We talk with Jonathan Bein, managing partner of Real Results Marketing and one of the brains behind a number of research studies in wholesale distribution illustrating trends in B2B marketing, digital adoption and ecommerce. Jonathan and his partners are also the authors of a must-read, “What Customers Want: A Distributor’s Guide to Customer Buying and Shopping Preferences,” which is based on their survey of nearly 10,000 end-customers. In short, it’s a very powerful report on what customers want from their suppliers.
Shopping and buying is all about the customer’s efficiency. This is especially important online.
As field sales declines in importance and e-commerce grows, a multichannel approach becomes increasingly important. All channels can drive business on all other channels.
Millennials, who have already moved into decision-making positions and outnumber Baby Boomers in the labor force, have demonstrated a different approach to shopping and buying that leans digital. This can’t be ignored.
It has never been more important to differentiate your company than in today’s competitive markets. The importance of having a strong, credible value proposition is essential and will be the key to differentiating the value of your distribution company.