1、B2BCOMMERCE 360B2B ECOMMERCE FORECAST FOR MANUFACTURING AND DISTRIBUTION MARKETSTHE 2023Compliments ofB2BCOMMERCE 360Copyright 2023 Digital Commerce 360&Vertical Web Media LLC.All rights reserved.Content published June 2023EXECUTIVE SUMMARY 3WHAT MANUFACTURERS NEED TO SUCCEED IN B2B ECOMMERCE 10MANU

2、FACTURERS AND DISTRIBUTORS BOTH GREW ONLINE LAST YEAR 24KRAFT HEINZ EXPANDS IN EMERGING MARKETS ON THE BEES B2B MARKETPLACE 32A LONG-TIME AVIATION PARTS SOURCE LAUNCHES A B2B MARKETPLACE 34ABOUTThe author 37Digital Commerce 360 Research 39SPONSORSWhy its essential to prioritize digital transformatio

3、n for B2B business 6More B2B payment options leads to increased ales,customer loyalty 12B2B businesses prioritize ecommerce to meet customers growing demands 16Ecommerce brings manufacturers closer to customers,distributors and dealers 22Copyright 2023 Digital Commerce 360&Vertical Web Media LLC.All

4、 rights reserved.Content published June 2023B2BCOMMERCE 360EXECUTIVE SUMMARYThe economy is changing,and so is the pace and nature of digital commerce and transformation.As a result,U.S.manufacturers and distributors finished 2022 online in strong shape.And that performance came against the backdrop

5、of labor shortages,supply chain disruption and the impact of more than two years of the COVID-19 pandemic.U.S.manufacturers and distributors grew total B2B sales in 2022 to$14.89 billion.That is up 15.4%from$12.98 billion in 2021,according to the U.S.Department of Commerce.Manufacturing and distribu

6、tion sales grew robustly in 2022 overall,but most of the growth took place early in the year.By the end of the fourth quarter,sales growth had slowed by about half from the first three months of the year.In the first quarter,sales grew 19%to about$3.66 trillion,according to data from the Commerce De

7、partment.But in the fourth quarter,the growth in sales slowed.AS BUSINESS EVOLVES MANUFACTURERS AND DISTRIBUTORS GO MORE DIGITALexecutive summaryTodays B2B buyers want more self-service ecommerce,and B2B companies are responding Last year,the sales that occurred on B2B ecommerce sites and apps grew

8、to$9 14 trillion,a 19%increase over the previous year THE 2023 B2B ECOMMERCE FORECAST FOR MANUFACTURING AND DISTRIBUTION MARKETS4B2BCOMMERCE 360Copyright 2023 Digital Commerce 360&Vertical Web Media LLC.All rights reserved.Content published June 2023EXECUTIVE SUMMARYLast year,electronic sales grew t

9、o$9.14 trillion,a 19%increase from 2021.More important,B2B ecommerce grew faster than total B2B sales and accounted for 13%of all manufacturing sales.Manufacturers and distributors both grew online last year,but distributors grew much faster than manufacturers.All in,manufacturers grew B2B digital c

10、ommerce about 15%to$623.3 billion in 2022 from$543.3 billion in 2021.Distributors,meanwhile,grew year over year much faster,with ecommerce sales growing 25%in 2022 to$1.4 trillion from$1.1 trillion in 2021.Distribution companies move faster on digital commerce and transformation than manufacturers b

11、ecause their prime customers are now younger and increasingly prefer digital channels to traditional paper and in-person purchasing.TOTAL B2B SALES 20222022 SALES2021 SALESGROWTHJanuary$1,200,770,000$1,027,211,00016.9%February$1,216,802,000$1,014,148,00020.0%March$1,242,504,000$1,047,879,00018.6%Apr

12、il$1,223,666,000$1,038,803,00017.8%May$1,240,423,000$1,048,774,00018.3%June$1,261,526,000$1,070,055,00017.9%July$1,243,451,000$1,093,193,00013.7%August$1,252,825,000$1,102,205,00013.7%September$1,250,219,000$1,104,009,00013.2%October$1,255,617,000$1,127,159,00011.4%November$1,242,354,000$1,144,179,0

13、008.6%December$1,226,812,000$1,163,541,0005.6%Total B2B Sales$14,856,969,000$12,981,156,000 14.5%Digital Commerce 360 B2B estimate based on January through November data from the Commerce Department.Source:U.S.Department of Commerce.THE 2023 B2B ECOMMERCE FORECAST FOR MANUFACTURING AND DISTRIBUTION

14、MARKETSEXECUTIVE SUMMARY5In a study last year based on a survey of 14,000 B2B buyers,Forrester Research found that young buyers far more than their older peers preferred digital and self-service purchasing methods over traditional in-person options.Among B2B buyers,those born in 1981 or later“now ho

15、ld the keys to decision-making for the majority of purchases,”Forrester says.It defines young buyers as millennials and Generation Z and older buyers as baby boomers.Millennial and Gen Z buyers are much more digital in their channel usage than their older counterparts.For example,35%of young buyers

16、say they will use an enterprise app to make corporate purchases.But 24%of older B2B buyers prefer placing orders with an inside sales representative,compared with just 19%of millennial and Gen Z buyers.B2BCOMMERCE 360Copyright 2023 Digital Commerce 360&Vertical Web Media LLC.All rights reserved.Cont

17、ent published June 202314.3%TOTAL U.S.MANUFACTURING AND DISTRIBUTOR SALES GAIN MOMENTUMSALES(IN TRILLIONS)GROWTH2022202120202019202220212020$11.66$11.36$12.98$14.85-2.6%14.5%Digital Commerce 360 B2B estimate based on January through November data from the Commerce Department.Source:U.S.Department of

18、 Commerce.SPONSORED ARTICLEWHY ITS ESSENTIAL TO PRIORITIZE DIGITAL TRANSFORMATION FOR B2B BUSINESSAn executive conversation with Jason Magee,managing partner,Human ElementAdditionally,a lack of internal resources dedicated to the project and issues related to managing and utilizing data internally o

19、ften pose additional obstacles.What does a successful digital transformation project look like?Successful digital transformation projects rely on setting attainable project goals and technology objectives.B2B companies need a practical strategy to get their storefront up-and-running but they must al

20、so understand that customer acquisition may take time.They also need to acknowledge what they dont know and be open to change.Setting realistic expectations for the launch including resource allocation,cost and ongoing maintenance is absolutely necessary for success.And,if possible,they should dedic

