B2B - Practical Ecommerce https://www.practicalecommerce.com/category/management/b2b Independent analysis and strategy for online merchants Sun, 16 Feb 2025 18:43:48 +0000 en-US hourly 1 https://wordpress.org/?v=6.7.4 Hybrid Ecommerce Serves B2C and B2B https://www.practicalecommerce.com/hybrid-ecommerce-serves-b2c-and-b2b Sun, 16 Feb 2025 14:28:17 +0000 https://www.practicalecommerce.com/?p=1549624 Direct-to-consumer brands can benefit from a hybrid ecommerce platform, one that caters to consumers and businesses.

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]]> Colombia Sales Team Fuels B2B Supplier https://www.practicalecommerce.com/columbia-sales-team-fuels-b2b-supplier Fri, 07 Jun 2024 13:55:02 +0000 https://www.practicalecommerce.com/?p=1538164 PE Energy, a Houston, Texas-based industrial equipment supplier, thrives with Columbia-based sales pros.

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]]> Amazon’s B2B Marketplace Dominates https://www.practicalecommerce.com/amazons-b2b-marketplace-dominates Mon, 24 Jul 2023 08:30:39 +0000 https://www.practicalecommerce.com/?p=1524613 B2B marketplaces are proliferating. Amazon Business, launched in 2012, is now a $35 billion GMV juggernaut.

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]]> My Experience Selling B2B versus B2C https://www.practicalecommerce.com/my-experience-selling-b2b-versus-b2c Tue, 25 Oct 2022 13:15:51 +0000 https://www.practicalecommerce.com/?p=1512007 Contributor Chris Dobroth is a seasoned ecommerce exec, having sold goods to both businesses and consumers. He shares his experiences in this quick-read post.

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]]> Charts: B2B Buyers Prefer Ecommerce https://www.practicalecommerce.com/charts-b2b-buyers-prefer-ecommerce Wed, 09 Feb 2022 14:09:27 +0000 https://www.practicalecommerce.com/?p=1499403 Observers sometimes claim B2B buyers prefer in-person purchases to online. Recent surveys, however, dispel that notion resoundingly. We explain in four charts.

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]]> The Emergence of B2B Raw Material Marketplaces https://www.practicalecommerce.com/the-emergence-of-b2b-raw-material-marketplaces Sun, 26 Sep 2021 10:55:42 +0000 https://www.practicalecommerce.com/?p=1102101 Business-to-business marketplaces are among ecommerce's leading growth trends, yet many industries remain under-served, especially for raw materials.

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]]> The Overlooked Benefit of B2B Ecommerce https://www.practicalecommerce.com/the-overlooked-benefit-of-b2b-ecommerce Wed, 21 Jul 2021 14:45:39 +0000 https://www.practicalecommerce.com/?p=828697 An oft-overlooked benefit of B2B ecommerce tools is the value to internal sales and customer service teams. Both gain efficiencies from digital tools, resulting in happier customers that spend more money. Ecommerce gives users — internal and external — the ability to help themselves.

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]]> Checklist for a Post-pandemic B2B Surge https://www.practicalecommerce.com/checklist-for-a-post-pandemic-b2b-surge Mon, 10 May 2021 12:51:46 +0000 https://www.practicalecommerce.com/?p=468013 Many B2B businesses are already experiencing a post-pandemic surge. Certainly the revenue growth is welcome, but it can bring challenges as well. Here is a checklist to prepare for pent-up demand.

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]]> B2B’s Digital Shift Is Permanent and Incomplete https://www.practicalecommerce.com/b2bs-digital-shift-is-permanent-and-incomplete Sun, 21 Feb 2021 15:44:53 +0000 https://www.practicalecommerce.com/?p=367991 The pandemic has forced many B2B companies to add ecommerce capabilities quickly to keep orders flowing. The transformation is almost certainly permanent, changing how the companies operate. It's also incomplete.

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]]> B2B Lessons from 2020 https://www.practicalecommerce.com/b2b-lessons-from-2020 Sun, 24 Jan 2021 14:08:43 +0000 https://www.practicalecommerce.com/?p=366783 Covid-19 forced all of us to change. Companies and employees who had resisted digital innovation suddenly had no choice. Some of the changes have created value and are worth keeping. Others not so much. What follows are pandemic-induced B2B changes that will likely become permanent.

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]]> 5 B2B Ecommerce Trends for 2021 https://www.practicalecommerce.com/5-b2b-ecommerce-trends-for-2021 Mon, 23 Nov 2020 13:27:44 +0000 https://www.practicalecommerce.com/?p=363615 B2B ecommerce was already growing rapidly when the global pandemic struck in early 2020, accelerating the wholesale industry's digital transformation. And while it would be possible to list many industry shifts for the coming year, five trends could be especially disruptive.

