Ecommerce: ¿Cómo las Pymes se pueden incorporar al boom del e-commerce?
Con el crecimiento acelerado del comercio electrónico en Chile es difícil aceptar que las pymes se queden fuera de un mercado superior a los cuatro mil millones de dólares, monto que podría duplicarse a finales del 2020.
Si bien hay una asimetría en la capacidad de reinvención de las pymes con respecto a la información técnica y jurídica para incorporarse al comercio electrónico, en los últimos años los canales de venta online han crecido en cantidad y variedad, lo que les permite a las pymes mayor facilidad para entrar en el mundo de la venta online.
A pesar de que aún existen ciertos requerimientos mínimos, estas barreras de entrada disminuyen en la medida que una pyme esté dispuesta a un plan de desarrollo en comercio electrónico que avance de manera escalonada.
La incorporación de las pymes al e-commerce, no necesariamente requiere del desarrollo de un sitio propio de comercio electrónico, sino que existen alternativas que les permiten transitar un camino más seguro.
Al respecto, Luis Contreras, Director en Reprise comenta que “el primer paso puede ser probar la demanda de productos con una acción en Redes Sociales, por ejemplo Facebook Marketplace o Instagram, los cuales si bien no tiene un botón de pago, les permite a las pymes estimar los volúmenes de venta de acuerdo a la solicitud o interacciones que tienen sus productos en Redes Sociales, y al mismo tiempo derivar tráfico a sus tiendas físicas”. Según el experto, luego de esta experiencia es posible avanzar con la utilización de Marketplaces, que permiten el acceso a las funcionalidades de formas de pago, y soluciones de logística de almacenamiento y entrega.
Empresas como Mercadolibre, Yapo, Linio, Ripley, Falabella, y próximamente Amazon, le ha permitido a las pymes aprovechar el gran poder de tráfico y convocatoria de esos sitios para tener retroalimentación acelerada sobre la estrategia de productos y precios, lo que con un sitio propio podría tomar un tiempo mucho más largo.
Dado por conocidos los pasos iniciales en el comercio electrónico, la solución de un sitio propio pareciera las más lógica, pero requiere de una serie de decisiones que pueden definir el éxito o fracaso de un proyecto de comercio electrónico. Las variables de logística, catálogo de productos, plataforma tecnológica y medios de pagos son decisiones donde las pymes pueden tener asesorías de empresas especializadas en Chile, las cuales han crecido en el último tiempo, entregando un servicio de apoyo a las pymes que desean transitar un camino propio.
Luis Contreras, Director en Reprise, cuenta que “entrar en el mundo del comercio electrónico representa una serie de ventajas, ya sea a través de canales propios o indirectos, y puede ser altamente rentable en la medida que se ejecute con un plan de negocios razonable y flexible, que cuide el servicio postventa, con sitios amigables y seguros para potenciar cada transacción”
Al respecto, Contreras entrega alguna de las ventajas que las pymes pueden obtener en el mundo online:
- Ampliar el número de clientes que en una tienda física tiene limitaciones de espacio y cobertura.
- Disminución de costos de punto de ventas físico adicionales en un plan de crecimiento. Para una pyme que no tiene puntos de venta actuales, le permite abrir la venta a público sin tener que contar con instalaciones que aumenten sus costos fijos.
- Ampliar los métodos de pagos, sumando al efectivo, la posibilidad de cobrar de forma eficiente con tarjetas de crédito-débito o transferencias bancarias.
- La posibilidad de competir con compañías más grandes y disminuir los costos de ventas, al mismo tiempo que ofrece la posibilidad de entrar en el mundo B2B con sitios dedicados a pymes.
No hay vuelta atrás en el tema de comercio electrónico, las pymes deben sumarse a este canal de venta que cada vez se vuelve más potente, y que obliga a tomar decisiones importantes y estratégicas en el mediano y largo plazo.
No importa el camino que las pymes transiten, el objetivo es poder estar presentes donde sus consumidores están y estarán en los próximos años. Restarse a esta oportunidad de negocios es una decisión que hoy parece posible, pero que en el futuro afectará cada vez más el patrimonio de esta categoría de empresas.
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