# B2B GA Warehouse Order Growth Analysis

**Date:** 2026-03-17
**Period Analyzed:** January 2025 – March 2026

## Summary

The Director of Operations identified a significant jump in in-stock B2B orders fulfilled from the GA (Georgia) warehouse since January 2026. This analysis confirms the trend and identifies the sources driving the increase.

## GA Warehouse B2B Orders — Monthly Trend

| Month | Orders | Items | Unique Customers | Revenue |
|-------|--------|-------|-----------------|---------|
| Jan 25 | 877 | 984 | 683 | $114,421 |
| Feb 25 | 697 | 782 | 587 | $94,529 |
| Mar 25 | 658 | 742 | 542 | $92,644 |
| Apr 25 | 551 | 611 | 449 | $65,138 |
| May 25 | 441 | 482 | 355 | $57,636 |
| Jun 25 | 425 | 467 | 359 | $48,925 |
| Jul 25 | 444 | 499 | 384 | $56,667 |
| Aug 25 | 444 | 511 | 362 | $57,806 |
| Sep 25 | 404 | 465 | 348 | $54,808 |
| Oct 25 | 447 | 485 | 384 | $51,218 |
| Nov 25 | 433 | 475 | 362 | $58,399 |
| **Dec 25** | **615** | **678** | **486** | **$92,469** |
| **Jan 26** | **725** | **779** | **606** | **$97,667** |
| **Feb 26** | **773** | **863** | **642** | **$130,422** |
| Mar 26* | 399 | 440 | 346 | $58,138 |

*March is partial (12 business days as of 2026-03-17)

## Daily Averages (Excluding Bill Smith Auto)

| Month | Orders | Biz Days | Avg/Day | vs Summer Baseline |
|-------|--------|----------|---------|-------------------|
| May 25 | 409 | 21 | 19.5 | baseline |
| Jun 25 | 402 | 21 | 19.1 | -2% |
| Jul 25 | 421 | 22 | 19.1 | -2% |
| Aug 25 | 400 | 22 | 18.2 | -7% |
| Sep 25 | 385 | 21 | 18.3 | -6% |
| Oct 25 | 426 | 23 | 18.5 | -5% |
| Nov 25 | 410 | 18 | 22.8 | +17% |
| Dec 25 | 563 | 20 | 28.2 | +45% |
| Jan 26 | 691 | 22 | 31.4 | +61% |
| Feb 26 | 733 | 20 | 36.7 | +88% |
| Mar 26 | 381 | 12 | 31.8 | +63% |

## Source Breakdown (GA Warehouse Only)

Orders matched via `orders.external_order_id` → `goparts_goparts.b2b_invoices.displayID`, source from `point_of_order`.

| Month | CCC | PT | PHONE | APFUSION | OPSTRAX | Total |
|-------|-----|-----|-------|----------|---------|-------|
| May 25 | 122 | 132 | 79 | 74 | 21 | 441 |
| Jun 25 | 120 | 135 | 84 | 52 | 16 | 425 |
| Jul 25 | 105 | 146 | 116 | 49 | 19 | 444 |
| Aug 25 | 96 | 148 | 93 | 73 | 18 | 444 |
| Sep 25 | 94 | 128 | 109 | 38 | 19 | 404 |
| Oct 25 | 95 | 177 | 94 | 42 | 20 | 447 |
| Nov 25 | 107 | 151 | 93 | 40 | 25 | 433 |
| Dec 25 | 145 | 207 | 131 | 91 | 22 | 614 |
| **Jan 26** | **158** | **289** | **161** | **50** | **38** | **725** |
| **Feb 26** | **217** | **255** | **177** | **59** | **40** | **773** |
| Mar 26* | 111 | 146 | 83 | 27 | 17 | 399 |

## Growth Attribution

| Source | Summer Avg | Jan-Feb Avg | Growth | Share of Increase |
|--------|-----------|-------------|--------|-------------------|
| **PT (PartsTrader)** | 144/mo | 272/mo | +88% | **42% of growth** |
| **CCC** | 105/mo | 188/mo | +78% | **27% of growth** |
| **PHONE** | 96/mo | 169/mo | +76% | **24% of growth** |
| **OPSTRAX** | 19/mo | 39/mo | +107% | **7% of growth** |
| APFUSION | 55/mo | 55/mo | Flat | 0% |

## Top Customers (GA Warehouse, Since Jan 2026)

| Customer | Orders | Items | Revenue |
|----------|--------|-------|---------|
| Bill Smith Auto | 92 | 96 | $17,625 |
| Ziems Ford | 7 | 7 | $1,314 |
| Gerber (Yuma AZ) | 7 | 7 | $880 |
| Bandr Auto (Go-Parts) | 7 | 8 | $1,920 |
| Classic Collision (Ocala) | 6 | 7 | $1,363 |

Growth is broad-based across hundreds of customers, not concentrated in one account.

## Key Findings

1. **PartsTrader is the #1 driver** — 42% of the GA warehouse order increase
2. **All major insurance platforms are up** (CCC, PT, PHONE, OpsTrax) except APFUSION
3. **Customer base nearly doubled** — from ~350-385/mo (summer) to 606-642/mo (Jan-Feb)
4. **The ramp started in December 2025** and sustained through February 2026
5. **Not driven by one account** — Bill Smith Auto is steady; growth is organic across hundreds of shops

## Profitability Analysis (from `orders_items_margin_detailed`)

Data coverage: 100% of GA warehouse B2B items have margin data (Aug 25–Feb 26). July 25 has 53% coverage, March 26 has 91% (month in progress).