21、ate the right amount of resources to the project and be prepared for potential adjustments throughout the entire journey.How can B2B companies put these strategies into place?They can partner with a technology provider that can guide them on their digital transformation journey.Human Element,for exa

22、mple,evaluates the current stage of a companys digital transformation and assists in creating practical requirements,budgets and timelines.There is no instant solution;success comes from making incremental improvements over time.B2B buyers all use modern technology and companies need to be able to p

23、rovide a familiar experience.The online B2B channel is your face to the world.Dont ignore it or treat is as a secondary channel.It should be primary.The one-on-one customersales representative relationship has been the backbone of B2B companies success for years.But as customers demands for digital

24、shopping experiences grow,so does the need for B2B companies to prioritize providing ecommerce capabilities.However,with other pressing needs,many B2B companies havent given ecommerce the attention it warrants.To discuss why a digital transformation and ongoing digital maintenance is essential for t

25、he future success of any B2B business,Digital Commerce 360 B2B spoke with Jason Magee,managing partner at Human Element.To stay competitive,what ecommerce technologies do B2B companies need to prioritize?To optimize ecommerce capabilities,B2B businesses should focus on ERP integration for real-time

26、pricing and inventory updates,along with customer-specific pricing and product catalogs.Implementing features like discounts and sales,as well as re-order options and control over shipping choices,enhances the baseline commerce experience.Additionally,as Google Analytics 4 replaces historical data,B

27、2B companies need to take control of their own data by establishing a data warehouse to ensure they can mine and utilize their historical data effectively to stay competitive with larger players in the market.What challenges do they face upgrading their existing ecommerce technologies to more modern

28、 capabilities?B2B companies that want to launch or improve their digital storefront often face internal pushback and resistance to change.And these projects are never finished;they involve continuous iterations rather than a defined completion point.So limited experience with software projects and t

29、hat dynamic nature of these projects can hinder progress.Best-in-class eCommerce websites and custom integrations for B2B and B2C businesses eCommerce Website Builds eCommerce Website Service&Support Strategy&Consulting ERP Integrations Experience Design Data&Analytics Service&Support Technical SEO

30、Service&Support Digital Marketinghuman-866.922.2561infohuman-?THE 2023 B2B ECOMMERCE FORECAST FOR MANUFACTURING AND DISTRIBUTION MARKETSEXECUTIVE SUMMARY8Fastenal Co.,an industrial and construction products distributor,is typical of the large public distribution companies seeing more digital purchas

31、ing across the board because of fast-changing customer demand.Fastenal is on a mission to grow digital commerce.But for Fastenal,the online road takes many forms and is not as linear a path as building and maintaining a single ecommerce site.Fastenal is building out its digital channels through many

32、 facets,including internet vending machines,ecommerce,and electronic data interchange.It is the day when electronic sales account for half of all revenue.A big priority for the company moving into 2023 is building out what it calls its digital footprint.“Ecommerce,the next piece of our,what we call,

33、digital footprint,daily sales rose 48%in the fourth quarter,”president and CEO Dan Florness said.“Again,incredible traction in that area.We have really seen traction move in the last three years,partly a function of COVID.And I think a lot of people are seeing those kinds of patterns,but also,we hav

34、e gotten better as an organization and our ability to execute on ecommerce,and thats times through the numbers as well.”Fastenal reported an increase in 2022 sales to$6.980 billion.That is up 16%from$6.010 billion in 2021.Meanwhile,ecommerce sales were$1.07 billion,compared with$925.1 million in 202

35、1.Based on$1 billion in ecommerce sales,Digital Commerce 360 projects that ecommerce accounted for about 15%of all sales.Fastenal includes in its digital footprint ecommerce sales along with customer transactions processed through its FMI inventory management programs,including FASTtock,FASTbin and

36、its B2BCOMMERCE 360Copyright 2023 Digital Commerce 360&Vertical Web Media LLC.All rights reserved.Content published June 2023THE 2023 B2B ECOMMERCE FORECAST FOR MANUFACTURING AND DISTRIBUTION MARKETSEXECUTIVE SUMMARY9B2BCOMMERCE 360Copyright 2023 Digital Commerce 360&Vertical Web Media LLC.All right

37、s reserved.Content published June 2023FASTVend internet-connected vending machines.The companys digital footprint in the fourth quarter of 2022 represented 52.6%of sales.That is an increase from 46.4%of sales in the fourth quarter of 2021.Fastenal is growing out its digital footprint in large measur

38、e because of customer demand,says Edwards Jones research analyst Jeff Windau.“Fastenal is having success implementing on-site locations and product vending machines,”he says in a research brief.“The pace of customer implementation has been improving since the pandemic lows.”B2B ecommerce morphed fro

39、m a minor into a mainstream sales channel,forcing many manufacturers and distributors to rethink how to conduct business with growing numbers of digital-first customers.Many organizations that were once hesitant to embrace B2B ecommerce are now getting new initiatives or updating older strategies an

40、d ecommerce technology with new cloud-based applications such as headless commerce and new data tools like artificial intelligence.B2B ecommerce will continue to accelerate in 2023 even as the business economy slows down.But digital commerce is transforming how businesses of all types must now embra

41、ce the future.This report looks at the digital opportunities and challenges from the ecommerce perspective of manufacturers and distributors.B2B ECOMMERCE SALES CONTINUE TO GROW AT A HEALTHY CLIPYEARSALES GROWTH%OF ALL ELECTRONIC SALES%OF ALL B2B SALES2022$1,946,002,24019.0%16.0%13.1%2021$1,635,296,

42、00017.8%14.9%12.6%2020$1,388,587,20010.0%14.0%12.2%2019$1,262,352,00016.7%13.9%10.8%Source:Digital Commerce 360 B2B estimate based on market analysis,interviews with key analysts and analysis of ecommerce metrics of select public companies.Copyright 2023 Digital Commerce 360&Vertical Web Media LLC.A

43、ll rights reserved.Content published June 2023B2BCOMMERCE 360With B2B ecommerce here to stay,manufacturers must evolve their sales strategies to embrace a digital-first approach and deliver the types of digital experiences consumers expect to remain competitive and grow their businesses,according to

44、 research by physical digital platform provider Copperberg,ecommerce solutions provider Intershop,and digital agency Valtech.The report,which surveyed 50 leaders in digital and commerce across Europe,asked respondents to identify their main challenges and objectives regarding their digital strategie

45、s.Not surprisingly,the survey revealed that respondents are still in various stages of readiness to meet B2B buyers growing preference for digital commerce.While some manufacturers were well-positioned to adapt,others were not and faced many challenges,including not being found online,delivering a d

