Half of all B2B buyers are millennials, and they're influencing purchasing decision makers across the industrial B2B market. Learn the 3 newest trends in Industrial Sales and how your business can keep up.
20. 1.Product data is now accessible
wherever, whenever.
2.Product data is dynamically
generated.
3.Your website and product data
are your company’s biggest
marketing assets.
26. The problem
With so many hours required to maintain product
specs, certifications and CAD drawings, product
lines were being published with missing or out-of-
date information.
29. The new trend = eCatalogs
Any product changes made in the eCatalog database are reflected
across the website and distributor channels.
• Products are discovered and purchased on-the-go, on mobile
devices, after work hours.
• Buyers purchase from businesses that make it easy for them to
quickly find and purchase products.
30. 1.Product data is now accessible
wherever, whenever.
2.Product data is dynamically
generated.
3.Your website and product data
are your company’s biggest
marketing assets.
33. The old trend
Prospect tells manufacturer
product specs.
Engineer designs model to
requirements and format.
34. The old trend
Buyers had to engage with Technical Salespersons or
Engineers to create models to their exact specifications.
Prospect tells manufacturer
product specs.
Engineer designs model to
requirements and format.
40. The new trend = CAD/BIM libraries
A robust library of CAD and BIM models with design, performance and functional
details of the product.
• These models support multiple formats — Revit, Bentley, CADmep, etc.
• Geometry and spec details are centrally maintained. Every download by an
end user is dynamically generate from up-to-date data.
41. 1.Product data is now accessible
wherever, whenever.
2.Product data is dynamically
generated.
3.Your website and product data
are your company’s biggest
marketing assets.
46. The new trend = a complete
digital customer experience
47. The new trend = a complete
digital customer experience
48. The new trend = a complete
digital customer experience
Database admin (You) makes
product data changes
49. The new trend = a complete
digital customer experience
Database admin (You) makes
product data changes
Changed properties updated
automatically in cloud
50. The new trend = a complete
digital customer experience
Database admin (You) makes
product data changes
Changed properties updated
automatically in cloud
Product data is accurate
across all channels and can
be accessed 24/7 from any
device — no calling or
technical help required
51. The new trend = a complete
digital customer experience
Database admin (You) makes
product data changes
Changed properties updated
automatically in cloud
Product data is accurate
across all channels and can
be accessed 24/7 from any
device — no calling or
technical help required
Customers exchange
contact information for rich
information about products
52. The new trend = a complete
digital customer experience
Customer wins with easy
online experience; YOU
win by getting their bid (and
lead information)
Database admin (You) makes
product data changes
Changed properties updated
automatically in cloud
Product data is accurate
across all channels and can
be accessed 24/7 from any
device — no calling or
technical help required
Customers exchange
contact information for rich
information about products
54. Why this trend is “winning”
Customer win:
• Product data is easy to find
• Product data is dynamic to fit their project
• Access is immediate
Manufacturer/distributor win:
• You get highly qualified lead information
• You’re the “convenient, innovative business” that
makes customers’ lives easier
• Your products get found in channels
• You win the bid
55. Why this trend is “winning”
Customer win:
• Product data is easy to find
• Product data is dynamic to fit their project
• Access is immediate
Manufacturer/distributor win:
• You get highly qualified lead information
• You’re the “convenient, innovative business” that
makes customers’ lives easier
• Your products get found in channels
• You win the bid
56. Your competitors are already
investing in this experience.
Industrial buyers are increasingly using online
platforms to fulfill their needs.
• eCommerce sales increased 17% to
$4.2 billion in 2015.
• eCommerce accounts for 40% of total
U.S. sales.
• eCommerce sales increased 20% to
$1.43 billion in 2015.
• eCommerce accounts for about 50%
of total company sales
57. Ready to target your new audience?
ThomasEnterpriseSolutions.com
www.linkedin.com/company/thomas-enterprise-solutions
