How To WOW Your B2B Clients So You Can Grow Revenue Faster
Adam Robertson • April 13, 2023
How Do You WOW! Your Customers?
I have led teams responsible for a range of client types, from Fortune 100 companies to high growth startups, yet there is a common thread among all of these customers. All of them require responsiveness, but what really WOWs them is proactivity. I have seen proactive client management play a key role in everything from weekly client calls to the $500MM in long-term client agreements I have helped secure.
What does it mean to be proactive and why does it matter to customers?
Being proactive means thinking a step ahead on behalf of your customers. Instead of just responding to a client request, you identify and satisfy a need before the client does.
Virtually every company pledges some kind of “customer first” mantra to its clients. Naturally, customers are skeptical that such claims are real. That is where being proactive comes into play. When you demonstrate you are thinking ahead for the client, it shows you are truly putting the customer first, which fosters trust and partnership. Proactive engagement shows you are taking action (i.e., doing the homework needed to help them win), not just reciting a client-centric mission statement.
Want to foster proactive client management in your company? Encourage curiosity and learning.
There are lots of tools and processes designed to help client-facing teams learn about their clients and take proactive steps to satisfy the customer. Account plans, for instance, should be designed to explore proactive ways to develop new solutions and build deeper relationships with clients. Business reviews should include a slide that shares where the industry is going and presents an opportunity to probe with customers around their needs. While processes can help, culture and recognition are, above all, critical to proactive client engagement.
Encourage your client-facing personnel to learn about their clients and uncover opportunities. There are many ways you can encourage curiosity and learning in your company:
- Reward the right behaviors formally. Leverage performance evaluations to grade your client-facing personnel on their knowledge of the space and their clients’ needs and wants. When such behaviors affect ratings and ultimately compensation, they will be a priority to your team members.
- Reward the right behaviors in the moment. Celebrate new information as a real win. Send a simple email or place a call to praise key learnings: “Great job learning that about the client – I think we can help them now that we know about that information – well done!”
- Provide coaching and training on effective probing. Given all the information available online, client-facing personnel should have no issues finding relevant themes to highlight and explore with clients. From there, it is important that they understand how to probe effectively by asking open-ended questions (e.g., “what would the perfect solution look like here?” or “how are you planning to deal with those new regulations?”).
In Conclusion – Become a trusted advisor to your customers.
Learning about our clients is among the more fun activities we get to pursue professionally. If we provide coaching and create a culture that rewards such behaviors, proactive client management will become the norm. Your clients will see your company not as a supplier but as a trusted advisor, and that is where the real fun, and revenue growth, begin.
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Budgets are tight. Inflation and consumer expectations are rising. And the e-commerce space is oversaturated. At Barrett Distribution Centers, w e understand the complexity of scaling your business. Whether you're managing B2B and DTC fulfillment, expanding into new channels or trying to meet next-day delivery expectations without draining your budget, we’re here to help. Here are eight of the most common logistics challenges brands face and how Barrett helps solve them. 1. Implementing Modern E-Commerce Strategies Growth strategies like bundling, upselling, order consolidation, pre-orders and personalized delivery options require operational flexibility and the right systems to execute. Legacy systems can slow brands down or block these strategies altogether. Barrett offers modern fulfillment solutions supported by integrated systems that enable operational agility. Our technology and processes are designed to help brands turn strategy into execution without adding complexity. 2. Expanding Sales Channels Without Adding Chaos As brands expand into retail, marketplaces and new DTC platforms, the backend operations can quickly become overwhelming. Overselling, underselling and inconsistent customer experiences can wear down trust and revenue. Barrett helps you grow across channels with confidence. Our systems support multichannel inventory management, centralized order routing and scalable fulfillment that adapts to the specific needs of each sales channel. 3. Choosing a 3PL That Grows With You Too often, brands outpace their 3PL provider. As demand grows and needs evolve, having the wrong partner can limit scalability and compromise customer experience. Barrett supports both DTC and B2B fulfillment with a unified solution. Whether you’re shipping to a consumer’s doorstep or replenishing inventory for a major retail partner, our nationwide network and customized approach ensure we scale with you. 4. Adapting to Economic Pressures Economic shifts and uncertainty pressure consumer behavior, supply chain costs and your bottom line. Operational efficiency and adaptability have become key to staying ahead. Barrett helps brands offset these pressures by optimizing fulfillment networks, reducing time in transit and streamlining inventory placement—all while delivering an excellent customer experience. 