46、issatisfying customer experience online,and lacking digital maturity and resources.While 31%of respondents believe they are ahead of their competitors when it comes to digital maturity and 2%far ahead,24%said they are in danger of falling behind.In addition,44%of respondents believe their digital ma

47、turity level is on par with their competitors.WHAT MANUFACTURERS NEED TO SUCCEED IN B2B ECOMMERCETHE 2023 B2B ECOMMERCE FORECAST FOR MANUFACTURING AND DISTRIBUTION MARKETS11B2BCOMMERCE 360Copyright 2023 Digital Commerce 360&Vertical Web Media LLC.All rights reserved.Content published June 2023WHAT M

48、ANUFACTURERS NEED TO SUCCEED IN B2B ECOMMERCE Despite the high percentage of respondents at risk of falling behind the competition,respondents showed a willingness to make substantial investments to bring their digital strategies to fruition.A whopping 63%of respondents said they plan to spend up to

49、 20%more than they did the previous year on their digital objectives,and 20%more than 20%.Another bright spot reflecting manufacturers willingness to beef up their digital sales channels is that 58%of respondents have acquired an ecommerce solution,and 59%use EDI and digital marketing tools to gener

50、ate more leads and sales.A key driver behind respondents willingness to invest in digital commerce is the need to grow their business.Indeed,41%of respondents cited the need to tap into new revenue streams through value-added products and services such as selling connected machines and metered pay-a

51、s-you-use services,the report says.Another 24%are driven by the need for new business models and/or adjacent industry offerings.B2B ECOMMERCE AS A PERCENTAGE OF ALL U.S.MANUFACTURER SALES9.5%9.0%8.1%7.1%Source:The 2022 U.S.Manufacturing Report202220212020201920185.9%SPONSORED ARTICLEMORE B2B PAYMENT

52、 OPTIONS LEADS TO INCREASED SALES,CUSTOMER LOYALTYAn executive conversation with Christy Stoffer,vice president,North America,TreviPaybecause their preferred payment option wasnt available.Providing more payment options,when executed well,is likely to lead to increased purchases.Additionally,impleme

53、nting a trade credit program in manufacturing and distribution where most buyers want to pay on terms or by purchase order with large credit lines requires significant time and financial investment due to credit risk.Managing the program,including issuing invoices,and tracking payments and collectio

54、ns,can be challenging without dedicated resources.How should they address these challenges?As buyer expectations continue to evolve,customer experience is crucial.Its not just longer payment terms that customers desire;they also seek a well-managed trade credit program.Business buyers expect a seaml

55、ess payments experience akin to B2C purchasing,even if the back-end processes,like underwriting,invoicing and credit management,are more complex.Choosing the right partner is vital for an effective B2B payments strategy.With TreviPay,clients can offer buyers trade credit and terms digitally,eliminat

56、ing friction from accounts receivable and accounts payable.By providing desired payment options,businesses can cultivate stronger customer relationships and achieve success.Transforming the order-to-cash process may seem complicated,but with the right partner,you can offer buyers payment choice and

57、convenience without burdening your internal teams.By strengthening your ecommerce offering,you empower your business to build true customer loyalty and support the rapid scalability required to reach new markets,channels and customers.B2B ecommerce has become a strategic priority for manufacturers a

58、nd distributors.While the pandemic initially drove this shift,digital-first buyers are now reshaping the industry and businesses must meet their demands for purchasing online.Despite economic challenges,B2B ecommerce saw significant ecommerce growth in 2022,underscoring the importance of investing i

59、n digital capabilities.To discuss why manufacturers and distributors are prioritizing ecommerce to remain competitive,Digital Commerce 360 B2B spoke with Christy Stoffer,vice president,North America,at TreviPay.What critical technologies do manufacturers and distributors need to remain competitive?A

60、n agile order-to-cash process offers a competitive advantage by streamlining operations,as well as improving cash flow and internal efficiencies.Integrated order-to-cash solutions,such as those provided by TreviPay,can reduce friction for buyers and increase spending.A strong order-to-cash offering

61、embraces customer centricity and an end-to-end payments strategy,aligning B2B payments with buyers procure-to-pay processes and ERP platforms.This ensures easy invoice ingestion and encourages customer loyalty.Automating accounts receivable and accounts payable systems reduces costs,eliminates manua

62、l tasks and errors,and decreases wait times for credit decisions.Combining order-to-cash technology with customer relationship management services provides valuable customer insights for growth.What are manufacturers and distributors biggest ecommerce challenges now?While efficiency is a key driver

63、in their shift to ecommerce,taking a one-size-fits-all approach to ecommerce isnt the answer.Sellers must consider various buyer personas and deploy solutions that resonate with each segment to maximize the channels potential.Offering buyers choice and convenience in payments is crucial to avoid los

64、ing them to competitors.TreviPays research reveals that half of B2B buyers have abandoned a purchase How OEMs Can Drive Dealer Loyalty with Payments Tech OEMsespecially in the commercial and fleet industrymust maintain complex supplier relationships with their dealer networks to earn loyalty from fl

65、eets.This requires tight alignment to deliver perks such as automated invoicing and consolidated monthly billing.These benefits help fleets enjoy more predictable cash flow and lock in not-to-exceed pricingtable stakes in the aftermarket parts game.Learn how TreviPay can help your OEM best serve you

66、r fleet customers by connecting dealer networks to your parts program.Download the eBookB2BCOMMERCE 360Copyright 2023 Digital Commerce 360&Vertical Web Media LLC.All rights reserved.Content published June 2023THE 2023 B2B ECOMMERCE FORECAST FOR MANUFACTURING AND DISTRIBUTION MARKETSWHAT MANUFACTURER

67、S NEED TO SUCCEED IN B2B ECOMMERCE 14“This demand for companies to evolve their offerings is based on the shift from traditional solutions toward digital ones,where technologies such as IoT and rich data enable new digital business potential,”says the report.Technologies that respondents plan to dep

68、loy as part of their digital strategies include configure,price and quote solutions which typically work in tandem with CRM platforms and ERP programs digital customer portals,and 360-degree customer view data platforms.Such solutions enhance the buyer experience and help streamline sales processes

69、and provide better insights into the customer journey.Manufacturers also realize that to thrive in the world of ecommerce,they must transform their corporate culture to ensure a digital-first mindset that views ecommerce as a top priority.A large part of that transformation involves breaking down in

