Successful ecommerce in B2B is wildly more complex than in retail. Multiple users, workflows, e-procurement, punchout, email-to-order conversion and many more challenges make it tough to succeed.

In this episode we explain why the old assumption that distributors can be “High Tech” or “High Touch” is a destructive myth.

Some distribution verticals are much more vulnerable to disruptors than others. Why was office supplies hit so hard by marketplaces but building products has hardly been affected? In this episode, Jonathan Bein and Ian Heller will talk about how different product verticals – and business models – drive varying levels of disruption vulnerability. We promise…

There is a way to get over the widely recognized “small-order” issue in distribution in a truly actionable way. Establishing and monitoring Minimum Order Quantities requires just small changes once the right building blocks are in place.

Many distributors have spent time creating a value proposition their companies rally around, but salespeople often stumble when it comes time to sell that value to prospects. Your company’s value is more than “better pricing” or “great customer service.” Instead, selling value involves a focus on the benefits for the customer.

Distributors hate returns. In addition to refunding the sale, they often have to liquidate the product and deal with the administrative hassles ranging from the customer to the supplier.

Distributors know that any digital initiative requires a great product database. Even after all these years, defining the requirements, nailing down the process, choosing the right technology and maintaining a product database is a daunting task.