Case study · 2024
From B2B growth to B2C with iLogistics USA
The fulfillment moves brands have to make to add a B2C channel without cannibalizing their B2B operation.
B2B→ B2C
The temptation, the trap
B2B brands looking at DTC margins get excited. Then they realize: their warehouse is set up for pallets and POs, not single-unit picks. Their carriers are LTL, not parcel. Their packaging is brown corrugate, not branded mailers. Add B2C without fixing this and you'll lose money on every order.
The right sequence
- Add a parcel-class carrier (USPS/UPS/FedEx) first
- Build a separate pick-pack lane with proper materials
- Connect Shopify + Amazon + TikTok integrations
- Add branded inserts as a B2C signal
- Start with a soft launch (1 channel) to measure unit economics