Why Brick-and-Mortar Stores Are Essential to Office Depot's B-to-B Services Transformation
February 24, 2020 at 1:09 pm

In episode 235 of Total Retail Talks, Editor-in-Chief Joe Keenan interviews Kevin Moffitt, chief retail officer at Office Depot. Listen in as Moffitt discusses Office Depot’s transformation from a B-to-C office supplies retailer to a business services platform, why the brand is making this transition, and how the brand's history plays into that decision. Moffitt shares…

Why Product Information Management is Fundamental to Omnichannel Success
January 16, 2020 at 9:14 am

B-to-B organizations aren't immune to the omnichannel trends impacting the B-to-C space. A recent inRiver survey found that 80 percent of B-to-B organizations are facing more competition than five years ago, requiring companies to transform and deliver experiences that stand out from the crowd. However, something is hindering businesses from achieving this. The amount of…

Cart Abandonment Issues? It Might Be Your Outdated Payment Processes
December 4, 2019 at 11:11 am

B-to-B retailers are in a constant struggle with cart abandonment. While sellers may be quick to point fingers at the product or blame customer indecision, it’s quite often outdated payment processes that leave buyers unsatisfied and running to the competition. The fact is customer expectations are evolving. And even in the B-to-B space, customers want…

How B-to-B Retailers Can Embrace the Growing Trend of Showrooming
July 2, 2019 at 10:48 am

Digital devices have reshaped B-to-B shopping habits, but not in the ways you might expect. Many online purchases are made after your business customer has visited your brick-and-mortar store to browse and test a product. Essentially, local stores are becoming showrooms for online shoppers. This practice, known as showrooming, has taken off in recent years.…

Office Depot, Alibaba Partner for Online B-to-B Store
March 5, 2019 at 2:43 pm

Office Depot is teaming up with Chinese e-commerce giant Alibaba, as both companies hope to benefit from the other's strengths to win over American small business owners. On Monday, Office Depot and Alibaba.com announced a partnership aimed at American small and midsized businesses, tapping into the B-to-B market in the U.S. The two companies are…

3 Ways to Build Stronger B-to-B Customer Relationships
August 24, 2018 at 8:25 am

If you can compare customer relationships to romantic ones, you could say that B-to-C customer relationships are like a first date, whereas B-to-B is more of a long-term committed courtship. When you're trying to appeal to a B-to-C consumer, the point is to make your brand and product as attractive as possible, capture their interest,…

Why 2018 is the Year to Amplify B-to-B E-Commerce Sales
July 13, 2018 at 10:37 am

Consumer brands were much quicker to embrace e-commerce than their B-to-B counterparts, but that has been changing rapidly in recent years. Fueled by a need to boost sales and a new generation of individuals responsible for making purchasing decisions, B-to-B companies are increasingly warming up to digital options. However, as B-to-B brands increasingly embrace e-commerce,…

BigCommerce Survey Identifies E-Commerce as a Growing Component of B-to-B Sales
May 9, 2018 at 6:51 pm

B-to-B e-commerce, much like the broader e-commerce industry, is on the rise and merchants feel especially optimistic about its upward trajectory, according this survey from e-commerce platform BigCommerce. Eighty-three percent of B-to-B merchants that don't yet have an online sales channel expect to add one within the next 24 months. Eighty percent of merchant respondents currently accept B-to-B orders online, and 78 percent of those have enabled e-commerce purchasing for at least two years.