70、ternal data silos so all departments can share customer and sales data to create better customer experiences,and marketing,sales,and support strategies,which increase the customers lifetime value.“By bringing together different departments and making sense of available data,companies can purposefull

71、y plan and create one consistent,excellent customer experience,and actively embed customer considerations across the enterprise,”the report says.The report adds that collaboration between departments is necessary to leverage the power of digital selling fully.For most respondents,the push toward a d

72、igital-first mindset is already occurring,with 56%saying they have established basic structures for a company-wide digital strategy and roadmap.In addition,24%say they have a systematic change management process regarding digital commerce.THE 2023 B2B ECOMMERCE FORECAST FOR MANUFACTURING AND DISTRIB

73、UTION MARKETSWHAT MANUFACTURERS NEED TO SUCCEED IN B2B ECOMMERCE 15Despite taking the first steps toward a digital-first mindset,just 12%of respondents provide a unified customer experience,and 38%have ad hoc customer experience initiatives spread throughout the organization.Even more telling about

74、how far many manufacturers must go to create a digital-first sales strategy successfully is that 10%of respondents actively manage a buyers online buying journey.As a result,many manufacturers take a reactive instead of a proactive approach to ecommerce,which creates poor user experiences.“Such an a

75、pproach often lacks the leadership,research team,internal collaboration,data or budget needed to derive customer insights,”the report says.B2BCOMMERCE 360Copyright 2023 Digital Commerce 360&Vertical Web Media LLC.All rights reserved.Content published June 2023SPONSORED ARTICLEB2B BUSINESSES PRIORITI

76、ZE ECOMMERCE TO MEET CUSTOMERS GROWING DEMANDSAn executive conversation with Eric Redman,senior director product,data science and analytics,LucidworksAdvanced ecommerce implementation can be complex and less flexible slowed down by resistance to change within B2B companies compared to more agile B2C

77、 counterparts.B2Bs focus on user behavior tracking and personalization lags behind B2C.Integrating signals from fragmented B2B systems for a complete buyers journey is difficult.How can they overcome these challenges?To address cost constraints,B2B companies need careful planning and prioritization.

78、They should conduct a thorough cost analysis and develop a realistic budget aligned with their business goals.To develop a comprehensive strategy,they must take a holistic view of ecommerce operations considering website design,user experience,search engine optimization,data integration and analytic

79、s.Technology providers like Lucidworks can offer guidance in developing a comprehensive strategy.Lucidworks empowers manufacturers and distributors with integrations,personalized recommendations,effective search capabilities and streamlined reordering processes for superior B2B ecommerce.We integrat

80、e with existing systems like enterprise resource planning(ERP),customer relationship management and ecommerce platforms enabling advanced strategies while maintaining legacy infrastructure.We ensure personalized recommendations are tailored to each companys unique products and buyers.Building strong

81、 customer relationships and delivering exceptional experiences foster loyalty and attract prospects.Investing in customer relationship management tools and loyalty programs and seeking feedback helps nurture long-term relationships.These critical technologies create a top-tier experience with minima

82、l ongoing effort.Ecommerce capabilities have become a top priority for forward-thinking B2B businesses.Once an afterthought,the value of digital capabilities surged during the pandemic as they helped streamline supply chains,improve customer experience,and lower costs.B2B buyers today not only expec

83、t companies to offer ecommerce capabilities,but they also expect convenience and speed when purchasing online.To discuss how B2B companies can optimize their ecommerce offerings to meet the expectations of todays B2B buyers,Digital Commerce 360 spoke with Eric Redman,senior director product,data sci

84、ence and analytics,at Lucidworks.What ecommerce technologies are most im-portant to B2B businesses?B2B buyers now include a wide range of businesses with different needs,requiring technology solutions that cater to various buying entities.Investing in technologies that handle complex procurement pro

85、cesses for large companies while offering a user-friendly experience for smaller businesses is crucial.Mobile optimization is essential,as more buyers make purchasing decisions on smart devices.Personalization based on customer data enhances B2B interactions.Designing landing pages with relevant con

86、tent and utilizing generative AI tools like ChatGPT and Lucidworks Fusion improves the product discovery experience.And analytics and reporting help optimize ecommerce strategies based on customer behavior and trends.Why are some B2B companies still falling behind with regard to adopting ecommerce c

87、apabilities?Cost is a significant challenge for smaller B2B companies lacking resources to invest in robust ecommerce strategies.Developing a comprehensive strategy that includes website development,search engine visibility and system integration often requires substantial upfront costs.Create a B2B

88、 website search and browse experience with B2C style buying ease.Precision findability at your fingertips.Transform YourB2B Site Search Experience Learn more today at THE 2023 B2B ECOMMERCE FORECAST FOR MANUFACTURING AND DISTRIBUTION MARKETSWHAT MANUFACTURERS NEED TO SUCCEED IN B2B ECOMMERCE 18This

89、does not mean,however,that manufacturers are dragging their feet when it comes to implementing their digital sales strategy.Rather,they are moving steadily toward that goal by setting milestones to achieve a sustainable and reliable digital transformation,according to 36%of respondents.Despite stead

90、y movement toward a digital-first mindset,manufacturers will only face increasing pressure to implement a digital-first strategy as buyers expectations for digital experiences grow.“The pressure on companies to transform the way they sell and deliver products and services will increase more and more

91、,”says Herbert Pesch,managing director at Valtech.“Customers are going to expect different digital services to be provided in an integrated manner manufacturers will face the challenge to solve this puzzle.”With the implementation of most manufacturers digital marketing and sales strategies in the p

92、reliminary stages,it is not surprising B2BCOMMERCE 360Copyright 2023 Digital Commerce 360&Vertical Web Media LLC.All rights reserved.Content published June 2023HOW MUCH ARE MANUFACTURERS INVESTING IN GOING DIGITAL?Decrease 1%to 20%Remain the sameIncrease by 1%to 20%Increase by more than 20%Source:Co

93、pperberg and Valtech survey of 250 manufacturers2%15%63%20%THE 2023 B2B ECOMMERCE FORECAST FOR MANUFACTURING AND DISTRIBUTION MARKETSWHAT MANUFACTURERS NEED TO SUCCEED IN B2B ECOMMERCE 19they are wrestling with how best to leverage ecommerce technology.Respondents say an ecommerce strategy is more t

94、han just having a website through which buyers can research and purchase products;it must include mobile touchpoints,marketplace integrations,reseller,and distributor relationships,omnichannel customer experiences,and self-service tools.Regarding the ecommerce website,respondents say manufacturers m

