The 2020 Mid-Year Economic Update_long

Posts By Dean Mueller

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Distributors and manufacturers who do not have e-commerce capabilities or have yet to get traction with existing e-commerce implementation still have an opportunity to get in the game. While the adoption rate is growing fast it increased by more than 50% for smaller companies ($10 million - $50 million) from 2018 to 2019 nearly 87% in this sector still do not have e-commerce. Even the majority (55%) of the largest companies (greater than $1 billion) still do not have e-commerce. These data, from the eighth-annual MDM distribution e-commerce survey conducted with Real Results Marketing, show there is still plenty of e-commerce runway left.

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Continuous improvement is required to adapt to ever-changing customer expectations for their e-commerce. Amazon, Grainger and other world-class e-commerce sites are constantly monitoring customer needs and making modifications that result in better conversion, customer stickiness or other operational improvements. As e-commerce in distribution matures, distributor priorities and targets for investment also evolve.

Articles included in this special report:

  • B2B E-Commerce Passes Tipping Point
  • Key Drivers for E-Commerce Demand
  • The Impact of Amazon Business on Distributors

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As part 1 and 2 in this series outlined, distributor e-commerce reached a remarkable tipping point in 2017: According to our most recent survey, the percentage of distributors deriving more than a tenth of total revenues from e-commerce grew from 34 to 41 percent. Part 2 discussed the key drivers for e-commerce demand, with field sales continuing to lead the way, but with SEO gaining in importance. In this article, we explore survey findings on how distributors are using Amazon as a sales channel, types of products sold and ways in which Amazon may be a threat.

This article includes:

  • Key Activities with Amazon
  • Pros & Cons of an Amazon Relationship
  • Moving Forward

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  • MDM-Baird Distribution Survey: Storms Stunt Distributor Growth
  • Distributors Up Search Marketing Efforts
  • Amazon Business: The Burning E-Platform
Distributor e-commerce reached a remarkable tipping point in 2017: The percentage of distributors deriving more than a tenth of total revenues from e-commerce grew from 34 to 41 percent. In this article, we explore additional findings around the channels distributors use to drive e-commerce demand as well as their satisfaction with the returns on their e-commerce investments.

This article includes:

  • Stronger Marketing Effectiveness
  • Spending Rank by Marketing Vehicle
  • Satisfaction with E-Commerce Investments

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Not a subscriber? Subscribe below or learn more. Subscribers also have access to the following related articles:

  • MDM-Baird Distribution Survey: Storms Stunt Distributor Growth
  • Distributors Up Search Marketing Efforts
  • Amazon Business: The Burning E-Platform
A remarkable tipping point took place in 2017distributor e-commerce as a percentage of revenues shifted significantly, based on the seventh annual MDM distribution e-commerce survey conducted with Real Results Marketing.

This article includes:

  • Key Trends
  • B2B e-commerce forecast
  • E-commerce priorities

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Not a subscriber? Subscribe below or learn more. Subscribers also have access to the following related articles:

  • MDM-Baird Distribution Survey: Storms Stunt Distributor Growth
  • Distributors Up Search Marketing Efforts
  • Amazon Business: The Burning E-Platform

This report, now available in PDF format, is a benefit for MDM Premium subscribers. Simply log-in below to access and download this series of articles. Not a subscriber? Subscribe below.

The fifth annual MDM distribution e-commerce survey conducted with Real Results Marketing revealed that more distributors are crossing the threshold to e-commerce maturity and are focused on growing e-commerce success. Topics examined include top e-commerce priorities and practices, as well as best practices of driving demand and keeping visitors engaged.

Articles included in this special report:

  • E-Commerce Races to Maturity
  • E-Commerce Journey Continues
  • 2016 State of E-Commerce in Distribution Webcast Slide Deck & Survey Results

Click on the link below to download this special report in PDF format.
 

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More distributors are crossing the threshold to e-commerce maturity, according to the fifth annual MDM distribution e-commerce survey conducted in partnership with Real Results Marketing. But if they expect continued growth, they must remember it is a journey, not a one-time event.

Part 1 of this series examined the continued trend of distributors moving from the nascent stage – less than 5 percent of revenue being through the e-commerce channel – to the growth and maturity stages.

