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Distributors lag manufacturers in e-commerce maturity.
Stronger than expected response to price realignment leads to lower guidance for 2017.
E-commerce exposes broader range of products to existing customers.
How to bring your pricing into alignment with e-commerce.
The key to success in the Age of the Customer is to know your customer.
Amid disruption, company sharpens focus on value proposition.
New site will feature e-commerce functionality and a user-friendly interface.
E-commerce success requires more than just building and launching a site.
Part 1 of this series showed the continued trend of distributors moving from the nascent stage (less than 5 percent of revenue) of e-commerce to the growth and maturity stages. The shift moving toward e-commerce maturity means the journey evolves as well. This article explores what is changing and what that could mean for your business.
This article includes:
- E-commerce performance
- Marketing vehicle effectiveness and spending rank
- Satisfaction with returns on investment
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Not a subscriber? Subscribe below or learn more. Subscribers also have access to the following related articles:
- Wholesale Distribution Disrupted, Part 2: Engage to Combat Disruption
- Top Trends for 2017
- ‘Digital Branch’ Strategy Drives AD eContent
Comprehensive user experience will keep customers coming back.
Your typical approach to pricing may not be effective online.
New B2B service will supply products directly to businesses.
CEO: High list prices may be hurting customer acquisition.
The sixth annual MDM distribution e-commerce survey conducted with Real Results Marketing revealed several key trends.
This article includes:
- Results of the 2017 State of E-Commerce in Distribution Survey
- How the industry’s e-commerce offerings are maturing
- The primary e-commerce objectives among respondents
Subscribers should log-in below to read this article.
Not a subscriber? Subscribe below or learn more. Subscribers also have access to the following related articles:
- Wholesale Distribution Disrupted, Part 2: Engage to Combat Disruption
- Top Trends for 2017
- ‘Digital Branch’ Strategy Drives AD eContent
Grainger is often recognized as a leader when it comes to distribution e-commerce, but the company recently recognized that its high list prices might be deterring potential customers from becoming buyers. MDM Editor Jenel Stelton-Holtmeier spoke with CEO D.G. Macpherson and Geoff Robertson, vice president, global digital business and innovation, at the 2017 Grainger Show in Orlando, FL, about the company’s strategy for addressing its e-commerce challenge.
This article includes:
- The pricing dilemma
- Overcoming e-commerce barriers
- The "high-list, less-discount model"
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Not a subscriber? Subscribe below or learn more. Subscribers also have access to the following related articles:
- How Sales Comp Can Drive Sales Growth
- MDM Interview: Essendant’s Path Takes New Twist
- What’s Your Mid-Market Strategy?
Distributor sees e-commerce sales grow 5 percent in 2016.
Disruptive forces may have a big impact on the future performance of distributors. This article, the second in a three-part series, introduces a framework for harnessing these disruptive forces and identifies the capabilities distributors need to develop to successfully navigate the inflection point.
This article includes:
- A breakdown of the E framework
- Creating a leading experience
- How to convey value to customers and partners
Subscribers should log in below to read this article.
Not a subscriber? Subscribe below or learn more. Subscribers also have access to the following related articles:
- Top Trends for 2017
- Why Field Sales Must Evolve: The Gorilla in the Room
- MDM-Baird Distribution Survey: Industry Sputtering Back to Life
