They also are more likely to become repeat buyers, Forrester Research says.
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The b2b site is a scaled-down version of Fossil.com, with less detail and imaging but enough information to order products, Brown says. As retailers browse the site, watches in each category are listed in order of how much they’ve been selling in Fossil stores. “We’re sharing our sell-through data from our own stores to help our wholesale buyers decide what to buy,” Brown says.
Fossil created its b2b section for specialty retailers, including mom-and-pop and gift shops, Brown says. “They can place orders directly with Fossil without going through a sales rep,” he says. “It’s especially helpful for customers not on an EDI system.”