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COVID-19 Effects on B2B Commerce: How You Can Respond

June 11, 2020 | Oro Team

Originally published March 24, 2020, updated June 3, 2020

Governmental authorities and policymakers are scrambling to contain the COVID-19 pandemic. With so much uncertainty about the spread of the disease, it’s hard to predict the effects of COVID-19 on B2B commerce. Here’s a look at the current state of the crisis and the measures to take in the short term as well as a look at how various industries are facing the challenge.

This post is a part of our COVID-19 series that includes:

June 11 updates:

  • Cases top 7,400,000, with 417,000 deaths, 3,482,000 recovered according to Johns Hopkins University.
  • Increased US-China trade wars enter shaky ground, increasing foreign investments to China.
  • There’s lots of unknowns, claims WHO, as asymptomatic cases can range from 30-50% of all cases.
  • US unemployment claims have started a decline, but experts warn that is not the whole picture.
  • The EU continues to ease restrictions, while many countries experience localized case spikes.
  • A second wave could shrink world economy by 7.6%, and exacerbate the $84bn losses already seen by airlines.

Business Continuity Checklist B2B eCommerce

Business Implications of COVID-19 Coronavirus

No one knows exactly how long the pandemic will last or how many lives will be lost. The SARS outbreak of 2003 was much smaller and it cost the global economy a whopping $40 billion and China several months of economic contraction. Since then, China’s economic output has multiplied eightfold, from $1.7 trillion to nearly $14 trillion – and is tightly intertwined with the global economy. Here is the situation so far:

June 3 updates:

  • Cases top 6,418,000, with 381,000 deaths, 2,755,000 recovered according to Johns Hopkins University.
  • As China eases lockdown, air pollution jumps to pre-COVID levels, worrying health officials.
  • WHO warns that health systems in Latin American countries are under increased risk.
  • Controversy remains around US workers that make more from unemployment than working.
  • Germany aims to lift travel bans to 29 EU countries, Schengen and UK as soon as June 15.

May 27 updates:

May 20 updates:

  • Cases top 4,922,000, with 323,000 deaths, 1,706,000 recovered according to Johns Hopkins University.
  • Brazil, Russia and US remain hotspots, while Italy and Spain have reopened terraces, some cafes, restaurants, and public beaches.
  • The crisis has pushed almost 3 million more Americans to unemployment, adding up to 36 million Americans who have lost their jobs.
  • Some airlines are seeing an uptick in demand as summer vacation season approaches. However, a full recovery is still far off.
  • China has tested a third of its population in Wuhan after new infections, including asymptomatic ones, emerged.
  • TechCrunch is predicting that the shift to eCommerce is going to last at least until a vaccine is developed.

May 12 updates:

  • Cases top 4,197,000, with 286,000 deaths, 1,466,000 recovered according to Johns Hopkins University.
  • EU lockdown eases but Germany, France, South Korea, and Wuhan see an increase in infections, some for the first time in weeks.
  • House Democrats are preparing a 4th stimulus package to help local governments with increased expenses and continued stimulus checks.
  • At least one major US airline is expected to go bankrupt, claims Boeing CEO, as demand isn’t projected to ramp up until September.
  • LA County plans opening up hiking trails, golf courses, and beaches, while New York is aiming for a large-scale June reopening of major businesses.
  • Many Canadian US cities are already offering and encouraging curbside pickup for brick-and-mortar retailers.

April 28 updates:

  • Cases top 3,132,000, with 217,000 deaths, 938,000 recovered according to Johns Hopkins University.
  • China’s domestic aviation recovery is good signal for the world’s airlines.
  • LA County edges over 1,000 coronavirus-related deaths.
  • CNN reveals what New York’s coronavirus reopening can look like.
  • Half of world’s workers are at immediate risk of losing livelihood due to the virus.
  • Most French and Spanish businesses are set to reopen in the middle of May.

April 21 updates:

  • Cases top 2,501,000, with 171,000 deaths, 659,000 recovered according to Johns Hopkins University.
  • High mortality rates are linked to long-term care homes in Norway, Canada, Ireland, and France.
  • It’s estimated that about half of adults in Los Angeles are gainfully employed.
  • The number of New York’s hospitalized patients fell three days in a row.
  • The World Food Program warns that acute hunger cases could double this year.
  • After more than a month of decreed lockdown, Spain to allow children out.

April 14 updates:

  • Cases top 1,930,000, with 120,000 deaths, 462,000 recovered according to Johns Hopkins University.
  • New York claims victory over the virus, as 7 states join discussions about reopening the economy.
  • China reports trade surplus and that most of its coronavirus cases originate from abroad.
  • The $2,2 trillion Care Aid package allocates $349 billion to SMBs in chunks as large as $10 million.
  • Macron, the President of France, suggests that the Schengen area remain closed until September.
  • Italy sees lowest number of deaths for more than three weeks.

April 7 updates:

March 30 updates:


Bookmark this page and keep checking back for updates to this list.

B2B eCommerce Coronavirus

In response to social distancing, many businesses will make their eCommerce operations a key priority.

