com. 

Topics: distribution software, Dynamics NAV, Business Software, Microsoft Dynamics NAV, BMI Software, Dynamics NAV, Distribution Software

What the Heck are Tokamaks? The Answer to Clean Energy? Read On!

Posted by Craig Greitzer on Nov 7, 2017 9:36:59 AM

 

Princeton Plasma Physics Lab.jpg

One of BMI Software’s longtime customers, Princeton Plasma Physics Lab, is doing some noteworthy research on clean energy. They are working on an alternative to radioactive options that are currently reliant on fossil fuels. The initial tests offer the possibility of a limitless supply of clean, affordable energy.

We thought you might enjoy this article about Fatima Ebrahimi, a physicist working in the lab who is doing ground-breaking research into tokamaks. What the heck are tokamaks? Read all about it in the article below. Read Button.jpg

 Business Management International (BMI) is dedicated to bringing business technology to independent distributors to help them compete. We’re not afraid to offer radically great customer service and proudly offer Microsoft Dynamics NAV to solve real world business problems. www.bmiusa.com.

We welcome your comments below.

 

Topics: BMI Software

Six Reasons Why ERP Implementations Fail.

Posted by Craig Greitzer on Oct 13, 2017 12:28:27 PM

 

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When a company searches for new ERP software for the first time, their top criteria may include price, functionality, fit to their industry, ease of use, hardware compatibility and support from their implementation partner.

Once they have some implementation experience under their belt, their priorities change dramatically. Their number one priority becomes support from their implementation partner. The difference between success and failure comes down to having the right guidance to avoid the pitfalls that comes with implementing a new business system.

Avoid These Common Mistakes :

Lack of Executive Sponsorship 

Management should convey to all employees that getting the new system up and running is an important priority. If it is not communicated from the top down, employees will not devote the attention that the project requires, and the risk of failure increases. 

Not Selecting an Internal Project Manager with the Right Skills

Ensure whoever you choose to lead the ERP implementation internally has the knowledge and authority to change internal business processes. They will be making decisions about whether customizations are required or not, so they need to part of the entire process, from selection to go-live. 

Your Employees May Block Progress 

Long-time employees may feel threatened by the new technology. They know how they do things now and have a vested interest in replicating their processes in the new system, even if those processes don’t make sense anymore. Modern ERP Software systems support best practices in accounting and operations; any modifications should provide a cost/benefit that is valuable to your organization. 

Not Keeping Focused on The Big Picture 

You’ll have complainers who resist change and don’t want to embrace new processes. If you give them the reasons for the change, you are more likely to get their cooperation. For example, “I realize this is adding an additional process to your normal workflow, but this will accelerate your month-end closing time to hours instead of days.” 

Ignoring Training 

Proper training makes a big difference in user adaption of the new ERP Software. Frustration sets in when they can’t find what they are looking for. Give your employees the gift of confidence by providing training that empowers them. 

Underfunded Implementation Budget 

The old ratio of 1:1 or 1:2 of software to services costs no longer applies. When companies move to the cloud, where the software costs consist of a smaller monthly subscription, the ratios become unrealistic. Regardless of what you pay for the ERP software, the same tasks to implement and tailor your system to work for your company still must be done. Successful implementations include a services budget that will allow your employees to thrive with the new system.

Are you in the process of evaluating an ERP solution? What are your biggest concerns about the implementation? Please comment below to continue the conversation.

Business Management International (BMI) is dedicated to bringing business technology to independent distributors to help them compete. We’re not afraid to offer radically great customer service and proudly offer Microsoft Dynamics NAV to solve real-world business problems. www.bmiusa.com and www.bmiusa.com/bmi-software.

Topics: Dynamics NAV, BMI Software