95、ust provide rich and accurate product data,easy checkout functionality,and the same value and quality,or better,than interacting with a sales representative.In short,a digital interaction should feel just as trustworthy and relevant as an in-person transaction.Nevertheless,54%of respondents said the

96、y still rely B2BCOMMERCE 360Copyright 2023 Digital Commerce 360&Vertical Web Media LLC.All rights reserved.Content published June 2023TOTAL U.S.MANUFACTURER B2B ECOMMERCE SALESSource:The 2022 U.S.Manufacturing Report2022202120202019201820172016Sales Growth Percent of all sales$623.25$458.70$291.00$5

97、43.25$430.009.5%$255.00$356.4014.7%6.7%22.5%18.4%20.8%14.0%9.0%8.6%7.5%6.1%primarily on direct sales and sales representatives to interact with buyers,and 26%rely on distributors.When asked to identify the top three challenges that impact their digital strategy,38%of respondents cited lack of region

98、al market knowledge,34%cited lack of C-level support and 30%cited channel conflicts.While a localized approach to marketing and sales is important,many manufacturers do not take the time to learn about their target audiences online buying habits and preferences.Hence,they are unable to provide the p

99、ersonalized buying experiences their customers expect.“Before creating a local offering to generate sales in different regions,manufacturers need to get to know their unique audience,”the report says.“Developing new buyer personas based on the demographics of a specific region is a good way to get s

100、tarted.”Lack of support from senior executives is another major challenge influencing manufacturers ecommerce strategies.A big reason for the lack of ecommerce support from upper management is that many department heads do not understand the value it creates.As a result,capital and resources are not

101、 properly allocated to or prioritized for ecommerce,which reduces a manufacturers ability to effectively compete digitally.Regarding channel conflicts,manufacturers concerns stem from the risk of alienating existing partners and distributors by offering an ecommerce channel,which can lead to a loss

102、of revenue.2023 ECOMMERCE IN MANUFACTURING AND DISTRIBUTION REPORTWHAT MANUFACTURERS NEED TO SUCCEED IN B2B ECOMMERCE 20B2BCOMMERCE 360Copyright 2023 Digital Commerce 360&Vertical Web Media LLC.All rights reserved.Content published June 2023MANUFACTURING SALES FINISH STRONGER IN 20222022 SALES2021 S

103、ALESGROWTHJanuary$536,911,000$484,703,00010.8%February$541,019,000$475,852,00013.7%March$556,354,000$486,040,00014.5%April$532,061,000$466,698,00014.0%May$544,388,000$473,192,00015.0%June$551,942,000$480,651,00014.8%July$545,497,000$487,964,00011.8%August$554,785,000$501,087,00010.7%September$550,27

104、0,000$492,160,00011.8%October$554,785,000$501,087,00010.7%November$548,632,000$505,813,0008.5%December$543,935,000$528,924,0002.8%Total B2B Sales$6,560,579,000$5,884,171,00011.5%Digital Commerce 360 B2B estimate based on previous months growth metric.Source:U.S.Department of Commerce.THE 2023 B2B EC

105、OMMERCE FORECAST FOR MANUFACTURING AND DISTRIBUTION MARKETSWHAT MANUFACTURERS NEED TO SUCCEED IN B2B ECOMMERCE 21Manufacturers must realize that ecommerce platforms and channel partners are not mutually exclusive,and disintermediating channel partners are not mandatory,the report says.Despite the ch

106、allenges manufacturers face in implementing a digital-first sales strategy,62%of respondents said they understand the importance of selling online and are determined to develop digital sales strategies.“B2B buyers expect a seamless buying experience across all touchpoints and sales channels.Deliveri

107、ng this effectively requires standardized technology and speed of execution,”says Jerome Ciszewski,sales solution consultant for Intershop.“So,be flexible,be fast.Provide what your customers really need and differentiate your company from the competition.”While taking a digital-first sales approach

108、can be challenging because of the time and resources required to transform,and the inclination to cling to legacy sales channels,respondents say digital sales are necessary as buyers demand it and competitors,which are one click away,are implementing their own initiatives.As a result,manufacturers m

109、ust be willing to satisfy buyer preferences rather than cling to legacy sales models that are no longer relevant in a digital-first world.In other words,they must take a buyer-centric approach.Manufacturers can overcome any internal skepticism about the value of digital sales channels by demonstrati

110、ng the advantages digital sales and self-service sales tools bring to their business.“Develop a sound digital strategy first,based on a strong long-term vision,”says Rainer Duebi,president services division,for Burckhardt Compression AG.“The vision should be a north star that embodies the core value

111、s of the organization and the purpose of the digital transformation.On the other hand,the agile approaches chosen to get there will demand a prominent level of flexibility and willingness to take risks.But the long-term vision will prevent the journey from going astray.”B2BCOMMERCE 360Copyright 2023

112、 Digital Commerce 360&Vertical Web Media LLC.All rights reserved.Content published June 2023SPONSORED ARTICLEECOMMERCE BRINGS MANUFACTURERS CLOSER TO CUSTOMERS,DISTRIBUTORS AND DEALERSAn executive conversation with Andy Stanis,executive vice president and managing director,Intershopfor both dealers

113、and KION staff.The portal enables dealers to place and refine orders,check inventory,track deliveries,access installation reports,estimate costs,manage warranties and minimize truck downtime.Once the portal was implemented,the impact was immediate with a 96%boost in ecommerce adoption and significan

114、t increase in online sales.What critical ecommerce technologies do manufacturers need to remain competitive in the next five years?Todays B2B buyers want to be in control of their experience online.According to Forrester Research,more than 70%of them already prefer to place orders online.To foster c

115、ustomer loyalty and drive repeat purchases on your website,its crucial to provide self-service capabilities that cater to their needs beyond the initial transaction.Additionally,personalized experiences are directly tied into buyer satisfaction because it helps the busy B2B buyer make the right deci

116、sion faster and therefore work more efficiently.Artificial Intelligence(AI)provides a great opportunity to improve the buying experience by delivering personalized recommendations,intelligent search,proactive customer support,predictive analytics and more.While it may be challenging to separate the

117、hype surrounding AI from its long-term value,AI-driven portals are emerging as truly transformative solutions in commerce.How does Intershop help manufacturers and other B2B organizations?Our solutions digitalize purchasing processes enhancing efficiency and customer interactions.We also coach compa

118、nies on expanding beyond initial online sales and adopting AI-driven personalization.With our ecommerce platform and cloud-based technology,we help businesses establish a strong digital presence,improve customer satisfaction and prepare for the future.B2B buyer behavior has shifted dramatically in t

