B2B Commerce UnCut Podcast: The Unvarnished Truth About B2B eCommerce

In this episode, we’re joined by Kevin Kazenmayer, VP of Channel Development at TradeCentric, a leader in eProcurement solutions. Kevin shares his insights into the growing importance of eProcurement in B2B commerce, how TradeCentric helps businesses streamline procurement processes and the benefits of leveraging eProcurement platforms to scale operations and increase visibility across the supply chain.

Key Takeaways:

(06:51) eProcurement integrates the procure-to-pay process.
(07:00) eProcurement integrates suppliers with buyer systems.
(12:42) TradeCentric connects B2B suppliers and buyers.
(16:30) Suppliers expand markets through eProcurement.
(18:03) eProcurement platforms increase supplier visibility.
(25:57) TradeCentric automates PunchOut, orders and invoicing.
(28:18) eProcurement marketplaces target specific suppliers.
(38:00) Demand for eProcurement rises with supply chain needs.
(41:06) eProcurement sales outpaced B2B growth in 2023.

Resources Mentioned:

Kevin Kazenmayer -
https://www.linkedin.com/in/kevin-kaz19/

TradeCentric | LinkedIn -
https://www.linkedin.com/company/tradecentric/

TradeCentric | Website -
https://tradecentric.com/

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In this episode, we’re joined by Brian Beck, Co-Founder of Master B2B eCommerce. Brian discusses the evolving landscape of B2B commerce, emphasizing the importance of adapting to changing buyer preferences and leveraging omnichannel strategies.

Key Takeaways:

(00:03) The importance of resourcing to support eCommerce platforms.
(03:00) Digital leaders must align different business units for ROI.
(08:30) Metrics beyond eCommerce penetration are crucial.
(12:00) Understanding customer share of wallet is vital.
(15:45) The impact of Amazon on B2B sales and distribution.
(19:00) Empowering salesforces with digital tools is key.
(24:00) Distributors must adapt to stay relevant in the market.

Resources Mentioned:

Brian Beck - https://www.linkedin.com/in/ecommerceexpertbeck/
Enceiba - https://www.enceiba.com
Master B2B eCommerce | LinkedIn - https://www.linkedin.com/company/master-b2b-ecommerce/
Master B2B | Website -https://www.masterb2b.com

Thanks for listening to the B2B Commerce UnCut: A Journey Through Change, powered by Oro. If you enjoyed this episode, leave a review to help get the word out about the show. And be sure to subscribe so you never miss another insightful conversation.

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In this episode, we’re joined by Stephen T. Hopper, Founder and Principal at Inviscid Consulting. Stephen brings decades of experience in supply-chain operations and shares valuable insights on optimizing processes before introducing automation. He explores the importance of being requirements-driven rather than solutions-driven and highlights the need to extract the maximum potential from existing resources before considering automation. Stephen also emphasizes the role of on-the-ground workers in generating the best ideas for process improvements and draws attention to how businesses can benefit from their insights.

Key Takeaways:

(01:51) Inviscid Consulting’s unique name origin explained.
(05:09) Two buckets of supply chain, planning vs. execution.
(08:54) Automation should be a tool, not a goal.
(12:45) Shipping and fulfillment is the least automated area.
(24:14) Engage the workforce to uncover hidden efficiencies.
(25:23) The plank parable — environment matters in performance.
(33:39) Focus on small, incremental improvements.

Resources Mentioned:

Stephen T. Hopper -
https://www.linkedin.com/in/stevehopper/

Inviscid Consulting -
https://www.linkedin.com/company/inviscid-consulting

Georgia Institute of Technology -
https://www.gatech.edu/

Tucker: The Man and His Dream - IMDB -
https://www.imdb.com/title/tt0096316/

ProMat Trade Show -
https://www.promatshow.com/

MODEX Trade Show -
https://www.modexshow.com/

Enhancing Operations and Customer Engagement with B2B Workflow Automation - https://eu1.hubs.ly/H0cdkPL0

Thanks for listening to the B2B Commerce UnCut: A Journey Through Change, powered by Oro. If you enjoyed this episode, leave a review to help get the word out about the show. And be sure to subscribe so you never miss another insightful conversation.

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Luká Yancopoulos, Co-Founder and CEO at Grapevine Technologies, joins us to share insights on how the company was born out of a need to address inefficiencies in the healthcare supply chain. Grapevine’s platform connects clinics with multiple suppliers, offering a solution that democratizes the buying process and improves supply chain reliability.

Key Takeaways:

(01:41) How Grapevine Technologies started in response to the COVID-19 pandemic.
(04:53) The importance of solving healthcare supply chain disruptions.
(08:06) How Grapevine Technologies links clinics with multiple suppliers.
(11:19) The benefits of creating options to reduce costs and address supply shortages.
(14:32) The impact of supply chain inefficiencies on patient care and costs.
(17:45) How Grapevine Technologies reduces healthcare spending by introducing alternative suppliers.
(20:58) The role of real-time data in optimizing procurement and predicting supply chain issues.
(24:11) The vision for the future of Grapevine Technologies in transforming the healthcare industry.

