While many B2B sellers figure they need a store on Amazon Business to reach a larger audience, there are times when sellers have no choice but to sell on Amazon if they want their business to prosper.

That was the case three years ago when office products manufacturer File-EZ Folder Inc. lost its largest client, which accounted for about 60% of its annual sales. At the time, File-EZ had no ecommerce presence and was left scrambling for ways to replace the lost business.

Seeing no alternative to reaching a mass audience that could quickly replace the lost sales, the Spokane, Washington-based manufacturer decided to take the plunge and set up an Amazon Business store.

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