119、he past two years.Digital self-service options are critical as professional buyers expect more control over their purchasing experience.To discuss how manufacturers can adapt their sales tactics and thrive even amid economic uncertainty,Digital Commerce 360 B2B spoke with Andy Stanis,executive vice

120、president and managing director of Intershop.How does ecommerce revolutionize the way manufacturers conduct business?Modern ecommerce solutions let manufacturers establish digitalized relationships with their customers,distributors,and dealer networks giving them access to information they didnt hav

121、e before.Advanced customer portals go beyond online order history,providing services and parts throughout the entire customer lifecycle.Digitizing and automating processes like order management,inventory control,shipping and after-sales services enhances efficiency,reduces costs,and enables revenue

122、growth through cross-selling and upselling.Ecommerce also allows organizations to gather valuable customer data they can leverage when launching new products,personalizing offerings,targeting new markets,and improving customer service.Ecommerce has become crucial for manufacturers as they navigate s

123、hifting buyer behavior,along with economic challenges that force them to do more with less.Sales success hinges on leveraging customer behavior data and taking action by transforming that knowledge into personalized experiences.Whats an example of ecommerce technology helping a company revolutionize

124、 its business?KION North Americas top priority was to meet their dealers expectations for online purchases since they view that channel as a way to foster strong relationships with end-users and gain insights into how to improve products and services.The company prioritized building a cutting-edge d

125、ealer portal that enhances order processing,facilitates OEM-to-dealer communication,and provides real-time access to important information Vetting for the right solutionSay goodbye to outdated dealer portals!The future of B2B online stores for Manu-facturers,Wholesalers,and Distributors.Recognized b

126、y analysts for one of the best,industrial-strength B2B commerce solutions.Learn whats possible with IntershopHigh customer adoption:96%of orders are now taken onlineCASE STUDY“Our new Intershop Portal adds to the quality of the relationship between KION North America and our dealer network and foste

127、rs closer customer relation-ships.”Aftermarket Development Manager KION North A DIGITALLY SUPPORTED SALES PROCESS96%KION North Americas new portal for dealers and sub-dealers.CUSTOMER INSIGHTSWARRANTY MANAGEMENTAFTER-SALES SERVICESAI-DRIVEN PERSONALI-ZATIONLAUNCH IN LESS THAN 6 MONTHS!Copyright 2023

128、 Digital Commerce 360&Vertical Web Media LLC.All rights reserved.Content published June 2023B2BCOMMERCE 360Manufacturers and distributors both grew online last year,but distributors grew much faster than manufacturers,based on data analysis from Digital Commerce 360.All in,manufacturers grew B2B dig

129、ital commerce about 15%to$623.3 billion in 2022 from$543.3 billion in 2021.Distributors,meanwhile,grew year over year at a much quicker pace,with ecommerce sales growing 25%in 2022 to$1.4 trillion from$1.1 trillion in 2021.Distribution companies move faster on digital commerce and transformation tha

130、n manufacturers because distributors prime customers are now younger and increasingly prefer digital channels to traditional paper and in-person purchasing.In a study last year based on a survey of 14,000 B2B buyers,Forrester Research found that young buyers,far more than their older peers,preferred

131、 digital and self-service purchasing methods over traditional in-person options.Among B2B buyers,those born in 1981 or later“now hold the keys to decision-making for the majority of purchases,”Forrester says.It defines young buyers as millennials and Generation Z and older buyers as baby boomers.Mil

132、lennial and Gen Z buyers are much more digital in their channel usage than their older counterparts.For example,35%of young buyers say they will use an enterprise app to make corporate purchases.MANUFACTURERS AND DISTRIBUTERS BOTH GREW ONLINE LAST YEARTHE 2023 B2B ECOMMERCE FORECAST FOR MANUFACTURIN

133、G AND DISTRIBUTION MARKETS25B2BCOMMERCE 360Copyright 2023 Digital Commerce 360&Vertical Web Media LLC.All rights reserved.Content published June 2023MANUFACTURERS AND DISTRIBUTORS GREW ONLINEBut 24%of older B2B buyers prefer placing orders with an inside sales representative,compared with just 19%of

134、 millennial and Gen Z buyers.Fastenal Co.,an industrial and construction products distributor,is typical of the large public distribution companies seeing more digital purchasing across the board because of fast-changing customer demand.Fastenal is on a mission to grow digital commerce.But for Faste

135、nal,the online road takes many forms and is not as linear a path as building and maintaining a single ecommerce site.Fastenal is building out its digital channels through many facets,including internet vending machines,ecommerce,and electronic data interchange.It has reached the day when electronic

136、sales account for half of all revenue,with first-quarter digital sales at 54%of total sales for the period ended March 31.TOTAL U.S.DISTRIBUTOR SALES ARE POISED FOR A BIG GROWTH YEARYEARSALESANNUAL GROWTH3-YEAR COMPOUND ANNUAL GROWTH RATE2022*$8,300,390,00017.0%10.9%2021$7,096,985,00022.4%6.1%2020$5

137、,798,280,000-4.8%1.4%2019$6,088,456,0002.6%*Projection by Digital Commerce 360.Source:U.S.Department of Commerce.B2BCOMMERCE 360Copyright 2023 Digital Commerce 360&Vertical Web Media LLC.All rights reserved.Content published June 2023THE 2023 B2B ECOMMERCE FORECAST FOR MANUFACTURING AND DISTRIBUTION

138、 MARKETSMANUFACTURERS AND DISTRIBUTORS GREW ONLINE26A big priority for the company moving into 2023 is building out what it calls its digital footprint.“Ecommerce,the next piece of our,what we call,digital footprint,daily sales rose 48%in the fourth quarter,”president and CEO Dan Florness said.“Agai

139、n,incredible traction in that area.We have really seen traction move in the last three years,partly a function of COVID.And I think a lot of people are seeing those kinds of patterns,but also,we have gotten better as an organization in our ability to execute on ecommerce.”Fastenal reported an increa

140、se in 2022 sales to$6.980 billion.That is up 16%from$6.010 billion in 2021.Meanwhile,ecommerce sales were$1.07 billion,compared with$925.1 million in 2021.Based on$1 billion in ecommerce sales,Digital Commerce 360 estimates ecommerce accounted for about 15%of all sales in 2022.Fastenal includes in i

