Before the pandemic, Armandas Tiskevicius‘ company, Mezzoroni, was a B2B tailoring firm, sewing clothing for Lithuanian government agencies and other companies. After the clothing industry started shutting down, Tiskevicius understood Mezzoroni would not survive long.
“For a month or two, we just waited and talked about what we believed the results of the coronavirus situation is,” Tiskevicius stated. “But customers kept falling off”
As demand for B2B tailoring services diminished, Tiskevicius saw a chance: Rather than selling to companies, why not market directly to customers?
Here are a few things he did to make the transition from B2B to B2C which you can apply to your own company if you are making a similar transition.
1. Stick with what you do well
Tiskevicius did not completely reinvent his business–he simply honed in on its own strengths. In his case, his company specialized in creating clothes for companies, which may be adapted to creating clothing for customers.
He picked linen as the material since Lithuania (where he is based) is famous for its high-quality linen, and his workers were used to working together with the cloth, using made linen clothes for a company previously.
Although Tiskevicius chose a easily available material, there were many different challenges involved with launching his clothing company, particularly involving supply chainlogistics.
“Now, we must handle the supply chain, such as getting zippers and buttons, whereas before, all these materials were supplied,” Tiskevicius stated. “Now, we must make connections and get [these things ] ourselves.”
Like Mezzoroni, even if you stick with something familiar, you can find it hard to navigate a new supply chain when transitioning from B2B to B2C. However, you don’t have to do everything on your own. Supply chain management applications can help you automate processes, process orders, and keep tabs on warehouse supplies.
If you are changing your business model, it is likely that you will need software to get the work done. You might need new applications or be capable of using applications you already have in a different manner. For Tiskevicius, it was a combination of old and new tools.
Some of the primary tools he began using were Etsy and Shopify to sponsor his online store and exhibit his products. He said that setting up the Etsy store took minutes but Shopify took a little longer since they had to create a web site. Eventually, his aim is to move away from such platforms as soon as they have an established customer base and move everything into the site.
Among the most crucial decisions you will make when selling directly to customers is the distribution channel. Some companies choose third-party platforms such as Etsy and Amazon, which typically provide the capability to list products efficiently. But long-term, you might need to pay listing fees and find yourself limited in how much traffic you are able to funnel to your product pages.
Conversely, eCommerce program can help you establish a selling station on your site. Even though this may require more time upfront, you will have more control over your internet business in the long term.
Another significant challenge Tiskevicius faced when moving from the B2B space and into B2C was promoting . Tiskevicius and his group had to work out that their new audience was, and how they would reach them.
Ultimately, depending on the kind of clothes and the brand’s emphasis on sustainability, they defined their target audience as girls between the ages of 25-45. After they figured out that the that , they needed to work out how to reach them. So, they switched to social websites .
Pivoting is no simple task and may feel daunting–but it is still possible. If you are thinking your company requires an overhaul, a fantastic place to start is looking at other companies that have made similar pivots and how they are using technology to be successful.