Top Problems in Wholesale Sales

The Top Challenges Facing the Wholesale Trade in Germany

What are the challenges faced by wholesalers in Germany from the point of view of their salespeople?

The wholesale trade in Germany is a vital sector of the economy, generating billions of euros in revenue per year. According to the Federal Statistical Office, the number of companies in wholesale trade (excluding trade in motor vehicles) in Germany has fallen continuously in recent times, most recently to around 135,000 in 2020. Turnover in wholesale trade also dropped this year to approximately 1.24 trillion euros.

SMEs represent around 99 % of all companies in wholesale in Germany. Among them, speciality wholesaling, also called specialist wholesaling, focuses on a specific product group and does not offer a wide range of products, as with assortment wholesaling.
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Arten von Großhandelsunternehmen | Types of Wholesale

The different kinds of Wholesale Businesses


Wholesale businesses are all around us. From fueling the dropship revolution to supplying critical pandemic supplies worldwide; wholesalers are an important part of our economic infrastructure.

Research Germany explains, “the German wholesale and retail trade represents an annual turnover of 2.19 trillion Euros and 6.4 million employees. There are about 150,000 wholesalers and about 300,000 retailers.”
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Die Rolle der künstlichen Intelligenz im eCommerce

The Role of Artificial Intelligence in B2B e-Commerce


The rise of E-commerce in B2C is mind-blowing. For example, the online giant Amazon made revenues of almost half-a-trillion dollars for the twelve months ending September 30, 2022. And as the number of physical shops declines, e-commerce is becoming increasingly important.

Take Germany. Between 2015 and 2019, 5,000 physical shops were closed yearly in the country. Between 2020 and 2022, up to 47,000 more shops and branches will follow. Meanwhile, online sales are booming. In 2015, online sales were €39.9 billion, but by 2021 they had risen to €86.7 billion, with a forecast of €97.4 billion in 2022.

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Großhandel als nächstes OPfer des eCommerce

E-commerce trends: why German wholesalers are the next victim of e-commerce

B2B E-commerce in Germany keeps growing – good or bad news?

The Business-to-Business wholesale trade in Germany and the world has changed considerably over the last years and has proven to be exceptionally flexible. It is under a growing threat, nevertheless.

Several trends underpin its transformation. New forms of industrial distribution are emerging, and big manufacturers offering e-commerce are choking the middle-guy. Wholesalers are creating tangible value for their customers while providing new services, not only logistic ones.

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Trends im B2B Vertrieb 2020 und 2021

B2B-Trends 2020/21: The Top 6 in Sales

Whether digital platforms, AI or chatbots. In the future, B2B sales must deal with these six critical trends.

Experts guess every year what the next hot B2B trends will be. Artificial intelligence is on the main scenario now, for B2B sales and its future development potential.

We have looked at several studies and sources and have summarized the top six you should know now.

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B2B E-commerce Analytics: Why Predictive Analytics is now critical

Predictive Analytics in B2B e-commerce has become decisive.

The sale of products and services via B2B platforms is on the rise. However, precisely because of the intense competition for comparable offers there, companies should automatically analyze their customer data to enable a personalized customer experience and identify churn risks.

For private consumers, buying online is ubiquitous. The Business-to-Consumer (B2C) sector is dominated by e-commerce platforms such as

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