141、ts digital footprint ecommerce sales along with customer transactions processed through its FMI inventory management programs,including FASTtock,FASTbin and its FASTVend internet-connected vending machines.The companys digital footprint in the fourth quarter of 2022 represented 52.6%of sales.That is

142、 an increase from 46.4%of sales in Q4 2021.ECOMMERCE SHARE OF U.S.DISTRIBUTOR SALES17.5%16.9%16.5%14.3%Source:U.S.Department of Commerce.The 2021 U.S.B2B Ecommerce Market Report,The 2020 B2B Distributor 300.20222021202020192018201712.0%11.5%B2BCOMMERCE 360Copyright 2023 Digital Commerce 360&Vertical

143、 Web Media LLC.All rights reserved.Content published June 2023THE 2023 B2B ECOMMERCE FORECAST FOR MANUFACTURING AND DISTRIBUTION MARKETSMANUFACTURERS AND DISTRIBUTORS GREW ONLINE27Fastenal is growing out its digital footprint in large measure because of customer demand,says Edwards Jones research an

144、alyst Jeff Windau.“Fastenal is having success implementing on-site locations and product vending machines,”he says in a research brief.“The pace of customer implementation has been improving since the pandemic lows.”Grainger is another big public distributor that delivered growth online in 2022 desp

145、ite some adverse market conditions.Sales at W.W.Grainger Inc.s full-service and web-only businesses drove the industrial products distributors total 2022 sales up 16.9%year over year to$15.2 billion,chairman and CEO DG Macpherson said.TOTAL U.S.DISTRIBUTOR B2B ECOMMERCE SALESSource:U.S.Department of

146、 Commerce.The 2020 U.S.B2B Ecommerce Market Report,The 2020 B2B Distributor 300.202220212020201920182017Sales Growth Percent of all sales$1.40025.0%17.2%17.0%$1.120$957.00$870.00$712.80$640.2016.3%14.3%10.0%22.1%11.3%A World of Possibilities To Tell Your Story&Broaden Your ReachWhat Projects Can We

147、Create?WebinarsThought Leadership&Custom Research ReportsBenchmarking DataCharts&InfographicsCase StudiesDigitalC helped countless businesses turn their research vision into a reality THE 2023 B2B ECOMMERCE FORECAST FOR MANUFACTURING AND DISTRIBUTION MARKETSMANUFACTURERS AND DISTRIBUTORS GREW ONLINE

148、29For the fourth quarter,total sales increased 13.2%year over year to$3.8 billion.Grainger,a prominent distributor of maintenance,repair and operations(MRO)products,didnt break out total ecommerce sales for the full year or Q4.But the company says in its 2022 Annual Report that more than 75%of order

149、s in the U.S.originate through a digital channel.In addition,Macpherson said in an earnings call that web-only sales in its Endless Assortment segment,including Z in the United States and Japan-based MonotaR,increased 0.9%year over year to$670 million;adjusting for depreciation of the Japanese yen,E

150、ndless Assortment sales rose 16.8%in constant currency.In addition,Deidra Merriwether,chief financial officer,noted that Zoros 2022 sales surpassed$1 billion for the first time in B2BCOMMERCE 360Copyright 2023 Digital Commerce 360&Vertical Web Media LLC.All rights reserved.Content published June 202

151、3DISTRIBUTORS AND WHOLESALERS POSTED HEALTHY SALES IN 20222022 SALES2021 SALESGROWTHJanuary$663,859,000$542,508,00022.4%February$675,783,000$538,296,00025.5%March$686,150,000$561,839,00022.1%April$691,605,000$572,105,00020.9%May$696,035,000$575,582,00020.9%June$709,584,000$589,404,00020.4%July$697,9

152、54,000$605,229,00015.3%August$698,040,000$601,118,00016.1%September$699,949,000$611,849,00014.4%October$700,832,000$626,072,00011.9%November$693,722,000$638,366,0008.7%December$686,877,000$634,617,0008.2%Total B2B Sales$8,300,390,000$7,096,985,00017.0%Digital Commerce 360 B2B estimate based on previ

153、ous months growth metric.Source:U.S.Department of Commerce.THE 2023 B2B ECOMMERCE FORECAST FOR MANUFACTURING AND DISTRIBUTION MARKETSMANUFACTURERS AND DISTRIBUTORS GREW ONLINE30a 12-month period.Grainger says Zoro and MonotaRo cater to smaller companies with less complex needs compared with the larg

154、er customers served by Graingers High-Touch Solutions segment,which includes the flagship G and Graingers sales team.Grainger also said Zoro ended the year with 4.57 million registered users.Thats up 17%from 3.92 million a year earlier.At the same time,Zoro increased its number of SKUs 28%to 11.1 mi

155、llion.Zoro is on course to add about 2 million SKUs annually over the next several years,Grainger said.Grainger said Q4 High-Touch Solutions sales increased 16.8%to$3.07 billion,as the segments operating earnings rose 32.9%to$477 million.In 2023,Merriwether said,Grainger expects ongoing revenue grow

156、th to more than$16 billion will support significant investments in technology and services.The company expects to generate 2023 cash flow from$1.45 billion to$1.65 billion.Thats an increase of over$215 million by mid-year compared with 2022.It plans 2023 capital spending within a range of$450-$525 m

157、illion,investing in its distribution center network,customer experience,and product information technology.In addition,Grainger will invest this year in“our environmental,social and governance objectives internally and supporting our customers to help them achieve their own ESG goals,”Merriwether sa

158、id.B2BCOMMERCE 360Copyright 2023 Digital Commerce 360&Vertical Web Media LLC.All rights reserved.Content published June 20239 UNIQUEDATABASESReveal the Performance of Leading Online Retailers Around the World:Sales Rankings&Financial Metrics Benchmarking Markets and Industries Technology Providers t

159、hat Power Each RetailerDigitalC view of the ecommerce market,and where its headed,becomes clear with Digital Commerce 360Copyright 2023 Digital Commerce 360&Vertical Web Media LLC.All rights reserved.Content published June 2023B2BCOMMERCE 360 KRAFT HEINZ EXPANDS IN EMERGING MARKETS ON THE BEES B2B M

160、ARKETPLACEBuyers for retailers in Latin America will have online access to Kraft Mac&Cheese,Heinz Tomato Ketchup and other Kraft Heinz brands through the international and fast-growing BEES B2B online marketplace from AB InBev.The Kraft Heinz Co.will start out with sales to merchants in Mexico,Colom

