Multichannel wholesale in 2016: the magic is in the mix
What best practice exists for running successful multichannel B2B operations?
This report – written for IMRG by Chris Jones (Redsock.biz) and supported by Maginus and Wolseley – is based on feedback from a selection of interviews and case-studies to illustrate how B2B wholesalers in various sectors and categories have developed and implemented best practice into their strategies.
The theme of this paper is that – for wholesalers – multichannel beats single-channel hands-down – the magic is in the mix. Furthermore, this can be achieved simply by doing great digital B2B wholesaling.
Some of the key themes emerging from this report:
- Do the basics brilliantly – make it as easy as possible for your customers to do business with you, whenever and wherever they need to do so
- Establish a single view of your business – customers, products, prices, channel stock and orders
- Personalise – both the front-end and back-end; make it relevant to every single customer, as well as every employee who deals with them
- Exhibit your category leadership – you are experts in your particular category; parade that expertise online
- Use digital – create category-expert tools and services that serve your customers in their daily work
- Reinvigorate EDI – as a digital trading channel for the 21st century for your most valuable customers
- Exploit multichannel – deliver ‘ecommerce with a human touch’
- Get the whole organisation on board – the magic is in the mix…
This report is supported by:
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