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.

Boxed's B2B Head on Selling to Businesses, Leadership, and Hiring Best Practices
April 30, 2018 at 11:22 am

In episode 142 of Total Retail Talks, Total Retail's Editor-in-Chief Melissa Campanelli interviews Neel Madhvani, head of B2B and spirits at Boxed, the online, membership-free wholesale retailer that offers direct delivery of bulk-sized packages. The interview covers a wide range of topics, including Boxed's B-to-B strategy; best practices and advice for retailers interested in adding a B-to-B channel;…

Boxed Believes New Hire Will Help Drive B-to-B Growth
January 4, 2018 at 2:57 pm

This past fall, Boxed, the online-only wholesale shopping club, announced the hiring of Neel Madhvani as its new head of sales. Madhvani will be responsible for building a B-to-B sales team at a time when businesses are accounting for a growing portion of Boxed's revenues. Madhvani has experience in this area, as he joins Boxed…