B2B MARKETPLACE
How the FFT moved from a dropshipping model to a B2B marketplace.
Before 2019, the French Tennis Federation managed its purchasing through a print catalog and a dropshipping process. Proshop FFT changed everything, a B2B marketplace purpose-built for its 7,000 affiliated clubs, their volunteers, and their suppliers.
Member growth since launch.
GMV growth in one year (2023→2024)
Active suppliers since launch.
SKUs available on the platform (vs. 2,000 at launch)
ABOUT
The French Tennis Federation.
The FFT is the governing body for tennis in France. It brings together more than 7,000 affiliated clubs across the country, mostly volunteer-run and organizes Roland-Garros.
Before 2019, the FFT provided its clubs with a print catalog called “La Centrale du Club” for equipment purchasing. Orders triggered a complex, opaque, and time-consuming dropshipping process for all parties involved.
The FFT decided to make the leap to digital with Proshop FFT, a B2B marketplace dedicated to its clubs, tennis schools, and local authorities.
🏸 Affiliated clubs
+ 7 000
📅 Proshop FFT launch
2019
« Before 2019, we were operating with a print catalog and a dropshipping system to fulfill orders from our clubs. It was time to modernize. If I had to describe Origami Marketplace in 3 words today: Simplicity, Flexibility, and Expertise. »
Daniel Courcol – Deputy CEO
THE PROBLEM
A print catalog and dropshipping that had become a bottleneck.
The existing model was both costly and lacking in transparency: suppliers never interacted directly with clubs, volunteers ordered from a static annual catalog, and the FFT was manually handling all after-sales service.
Outdated, non-interactive print catalog
Complex and labor-intensive dropshipping process
No real-time inventory visibility
After-sales service managed manually by FFT staff
No automation for supplier payments
Volunteer-run clubs with limited e-commerce familiarity
THE OBJECTIVES
3 Strategic priorities to digitize procurement.
Digitize suppliers and clubs
Convince suppliers to move away from the print catalog toward online ordering, and support volunteer clubs through this digital transition with guided onboarding for each party.
Expand the available product range
By handing order management directly to suppliers and acting as a trusted intermediary, the FFT can offer a far broader selection than the old print catalog ever allowed.
Simplify operations and reduce administrative overhead
Centralize all orders on a single platform, delegate after-sales service to suppliers, and automate payments. So the FFT only steps in when truly necessary.
IMPLEMENTATION
A 3-phase deployment, from discovery to launch.
Discovery & requirements
Analysis of existing processes, identification of club and supplier expectations, and design of a solution tailored to the specific challenges of a national federation network.
Configuration & customization
SSO login via Ten'up, multi-account management for clubs, custom quote workflows, and a payment setup adapted to club needs (SEPA, administrative mandate, FFT gift cards).
Training & rollout
Ongoing support for suppliers managing their back-office, and for volunteer clubs adopting the marketplace. A long-term transformation that is now delivering its full potential.
KEY FEATURES
Proshop FFT: A platform built for clubs.
SSO Login via Ten'up
Clubs access Proshop FFT using their existing Ten'up credentials. One account for all federation services.
Multi-account & multi-club
Management A single user can manage multiple clubs from one login, switching between entities without friction.
Custom quote workflow
Configurable quote validation workflow. Add line items, adjust pricing, fully automated approval routing.
Payment methods adapted to club needs
SEPA direct debit, administrative mandate, FFT gift cards. Each club pays according to its constraints and status.
Dedicated supplier back-office
Each supplier manages their catalog autonomously (flat file, FTP, feed, or punchout) with built-in performance tracking.
Automated supplier payouts
Two settlement cycles per month, automatic financial reconciliation, invoice generation, and commission payouts to the FFT.
RESULTS
Measurable performance from day one.
Strong, sustained GMV growth. From €910K in 2023 to €1.2M in 2024 — a +32% increase in one year, driven by growing club adoption and an expanding product catalog.
A continuously growing member base. +56% since the 2019 launch (from an initial 4,500 clubs) — proof that change management done right delivers lasting results.
A significantly broader supplier network. +50% active suppliers, thanks to dedicated back-offices and a self-service, guided onboarding process.
Fully streamlined operations. Automated payments, after-sales service handled directly by suppliers, two monthly settlement cycles with financial reconciliation — zero manual intervention from headquarters.
Your organization deserves better
than a print catalog.
Like the FFT, digitize your procurement, streamline club ordering, and give your suppliers a modern, efficient experience.
