Digital transformation has been a part of distributors’ language for many years. But the speed of transformation has varied: It’s hard, takes significant resources and in some instances, hasn’t been spurred by overwhelming customer demand.
In a survey, we found that more end-users are embracing online shopping and buying for business out of necessity in light of COVID-19.
My colleagues have written some great articles about the uncertainty around the COVID-19 outbreak. This article is geared toward what distributors can do right now to continue serving customers and keep productive using digital tools.
To many distributors, e-commerce and e-business sound interchangeable. Yet, there are important differences in the definitions.
E-business goes beyond just shopping-cart revenue. E-business involves a broader strategy that incorporates website ordering, EDI, punchout and email/fax order automation, along with an aligned team that is incentivized to drive revenue to these channels.
Customers and prospects may learn about, shop for and buy products from your company in a variety of ways—online searches, website visits, interaction with salespeople and more.
Historically, suppliers have sold directly to a few of their largest customers. About 46% in the latest survey reported they are selling direct online only to existing markets and segments — not new ones.
Opportunity is high for B2B e-commerce, according to the eighth-annual MDM distribution e-commerce survey conducted with Real Results Marketing
If when you see the phrase “value proposition” you think: “Yes, we have one already. We provide great customer service. We’ve been in business for 75 years, and we have the best product,” then you may want to rethink where you stand.
Amazon continues to build share into traditional distribution channels. Their obsession for the customer experience raises the bar high for suppliers – distributors and manufacturers – whether you sell through them or not.