The Transition from a B2B to B2C Business Model

The Transition from a B2B to B2C Business Model

The Transition from a B2B to B2C Business Model

The business model of a wholesaler and a retailer greatly differ. The former, also known as B2B (business-to-business), focuses on buying and selling to businesses. Meanwhile, the latter, known as B2C (business-to-customers), sells directly to consumers. Switching from B2B to B2C is no easy feat, as it requires a business overhaul.

Brand H is a women’s fashion shoe wholesaler from Malaysia who knows this all too well. After facing strong competition and losing out in sales to retailers who directly import goods from the manufacturers, the brand decided to shift its business strategy. 

The Problem: Unfamiliar with Retail

From branding to merchandising, buying and distribution processes, Brand H has to re-strategise. Who are the potential competitors? Which styles should be stocked up on, and in which colours and sizes? What is an effective price ladder? 

To answer these questions, the shoe brand looked to Omnilytics. 

The Solution: Strategise with Market Intelligence

As it prepared to enter the fashion shoe segment as a retailer, Brand H had to first define its brand positioning by analysing potential competitors. 

Through the Omnilytics Dashboard, Brand H learned about the competitive landscape and more including: 

  • Assortment size and mix
  • Sell-out rate and new-in frequency
  • Product bestsellers and slow-movers
  • Pricing and discounting
Competitors’ breadth of assortment & sell-out performance

With Omnilytics, Brand H was able to streamline its business strategy, leading to a strong focus on driving market penetration. 

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