MRO Procurement for Business Customers: A Longitudinal Case Study Analysis

Abstract

Buero-Fuerrer is a company that decided to implement a modern e-procurement solution for B2B customers in the industry of office supplies. The company was looking for an e-commerce software solution for the seamless integration of the procurement process for its business customers. The main objective was the development of a customized software solution which would have a major impact on customer retention and the way procurement processes were handled. Buero-Fuerrer can be called as visionary regarding the consequent implementation of its e-strategy. What was originally seen as a challenge and "nice to have" venture is now the preferred sales channel and an absolute key to market success. Without an e-shop, Buero-Fuerrer would not have managed to become number one in the Swiss B2B stationary market.