This article includes:

  • Marketing vehicle effectiveness
  • How to keep website visitors engaged
  • Self-service capabilities

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Not a subscriber? Subscribe below or learn more. Subscribers also have access to the following related articles:

  • Be Patient, Persistent on Your E-Commerce Journey
  • Grainger Tackles the Data Challenge
  • 2016 Distribution Remodel: ‘Invest or Die’

The fifth annual MDM distribution e-commerce survey conducted with Real Results Marketing revealed several key trends:

  • The number of companies with at least 10 percent of their total revenue from e-com¬merce grew 8 percentage points from 2014.
  • Most distributors require a customer to log in to see pricing and purchase products.
  • The primary objectives among distributors for e-commerce remain acquiring new customers, enhancing their company brands and improving the user experience.
  • A quarter of distributors receive 50 percent or more of their orders by email.

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.

This article includes:

  • E-commerce top priorities
  • Types of e-commerce platforms
  • Tips for handling pricing

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  • The ROI Case for B2B E-Commerce
  • Grainger Tackles the Data Challenge
  • Historical E-Commerce Trends in Distribution

Measuring return on investment in e-commerce can be a challenge for distributor. This article offers ways to measure the ROI and key expense components that distributors should include in the evaluation.

This article includes:

  • How to measure e-commerce investment ROI
  • The different types of ROI
  • Examples of the impact e-commerce can have for different companies

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  • Behind the Deal: Anixter & HD Supply
  • Distributors Combine Traditional, New Means for Recruiting
  • The Counterfeit Challenge

This report, now available in PDF format, is a benefit for MDM Premium subscribers. Simply log-in below to access and download this series of articles. Not a subscriber? Subscribe below.

This report provides an in-depth look at the current state of e-commerce in distribution. Based on the results of the 2015 State of E-Commerce in Distribution Survey, this report examines how the industrys e-commerce offerings are maturing. Distributor reluctance to launch e-commerce capabilities and the integrated marketing approach are also discussed.

Articles included in this special report:

  • 2015 State of E-Commerce in Distribution: E-Commerce on Path to Maturity
  • 2015 State of E-Commerce in Distribution, Part 2: Integrate or Stagnate
  • The 2015 State of E-Commerce in Distribution Webcast Slides & Survey Results

Click on the link below to download this special report in PDF format.
 

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The fourth annual MDM distribution e-commerce survey conducted with Real Results Marketing revealed that the barrier to entry for e-commerce has lessened, but distributors are still deciding if they should launch e-commerce capability on their websites.

Part 1 of this series showed how the industry’s e-commerce offerings are maturing.

This article includes:

  • Why distributors might be reluctant to launch an e-commerce capability
  • Marketing vehicle effectiveness and spend
  • An overview of the integrated marketing approach

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Not a subscriber? Subscribe below or learn more. Subscribers also have access to the following related articles:

  • Amazons B2B Move Reduces Threat
  • Grainger Tackles the Data Challenge
  • Industry 4.0: Technology-Driven Change
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The fourth annual MDM distribution e-commerce survey conducted with Real Results Marketing revealed several key trends:

  • The percentage of companies with at least 10 percent of their total revenue from e-commerce grew 14 percent in 2014 from 2013.
  • Barriers to entry for deploying an e-commerce site have dropped significantly, allowing many more mid-market and small distributors to sell online.
  • The primary objectives among distributors for e-commerce remain acquiring new customers, enhancing their company brands and improving the user experience.
  • Distributor satisfaction with mobile enablement on their e-commerce site and mobile applications increased in 2014 from 2013, while satisfaction with mobile optimized websites remained the same.

This article examines the results of the 2015 State of E-Commerce in Distribution Survey and how the industry’s e-commerce offerings are maturing. Part 2 will look at best practices for distributor-integrated marketing approaches to support electronic shopping and buying. 

This article includes:

  • E-commerce top priorities
  • Satisfaction with e-commerce platforms
  • Implications for the future of e-commerce

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Not a subscriber? Subscribe below or learn more. Subscribers also have access to the following related articles:

  • Overcoming the Barriers to Analytics
  • Grainger Tackles the Data Challenge
  • Historical E-Commerce Trends in Distribution