B2B eCommerce Case Studies Podcast Episodes

B2B eCommerce is a pretty different area! We get the occasional B2B eCommerce guest on the show – so thought it would be useful for our B2B eCommerce listeners to have a page where they can devour all our B2B eCommerce podcast interviews.

Here we have both those running an eCommerce site serving a B2B customer base, and those running an eCommerce site serving B2C customers, and also wholesaling their products to other businesses

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Listen to all our B2B eCommerce Case Studies Episodes on the Podcast:

gloveglu’s Winning Strategy in Mastering Wholesale, D2C, and Marketplaces + Scaling to 8 Figures (episode 486)

Paul Sherratt is the founder and CEO of gloveglu, a global sports brand specialising in goalkeeper products and services. Founded in 2010, they now sell via their Shopify store, marketplaces, and wholesale. In 2023, gloveglu sold to over 80 countries, growing at 45% year on year with annual sales on track for £2.5 million in…
How Priory Direct is Changing B2B eCommerce with Sustainable Packaging (episode 482)

Josh Pitman is the Managing Director at Priory Direct, purveyor of Planet Friendly packaging, and certified B Corp. Founded in 2006, Priory Direct is the eCommerce side of the Priory Business Group. Running sales via their bespoke website, and customer service team, they now supply over 21,000 UK businesses.
Boosting B2B Experience on Shopify with Ian Leslie, Industry West (episode 466)

Ian Leslie is the CMO at US homewares brand Industry West. It all started with Industry West in 2010… now they have a Shopify store and B2B sales reps, with sales of over $20m a year.
Balancing Wholesale and D2C eCommerce Growth with Maxim Gelmann, Stroodles (episode 464)

Maxim Gelmann is the founder and Chief Stroodle at Stroodles, DTC sellers of eco-tableware. Founded in 2018 they now sell via a B2B trade site, a B2B sales team and a D2C site, both built on Shopify. With sales to over 250 businesses in the hospitality industry.
Sustainable Packaging That Saves 15,000 Tonnes of Emissions for Brands with Saloni Doshi (episode 442)

CEO and Chief Sustainability Geek at EcoEnclose, Saloni Doshi, joins the show today to talk about sustainable packaging and so much more. They are a B2B eCommerce store selling sustainable packaging solutions on the BigCommerce platform. Founded in 2015 they now do over $25 million a year and in 2022 alone brands using their products…
How Swag.com grew their B2B eCommerce sales 1,999% in 3 years with Jeremy Parker (episode 298)

Jeremy Parker is the co-founder and CEO at Swag.com a B2B eCommerce business revolutionising the world of promotional products since 2015. They have a 3 year revenue growth of 1,999% and ranked 218 on the 2020 Inc 5000 list.
Selling services on Shopify with Izabela Russell from Music Radio Creative (episode 296)

Izabela Russell is the CEO at Music Radio Creative. Founded in 2006 they sell a range of services, software, and courses to businesses, radio stations, podcasters, live streamers and YouTubers.
Adapting a complicated business fast with Andrew Steel from Charles Bentley (episode 294)

Andrew Steel is the eCommerce Director at Charles Bentley, founded 160 years ago as manufacturer of chimney sweeping brushes, they now balance selling brushes and cleaning products via wholesale and dropshipping to some of the UK’s largest retailers and running their own home and garden eCommerce store. Employing over 150 people, and manufacturing over 2m…
The joys of doing everything in house with Sam Grant from Toolstop (episode 292)

Sam Grant is the Digital Marketing Manager at Toolstop, where he juggles the needs of both the B2C and B2B eCommerce sites. Toolstop launched in 1965 and they now do 9,000 orders a month across the two sites.
Test, test, test your way to £20m/year with Aynsley Peet from Cox and Cox (episode 285)

Aynsley Peet is the Head of eCommerce at Cox and Cox, a UK homeware retailer. The business was founded in 2001 and sales are close to £20m per year; selling online, mail order, and B2B.
Kajetan Wyrzykowski Head of Content at Packhelp on B2B eCommerce business and your content strategy (episode 274)