5. Scaling in a Cost-Conscious Environment Rising transportation, labor and warehouse costs can quickly eat into profitability. Growth needs to be smart not just fast. Barrett’s strategic inventory placement and network optimization help reduce shipping zones and transportation costs. We provide tools and insights that help you plan smarter, forecast more accurately and avoid costly inefficiencies. 6. Staying Agile in an Ever-Changing Market Your fulfillment operations must be responsive and agile, from seasonal surges to supply chain disruptions. Barrett’s flexible infrastructure allows you to ramp up, scale down and shift priorities quickly. We work closely with you to ensure your supply chain can flex with changing conditions without disrupting your customer experience. 7. Managing Capital and Inventory Smarter Growth capital is harder to access and many brands are rethinking how they manage working capital and inventory risk. Overstocking, long lead times and slow-moving inventory can limit your ability to invest where it matters. Barrett’s demand-driven fulfillment approach reduces unnecessary holding costs and frees up working capital. We help brands align inventory with demand so resources are available to drive growth rather than sitting on the shelf. 8. Delivering a Consumer Experience That Builds Loyalty At the end of the day, consumers expect fast, accurate and seamless experiences. A missed delivery or poor post-purchase experience can cost more than just a refund—it can cost loyalty. Barrett is built around delivering that high-touch experience. With best-in-class DTC fulfillment, responsive communication, real-time visibility and post-purchase support, we help our brand partners exceed consumer expectations every time. What You Can Do Now E-commerce and omnichannel brands can take action today by aligning the right strategies, technology and partners. That means: Implementing fulfillment strategies that support bundled orders, subscriptions or personalization Expanding into new sales channels without operational risk Optimizing inventory placement across fulfillment nodes Choosing a 3PL partner like Barrett with proven retail and DTC experience Leveraging data and forecasting tools to reduce risk and improve planning Why Brands Choose Barrett Barrett Distribution Centers powers high-growth consumer brands across apparel, health and beauty, home goods, specialty retail and more. With 20+ strategically located fulfillment centers across the U.S., we deliver fast, reliable service and scalable solutions tailored to your business. We are proud to support innovative brands through every stage of growth—from startup to enterprise. Are you looking for your forever 3PL? Contact us now to learn more about how Barrett can support your next phase of growth.
When was the last time you visited your fulfillment center? As e-commerce, omnichannel and B2B logistics become increasingly complex, building a strong relationship with your 3PL partner goes beyond Zoom calls and dashboards. Visiting your fulfillment partner in person can reveal more than a report ever could. At Barrett Distibution, we believe that trust, transparency and collaboration start on the warehouse floor. Here are five reasons why you should plan that visit: 1. See Your Brand in Action Walking the floor where your orders are picked, packed and shipped gives you an unmatched perspective. You’ll see how your product is handled, how your packaging is displayed and how your brand comes to life with every outbound box. It’s a great way to ensure your fulfillment strategy is aligned with your brand identity. 2. Build Stronger Relationships Meeting the team face-to-face builds trust and opens communication. You’re not just another SKU to us — you’re a partner. A visit allows you to connect with the operations team, ask questions and better understand the people powering your logistics daily. 3. Spot Opportunities for Efficiency Seeing the operation firsthand often reveals opportunities that aren’t visible on paper. Optimizing SKU locations, adjusting kitting processes, rethinking packaging materials and touring the facility with your account team can spark ideas to improve speed, accuracy and cost efficiency. 4. Gain Clarity on Performance Metrics Numbers are important — but context matters. A warehouse visit helps you better understand the "why" behind your KPIs. Whether digging into order accuracy or exploring dock-to-stock times, seeing processes live gives you the clarity you can’t get from a dashboard alone. 5. Collaborate on the Future Your business is growing. Your fulfillment partner should grow with you. In-person visits open the door to strategic planning: peak season prep, expansion into new channels or launching new product lines. You can brainstorm in real time and leave with an action plan when you're onsite. At Barrett, we welcome our clients to visit any time. Our goal is to be more than a provider — we aim to be your forever 3PL. Whether it’s your first visit or your fiftieth, there’s always value in walking the floor, asking questions and having conversations that drive results. Want to schedule a visit to one of our fulfillment centers? Contact us today to make it happen. We’ll have the coffee ready.
