Mémoire-projet

Abstract

This thesis examines the role of logistics models in B2B marketplaces and analyzes their impact on commercial performance and value creation for stakeholders. An extensive literature review identifies the main distribution models (Dropshipping, Cross-Docking, hybrid approaches) and their implications for logistics, customer experience, and supplier collaboration. The empirical part focuses on the case of Trendy Foods’ Marketplace, which recently transitioned from a Dropshipping to a Cross-Docking model. The analysis highlights the effects of this transformation on customers, suppliers, and internal teams by comparing their journeys before and after the shift. The results reveal clear improvements, such as centralized deliveries, unified invoicing, and better internal integration, while also pointing to challenges related to organizational complexity and profitability, which have not yet been reached. Qualitative interviews were conducted with customers, suppliers, and internal collaborators. The insights gathered identified key areas for improvement in consolidating the Cross-Docking model. From the customers’ perspective, ensuring reliable lead times and increasing product offer visibility are essential. Suppliers emphasized the importance of lowering logistics costs, formalizing agreements, and developing additional value-added services. On the internal side, stronger ERP integration and improved cross-departmental coordination emerged as priorities. In conclusion, this thesis provides long-term recommendations to strengthen the sustainability of the model. Although the analysis is based on only six months of Cross-Docking operations, the findings indicate that the transformation is moving in the right direction. Beyond Trendy Foods, this case also offers valuable lessons for other distributors considering similar logistical shifts in order to enhance competitiveness and customer value in the B2B marketplace landscape.