Kajetan Wyrzykowski is the Head of Content at Packhelp. A B2B eCommerce business selling bespoke packaging supplies to companies including H&M, Google, Wrangler, T Mobile and more. They launched in 2016 and now have over 16,000 customers and make over half a million boxes a quarter. We talk about your content strategy, the importance of…
Using your products to market your website with Luke Peters from Newair (episode 243)

Luke Peters is the CEO of NewAir, according to Inc magazine one of the fastest growing privately held eCommerce businesses in America. Selling all sorts of heating and cooling appliances to consumers they’ve recently shifted their sales focus to encompass selling via Walmart, Amazon, Home Depot, Wayfair and more. Luke’s grown Newair from a side…
When wholesale becomes marketplaces and B2B eCommerce with Ken Kline of VHC Brands (episode 208)

Ken Kline is CEO and co-founder at VHC Brands, wholesaling premium home décor – think bedding, curtains, rugs and more. The business was founded in the 1980s and since 2015 has pivoted from using traditional sales channels into a B2B eCommerce operation with teams in the USA, India and China. In 2018 they achieved over…
Justin King Author of “Digital Branch Secrets” B2B eCommerce for distributors and wholesalers (episode 201)

Today we’re diving into the world of B2B eCommerce – so selling to other businesses via eCommerce channels rather than selling to consumers. I know we have a fair few of you B2B bods out there listening – so I hope you find today’s episode useful. There’s also going to be plenty for those of…
Richard O’Connor First Mats – using SEO to rapidly grow a new B2B eCommerce business (episode 196)

This episode is part of our 2019 eCommerce MasterPlan Growth Series sponsored by Omnisend, the all-in-one marketing automation platform that empowers ecommerce marketers to boost sales with omnichannel tools. Richard O’Connor is the Marketing and Strategy Director at First Mats, a B2B eCommerce retailer selling industrial and commercial floor matting. They launched in Jan 2017 and…
Growing a B2B Subscription eCommerce business to 7-figures in 1 year – Jonathan from Penji (episode 178)

In this episode we’re taking a dive into a different type of subscription eCommerce business, it’s a bit like SaaS (software as a service), and it’s selling a service rather than a physical product. But there is a subscription, and it is bought online… so it counts as eCommerce! Our special guest is … Johnathan…
40% year on year growth by focusing on customer service with Gary Amstutz of Sticker and Label (episode 168)

Gary Amstutz has been running eCommerce businesses since 2005. Serving the B2B office supplies market in South Africa. For Gary it all started with RubberStampSA.co.za, and he now also runs BusinessCardSA.co.za, NameBadgeSA.co.za, PlanPrintSA.co.za and StickerandLabelSA.co.za. Across those 5 Gary and team serve over 40,000 customers across South Africa.
Adapting to changing markets, niche sites, and drop ship with Brian O’Donnell of Map Marketing (episode 161)

Brian O’Donnell is the Managing Director at Map Marketing. They launched over 40 years ago, and have sold over 1 million personalised map jigsaws! For every gift eCommerce business I’ve worked for Map Marketing products have been a season after season best seller. As well as selling via resellers in the UK, USA, Europe and…
Licensing, managing B2B resellers, product creation, and the power of outsourcing with Craig Wolfe of Celebriducks (episode 127)

Craig Wolfe is the President at Celebriducks – the world’s number 1 rubber duck manufacturer! They launched in 1997 and have now sold millions and millions of ducks!. Selling via wholesale and direct to consumer on their website. This episode is sponsored by: dotmailer dotmailer is a SaaS marketing platform that enables companies to create, test…
Ramp’s Neil Cocker – selling tshirts via B2B eCommerce. The importance of Live Chat, Trust and Funnels (episode 123)

Neil Cocker is co-founder of Ramp Tshirts, the world’s fastest, smartest custom tshirt ordering site for teams and events. Last year they moved from Wales to Bulgaria to drastically reduce their costs, and are a little bit obsessed with efficiency and conversion rates. They launched in early 2016 and already have a six-figure turnover. This…
Naturalicious’ Gwen Jimmere on understanding your customer to grow your business in the hair care market (episode 118)

