In a market projected to reach $1 trillion by 2019, the stakes are high. And the top companies in the new 2018 edition of the B2B E-Commerce 300 are leading the way to that trillion-dollar mark.
The B2B E-Commerce 300 companies, ranked on their projected 2017 e-commerce sales, collectively account for $563.65 billion in e-commerce revenue. That’s 63.4% of the estimated total $889 billion in e-commerce sales in the United States for 2017 projected by Forrester Research Inc.
The average 2017-over-2016 growth rate in e-commerce revenue for the B2B E-Commerce 300—at 7.1%—validates the 7.2% increase Forrester projects for the same period for all U.S. e-commerce sales. Growth rates are often larger among smaller companies in an expanding market, since it’s easier to produce higher rates of increase from a smaller base of revenue. But the fact that the average growth rate of B2B 300 companies is in sync with Forrester’s industry-wide rate reflects the ability of many of the 300 to continue growing even after they build a large revenue base.
Among the 18 industry categories covered in the B2B E-Commerce 300, the one with the greatest growth rate—and the only one over 20%—is Mass Merchant, at 25.3%. No surprise there, with the Mass Merchant category incorporating the 30% growth rate listed for Amazon Business.
B2B companies that know how to engage customers and sell products in a strong market niche are among those that produce the sharpest growth rates in sales. In the Housewares/Home Furnishings/Appliances category, for example, Atlanta Light Bulbs, a distributor of lighting products, has the top growth rate at 348.1%, thanks in part to a “Let’s make a deal” tool that lets buyers negotiate pricing. In Office Supplies, Poppin Inc.—which upgraded its e-commerce site last year to better present inventory ranging from bulk lighting products for commercial buyers to microscope lamps for scientists—produced the highest growth rate of 56.5%.
The just-released 2018 B2B E-Commerce 300 report includes profiles of other major corporations that are at the forefront of a shift to digital commerce. The findings are analyzed in a PDF report and the full data set is available in an online database. The contents include:
- Profiles of 300 of the largest players in the industry, ranked by their 2017 online sales to business customers (database only)
- Rankings by company, including online sales range and 2017 growth (report only)
- 2016-2017 e-commerce sales figures for all 300 companies (database only)
- Vendors used by B2B sellers across 31 technology categories (database only)
- Features and functions of each B2B e-commerce site (database only)
- Eight case studies on leading B2B companies such as Amazon Business, Home Depot, Lowe’s, MSC Industrial Supply, Proto Labs, Staples, Tech Data and W.W. Grainger (report only)
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