Resources Mentioned:

Luká Yancopoulos -
https://www.linkedin.com/in/luk%C3%A1-yancopoulos-50051a1a8
 
Grapevine Technologies -
https://www.go-grapevine.com/
 
US Customs -
https://www.cbp.gov/
 
FDA Medical Device Databases -
https://www.fda.gov/medical-devices/device-advice-comprehensive-regulatory-assistance/medical-device-databases

Thanks for listening to the B2B Commerce UnCut: A Journey Through Change, powered by Oro. If you enjoyed this episode, leave a review to help get the word out about the show. And be sure to subscribe so you never miss another insightful conversation.

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In this episode, we’re joined by Jennifer Polce, Vice President, Client Strategies and Solutions at Izba. Jennifer shares her extensive experience in the consumer product space, focusing on supply chain and operations consulting for fast-growing brands.

Key Takeaways:

(00:55) Jennifer’s experiences and background in supply chain and operations.
(02:03) The role of izba in helping brands improve efficiency and reduce costs.
(04:00) Experiences with consumer electronics distribution in Australia.
(06:15) The importance of being hands-on in the early stages of a business.
(12:00) Steps involved in setting up a supply chain for startups.
(18:30) Challenges of last-mile delivery and returns in direct-to-consumer models.
(24:00) Tips for brands entering the wholesale market.
(30:45) Adding new sales channels without overwhelming the business.

Resources Mentioned:

Jennifer Polce -
https://www.linkedin.com/in/jenpolce/

Izba -
https://www.linkedin.com/company/izba-consulting/

Izba Website -
https://www.izba.co/ 

Thanks for listening to the B2B Commerce UnCut: A Journey Through Change, powered by Oro. If you enjoyed this episode, leave a review to help get the word out about the show. And be sure to subscribe so you never miss another insightful conversation.

#eCommerce #B2BeCommerce #DigitalCommerce

In this episode, we’re joined by Jack Ampuja, a specialist in supply-chain management, a dedicated educator and the President of Supply Chain Optimizers. Jack discusses the critical role of eCommerce logistics, the challenges businesses face in optimizing their supply chains and the importance of adopting digital strategies. He provides valuable advice for manufacturers, distributors and retailers looking to enhance their operational efficiency and navigate the complexities of eCommerce.

Key Takeaways:

(03:09) Challenges in logistics for eCommerce and the search for cost-effective delivery solutions.
(05:09) Comparison of B2B and B2C eCommerce adoption and the need for competitive pressure to drive B2B change.
(08:12) The interdisciplinary nature of eCommerce and the need for dedicated leadership.
(11:13) Challenges of scaling eCommerce operations and the necessity of reconfiguring systems for efficiency.
(15:08) Balancing direct-to-consumer sales with maintaining relationships with distributors.
(20:01) The importance of leveraging customer feedback to drive eCommerce adoption.
(23:23) Strategies for effective product marketing and cross-selling in eCommerce.
(25:37) The value of starting small in eCommerce and learning through gradual implementation.

Resources Mentioned:

Jack Ampuja -
https://www.linkedin.com/in/jack-ampuja-a3b275/

Supply Chain Optimizers | LinkedIn -
https://www.linkedin.com/company/supply-chain-optimizers/
 
Supply Chain Optimizers | Homepage -
https://e-commerceoptimizers.com/

Thanks for listening to the B2B Commerce UnCut: A Journey Through Change, powered by Oro. If you enjoyed this episode, leave a review to help get the word out about the show. And be sure to subscribe so you never miss another insightful conversation.

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In this repurposed episode, originally a webinar, Michael Vax, Founder of CommerceIsDigital, a seasoned B2B eCommerce expert, joins us from sunny Barcelona. Michael, a legend in the B2B eCommerce world, lends his time and expertise to discuss the future of digital commerce and the intricacies of B2B transactions.

Key Takeaways:

(05:26) Michael’s B2B eCommerce consulting and training efforts.
(08:13) The distinct expectations of B2B buyers vs B2C consumers.
(10:25) Emphasis on B2B buyers' focus on job-related purchasing.
(15:04) Friction is necessary in B2B purchases and contrasts with B2C.
(19:08) Expectations for a digital buying process in B2B settings.
(21:06) Collaborative buying processes in B2B and stakeholder roles.
(22:22) Integration of sales support and expertise in digital buying.
(24:56) The utility of multiple shopping carts in organizational purchasing.
(26:46) Challenges in B2B product discovery due to complex product data.
(28:45) Importance of guided selling for complex B2B purchases.
(32:56) Potential of AI in enhancing B2B buyer experience and associated.

Resources Mentioned:

Michael Vax -
https://www.linkedin.com/in/michaelvax/

CommerceIsDigital | LinkedIn -
https://www.linkedin.com/company/commerceisdigital/

CommerceIsDigital | Website -
https://commerceisdigital.com/

Thanks for listening to the B2B Commerce UnCut: A Journey Through Change, powered by Oro. If you enjoyed this episode, leave a review to help get the word out about the show. And be sure to subscribe so you never miss another insightful conversation.

