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What Customers Want: A Distributor's Guide to Customer Buying & Shopping Preferences
Pages: 38 (PDF Report)
What Customers Want: A Distributor's Guide to Customer Buying & Shopping Preferences analyzes the results of the 2016 Wholesale Distribution Shopping and Buying Survey, which examined how customers of wholesale distribution companies prefer to shop (find products) and buy (purchase products).
This is the first extensive business-to-business customer-based shopping and buying survey for wholesale distribution.
What Customers Want: A Distributor's Guide to Customer Buying & Shopping Preferences provides an aggregate view of distributor customer survey data, including:
- Customer shopping preferences
- Customer buying preferences
- Customer communication preferences
- The role of e-commerce and other ordering mechanisms in customers’ selection of distributors
- Functionality customers want when shopping and buying online
More than 3,500 customers across diverse sectors and geographies participated in this research.
More about What Customers Want: A Distributor's Guide to Customer Buying & Shopping Preferences:
Big changes are coming to the way end users shop and buy. They are moving toward more efficient, primarily electronic, vehicles. But they are also moving toward inside sales and customer service reps and away from field sales.
As a result, the need for a distributor to take a multichannel approach is growing. However, many distributors have not kept up with this end-user shift. Rather than take a true multichannel approach, they’ve added a token e-commerce platform and remain overwhelming centered on field sales.
The data in this report will challenge you to think differently about what your business needs to better serve your customers and can further inform your company’s specific needs.