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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This is a sponsored IMRG report. Your email address may be shared with the report sponsor after you download it. If you are a member but do not want to have your email address shared with the sponsor, you can request a copy by emailing membership@imrg.org

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