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]]> B2B Merchants: Harness Data to Pivot, Adapt https://www.practicalecommerce.com/b2b-merchants-harness-data-to-pivot-adapt Thu, 19 Nov 2020 10:00:07 +0000 https://www.practicalecommerce.com/?p=363243 I'm hearing the word "pivot" from B2B merchants. Manufacturers and distributors are pivoting to keep up with the pace of change. The pandemic-induced change is especially challenging because of the unknown afterward, post-Covid.

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]]> Covid-19 Exposes Inefficiencies in B2B Accounts Receivable https://www.practicalecommerce.com/covid-19-exposes-inefficiencies-in-b2b-accounts-receivable Thu, 24 Sep 2020 14:26:31 +0000 https://www.practicalecommerce.com/?p=359946 The ongoing pandemic has exacerbated long-standing inefficiencies with the B2B accounts receivable process, such as manual entry, little standardization, and errant data. Accounts receivable personnel have historically overcome many of these problems, but an increase in remote work may require B2B sellers to move to a more automated or integrated process.

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]]> Getting Your B2B Team on the Digital Train https://www.practicalecommerce.com/getting-your-b2b-team-on-the-digital-business-train Wed, 16 Sep 2020 15:17:08 +0000 https://www.practicalecommerce.com/?p=358406 The pandemic has accelerated the digital transformation of many B2B companies. Implementing ecommerce and other digital tools requires rethinking how your organization operates and how it interacts with customers. It's an opportunity to improve sales and back-office efficiencies.

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]]> B2B Ecommerce That Doesn’t Break the Bank https://www.practicalecommerce.com/b2b-ecommerce-that-doesnt-break-the-bank Tue, 26 May 2020 15:46:11 +0000 https://www.practicalecommerce.com/?p=221806 Covid-19 is forcing a dilemma on many B2B merchants. They realize a robust ecommerce presence is critical to long-term viability. But they are understandably hesitant to spend money amidst the pandemic on meaningful digital upgrades. It doesn't have to be one or the other, however.

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]]> Covid-19 Accelerates Change for B2B Distributors https://www.practicalecommerce.com/covid-19-accelerates-change-for-b2b-distributors Wed, 15 Apr 2020 13:25:55 +0000 https://www.practicalecommerce.com/?p=194748 Last year, in "How to Prosper as a B2B Distributor," I addressed the urgent need for wholesale distributors to evolve. I explained the necessity of migrating to a self-serve digital shopping experience. Covid-19 has accelerated that need.

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]]> The Benefits of Subscriptions for B2B Ecommerce https://www.practicalecommerce.com/the-benefits-of-subscriptions-for-b2b-ecommerce Wed, 29 Jan 2020 19:14:22 +0000 https://www.practicalecommerce.com/?p=190343 Subscription-based ecommerce is increasingly popular for consumer goods. Examples include grocery products, pet supplies, and beauty items. But B2B merchants can offer subscriptions, too.

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]]> Ecommerce Helps Retain B2B Customers https://www.practicalecommerce.com/ecommerce-helps-retain-b2b-customers Thu, 21 Nov 2019 15:40:00 +0000 https://www.practicalecommerce.com/?p=186438 Ecommerce can help retain business buyers via expedited reordering,  real-time reporting, and improved customer service. B2B retention is often a combination of product quality, consistent delivery, contractual relationships, competitive negotiated prices, and close ties between sales representatives and their buyers.

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]]> B2B Ecommerce: Walk First, Then Run https://www.practicalecommerce.com/b2b-ecommerce-walk-first-then-run Tue, 19 Nov 2019 13:48:12 +0000 https://www.practicalecommerce.com/?p=186400 B2B ecommerce is expanding rapidly with innovative new services and marketing strategies. Much of the innovation focuses on improving personalization. However, that is typically the last step. There are prerequisites to address first.

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]]> Legacy Software Holds Back B2B Ecommerce https://www.practicalecommerce.com/legacy-software-holds-back-b2b-ecommerce Mon, 11 Nov 2019 19:08:03 +0000 https://www.practicalecommerce.com/?p=186017 Some B2B companies are relying on legacy systems that are not capable of providing the modern ecommerce experience professional buyers seek. There is a myriad of problems with old, out-dated B2B software. But four categories could describe them all.