Franklin, MA, March 26, 2025— Barrett Distribution Centers , a trusted leader in third-party logistics for e-commerce and omnichannel fulfillment, announces the launch of its E-commerce Accelerator, a program designed to help high-growth, early-stage brands scale their logistics operations efficiently. A Permanent Home for Growing Brands Unlike traditional 3PL solutions, the E-commerce Accelerator offers a low-risk, one-year contract model, allowing brands to integrate seamlessly into Barrett’s nationwide logistics network. Focusing on flexibility, efficiency, and long-term partnership, the program eliminates the costly and disruptive process of switching 3PL providers as businesses grow. “Growth is in Barrett’s DNA. As a 15-time honoree on the Inc. 5000 fastest-growing companies list, we know what it takes to scale,” said Adam Robertson , Vice President of Customer Experience at Barrett Distribution. “We have helped brands evolve from early-stage e-commerce to full omnichannel operations. The E-commerce Accelerator is our way of providing a permanent 3PL home for startups by offering the infrastructure and expertise to grow without limits.” Key Benefits of the E-commerce Accelerator Participants in the program gain access to Barrett’s logistics expertise, including: Seamless Fulfillment – Nationwide fulfillment solutions designed to scale. Easy Integration – Streamlined onboarding and system connectivity to quickly get brands up and running. Inventory Management – Real-time inventory tracking for operational efficiency. Reverse Logistics – Hassle-free returns management to enhance customer satisfaction. Personalization & Customization – Tailored solutions to meet brand-specific needs. Coast-to-Coast Infrastructure – A robust network of strategically located facilities. A Commitment to Entrepreneurial Success Barrett’s core value of ownership—empowering employees to think and act like business owners—extends to the E-commerce Accelerator, fostering strong relationships with entrepreneurial brands. The program aligns with Barrett’s deep-rooted belief in supporting high-growth companies that share its commitment to innovation and scalability. "We thrive on working with brands that are hungry to grow," said Harrison Smith , Director of 3PL Pricing at Barrett Distribution. "Partnering with ambitious entrepreneurs makes our work incredibly rewarding. Their passion drives our commitment to providing the best logistics solutions possible. The E-commerce Accelerator is not just about fulfillment—it is about building long-term partnerships that support brands at every stage of their journey." About Barrett Distribution Centers Since 1941, Barrett has provided customized third-party logistics (3PL), direct-to-consumer (DTC) eCommerce fulfillment, omnichannel distribution, managed transportation solutions and retail compliance for clients across all industries, with a focus on apparel & footwear, health & beauty, consumer packaged goods (CPG) and education. Barrett continues to be a leading 3rd party logistics provider in North America, known for superior execution, customer engagement, and direct access to senior leadership decision-makers. As a member of Inc.'s fastest-growing companies list 15 times, Barrett is big enough to do the job and still small enough to deeply care about your business. eCommerce brands interested in a new 3PL partnership may contact Barrett directly here . Contact Information Katherine Wroth Marketing Manager katherine.wroth@barrettdistribution.com Official Release Here
