2D Sales Drawings
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The industrial buying process has changed and to remain in contention industrial suppliers MUST adapt to customers’ new expectations. Exactly what are those expectations and what does it cost to meet them?
The latest evidence of those expectations may be this August 2014 study by Forrester Consulting for Intershop as reported by emarketer.com. B2B end-user buyers now expect a consumer-like experience when researching and making business purchases online.
B2B end-user buyers worldwide were most likely to begin researching work-related purchases on search engines (35%) and manufacturers’ websites (27%).
The most important content are they looking for is Technical Brochures and Specification Sheets (61%), Instruction Manuals and How-to documents (46%), Videos (38%), Case Studies (31%) and Webinars (30%).
The information they find most useful when making purchasing decisions is that technical information (64%) but Pricing information is top of mind (73%) followed by Delivery Costs (53%) and Stock Availability (49%).
In our view here’s what it means for industrial suppliers.
That’s our take, what’s yours?