B2B Customer Handbook
The B2B Customer Handbook & B2B Digital Playbook Webinar
By Mark Brohan | Updated May 2025
The B2B world is transforming. Tariffs, supply chain shifts, and demanding buyers are challenging traditional sales. To thrive, manufacturers, distributors, and sellers need connected, digital-first commerce. In today’s unpredictable global economy, pressure is mounting. Digital Commerce 360 explores how industry leaders are adapting—leveraging ecommerce, intelligent fulfillment, and connected commerce to make digital transformation a winning strategy. The rise of digital-first expectations creates significant opportunities beyond traditional sales.
How quickly do you expect tariffs to significantly affect your business?
Source: Endeavor Business Intelligence. April 2025 survey of 437 industrial business leaders.
Strategy Insights Report
B2B Customer Handbook – Digital or Die: How B2B Sellers Are Turning Ecommerce into a Survival Strategy
This Handbook examines how leading companies are responding—investing in ecommerce, smart fulfillment, and connected commerce to turn digital transformation into a survival strategy. It features in-depth case studies and expert analysis on how B2B companies like Fastenal, MSC Industrial, Global Industrial, and PartsSource are adapting to economic shocks and delivering next-generation digital experiences.
Key highlights include:
- Tariffs and Trade Risk: How new tariffs are reshaping sourcing strategies and fueling ecommerce investments
- Smart Fulfillment: How digital-first order management, logistics automation, and last-mile innovation are redefining B2B fulfillment
- Connected Commerce: Why seamless integration across platforms, marketplaces, and procurement systems is critical to staying competitive
- Case Studies: Real-world examples from QXO Inc., Resideo Technologies, Güntner, Graybar, Parts Town, and others showcasing digital success stories
- Data and Insights: Charts and survey findings on the impact of tariffs, order fulfillment challenges, and strategic ecommerce priorities for 2025
What keeps logistics order fulfillment managers up at night
Top order management, fulfillment and distribution challenges
Key takeaway: Satisfying ever-increasing customer demands is placing tremendous strains on fulfillment processes and DC managers.
Source: Peerless Research Group and Honeywell. Findings are based on information collected from 171 materials handling executives employed in the manufacturing, retail and wholesale sectors.
Upcoming Webinar
The B2B Digital Playbook: Winning with Strategy, Tech & Fulfillment
Presented by TradeCentric
Upcoming: May 15, 2025, 2:00 pm ET
This Webinar, inspired by the B2B Customer Handbook, reveals how top companies are adapting fast—aligning business strategy, technology, and fulfillment to meet the all-in digital buyer. Join us for a fast-paced session packed with real-world case studies—from Beacon’s digital pivot to Parts Town’s AI-driven service. Discover how leading B2B brands are using smart tech, agile operations, and bold strategy to turn disruption into opportunity. Whether you’re scaling digital or just starting, you’ll walk away with actionable insights to future-proof your business and thrive in a market defined by volatility and digital demand.
Webinar Speakers
Mark Brohan
Digital Commerce 360
Kevin Kazenmayer
TradeCentric
Lori McDonald
Brilliance Business Solutions