B2B Manufacturing & Distribution Best Practices | Handshake Blog

Sales, marketing and tech knowledge for wholesale brands and salespeople.

B2B eCommerce Definition: What Is B2B eCommerce?

May 1, 2018 by Daniella Shtemberg

If you’re a wholesale distributor or manufacturer, and you’re looking to grow your business, B2B eCommerce is likely either already part of your current business model, or soon will be. But what is it––what’s a good B2B eCommerce definition? B2B eCommerce is defined by Investopedia as, “a type of commerce transaction that exists between businesses,…Read more

Order to Cash: What It Is & Why You Should Care

April 26, 2018 by Sarah Leung

While we’ve already discussed metrics like fill rate and visit to order time on the blog, we haven’t yet talked about Order to Cash––the term that encompasses your end-to-end order processing system. From opportunity creation to order taking to billing, Order to Cash (O2C or OTC) isn’t so much a metric as it is a…Read more

How to Improve Your Order Fulfillment Process

April 24, 2018 by Monica Orrigo

The order fulfillment process refers to all the steps companies must take from the moment they receive an order until the items land in customers’ hands. For many wholesale distribution companies, an order fulfillment process might look like this: Order is received, either in person, on the phone, via email, etc. Order must be entered…Read more

Booth Design Ideas to Help You Stand Out at Trade Shows

April 19, 2018 by Monica Orrigo

Anyone who’s attended a trade show can tell you that they are essentially competitions for limited amounts of attention, and all that one-upmanship can be a little overwhelming. Fortunately, there is a definite method to trade show madness. We’ve outlined tips on pre-show marketing, preparation, booth staff training, lead generation, and guerilla marketing. In this post,…Read more

Fill Rate: What It Is and Why You Should Care

April 17, 2018 by Mandy Movahhed

It’s important to have impartial methods to measure success in wholesale sales. In our new series on wholesale metrics, we’ll cover the most critical metrics you should consider when evaluating the performance of your business. For wholesalers, one of the most salient metrics is fill rate. Fill rate is essential to the order management process and is inherently customer-centric….Read more

Supply Chain Efficiency vs. Effectiveness

April 12, 2018 by Daniella Shtemberg

Supply chain managers at wholesale distribution and manufacturing companies might think that if a process is efficient, it is also effective. In fact, that may not always be the case. But how can a supply chain be efficient, yet not effective? It can happen when a company is more concerned with internal process improvements than…Read more

Eliminate SAP Order Entry Tasks with Integrated B2B Commerce Software

April 11, 2018 by Chris Russillo

If you’re a wholesale distributor or manufacturer running SAP as your Enterprise Resource Planning system, you’re probably familiar with the SAP order entry tasks that your dedicated data entry staff or customer service teams have to do. Manual order entry can be the source of endless headaches, from errors and shipping delays to cashflow problems….Read more

Determining Your Commission Structure for Independent Sales Reps

April 9, 2018 by Mandy Movahhed

Independent sales reps are an important part of many wholesale companies’ sales and marketing strategies. Often referred to as manufacturer’s reps, independent sales reps offer wholesale brands the opportunity to extend their reach to markets far from where their company may be located and to take advantage of reps who may have existing business relationships…Read more

What is Order Management & How Can It Be More Efficient?

April 5, 2018 by Guest

What is Order Management? What is Order Management? In a nutshell, order management is all about keeping track of orders and managing the people, processes and partnerships required to fill them. It involves keeping track of the order itself and managing data around the customer: what’s their past order history? Do they pay on time?…Read more

Mobile Commerce Apps in B2B: Why Native is Best

April 3, 2018 by Mandy Movahhed

As more manufacturers and wholesale distributors make eCommerce a priority, convenient online shopping experiences are also being offered in the B2B realm. B2B eCommerce is becoming ubiquitous across every industry––from gift & homewares, to sporting goods, to food and beverage. Some businesses, however, are taking things a step further. A rapidly growing segment of eCommerce…Read more