B2B Distribution

The B2B Marketplace Guide for Incumbents: Marketplace Landscape, Fighting Amazon Business, & Path to Scale

B2B marketplaces are here to stay. With dozens of startups across a number of verticals having surpassed nine figures ($100 million) in annual GMV, B2B marketplaces are already on the path to dominance in several industries, such as Agriculture, which…

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B2B Agriculture Tech: The Startup and Marketplace Landscape

B2B marketplaces are growing in many verticals within B2B distribution. Yet B2B marketplaces in the agriculture industry are the biggest by every metric: they have raised the most capital, transact the most amount of GMV and have a dominant presence…

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The Auto Parts eCommerce Landscape

Auto parts is one of the few B2B industries that has long had a robust eCommerce sector. Since the dot-com era, auto parts distribution has seen steady online sales growth. Today, an estimated $14 billion of those sales happened online…

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Startups Disrupting The Massive Industrial Supplies Sector

Industrial supplies wholesaling in the US alone is expected to reach a staggering market size of $83.3bn in 2020 (up from $75bn in 2015). The size of the industrial supplies market coupled with its high fragmentation profile, provides almost a…

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eCommerce Tools for B2B Distributors

Covid-19 has accelerated customer behavior toward digital and B2B distributors need eCommerce now, more than ever. That’s why large incumbent distributors and manufacturers should be giving eCommerce tools away for free to their smaller competitors. Yes, that was not a…

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B2B Sales Enablement: Marketplace “Stock-Out” Tools

B2B distributors, and many manufacturers, have large sales teams that could be much more valuable than they are today. B2B marketplace startups are constantly looking for additional scale, especially with COVID-19. Incumbent distributors have the scale, but a lot of…

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B2B Chemical Marketplaces and Tech Startups: Landscape and State of the Industry

Digital transformation has just become more urgent than ever before. In Chemicals in particular, Coronavirus has accelerated the need for eCommerce capabilities. As this earnings season as shown, distributors that had stronger ecommerce infrastructure fared better. This trend is only…

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Amazon Business – 2020 Report

Amazon Business continues on its path to dominate B2B distribution, the country’s largest industry. Incumbents need to act quickly to enable a future where vertical-specific B2B marketplaces can successfully compete against large, multi- category marketplaces like Amazon Business. More important…

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Marketplaces Are the Next Big Thing in B2B Chemical Distribution

eCommerce marketplaces are making a big comeback in B2B chemical distribution, and this time, they threaten to permanently change the way business is done.  It’s instructive to look back at what happened last time. Right around the time of the…

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Grainger, Zoro, and What It Will Take to Catch Up with Amazon Business

The preeminence of Amazon Business is now a fact of life. It has taken a commanding lead in the $6-8 trillion American B2B industry and will leave incumbent distributors in the dust unless they figure out how to compete. RBC…

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