By 2020, more than 60 percent of companies in our annual survey of distributors will see 10 percent or more of their revenue coming through website ordering. About a third will have 20 percent or more. We’re moving rapidly toward a winner-takes-most or even a winner-takes-all scenario, which happens when e-business makes up more than 25 percent revenue. That means a distributor has developed a systematic approach to generating demand that takes market share from competitors.

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