Distributors using eCommerce but not integrating it with their CRM software are missing out on segmentation and analysis of their customer base and using what they learn to maximize marketing and service.
Many distributors struggle with eCommerce despite its benefits. Here, Helen Piña covers the challenges involved, how to build trust in doing business online and then embrace and leverage its capabilities.
Within the distributor-supplier relationship, product information sharing can be hard to come by. But here, Mike Hockett details a partnership between ARG Industrial and Midland Industries as a winning example.
One of the biggest factors limiting the success of B2B distributor eCommerce is pricing. James Dorn looks at pricing strategy and two schools of thought on how distributors look at the ROI equation for their eCommerce revenue.
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