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Grainger’s Pricing Solution

Online presence grows, but high list prices a barrier to customer acquisition

March 25, 2017

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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