7 Ways to Respond to COVID-19 Effects on B2B Commerce

Virtually every company involved in global trade feels the impact. Businesses around the world are impacted by reductions in output, labor, and production disruptions. As B2B businesses are preparing for long-term effects of the crisis, they have many unanswered questions. Here is what you can do right now to mitigate the impact of coronavirus on your eCommerce business:

  • Understand that business as usual is not an option. Create a response team with a supply chain crisis leader that reports directly to the CEO. Allocate financial resources, communicate top-down team responsibilities and ensure everyone understands every action needed to carry out the plan.
  • Remember your B2B customers and their customers are relying on you to run smoothly. Synchronize your business systems and distribution centers to ensure online product information is constantly updated in real-time.
  • Clearly mark out of stock items and ensure they cannot be ordered. During times of uncertainty, customers need the reassurance that items are in stock and will be shipped if they are ordered. If items are out of stock, provide a realistic ship date.
  • Review complex pricing or shipping rules to ensure they don’t appear to increase profit during the pandemic. This perception negatively affects the customer experience and future sales.
  • Establish ways to reassure customers about order fulfillment. During any crisis, everyone has more questions than answers. Businesses are cautious about visiting offices and factories and monitoring workers. Inform customers about you are keeping employees safe and how you are handling and shipping products.
    • Communicate any changes in product in delivery and shipping, including changes in suppliers or logistics. For example, Walgreens implemented several policy changes, including delivery fee waivers for prescriptions.
    • Share new hours of operation and any areas of business, that will be moved online. For example, Apple is closing all of its retail stores (until further notice)
    • Explain the measures you are taking to maintain a safe work environment. Virtually every organization from Amtrak to Marriott are stepping up disinfecting and hygiene-related functions to protect their customers.
    • Consider creating a portal or blog to keep customers updated as the situation develops. For example, Delta Airlines hosts a coronavirus portal to answer common questions.
    • Check out the response toolkit from the American Chamber of Commerce to help you get started.
  • While customer demand may drop, it may also switch to other markets. Monitor sales and ensure product data stays discoverable through search and suggestions. Add up-to-date links to relevant authorities that help explain your disruptions or shortages.
  • Understand that employees may need time away from day-to-day roles to focus on personal crisis response. Encourage them to spend time with families or volunteer in their community.

How Businesses Manage COVID-19 and B2B Commerce

While the coronavirus is affecting every business, manufacturer, distributor and retailer is responding differently. Regardless of their industry, B2B merchants are doing all they can to minimize losses during this difficult time. Here is how COVID-19 effects B2B commerce and how B2B web merchants are dealing with it.

Distributor anticipates slower sales

Customers of warehouse equipment retailer Warehouse1 are feeling the effects of the coronavirus on their business. Warehouse1’s customers are manufacturers using lean principles associated with reduced waste and just-in-time (JIT) inventory. When the global supply chain slows or shuts down for a period of time, they can’t get the parts they need when they need them,” says Gary Selvera, president. “So, they must also slow or shut down their operations.”

Daren Froeschle, marketing manager agrees. “The impact will continue to hit U.S. manufacturers that depend on foreign parts that are incorporated into US finished products”, he explains. In response, Warehouse1 diversified suppliers to increase stock to meet customer needs in the coming months.

Manufacturer grapples with uncertainty

English Blinds, a major shutters and blinds manufacturer, is experiencing difficulties in virtually all areas of operations. Public and policy responses to coronavirus also contribute to mounting worries surrounding logistics. Moss fears that as new cases are diagnosed, people will get taken out of the workforce – either due to being afflicted or as a preemptive measure. “We currently have a shipment from China in transit that may potentially arrive as planned…yet just as likely…it will be turned away or quarantined,” says John Moss, CEO. “If we knew the shipment won’t reach us,” he continues, “we could be making plans with alternate suppliers right now; but we cannot hold double the quantities…due to lack of warehouse real estate.”

“We are quite literally waiting for our ship to come in, or not come in, as the case may be!”

Other industries see record sales

It’s not all doom and gloom for every business. Some industries have seen an increase in sales. As a reseller of electrolyte products, Powder Mix Direct has seen February’s year over year sales up considerably, and March is off to a great start as well. “Typically, the bulk of our revenues come during summer from businesses that need to counter the effects of heat stress”, explains Tom Matun, President. This time he’s sure it’s the pandemic. “We believe it’s businesses and customers preparing for a coronavirus outbreak.”

Most importantly, don’t wait to act

Large organizations are rarely agile. Managers may resist changes, and this leads to inaction throughout the organization. “If anyone thinks they can wait on their eCommerce strategy, the coronavirus situation should spell out otherwise”, says Yoav Kutner, CEO of OroCommerce. The B2B eCommerce environment is unpredictable and businesses cannot afford to miss out on increased sales wherever they can find them.

One of our B2B OroCommerce customers had $1 million in online sales in 1 day – that’s double their record, triple their average numbers.”

Even if distribution centers are able to cope with strong demand, if inventory isn’t digitized and synced with online customer portals, a business may oversell or miss a sales opportunity. “Right now, B2B needs all the help they can get,” continues Yoav. “When demand is strong, customers count on B2B eCommerce platforms such as OroCommerce for accurate product data.”

How will you manage the effects of COVID-19 on B2B commerce?

As everyone pulls through this difficult time, it’s important to remember this is all temporary. The Oro team hopes you stay safe and healthy.

This post will be updated with more information as soon as it becomes available.

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