Generic selectors
Exact matches only
Search in title
Search in content
Post Type Selectors

Digitization of B2B Channels and Channel Conflict

Industry News
b2b channel conflict webinar image

Digitization of B2B Channels and Channel Conflict

While a relatively small share of MRO transactions are done online today, B2B e-commerce is projected to explode in the coming years. Indeed, a third or more of MRO demand will likely be filled online in the next five years, more than double what it is today. Given the overwhelming success of B2C e-commerce, it’s only a matter of time before Amazon Business gets as much press as Amazon Prime. Further, leading e-commerce insiders such as Grainger and MSC Industrial are likely to take more share in fragmented distribution markets. These changes in MRO markets will almost certainly impact distribution channels for durable goods, which contribute over $2.5 trillion to U.S. GDP. This shift is causing significant strain on relationships between manufacturers and established channel partners.

In this webinar, leading B2B channel advisor Scott Benfield (a former channel executive from Emerson, Kohler, and Ingersoll Rand) shared insights on:

  • The impact of digital commerce on manufacturers’ go-to-market policies
  • The most challenging constraints faced by distributors and manufacturers
  • Which existing channel practices have become antiquated in today’s digital age
  • The impact on product content and the need for flexibility and standards
  • What manufacturers should do to assess their risk and subsequently grow their market share

It’s a brave new world, where traditional go-to-market approaches are increasingly irrelevant.


Related Articles

Related Whitepapers

Expansion Joint Expertise Improves Industrial Wastewater System Reliability

The majority of industries have wastewater treatment plants. Government agencies and local governments require these facilities to meet pretreatment requirements. Pretreatment rules were enacted to prevent…

How to Decrease Oil Changes with Bearing Isolators [Inforgraphic]

Learning how to decrease oil changes can be time- and money-saving. Oil life can be long if contamination is eliminated, which is easier said than…

Synchronous Machines Are The Optimal Choice For Heavy Industry

TECO-Westinghouse experience assures superior performance and reliability For over a century, Westinghouse has been the pacesetter in the design and production of electric machines for heavy…

Why FLEXXORs Are Designed Differently

J. Hilbert Anderson, President of Coupling Corporation of America, discusses some of the reasons why FLEXXORs are designed differently from all other flexible couplings, and…


Leave a Reply

Your email address will not be published. Required fields are marked *

Join the #PumpTalk Community

By submitting this form, you are consenting to receive marketing emails from: Empowering Pumps & Equipment, 2205-C 7th Street, Tuscaloosa, AL, 35401, You can revoke your consent to receive emails at any time by using the SafeUnsubscribe® link, found at the bottom of every email. Emails are serviced by Constant Contact