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Building a Successful B2B Web Site
Your company operates a single store outside Atlanta, Georgia, that sells nearly $50 million in maintenance, repair, and operations (MRO) supplies each year. Any product that is used in the manufacturing process, but that isn't incorporated into the product itself, can be classified as MRO including consumables like cleaning supplies used to clean production machinery, supplies that are used to support operations, and office supplies and small equipment like fans and compressors. Your customers are mainly professional buyers who work for one of the many manufacturing companies in the area. They buy items based on annual purchase contracts negotiated with your company's sales reps.
Your company is keenly interesting in building a Web site to enable it to reach customers nationwide. The firm tried entering e-commerce a few years ago but the venture was a failure. The Web site was poorly designed so that customers found it difficult to use and the technology selected proved to be unreliable with the Web site crashing for a few hours every week. A small group of employees is working with an experienced Web designer to design the new Web site.
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Critical Thinking Questions
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