B-to-B

Amazon.com has had a major influence on the retail industry and how brands have had to react to the online leader, from the cost and speed of shipping to technology spend. In Total Retail’s survey and report, The Amazon Effect: How Retailers Are Adapting Their Businesses to Better Compete With the Industry Leader, respondents shared…

Office workspace company HON used a direct mail brochure to provide some thought leadership to its dealers.

Office workspace company HON used a direct mail brochure to provide some thought leadership to its dealers. Mailer Name: The HON Company Date Mailed: February 2017 The HON Company is a designer and manufacturer of workstations, tables, desks, chairs and storage solutions. It sells them through dealers as well as online retailers. This B-to-B direct […]

Struggling department store chain J.C. Penney is taking aim at a potential new set of customers: other businesses. J.C. Penney, which last week reported a dismal first quarter and whose shares are trading near all-time lows, said on Thursday it planned to leverage its new home services business to try to win more sales from…

As the retail industry continues to transform, it's no secret that all sectors are looking for ways to minimize friction and improve the customer experience. While B-to-C retailers have been working on this for the past several years, B-to-B brands and manufacturers are just now beginning to realize the importance of connecting directly with customers…

Staples said on Thursday it was closing another 70 stores in North America amid sharp sales declines in its top market and a continued pivot to business services and away from brick-and-mortar for the leading office supplies retailer. Comparable sales, which excludes the impact of newly opened or closed stores, fell 7 percent in the fourth…

Consumer behavior and expectations have changed. The new buying experience with online shopping is putting retailers and their suppliers under pressure to deliver more goods, to more locations, faster. To compete in today's hypercompetitive landscape, retailers should reimagine the supply chain as a digital supply network that combines services, talent and information. B-to-B cloud technologies…

In episode 65 of Total Retail Talks, Jim Garlow, director of marketing operations at CDW, a leading B-to-B retailer of computers, hardware, software and IT solutions, talks about how the company is managing the customer experience through all the different ways it interacts with and markets to its customers. Garlow discusses CDW's strategy for segmenting…

Join us to learn how to steer clear of the pitfalls and avoid the top tax and duty mistakes retailers make when selling cross-border.

All too often employees work toward individual goals rather than operating with a team mentality. And while individual efforts are great, a sales team that lacks cohesiveness can have a big impact on a company’s success. So, how does one foster an environment of teamwork? These tips are a great place to get your team…