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OMNICANAL – Tendencia mundial

29 marzo, 2021

El mundo ha visto como de pronto tuvo que detenerse, entender qué pasaba con una epidemia, cómo acomodarse, reinventarse, sin ni siquiera poder pensar.

Pasando ya casi un año, muchas experiencias se han escrito, estadísticas, nuevas tendencias, otros actores, consumidores diferentes, exigencias cambiantes, realidades que van y vienen de país en país.

Al no estar en el día a día de una operación comercial, se puede tener visiones bien diferentes que cuando uno tiene que modificar con la mano derecha y atender el negocio con la izquierda.

Analizar, estudiar, ver los movimientos mundiales, entender cómo reaccionan otros países, andar y desandar por una epidemia que continúa en el mundo.

El crecimiento del e-commerce, cambios en el B2C (Business to Consumer), B2B (Business to Business), B2B2C y diversas formas de llegar a un mercado ha tenido grandes modificaciones que seguramente iban a suceder, quizás no tan rápido.

El modelo de venta Omnichannel es una tendencia mundial. El centro en el cliente, donde toda la comunicación y aun la transacción se enfoque en dónde y cómo el cliente lo desee y le sea indistinto y transparente. Obviamente implica una infraestructura que no todos los fabricantes, industrias, ni canales están modificando o sí, pero quizás a diferente velocidad que lo que el mercado requiere. Inversiones en hardware, software y marketing, entre otras.

La industria de consumo masivo, las grandes tiendas o supermercados están migrando al modelo. Compro un producto por internet al mismo precio y condiciones que paseando con mi changuito, encima me lo traen a mi casa. Ofertas especiales por un medio u otro generando tránsito. La disponibilidad de productos es la misma, es igual la heladera que veo en una pantalla desde cualquier punto de contacto: tiendas especializadas, ecommerce de la marca, un hiper. Donde el cliente lo desee.

Estadísticas, informes de primer nivel. Información de varios países que marcan tendencias. 

Un informe de McKinsey nos muestra que, en numerosos países, la omnicanalidad creció exponencialmente desde la pandemia. Mientras compradores prefieren la omnicanalidad, las empresas mueven sus fuerzas de venta hacia un modelo híbrido. Ocho de cada diez B2B líderes opinan que es mucho más efectivo que el método tradicional de venta, creciendo del 54% en el comienzo de la pandemia, al 83% en febrero 2021. Aunque se podría suponer que compras de volumen se harían presencial, si las reglas de negocio e infraestructura es clara, comprarían de igual forma.

Representantes de ventas híbridos será el rol más común en ventas, quienes tengan contacto por teléfono, video, aplicaciones (APPS), y ocasionalmente presencial, mientras la omnicanalidad se va consolidando.

El informe comenta que ambas formas de ventas llevarán a cabo la transición. Mientras muchas empresas seguirán teniendo contacto personal con sus clientes en locaciones físicas, para el comienzo del 2022, pocos esperan que las ventas tradicionales en salas de reuniones serán la tendencia.

Muchos son los temas a resolver en la transición: efectividad en las transacciones, conflictos de canales, expansión de ventas.

El cierre del artículo es muy importante. Entiende que no hay libro escrito aún para el manejo de estos cambios. Lo cierto es que las compañías seguirán innovando en sus formas de vender, moviendo recursos a una velocidad no vista previamente en las ventas B2B.

Deberíamos estar atentos a tendencias mundiales, preferencias de compradores en esta nueva realidad y escribir cada uno el libro de experiencias.

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