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How Do You Identify the Top Variables That Help You Sell More?
An analysis of distributor data often identifies a dozen or more variables, or markers, that segment customers in certain ways.
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Why They Leave Your Website Without Buying
Increasingly, we hear distributors say that their e-commerce site is not getting the revenue traction they expected. The distributor went into the initiative thinking, “Build it and they will come.”
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It’s About Your Customer’s Efficiency
For many distributors, multi-channel only means adding e-commerce alongside field sales. However, there is more to multi-channel than just field sales and e-commerce. It might or perhaps should include proactive inside sales, vending machines, mobile, email, and SMS/MMS.
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Distributor Shopping and Buying Profiles: There Is No Average Joe
When shopping (finding, researching, and evaluating products), three methods are most frequently used including performing online search, going to a manufacturer website, and going to a distributor website. These electronic shopping methods were preferred over shopping by talking to people (sales reps, CSR’s, colleagues) or using print.
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How Millennials Shop and Buy in a B2B Setting
Millennials now outnumber Boomers and GenX in the work force (see Figure 1.) In 4 years they will significantly outnumber Boomers and along with GenZ will significantly outnumber GenX. That means that the majority of the workforce will have grown up in the digital era.
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The Electronic Postman Always Rings Much More Than Twice
In the research we performed with over 3500 customers of distributors, we learned that three methods for purchasing (email, web, phone) were significantly more frequently used than other methods including in store, at job site, mobile, EDI, punchout, text, and fax.
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2016 State of Distributor Marketing
Only 4 percent of respondents to the joint MDM-Distribution Strategy Group annual marketing survey said they are extremely satisfied with the results of their marketing initiatives.
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Results from the 2016 Distributor Marketing Survey
Distribution Strategy Group conducted an electronic survey with Modern Distribution Management in September 2016 of 425 participants to better understand trends in distribution marketing.
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The Good News and Bad News of B2B Customer Shopping: We Are Number 3.
Going to a distributor website to find what to buy is more popular than talking to a sales rep, customer service rep, or looking at print material. In fact, shopping at a distributor website is significantly more popular than these other approaches.
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2016 State of E-Commerce in Distribution: E-Commerce Races to Maturity
This article examines the results of the 2016 State of E-Commerce in Distribution Survey and how the industry’s e-commerce offerings are maturing.