Gwen Jimmere is the founder and CEO of Naturalicious home of the Hello Gorgeous Hair Care System which is all about helping ladies get their hair looking awesome, quicker. After launching in 2013 Naturalicious has become one of America’s fastest growing haircare brands and now ship around 400 retail orders a month, and 130 wholesale…
Homespares’ Rob Boyle talks product images, marketplaces and B2B eCommerce (episode 117)

Rob Boyle is the Head of Marketing at Homespares, a B2B & B2C eCommerce retailer supplying spare parts, accessories and consumables for in and around the home everything from washing machines to powerwashers. They carry over 13,000 items in stock which can be supplied within 24 hours, many of which are their own-brand ranges. Founded…
Slick Chicks’ Helya Mohammadian – Customer Engagement on Social media inc Facebook and Instagram (episode 112)

Helya Mohammadian is the CEO and founder of Slick Chicks. Slick Chicks sell a revolutionary range of ladies underwear – it’s all about making pants (not trousers) much easier to use. They launched in summer 2016 and now growing steadily.
Violent Little Machine Shop’s Yanne Root “Be unapologetically you” the power of the personal brand (episode 104)

Yanne Root is the founder of Violent Little Machine Shop. Violent Little Machine Shop is an online only & wholesale business distributing their unique and crazy morale patches (and many other items). They launched in June 2013 and now approaching their 50,000th order.
Newton Running’s Steve Honight $1m+ turnover using licensed products for wholesale and eCommerce (episode 098)

Steve Honight is UK Brand Manager for Newton Running. Newton Running is an American business who design, wholesale, and retail their running shoes. The newtonrunning.co.uk business launched in the UK on 2009, and has been managed by Steve and his team for the last 2 years looking after both the wholesale and website sales in…
So Suzy Stamps’ Suzy Moore – how she doubled her business with one website change, and influencer marketing (episode 097)

Suzy Moore is the founder of So Suzy Stamps she launched her eCommerce store in 2014, and her podcast “So Suzy Podcast” in Oct 2016, her business now has about 1,900 customers.
Copper Dust’s Vanessa Agyemang – Startup, Popup shops, Wholesale Trade Shows and more (episode 094)

Vanessa Agyemang is the founder & designer of Copper Dust, a luxury British home décor brand specialising in handmade lampshades and limited edition illustrations. Launched in August 2014 they now get about 10 orders per month. Copper Dust has been spotted by such prestigious magazines as Vogue and World of Interiors
Versakini’s Kelsey Duffey discusses launching a new fashion swimwear brand PR, Instagram, wholesale (episode 093)

Kelsey Duffy is the founder of Versakini an online only and wholesale eCommerce store. They design and sell a unique take on the bikini. Launched in Summer 2015 the 2016 collection has sold over 1,000 units.
LetterBox4You’s Dominic Poznanski shifting from eBay to Woocommerce with 80% yearly growth (episode 092)

Dominic Poznanski is the founder and director of LetterBox4You.co.uk. They’re an online only primarily B2B eCommerce business selling post boxes. The business started in 2012 and they are now steadily growing at 80% per year targeting a turnover in excess of £500,000 this year.
Bathing Bunnies’ Angela Taylor discusses creating a new product, selling wholesale, online, and via Not on the High Street (episode 090)

Angela Taylor is the founder of Bathing Bunnies, an online only eCommerce store which designs and manufactures luxurious toweling gifts for babies and children. Founded in 2012, started selling in 2013 and the business is now 50:50 online and wholesale, selling to 100s of different distributors and 1,000s of happy consumers.
The Leprosy Mission’s Andrew Grant using eCommerce to fund charity, clever product ideas, email marketing and more (episode 088)

Andrew Grant is our first ever Charity guest! Can’t believe it’s taken this long. He is the Digital Marketing Executive at The Leprosy Mission, managing the eCommerce side of the business – the website and digital marketing. Andrew’s aim is to drive sales to the online store where all profits go to the The Leprosy…
Stonemen’s Johnnie Cass on building a great relationship with your biz partner, and going global (episode 087)

Johnnie Cass is co-founder and General Manager of Stonemen an underwear brand who make the best underwear you can get. They sell online, and wholesale to stockists globally. They launched 6 years ago and now turnover $500,000 per year. This is the ninth and final of our ‘2017 eCommerce Growth Series Sponsored by Veeqo the…
Thinkific’s Greg Smith discusses how he’s achieved 40% month on month growth by focusing on the customer (episode 081)