### Overall GA Warehouse B2B Margins

| Month | Items | Avg Sale | Avg COGS | Avg Profit | Margin % | Total Profit |
|-------|-------|----------|----------|------------|----------|-------------|
| Jul 25 | 264 | $106.37 | $65.11 | -$25.33 | -44.87% | -$6,686 |
| Aug 25 | 511 | $111.93 | $80.25 | -$30.17 | -49.90% | -$15,418 |
| Sep 25 | 465 | $117.87 | $82.47 | -$31.98 | -50.14% | -$14,871 |
| Oct 25 | 485 | $105.42 | $76.76 | -$28.46 | -40.72% | -$13,805 |
| Nov 25 | 475 | $122.34 | $88.45 | -$27.54 | -47.18% | -$13,081 |
| Dec 25 | 678 | $136.31 | $94.85 | -$11.39 | -31.27% | -$7,723 |
| **Jan 26** | **779** | **$118.27** | **$83.75** | **-$20.22** | **-36.85%** | **-$15,754** |
| **Feb 26** | **863** | **$151.04** | **$109.14** | **-$5.96** | **-17.06%** | **-$5,139** |
| **Mar 26** | **400** | **$134.87** | **$79.36** | **$9.72** | **5.45%** | **$3,888** |

**Key insight:** GA warehouse B2B orders have been running at a LOSS for nearly all of 2025. Margins have been steadily improving and finally turned positive in March 2026.

### Cost Component Breakdown

| Month | Avg Sale | Supplier Price | Supplier Ship | Commission | Proc Fee | Additional | Total Cost |
|-------|----------|---------------|---------------|------------|----------|-----------|-----------|
| Aug 25 | $111.93 | $63.71 | $7.32 | $1.28 | $3.00 | $6.36 | $70.02 |
| Sep 25 | $117.87 | $67.41 | $6.39 | $1.16 | $2.85 | $6.86 | $73.05 |
| Oct 25 | $105.42 | $58.93 | $8.46 | $1.02 | $2.83 | $5.64 | $67.89 |
| Nov 25 | $122.34 | $69.66 | $7.87 | $1.57 | $3.29 | $6.43 | $77.53 |
| Dec 25 | $136.31 | $76.64 | $7.94 | $2.09 | $3.64 | $5.26 | $84.43 |
| Jan 26 | $118.27 | $65.21 | $8.11 | $2.52 | $3.18 | $5.31 | $73.17 |
| Feb 26 | $151.04 | $86.78 | $9.86 | $3.40 | $4.06 | $4.77 | $97.01 |
| Mar 26 | $134.87 | $69.60 | $1.75 | $3.02 | $3.63 | $1.47 | $71.27 |

**March improvement driven by:** Supplier shipping cost dropped from ~$8-10 to $1.75, and additional costs dropped from ~$5-6 to $1.47.

### Margin % by Source

| Month | CCC | PT | PHONE | APFUSION | OPSTRAX |
|-------|-----|-----|-------|----------|---------|
| Aug 25 | -61.07% | -59.06% | -53.41% | -17.74% | -24.60% |
| Sep 25 | -64.60% | -50.95% | -56.65% | -9.93% | -20.11% |
| Oct 25 | -41.40% | -53.31% | -32.10% | -9.67% | -45.46% |
| Nov 25 | -46.17% | -56.81% | -52.09% | -24.29% | -29.00% |
| Dec 25 | -24.35% | -45.72% | -36.62% | -1.44% | -52.20% |
| Jan 26 | -38.93% | -42.80% | -38.12% | -14.52% | -26.04% |
| Feb 26 | -17.80% | -21.84% | -13.07% | -0.06% | -34.42% |
| **Mar 26** | **7.51%** | **3.05%** | **3.57%** | **12.77%** | **2.82%** |

### Total Gross Profit by Source

| Month | CCC | PT | PHONE | APFUSION | OPSTRAX | Total |
|-------|-----|-----|-------|----------|---------|-------|
| Aug 25 | -$4,105 | -$5,634 | -$4,878 | $273 | -$620 | -$14,964 |
| Sep 25 | -$4,792 | -$5,126 | -$4,407 | -$414 | -$253 | -$14,991 |
| Oct 25 | -$2,831 | -$7,005 | -$2,682 | -$556 | -$826 | -$13,901 |
| Nov 25 | -$2,351 | -$5,451 | -$2,569 | -$1,714 | -$148 | -$12,233 |
| Dec 25 | -$1,094 | -$5,597 | -$2,013 | $1,434 | -$705 | -$7,975 |
| Jan 26 | -$2,775 | -$8,325 | -$4,273 | -$426 | -$701 | -$16,499 |
| Feb 26 | -$194 | -$3,685 | $425 | -$1,015 | -$898 | -$5,368 |
| **Mar 26** | **$1,486** | **$1,331** | **$988** | **$13** | **$103** | **$3,921** |

### Cumulative Loss

From Aug 2025 – Feb 2026 (7 months), GA warehouse B2B orders generated a total loss of approximately **-$85,931** across all sources. PT (PartsTrader) was the biggest loss contributor at roughly -$40,823 cumulative.

March 2026 is the first month showing a positive profit (+$3,921).

## Possible Causes (To Investigate)

- GA warehouse inventory/SKU expansion around Nov/Dec 2025
- Pricing or visibility changes on PT/CCC/PHONE platforms
- Seasonal collision repair increase (winter months)
- New B2B customer onboarding push
- **Why were margins negative for so long?** Supplier shipping costs and "additional costs" were eating all margin
- **What changed in March?** Supplier shipping dropped from ~$8-10 to $1.75 — possible renegotiation or routing change