A manufacturer of maritime vessels and equipment surfs a new wave of sales

September 11, 2015 10:18 AM

Royal IHC, a manufacturer of dredging and mining vessels and maritime equipment based in the Netherlands, is sailing toward 7% of sales placed through e-commerce this year, up from 5% last year, the company says.

The company, which does more than $100 million in total annual sales, processes web sales of dredging and maritime equipment through the password-protected site It sells to dredging operators, oil and gas corporations, offshore contractors and government authorities located around the world. IHC has offices in The Netherlands, Brazil, China, Croatia, France, India, Malaysia, the Middle East, Nigeria, Singapore, Slovakia, South Africa, the United Kingdom and the United States.

The growth on online sending is coming mostly from existing customers of such produccts as dredging equipment and related electrical and hydraulic produccts, a spokesman says.

Business buyers must log on to their accounts on, where they can manage supplies for their fleet of ships, check parts pricing and availability, check the status of their orders, and consult technical manuals. Buyers can also request a quote through the online shopping portal. Royal IHC says its site receives an average of 600 unique monthly B2B visitors, and has a 10% conversion rate. The site is available in the English and Mandarin languages.

The company’s e-commerce site operates on software from Sitecore, which also provides its content management system. Royal IHC is migrating its enterprise resource planning, or ERP system, for managing inventory and financial records, to IFS. It also uses Oracle Corp. middleware software to connect its ERP system with other software. Customers can pay for products through electronic invoices. Google Inc. provides payment processing services; it also provides Royal IHC with web analytics software for compiling data on how customers use the portal.

(This news item has been corrected from an earlier version that had mistakenly noted an incorrect amount for Royal IHC's B2B e-commerce sales.)

Sign up for a free subscription to B2BecNews, a weekly newsletter that covers technology and business trends in the growing B2B e-commerce industry. B2BecNews is published by Vertical Web Media LLC, which also publishes the monthly business magazine Internet Retailer. Follow Nona Tepper, associate editor for B2B e-commerce, on Twitter @ntepper90.




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