Forward Solutions Drives Growth for Hardware Manufacturer in Amazon's B2B Marketplace
Bellevue, Wash., Jan. 6, 2026 (GLOBE NEWSWIRE) — PJ Boren, a division of Forward Solutions, has released a compelling case study showcasing a hardware manufacturer's extraordinary achievement: boosting its Amazon (AMZN) B2B sales from just 3.8% to an impressive 20% of total Amazon revenue. This transformation not only saw significant revenue growth but also resulted in a reduction of chargeback penalties by over 90%, demonstrating the efficacy of a data-driven approach to navigate the complexities of Amazon's marketplace.
Mastering Amazon's Marketplace Complexity
With the support of PJ Boren, the manufacturer utilized comprehensive sales data analysis to pinpoint high-performing products and capitalize on B2B expansion opportunities. This analysis uncovered that multipack “put-up” bundles were particularly appealing to B2B buyers, substantially boosting item-level profitability.
The manufacturer implemented meticulous B2B performance tracking aligned with total costs, guided by PJ Boren's expertise. This initiative enhanced visibility into the B2B segment's contribution to overall costs, allowing for precise adjustments to optimize the Amazon program for maximum returns.
- Growth of B2B business from 3.8% to 20% of total Amazon business.
- Reduction in chargeback penalties from 5.4% to 0.4% over five years.
- Average annual savings of $166,000 due to lowered penalties.
- 53% average annual growth rate in attributed sales from additional Amazon advertising investments.
Jim Boren, President of PJ Boren, emphasized the transformative power of a strategic, data-informed approach: “They needed to tailor the product selection, put-ups, and pricing to attract more business buyers. By refining their marketplace approach and embracing digital tools, they significantly grew their B2B sales and reached customers they might never have served otherwise.”
The Rise of B2B E-Commerce
This success story materializes against a backdrop of rapid growth in B2B e-commerce and online marketplaces. According to Gartner, it is projected that 80% of B2B sales interactions will occur through digital channels, indicating a significant shift in the procurement landscape.
Amazon Business, as highlighted in this case study, is at the forefront of this transformation, with over 6 million business customers globally and generating around $35 billion in annual sales. Industry experts predict that this B2B marketplace could reach $80 billion in gross sales by the end of the decade.
Research indicates that more than 57% of B2B buyers in the U.S. utilize Amazon Business for their purchases, underscoring the growing reliance on online marketplaces in the modern procurement ecosystem.
Key Takeaways for Manufacturers
As B2B transactions increasingly migrate online, manufacturers must adapt beyond traditional sales channels. Jim Boren reinforces this point: “For B2B companies, an effective e-commerce presence is no longer optional; it’s fundamental to growth.” This case exemplifies how embracing marketplace optimization can unveil new revenue streams while balancing existing sales strategies.
Manufacturers must engage with platforms like Amazon Business not only to enhance revenue but to align with the evolving expectations of today’s digital buyers. By navigating the complexities of the marketplace, they can complement rather than disrupt their established B2B sales strategies.