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]]> What’s the Best B2B Ecommerce Platform? https://www.practicalecommerce.com/whats-the-best-b2b-ecommerce-platform Thu, 07 Nov 2019 22:32:31 +0000 https://www.practicalecommerce.com/?p=185858 Some estimates suggest the global business-to-business ecommerce market will be more than twice as large as retail ecommerce in 2020. Despite the market's size, many B2B sellers lag behind B2C in ecommerce technology, features, and performance.

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]]> B2B Buyers Have High Ecommerce Expectations https://www.practicalecommerce.com/b2b-buyers-have-high-ecommerce-expectations Wed, 06 Nov 2019 10:00:37 +0000 https://www.practicalecommerce.com/?p=185777 Manufacturers and distributors know that they need to offer their products online for easy, self-service ordering. But many of those same businesses fear they won't be able to meet customer expectations.

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]]> The Full Cost of a Direct-to-consumer Product https://www.practicalecommerce.com/the-full-cost-of-a-direct-to-consumer-product Thu, 17 Oct 2019 11:59:46 +0000 https://www.practicalecommerce.com/?p=184889 Deciding if your direct-to-consumer product would be profitable is more than subtracting the product's unit cost from the planned selling price. It requires estimating the full cost of bringing the product to market, selling it, and delivering it.

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]]> How to Prosper as a B2B Distributor https://www.practicalecommerce.com/how-to-prosper-as-a-b2b-distributor Thu, 26 Sep 2019 14:17:57 +0000 https://www.practicalecommerce.com/?p=184000 Distributors are easily replaced in the digital landscape. But many are prospering by emphasizing their expertise and by offering unique, value-add services. Here are a few ideas and examples.

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]]> Common B2B Mistakes, Part 5: Accessibility, Mobile, Localization https://www.practicalecommerce.com/common-b2b-mistakes-part-5-accessibility-mobile-localization Mon, 29 Jul 2019 13:19:56 +0000 https://www.practicalecommerce.com/?p=180182 This is the fifth and final post in a series in which I address common mistakes of B2B ecommerce merchants. For this installment, I’ll review mistakes related to accessibility, mobile usability, and localization.

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]]> Getting B2B Sales Teams to Embrace Ecommerce https://www.practicalecommerce.com/getting-b2b-sales-teams-to-embrace-ecommerce Tue, 23 Jul 2019 17:21:44 +0000 https://www.practicalecommerce.com/?p=179728 A sales team can determine success or failure for a B2B ecommerce program. Sales personnel have the influence and trust among customers to drive ecommerce adoption. In this post, I will share a 10-step approach for getting a B2B sales team to embrace ecommerce.

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]]> Common B2B Mistakes, Part 4: Shipping, Returns, Inventory https://www.practicalecommerce.com/common-b2b-mistakes-part-4-shipping-returns-inventory Tue, 02 Jul 2019 13:56:03 +0000 https://www.practicalecommerce.com/?p=178670 This post is the fourth in a series in which I address common mistakes of B2B ecommerce merchants. The first post addressed mistakes related to catalog management and pricing. The second described user management and customer service failures. The third post discussed glitches from shopping carts and order management systems. For this installment, I’ll review mistakes related to shipping, returns, and inventory management.

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]]> Live Chat Is Critical for B2B Ecommerce https://www.practicalecommerce.com/live-chat-is-critical-for-b2b-ecommerce Wed, 22 May 2019 13:36:59 +0000 https://www.practicalecommerce.com/?p=176054 Live chat is arguably more important for B2B sites than for B2C. The B2B purchasing process is typically complex. Buyers frequently have questions. Increasingly, they expect a live-chat function for real-time conversations. In this article, I will review the basics of building a successful live chat program.

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]]> Common B2B Mistakes, Part 3: Shopping Carts, Order Management https://www.practicalecommerce.com/common-b2b-mistakes-part-3-shopping-carts-order-management Tue, 14 May 2019 12:50:07 +0000 https://www.practicalecommerce.com/?p=175647 This post is the third in a series in which I address common mistakes of B2B ecommerce merchants. For this installment, I’ll discuss mistakes related to shopping carts, checkout, and order management.

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]]> Common B2B Mistakes, Part 2: User Management, Customer Service https://www.practicalecommerce.com/common-b2b-mistakes-part-2-user-management-customer-service Wed, 10 Apr 2019 14:33:18 +0000 https://www.practicalecommerce.com/?p=173210 This post is the second in a series in which I address common mistakes of B2B ecommerce merchants. The first post addressed B2B mistakes in catalog management and pricing. For this installment, I’ll review mistakes related to user management and customer service.

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