Institute for Local Self-Reliance's article on Revenue Management was released in December 2021. This report finds that Amazon is exploiting its position as a gatekeeper to impose steep and growing fees on third-party sellers. Even as these exorbitant fees bankrupt sellers, they are generating huge profits for Amazon, a fact that...

Digital Commerce 360's article on Revenue Management was released in January 2022. Rather than being “an invisible cog” in an online marketplace operated by a large tech company, B2B sellers should build their own ecommerce portal designed to address the complex purchasing needs of today’s buyers, writes Boris Lokschin. "I know that...

Strategic Finance's article on Revenue Management was released in November 2021. Over the past century, accountants and analysts have been successfully employing management models and establishing causal drivers in partnership with executives to achieve strategic objectives involving costs and investments. This same work can and should be extended to sales and...

This value proposition gives small distributors a variety of capabilities, including a way to get a good website with a wide range of products and good searching and buying capabilities at a low cost. Another potential challenge is that marketplaces ensure that they own the customer relationship and hold the third-party...

Building an effective ecommerce experience for your customers is a journey that will undoubtedly create some exciting opportunities for your business, but it’s crucial to test and measure ecommerce performance, writes Susanne Adam, a principal solution manager at SAP for wholesale distribution. Measuring brand equity Measuring customer experience Measuring ease...

Driven by convenience and personalization, B2B buyers are flocking to more sales channels to buy the products they need. To build market share, meanwhile, distributors can follow a 3-pronged strategy to become the go-to-supplier in their market Define your strategic goals Develop an operational plan with required business capabilities Optimize...

As the eCommerce space gets even more crowded, brands are competing for profitability and looking for ways to distinguish themselves from their competitors. Managing and presenting products well in front of the customer has become a significant part of this exercise. Customized Attribute Management Superior Category Management Batch Product Modifications ...