MDM-Podcasts-launch
Need Help? (888) 742-5060

In The News:

Tip: Understand What Customers Need to 'Pull the Trigger' Online

February 26, 2014

No matter the sector, Grainger’s vice president of global e-commerce says that all distributors need to consider how they will adapt online tools for their businesses. To do this effectively, understand what customers need to “pull the trigger” on a purchase, Paul Miller says in Behind Grainger's E-Commerce Strategy.

For some products, customers need more information to make a decision. For example, air conditioning units may require a more hands-on approach than paper towels. “You have to peel away a little bit,” Miller says. “What are the things that people need to make that choice?”

In other words, what can you add to the online experience that can help people who are searching for information about a product? What would encourage that potential or current customer to call or chat with you if they have further questions? And how can you further engage them so that they don’t move onto the same product on another website?

Read more from Miller in the latest issue of MDM: Behind Grainger’s E-Commerce Strategy.

Register for MDM’s upcoming March webcast, The State of E-Commerce in Distribution in 2014, sponsored by NetSuite. 

© 2019 Gale Media, Inc.

Please do not reprint MDM's content on your website without MDM's express permission as it is copyrighted material. To gain permission, email us, or call 1-888-742-5060. For information on PDF or print reprints, visit www.mdm.com/reprints. MDM welcomes inbound links from your site. Please cite Modern Distribution Management.

2018-top-distributors-listThe 2018 Top Distributors List

This free PDF includes lists of top distribution companies across 14 sectors.

You will also receive MDM Update, our daily distribution e-newsletter & other distribution-focused content.

Download the Free PDF now >>


MDM-UpdateMDM Update: Daily Newsletter 

Sign up to read the best source for news & trends in wholesale distribution, MDM Update. Delivered daily to your inbox. 

Sign-up for MDM Update >>

Post a comment to this article

Partner Center