The 2020 Mid-Year Economic Update_long

March 25 2017

2017 State of E-Commerce + Grainger on Pricing

Volume:

47

Issue:

6

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Features
2013ECommercet

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

This article includes:

  • Results of the 2017 State of E-Commerce in Distribution Survey
  • How the industry’s e-commerce offerings are maturing
  • The primary e-commerce objectives among respondents

Subscribers should log-in below to read this article.

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

  • Wholesale Distribution Disrupted, Part 2: Engage to Combat Disruption
  • Top Trends for 2017
  • ‘Digital Branch’ Strategy Drives AD eContent
graingers_pricing_solution

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"

Subscribers should log-in below to read this article.

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

  • How Sales Comp Can Drive Sales Growth
  • MDM Interview: Essendant’s Path Takes New Twist
  • What’s Your Mid-Market Strategy?

In the first quarter of 2016, MDM published a series of articles about the importance of “remodeling” your business. The series, the 2016 Distribution Remodel, outlined ways distributors could think and act differently about talent, technology, customers and markets. The timing of that series wasn’t accidental.

Subscribers should log-in below to read this article.

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

  • Could Distributor Revenues Rebound in 2017?
  • What Millennials Want
  • Distribution Training Ground

Done right, customer surveys can provide valuable insights into your customer base. Done wrong, they can alienate those customers and damage your company’s reputation for being easy to do business with. This article examines ways to ensure your surveys provide the best results.

This article includes:

  • Creating Segments
  • Asking tangible questions
  • Measuring actions

Subscribers should log-in below to read this article.

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

  • How to Navigate Key HR Issues in 2017
  • Top Trends for 2017
  • The Future of Relationship Selling: The Gorilla in the Room, part 2

Modern Distribution Management's monthly Industrial Inflation Index measures a cross-section of industrial supplies.

This index includes:

  • Abrasives Products
  • Cutting Tools
  • Power Transmission Equipment
  • Fasteners
  • Valves, etc.
  • Power Tools
  • Material Handling Equipment
  • Belting
  • Hand Tools
  • Misc. Metal

Subscribers should log-in below to read this article.

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

  • MDM Pricing Trends Report: Fourth Quarter & Annual 2016
  • How to Navigate Key HR Issues in 2017
  • Market Snapshot: Cutting Tools Market Demand in the United States

This is the PDF of this issue of Modern Distribution Management.

Table of Contents:

  • 2017 State of E-Commerce, pt. 1: E-Commerce Inches Toward Maturity
  • Commentary: Hope is Not a Strategy
  • Grainger's Pricing Solution
  • Capturing the Power of Customer Surveys
  • News Digest
  • Monthly Wholesale Trade Data: January 2017
  • MDM Industrial Inflation Index: February 2017

Are you a subscriber? Simply log-in to view this issue.

PDF Download
2013ECommercet

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

This article includes:

  • Results of the 2017 State of E-Commerce in Distribution Survey
  • How the industry’s e-commerce offerings are maturing
  • The primary e-commerce objectives among respondents

Subscribers should log-in below to read this article.

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

  • Wholesale Distribution Disrupted, Part 2: Engage to Combat Disruption
  • Top Trends for 2017
  • ‘Digital Branch’ Strategy Drives AD eContent
graingers_pricing_solution

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"

Subscribers should log-in below to read this article.

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

  • How Sales Comp Can Drive Sales Growth
  • MDM Interview: Essendant’s Path Takes New Twist
  • What’s Your Mid-Market Strategy?

In the first quarter of 2016, MDM published a series of articles about the importance of “remodeling” your business. The series, the 2016 Distribution Remodel, outlined ways distributors could think and act differently about talent, technology, customers and markets. The timing of that series wasn’t accidental.

Subscribers should log-in below to read this article.

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

  • Could Distributor Revenues Rebound in 2017?
  • What Millennials Want
  • Distribution Training Ground

Done right, customer surveys can provide valuable insights into your customer base. Done wrong, they can alienate those customers and damage your company’s reputation for being easy to do business with. This article examines ways to ensure your surveys provide the best results.

This article includes:

  • Creating Segments
  • Asking tangible questions
  • Measuring actions

Subscribers should log-in below to read this article.

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

  • How to Navigate Key HR Issues in 2017
  • Top Trends for 2017
  • The Future of Relationship Selling: The Gorilla in the Room, part 2

Modern Distribution Management's monthly Industrial Inflation Index measures a cross-section of industrial supplies.

This index includes:

  • Abrasives Products
  • Cutting Tools
  • Power Transmission Equipment
  • Fasteners
  • Valves, etc.
  • Power Tools
  • Material Handling Equipment
  • Belting
  • Hand Tools
  • Misc. Metal

Subscribers should log-in below to read this article.

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

  • MDM Pricing Trends Report: Fourth Quarter & Annual 2016
  • How to Navigate Key HR Issues in 2017
  • Market Snapshot: Cutting Tools Market Demand in the United States

This is the PDF of this issue of Modern Distribution Management.

Table of Contents:

  • 2017 State of E-Commerce, pt. 1: E-Commerce Inches Toward Maturity
  • Commentary: Hope is Not a Strategy
  • Grainger's Pricing Solution
  • Capturing the Power of Customer Surveys
  • News Digest
  • Monthly Wholesale Trade Data: January 2017
  • MDM Industrial Inflation Index: February 2017

Are you a subscriber? Simply log-in to view this issue.