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.