Greg Smith is the co-founder and CEO of Thinkific an SaaS eCommerce business which sells a software platform for creating and selling online courses. Thinkific was founded just over 4 years ago, now they have around 20,000 websites using the system, and are achieving 40% month on month growth. Click to Tweet: Greg Smith is…
Party Packs’ Kate Turner discusses 30 years building a £5m turnover business focused on the customer (episode 078)

In 2016 Kate Turner is celebrating her business’s 30 year anniversary! The business is Party Packs, one of the UK’s top 3 party supplies companies. They’re an online only business, and currently turnover is £5 million a year and they process around 11,000 orders per month. Click to Tweet: Party Packs is a 30 years…
The Cornish Fishmonger’s Rob Wing discusses selling fish online, and why customer service is essential (episode 077)

Rob Wing is the founder of the award-winning eCommerce business The Cornish Fishmonger – an online only fishmonger delivering top quality seafood to everyone from us normal people to many of the UKs top chefs. Launched in 2008 the business now processes 4,000 orders per month, 25% is eCommerce based. Click to Tweet: Hear how…
Fire Protection Online’s Jon Butt how to grow to £2m turnover and work just one morning a week (episode 073)

Jon Butt is the owner of Fire Protection Online a site with everything you need to keep your business current with the latest UK fire Regulations and fire safety information. The business has been around since 2007 and now turns over £2,000,000, processing about 100 orders per day. Click to Tweet: Jon Butt has systemised…
Studio 15’s Jia Wertz masterclass on fashion startups inc popups and social media (10,000 customers in 12 months) (episode 069)

Jia Wertz is the founder of Studio 15 a women’s boutique with a difference. Not only do they design and sell stunning dresses, they focus on donating money to help women in developing countries build a better life for themselves. Founded in 2014, after a year of beta they launched to the public and now…
Saltopia’s Kimarie Santiago on how to double each year, and balance online and wholesale selling (episode 066)

Kimarie Santiago is the creator and owner of Saltopia. An online only business selling just one product – salt. Not just any salt – natural sea salt infused with amazing flavours. The business launched December 2011, and the website in January 2012 and now $500.000 target this year, 50% online and 50% wholesale. Click to…
Snakehive’s Tim Thorp on how to sell 7,000 mobile phone cases a month using Adwords and customer service (episode 065)

Tim Thorp is the co-founder and head of marketing and sales at Snakehive an online only and piggy backing business selling premium mobile phone cases. They sell both via marketplaces and online store and sales split 50:50 between the them. They currently have over 1,000 skus and all products are their own design. They started…
Any Old Lights’ Nick Griffiths focusing on SEO led to 5x growth in the last 6 months (episode 064)

Nick Griffiths is co-owner of Any Old Lights, a bricks and clicks retailer specialising in vintage and new maritime and industrial lighting, as well as maritime collectibles. They took their first online sale in 2014 the website now turns over about £25,000 per month which is up 5x since last year. Click to Tweet: Nick…
On The Tools’ Lee Wilcox gives a masterclass in social media inc Facebook, Snapchat and Instagram (episode 060)

Lee Wilcox runs On The Tools – a business selling clothing for the building trade. Central to their range are witty slogans and solid clothing. On The Tools is the online only eCommerce part of the business started in Mar 2015 and in the first 12 months did 7,000 orders and turnover £175,000. Click to…
Social Jukebox’s Tim Fargo on SaaS eCommerce, and the importance of customer service for 2xGrowth in 5 months (episode 059)

Tim Fargo is the founder of Social Jukebox aka Tweet Jukebox – yes we’re diving into the world of SaaS (that’s software as a service) today. Social Jukebox is a cloud-based software system for managing your twitter activity, there is a simple free option, then a range of subscription packages depending on how much you…
The TeaShed’s Jules Quinn on the power of team-brand-product in growing a B2B business into an eCommerce business (episode 046)

