Originally Published MPMN July/August 2005

INDUSTRY NEWS

eBay Enhances Services for Business and Industrial Customers

Corinne Litchfield

To demonstrate its commitment to increasing trade in its capital equipment categories, eBay (Chicago; www.ebay.com) has introduced several changes to its Business and Industrial categories. Improvements include simplified pricing, improved user experience, and “best offer” on-line negotiation tools.

Business-buying transactions have gone up on eBay in recent years. The company estimates that business buying on the site has increased from $1 billion in 2002 to $3.3 billion in 2004. Rapid growth has been seen in the manufacturing and metalworking, electrical and test, and industrial categories, among others.

The new pricing structure for the business and industrial category makes it more economical to sell large capital equipment machinery on the site. Search results for capital equipment can be kept separate from parts and accessories. This makes it easier to find particular pieces.

The Seller OnRamp program is specifically designed for sellers of capital equipment. The program provides one-on-one instruction on how to post items for sale. An eBay expert coaches sellers on how to make their listings as effective and profitable as possible.

The best offer pricing option is available on anything sold on eBay in the fixed price or store inventory formats. When this option is used, buyers can submit flat-fee offers, which the seller can accept or reject. Capital equipment buyers can provide up to three offers on any given item accepting best offer. This option increases the chances that a price agreement can be reached. “An item such as a milling machine can be a significant investment, so it’s important that eBay provide every possible way for buyers and sellers to agree on prices that are mutually fair,” says Laurence Toney, senior category manager of eBay Business and Industrial. The company plans to add more features to further accelerate capital equipment trade over the course of the year.

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