Is eCommerce Right for Your Distribution Operation?

eCommerce can be an intimidating consideration for B2B distributors. Especially if you still find success using traditional B2B commerce methods, the threat of disrupting these methods may dissuade you from considering eCommerce as a viable option.

However, times are changing.

In the past decade, trends in B2B commerce methods have leaned greatly toward the convenience of eCommerce. According to a 2025 SellersCommerce survey, an estimated “64% of new-age B2B buyers prefer digital channels over traditional.” And, with a projected 14% increase in B2B digital buying (from 30% to 44%) by 2027, the increased buyer’s desire for B2B eCommerce options is showing no signs of slowing down [1].

But is joining this growing trend worth it for your distribution operation?

Showing the benefits of eCommerce may help you decide.

With the growing number of buyers that prefer eCommerce for B2B distribution, consumer behaviors and competitive pressure may have already affected your business. Simultaneously, traditional sales methods (i.e. phone orders, field sales, email orders, printed catalogs, etc.) still provide great success for many B2B distributors.

So, if traditional B2B methods still provide success, where exactly does eCommerce improve business?

1. Operational Efficiency

eCommerce boosts operational efficiency by speeding up sales cycles, improving cost savings, and automating operational processes. According to McKinsey, sales cycles are reduced by up to 50% with the use of B2B eCommerce systems, while other B2B data from Keeve shows that around 80% of B2B companies reported notable cost savings through eCommerce adoption. These elements often combine to streamline the efforts of your operation, allowing sales reps to fulfill orders faster while saving your money to devote to more long-term goals.

2. Data and Customer Insights

eCommerce platforms—especially those that integrate with your ERP—can provide you with valuable data and information. The increased data analytics and potential data automation can both improve operational efficiency and provide strong, accessible customer insights for effective marketing. This is especially relevant, as about 93% of B2B buyers start their purchasing journey online while looking for the information, resources, and products they need [3]. Being able to capitalize on this with effective insights and data from an eCommerce platform is therefore a huge advantage.

3. Thorough eCommerce Integration

With the B2B market growing rapidly, having an integrated eCommerce platform for your distribution operation can allow you to grow with it. An integrated platform will allow you to grow by improving the efficiency with which customers interact with your business, especially by reducing manual order entry. Based on research pulled from various sources, manual order entry can cost distributors anywhere between $50,000 to $5 million USD, depending on the size of the distribution operation. And, with a general estimated human error rate of 1-4%, increased automated reordering and self-service capabilities with integrated eCommerce can eliminate virtually all these losses. As such, the time and money saved from improved automation will allow you to devote more time and resources toward sustainable growth.

4. Compatibility and Enhancement with Traditional Sales Methods

eCommerce doesn’t have to replace the success of your traditional sales methods. In fact, it usually enhances them. Accordingly, McKinsey finds that hybrid selling models are able to drive up to 50% more revenue simply because allowing they allow for deeper customer engagement, as you are able to locate and cater to more buyers. Hybrid models also allow you to automate reordering processes and streamline general sales procedures, again improving efficiency to take pressure off your sales reps. So, while traditional methods work well, they may work even better with an eCommerce model that enhances them.

These 4 benefits are just a few examples of the many advantages to having eCommerce. As these suggest, failing to adopt a B2B eCommerce platform can put your business at a competitive disadvantage. Regardless of the benefits, you may still be unsure about what adopting an eCommerce strategy would look like.

If this is the case, you’re not alone. Yet by making the right considerations and talking to a tech partner about your distribution operation, the process of adopting eCommerce doesn’t have to feel so overwhelming.

The benefits of adopting eCommerce might sound nice, but the process of implementing it might make you hesitant.

To get an initial idea of what implementing eCommerce will look like for you, the best first step is to consider what your distribution operation looks like and what you hope to achieve with eCommerce. Some of these considerations include:

• The Size and Scale of Your Operation: It’s important to understand the scale of your operation, as it will help determine both the complexity of implementing an eCommerce strategy as well as what platforms are suitable for your business. Things like the number of relevant employees, buyers, locations, SKUs, data, etc. are important.
• Your Market: What do you sell? Who do you sell to? Where do you sell? How diverse is your inventory? What does your competition look like? Each of these points can help you research and decide how you might want to model your B2B eCommerce strategy to capitalize on your market.
• Your Goals: The goals you want to achieve with eCommerce are crucial. Are you looking to scale your B2B operation? Expand your market to reach more buyers? Adopt new business tools? Drive more sales within your current market? Whatever your goals may be, determining what you want to achieve when adopting eCommerce is the most crucial point when considering the right eCommerce platforms and strategies for you.

Making these internal considerations can help determine what eCommerce strategies and platforms are viable for your operation, or whether eCommerce is right for you. With the help of a tech partner, you can determine what kind of staffing, features, and content you will need to reach your eCommerce goals [5].

Taking the leap toward creating a B2B eCommerce is often a big undertaking. Yet the B2B market is calling for it, and the benefits are becoming increasingly important. As such, for virtually every distributor looking to stay relevant and grow, adopting B2B eCommerce is a must.

Choosing an eCommerce platform that enhances your traditional sales methods, streamlines your operations, and reaches more buyers in a booming online B2B environment is a modern key to success.

And though it may seem overwhelming, your business won’t have to go it alone.

Talking to a tech partner like Kore Technologies can help determine your eCommerce needs. With over 25 years of experience supporting distributors—ranging from online sales novices to eCommerce veterans—Kore knows how to lead you to success.

Kore’s solution, Kore Commerce, is backed by a knowledgeable team that’s ready to answer your questions and determine the right approach for your B2B eCommerce needs.

The platform itself offers a suite of intuitive B2B and eCommerce features, including (but not limited to):

• Integration with ERP
• Enhanced Search Capabilities
• Sales Analytics and Reporting
• Embedded PIM (Product Information Manager)
• Dynamic Pricing Engine
• Secure Online Payment
• Purchase History
• Real-Time Shipping
• Invoice Management
• Real-Time Tax Calculations
• Freight Management Tools

Overall, Kore Commerce provides massive benefits in efficiency and cost savings for distributors. Backed by a team of eCommerce experts, it is a reliable, high-performance platform that will grow your site and generate success for your distribution operation.

So no matter where you are in your eCommerce journey, the team at Kore is ready to help choose a solution that’s perfect for you.