Jules Quinn is the founder of Online Only eCommerce business TeaShed, with a strong wholesale arm. This year she was named by Forbes magazine as one of the 30 under 30 in retail and eCommerce. She’s been running TeaShed since 2011 and they’ve grown to have 16 people in the team. Click to Tweet: This…
AGAME Sport’s Adrian Noott discusses growing a B2B eCommerce business to £400,000 turnover (episode 045)

Adrian Noott is the founder of AGAME Sports which started in 2012 to supply high quality team sports kit to schools and clubs. It’s a business with distinct B2B and B2C customers, last year turned over £400,000. Click to Tweet: Adrian Noott of AGAME Sports tells us how they scored a £400k turnover in 2015…
Tanya Heath Paris’ Tanya Heath on luxury fashion, international eCommerce and why her new site will be on Magento (episode 044)

Tanya Heath is the creator behind Tanya Heath Paris – a bricks and clicks business designing and selling the world’s first adjustable height shoe with removable heels. After 4 years of designing, the product went live in 2013, and they have now sold over 12,000 pairs of shoes and 28,000 pairs of heels. Click to…
Bureau Direct’s Dominic Irons explains how he’s focused on the customer to grow to 3,500 orders per month (episode 039)

Dominic Irons is the owner of multi-award-winning retailer of cool stationery Bureau Direct. Dominic has grown his low AOV business up to 3,500 orders per month at peak using a range of methods including a focus on design, great products, and great customer communication. Click to Tweet: Stand still & take note! It’s all about…
Deborah Lippmann’s Mark Lippmann discusses running a multimillion dollar business and Apple Pay (episode 038)

Mark Lippmann is the Managing Partner and Co-Founder at Deborah Lippmann. Deborah Lippmann, the eCommerce business, sells a makeup range focused on nails designed by Deborah Lippmann herself – one of the most sought-after manicurists in the world. Mark is in charge of the eCommerce side of the business (amongst more) and has grown it…
Taste Tradition Direct’s Ian Smith discusses growing a new site to 50 orders per month in just 2 months (episode 034)

Ian Smith is in the process of creating an online butchers – Taste Tradition Direct, as we record this interview we’re in month 3 of the business and they’ve already hit an average 50 orders per month. He’s building it as the online, B2C side of Taste Tradition – an award winning wholesale farmers and…
Miso Tasty’s Bonnie Chung chat about subscriptions, and getting to 1,000 regular customers in under 2 years (episode 016)

Bonnie Chung runs the UK’s first dedicated Miso brand – and the name? “Miso Tasty”, genius! She spent 3 years researching to make sure her Miso Soup is the best you can get, and now ships the soup direct customers in letterbox friendly boxes. And of course there is a subscription offer…. She’s now into…
Blacker Yarn’s Sue Blacker on how celebrating your values and product enables sold out limited editions (episode 014)

Sue Blacker runs the Online Only eCommerce business Blacker Yarns, which is the retail side of her yarn spinning mill The Natural Fibre Company. Sue balances production, wholesale and retail to grow her business to over £500,000 Turnover. This is a business which embraces its niche customer base by understanding their needs, holding true to…
Beads Direct’s John Leach on using social media to become Europe’s no.1 online jewellery making retailer (episode 011)

John Leach joins us today from Beads Direct – Europe’s no.1 online bead and jewellery making retailer. Established in 2004 Beads Direct is an Online Only business stocking over 6,000 lines and providing over 1,000 free tutorials to its loyal customer base. Click to Tweet: Hear how Beads Direct use social media to grow their…
Home Leisure Direct’s Andy Beresford on Amazon Product Ads and the power of a cool product (episode 010)

Andy Beresford is the managing director of the multi award winning games room retailer Home Leisure Direct, where last year they grew turnover by 30%. Previously he worked at Dixons and Phones 4U. That’s right – they sell Pool tables, arcade machines, air hockey tables – even neon signs – everything you need to kit…
Mannequin Madness’s Judi Townsend on turning a B2B eCommerce business into a retail business (plus much more!) (episode 007)

Here is our first American guest! Judi Townsend started Mannequin Madness in 2001 and has built it into an award-winning family business specializing in everything related to mannequins. Selling the most extensive range of mannequins available online, as well as renting, recycling and repairing. Definitely at the niche end of the Product Range Scale! Mannequin…