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Digital Transformation in B2B: The Magic in the Mix

Digital Transformation in Wholesale: The Magic in the Mix

How can wholesalers execute change in a digital future? The theme of our latest paper is that – for wholesalers – multichannel beats single-channel hands-down – the magic is in the mix. Furthermore, this can be achieved simply by doing great digital B2B wholesaling.


This report – written for IMRG by Chris Jones ( and supported by Maginus and Wolseley – is based on feedback from a selection of interviews and case-studies to illustrate how B2B wholesalers in various sectors and categories have developed and implemented best practice into their multichannel B2B operations.


The paper focuses on three core areas:

  • Customer expectation and behaviour
  • B2B propositions
  • How to execute change in a digital future

Download our report to gain insights from key contributors including: The Plumb Centre, B&Q Tradepoint, Wolseley, RS Components, Grainger, ERA Home Security, Nisbets and Metro Cash & Carry.

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About IMRG

IMRG is the UK’s online retail association – a membership community offering neutral and unique resources for online retailers.

We help our members understand and improve their online retail performance through a busy programme of performance benchmarking, data analysis, insight, best practice-sharing and events.

We have been tracking online sales since 2000 – and now measure over 120 individual metrics in a series of indexes, providing in-depth intelligence on online and mobile sales, delivery trends, marketing ROI and channel performance.

Our membership community is comprised of businesses of all sizes – multichannel and pureplay retailers, multinationals, SMEs and micro retailers, as well as a wide range of solution providers to industry.


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About the Author: Chris Jones

Chris Jones is a leading freelance specialist in multichannel and e-commerce, with extensive senior-level experience as both consultant and hands-on interim.

His clients have included: major wholesalers such as METRO and Travis Perkins; top global companies such as retailers Tesco and Target and logistics provider Kuehne + Nagel; the very famous – CPG Mars, and the fashion brand Dr Martens where he was interim Global eCommerce Director; and also the very niche – a VC-backed start-up in India, a B2B website in Romania, and a consumer electronics retailer in Belarus. He has onsite client engagement experience in 16 countries. He is the author of “The Multichannel Retail Handbook – a guide to planning, implementation, operation and enhancement” now updated to its 2016 edition (ISBN 978-1-326-47257-3).

You can find him at: