Description

According to Gartner, 80% of your future revenue will come from 20% of your existing customers. Learn how to get more out of your existing customer base by Increasing average order value, number of order lines, and more. Many of your customers are already loyal to you, now it’s time to go deeper and wider to increase revenue.   

Learn from our panelists as they share strategies they have implemented to increase revenue from their existing customer base and capture business that would have gone to their competitors. Chances are your customers may be prepared to buy more from you, they might just need a little guidance.


Key Takeaways

Walk away from this session with clear strategies on how to increase revenue from your existing customer base. You’ll hear real-life examples you can apply using some of the following Insite features: 

  • Upsell/Cross-sell - (When to use manual vs. dynamically generated product recommendations) 
    • Manually Assigned: Accessories, Spare Parts, typically requires, etc.
    • Dynamically Generated: Customers Also Bought & Top Sellers
  • Products & Taxonomy - (How do you structure your taxonomy & products to match how customers find & order products. How do you leverage Search to drive high-margin products?)
  • Promotions
  • Customer Segments (Content, Promotions, etc.)
  • Search (Boost high-margin items/bury low-margin items)
  • InsiteAnalytics

Speakers

Moderator: Karie Daudt
Title: VP Marketing & Customer Experience
Company: Insite Software

Bio: Karie Daudt joined Insite in 2015.  Her professional work over the last two decades includes extensive experience in B2B industries such as industrial distribution, manufacturing and technology. Throughout her career, Karie has consistently excelled in customer-facing roles in sales, marketing and management, gaining recognition and awards for excellence and achievement. Before joining Insite, Karie was responsible for product management and marketing at a successful specialty manufacturing organization.

Karie has written many articles for leading publications in the manufacturing, distribution and ecommerce industries. She is passionate about topics concerning B2B commerce, and eager to collaborate with others in the industry while sharing her own thought leadership.  Her knowledge of the B2B customer experience as it relates to the entire commerce experience, combined with her industry, sales and marketing expertise, provide an unparalleled and invaluable perspective into every aspect of B2B ecommerce.

Presenter: Justin Racine
Title: Director of Marketing & eCommerce
Company: Geriatric Medical

Bio: As the director of marketing and e-commerce for Geriatric Medical, a 73-year-old leading medical supply distributor, Justin Racine oversees and implements the innovative marketing and e-commerce strategies that drive high growth and customer retention for the company. Prior to joining Geriatric Medical, Justin spent four years on the marketing and e-commerce team at Invacare Supply Group, a B2B medical supply division of Invacare, a previous Fortune 1000 company. A frequent nationally-featured speaker, he has spoken alongside branding and marketing professionals from The Weather Channel, Dell, JP Morgan and Investopedia, among others.

Presenter: Chris Beck
Title: Marketing Manager
Company: 3Wire

Bio: Chris has managed the InsiteCommerce platform for 3Wire, a national distributor of genuine OEM beverage and foodservice equipment replacement parts, with a focus on customer retention, gain, and growth since their site was launched in January 2017. Chris was also a leader in the design and implementation of the platform in the year prior to launch, giving him valuable insight into the positive changes the Insite platform can create for B2B distributors and their customers. Prior to his marketing career, Chris was a practicing attorney, which helps him bring a unique perspective on customer communication, strategic planning, and business analytics.