B2B eCommerce Success Stories
Business buyers expect the same easy online experience they get as consumers. These B2B companies figured out how to give it to them.
B2B eCommerce is exploding because business buyers are tired of calling for quotes and waiting for sales reps to get back to them. They want to research, compare, and buy online just like they do at home.
But B2B selling is different. Sales cycles are longer, you’re dealing with multiple decision makers, and pricing is often complex. These companies solved those challenges and built successful online B2B businesses.
What you’ll learn:
- Creating customer portals that make reordering easy
- Handling complex pricing and custom quotes online
- Getting your sales team on board with eCommerce
- Finding and converting B2B customers online
- Managing long sales cycles in a digital world
- Expanding internationally with B2B eCommerce
Perfect for: B2B business owners, sales managers, and anyone working on digital transformation at their company
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Listen to all our B2B eCommerce Case Studies Episodes on the Podcast:
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Inside Dorwest’s eCommerce Success: From Heritage Brand to Shopify Growth Story, with Ben Boughton-White (episode 572)
Ben Boughton-White is the Operations Director at Dorwest, experts in herbal pet care since 1948. Selling globally via wholesale, marketplaces, Crufts! and their own Shopify store, they now do over 50,000 order a year, and were recently named Online Business of the Year at the Pet Industry Federation Awards. In this episode, Ben reveals how…
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AI Chatbot Strategy that Delivers with Parts Town’s Paul Hancox (episode 551)
Paul Hancox, SVP of eCommerce at Parts Town, a leading distributor of OEM foodservice, HVAC, and residential appliance parts. A predominantly B2B eCommerce business, selling via their custom website, and mobile app. Parts Town are based in the USA, distribute spare parts to over 140 counties, and the parent company Parts Town Unlimited had annual…
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From Market Stall to 7-Figure Brand: How Mademoiselle Macaron Made eCommerce Work (episode 542)
Rachel Hanretty is the founder and CEO of Mademoiselle Macaron, handmade luxury French macarons sellers. Rachel’s grown the business from a market stall in 2013 to a 7-figure business. They now sell via their Shopify store to both DTC and B2B customers, via marketplaces like Not on the High Street, and about 40% of turnover…
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How B2B eCommerce store Vegetarian Express Drives Success by Serving Sustainability with Jane Firth (episode 534)
Jane Firth is the Sustainability Manager at Vegetarian Express. A B Corp with a Shopify B2B eCommerce store selling the largest range of plant-based ingredients for foodservice in the UK. Trusted by thousands of chefs and caterers, they have been in business since 1987 and sell over 1,200 products. They now do £23million in sales…
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How to Launch a New Product Range: Lessons from Beards & Daisies with Joy Young (episode 522)
Joy Young is the eCommerce and Marketing Manager at Beards & Daisies, sellers of plants and flowers. Founded in 2015, they now sell via their B2C Shopify store which does over 10,000 orders a month, wholesale customers like Dunelm, and have a team dedicated to looking after business customers for everything from corporate gifting and…
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Industry West’s Journey to a 90% B2B Revenue Boost with Ian Leslie (episode 521)
Ian Leslie is the CMO at US B2B 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.
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Scaling Smarter: How GiftsOnline4U is Transforming the Gift Business with Asgar Dungarwalla (episode 513)
Asgar Dungarwalla is the Founder of GiftsOnline4U, the award-winning personalised gift retailer. They sell over 2,500 products via their WooCommerce website, marketplaces, and wholesale to both the B2C and B2B markets. Founded in 2012 they now do £750,000 per year.
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Growth Beyond Green: How Canopey is Scaling Sustainable Shopping with Hugo Douglas-Deane (episode 498)
Hugo Douglas-Deane is co-founder and CMO of sustainable marketplace Canopey – the home for buying better. Founded in 2021 they soft launched in May 2023 and officially launched September 2023. Currently, the biggest focus is building the communities of vendors and customers which is up to over 30,000.
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Growth Lessons in the Beverage Industry with Rapscallion Soda’s Gregor Leckie (episode 497)
Gregor Leckie is the founder and managing director of Rapscallion Soda. Founded in 2018, they’ve shipped over three quarters of a million cans! Selling via their DTC Shopify store and B2B Shopify trade site, they’re now doing over 1,000 orders a month.
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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…
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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.
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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.
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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.
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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…
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Exponential growth driven by a commitment to sustainability with Dan Dicker from Circular & Co (episode 310)
Dan Dicker is the Managing Director and Founder at Circular and Co who manufacture and sell homewares with a conscience. Launched in 2003 they now £2.8m in annual sales
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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.
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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.
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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…
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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.
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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.
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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…
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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…
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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…
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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…
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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…
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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. Powered by RedCircle
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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…
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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…
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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…
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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…
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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…
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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. Powered by RedCircle
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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. Powered by RedCircle
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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…
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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. Powered by RedCircle
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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 Powered by RedCircle
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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. Powered by RedCircle
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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. Powered by RedCircle
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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. Powered by RedCircle
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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…
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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. Powered by RedCircle This is the ninth and final of our ‘2017 eCommerce Growth Series Sponsored…
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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…
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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…
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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…
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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…
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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…
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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…
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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…
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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…
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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…
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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…
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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…
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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…
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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…
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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…
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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…
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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…
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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…