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In this episode, we’re joined by Robin Lieberman, Owner and President of MF Supply, a key supply chain partner and distributor serving manufacturers in New Jersey. Robin shares her experiences and insights on how strategic decisions in adopting eCommerce and marketing innovations have driven business growth and resilience during challenging times.

Key Takeaways:

(04:24) The challenging economic climate at the end of 2018 and beginning of 2019.
(05:03) Incremental growth through automation and local engagement.
(06:31) The strategy to distribute masks via eCommerce to support essential businesses during the pandemic.
(07:19) Expansion of product lines to include more emergency supplies like hand sanitizers and gloves.
(11:07) Details on the types of products MF Supply specializes in and their approach to customer service.
(17:41) Robin's strategy for providing quick and cost-effective solutions to common supply issues.
(23:17) The impact of marketplaces on traditional business models in the fastener industry.
(25:16) Strategic decisions behind the move to eCommerce for MF Supply.
(34:52) Future goals for enhancing MF Supply's digital presence and customer engagement strategies.

Resources Mentioned:

Robin Lieberman -
https://www.linkedin.com/in/robinlieberman/
 
MF Supply -
https://www.mfsupply.com/
 
BE 2.0 (Beyond Entrepreneurship 2.0): Turning Your Business into an Enduring Great Company -
https://www.amazon.com/BE-2-0-Beyond-Entrepreneurship-Business/dp/0399564233

Thanks for listening to the B2B Commerce UnCut: A Journey Through Change, powered by Oro. If you enjoyed this episode, leave a review to help get the word out about the show. And be sure to subscribe so you never miss another insightful conversation.

#eCommerce #B2BeCommerce #DigitalCommerce

In this episode, we welcome Kevin Pearson, eCommerce Project Manager, and Sean Cummings, Director of eCommerce, both of UFP Industries. This recording is from a panel at B2B Online, repurposed for this episode. Kevin and Sean discuss the journey of adopting digital commerce within UFP Industries, driven by the demands of major customers like Home Depot and Lowe's. They share insights on overcoming internal resistance, the importance of internal marketing, and the steps taken to implement a successful B2B eCommerce platform.

Key Takeaways:

(01:08) Internal marketing for digital transformation in manufacturing or distribution is crucial.
(04:16) Current users of the new eCommerce site include independent retail customers and sales teams.
(05:06) Benefits of the new site include online ordering, order history, invoices and updated pricing.
(05:40) Home Depot and Lowe’s forced UFP into eCommerce, leading to strategic transformation.
(08:17) The discovery phase with Access Digital helped gather necessary information and plan the site.
(10:21) Stakeholder involvement and the agile approach to help keep everyone updated and engaged.
(12:27) Continuous internal selling and media blitz to maintain momentum post-launch.
(14:16) Quick pivots based on feedback to address user experience and interface issues.
(15:06) Empower project managers to be marketers and prepare for unknown challenges​​.

Resources Mentioned:

Kevin Pearson -
https://www.linkedin.com/in/kevin-pearson-338b06260/

 Sean Cummings -
https://www.linkedin.com/in/seancummingsil/

UFP Industries -
https://www.ufpi.com/

Thanks for listening to the B2B Commerce UnCut: A Journey Through Change, powered by Oro. If you enjoyed this episode, leave a review to help get the word out about the show. And be sure to subscribe so you never miss another insightful conversation.

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In this episode, we’re joined by Giles Taylor, Founder, Owner, and President of Trans-Solutions, Inc., an expert in online marketing, supply chain and logistics. Giles accrued his experience from his maritime academy days to his leadership roles in various sectors. He offers an in-depth insight  into the complexities and solutions in logistics and supply chain management.

Key Takeaways:

(03:51) Explanation of Transportation Management Software and its tiers.
(05:19) Adoption trends of TMS, highlighting affordability through SaaS solutions.
(06:08) Introducing a two-phase approach for evaluating and implementing TMS.
(08:44) Case study: A food retailer saves on logistics by changing shipping terms.
(10:13) Case study: A company reduces transportation costs by switching to rail.
(17:28) Disadvantages of shipping consolidation with a single carrier.
(20:02) Significant changes are predicted in supply chain through advanced AI and ML.
(25:16) Understanding true service delivery costs for supply chain optimization.
(29:56) Diversify information sources to enhance business decisions.

Resources Mentioned:

Trans-Solutions, Inc. - https://www.linkedin.com/company/trans-solutions-consulting/
Freight Rate Negotiation: Five Things Carriers Don’t Want You to Know - https://22211407.fs1.hubspotusercontent-na1.net/hubfs/22211407/5-Things-Carriers-Dont-Want-You-To-Know-fnl.pdf

Thanks for listening to the B2B Commerce UnCut: A Journey Through Change, powered by Oro. If you enjoyed this episode, leave a review to help get the word out about the show. And be sure to subscribe so you never miss another insightful conversation.

#eCommerce #B2BeCommerce #DigitalCommerce