161、bia and Peru,followed by expansion into Ecuador,Dominican Republic,Panama and other Latin American countries in an effort to“unlock 1 million potential new points of sale across LATAM,”Kraft Heinz and BEES said in a combined statement.Kraft Heinz expects its business through BEES to help grow its em

162、erging markets strategy.TYING INTO AB INBEVS DISTRIBUTION NETWORKRafa Oliveira,Kraft Heinz executive vice president and president of international markets,says the big CPG company expects BEES to be a“game-changer”in its efforts to expand globally.He notes that selling on the BEES marketplace lets K

163、raft Heinz benefit from AB InBevs distribution network,“particularly in countries where we have huge potential to grow,while also allowing us to customize our approach on a market-by-market basis serving the needs of regional retailers.”Kraft Heinz says the BEES marketplace will help the consumer pa

164、ckaged goods company build its international presence in emerging markets across Latin America“BEES will be a game-changer in Kraft Heinzs efforts to expand globally.Rafa Oliveira,executive vice president and president of international markets,The Kraft Heinz Co.THE 2023 B2B ECOMMERCE FORECAST FOR M

165、ANUFACTURING AND DISTRIBUTION MARKETSKRAFT HEINZ EXPANDS IN EMERGING MARKETS33Anheuser-Busch InBev developed BEES as an online B2B platform in 2019 to let retailers order from among AB InBevs hundreds of brands,including global beer brands Budweiser,Corona and Stella Artois and many regional and loc

166、al market brands.But BEES recently opened its online platform to let other consumer packaged goods companies list their products within the BEES marketplace.BEES says it currently operates in 20 countries,including:Canada The United Kingdom China South Korea Several countries in Africa and Latin Ame

167、ricaOverall,BEES notes that it has 3.1 million active monthly users and has processed more than$32 billion in gross merchandise sales.BEES DRIVES UP ECOMMERCE SHARE OF AB INBEVS REVENUEAB InBev reported$57.8 billion in revenue last year.It said the digital BEES platform accounted for“approximately 6

168、3%of our revenues.”Buyers on BEES can:Browse for productsPlace ordersEarn rewards in applicable markets Arrange deliveries Manage invoices Access market data for supply and demand insightsNick Caton,chief B2B officer at BEES,says adding CPG companies like Kraft Heinz to the BEES marketplace compleme

169、nts BEES commitment to“accelerating digital transformation”and helping local retailers thrive in their markets.B2BCOMMERCE 360Copyright 2023 Digital Commerce 360&Vertical Web Media LLC.All rights reserved.Content published June 2023“BEES is committed to accelerating digital transformation.”Nick Cato

170、n,chief B2B officer,BEESB2BCOMMERCE 360Copyright 2023 Digital Commerce 360&Vertical Web Media LLC.All rights reserved.Content published June 2023 PartsBase with more than 5,000 users daily searching among more than 15 billion aviation parts worldwide launched the PartsStore marketplace to foster onl

171、ine commerce A LONG-TIME AVIATION PARTS SOURCE LAUNCHES A B2B MARKETPLACEPartsBase Inc.,a 25-year veteran in the aviation parts business,figured it was time to launch a new online marketplace technology platform designed with new procurement tools for the tens of thousands of monthly users who can a

172、ccess its billions of aviation parts.“Our platform will adapt as new trends and market requirements emerge,ensuring well able to meet the evolving needs of our users,”says Rodrigo Garcia,chief technology and transformation officer of Boca Raton,Florida-based PartsBase.PARTSSTORE MARKETPLACE OFFERS M

173、ORE THAN 15 BILLION AVIATION PARTS,PLUS SERVICESThe new marketplace,PartsStore,is available through PartsB,where users can search among more than 15 billion aviation parts,plus market data and repair services.In addition,the marketplace provides application programming interfaces,or APIs,designed to

174、 help sellers integrate their PartsStore web stores with the product catalogs and content management systems they may have on their own ecommerce platforms.THE 2023 B2B ECOMMERCE FORECAST FOR MANUFACTURING AND DISTRIBUTION MARKETSA LONG-TIME AVIATION PARTS SOURCE LAUNCHES A B2B35Sellers on PartsStor

175、e can use the marketplaces data on transaction activity to track pricing trends and market demand,PartsBase says.PartsBase built PartsStore on the OroMarketplace platform from Oro Inc.PartsBase plans to add PartsStore online checkout features including the ability to view order delivery times.The ma

176、rketplace will provide such features to help aviation companies manage maintenance and repairs.That will allow them to limit their amount of“aircraft on ground”periods and maximize revenue-producing flight times,PartsBase says.B2BCOMMERCE 360Copyright 2023 Digital Commerce 360&Vertical Web Media LLC

177、.All rights reserved.Content published June 2023“Our platform will adapt as new trends and market requirements emerge.”Rodrigo Garcia,chief technology and transformation officer,PartsBaseHISTORYDecades of ecommerce experience and unique relationships built along the wayACCESSUnlock mountains of excl

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179、A variety of membership levels and add-ons to match your access with your actual needsEmpowering professionals and strengthening businesses with expert-crafted ecommerce research and data for over 20 years.Members get the best of our business.Join today to gain unlimited ecommerce resources and the

180、support of a global community.THE 2023 B2B ECOMMERCE FORECAST FOR MANUFACTURING AND DISTRIBUTION MARKETS37Copyright 2023 Digital Commerce 360&Vertical Web Media LLC.All rights reserved.Content published June 2023This 2023 Ecommerce in Manufacturing and Distribution Report includes key featured artic

181、les published directly from the full 2023 Ecommerce in Manufacturing and Distribution Report.2023ECOMMERCE IN MANUFACTURING AND DISTRIBUTION REPORTPurchase$399Learn more about the full reportABOUT THE AUTHORMark Brohan is senior vice president of B2B and market research at Digital Commerce 360,cover

182、ing B2B ecommerce trends.Prior to his current role,Mark was vice president of research for Digital Commerce 360 and editor of Internet Retailers Top 500 Guide,Top500G and related research publications.Marks previous experience includes leading new print and web product business development for Faulk

183、ner&Gray were web publisher and editorial director for DM Review magazine and its two websites:DMR and dataW.He was also the founding editor of various Faulkner&Gray technology magazines,including Internet Retailer.Mark earned a bachelors degree in secondary education and history from Western Michig

184、an University and a masters in journalism and public affairs from the American University.DIGITAL COMMERCE 360 B2BMARK BROHANSenior vice president,B2B and market 312-362-9535PAUL DEMERYEditor,B2B312-362-9534ABBAS HALEEMAssociate E312-572-6260JONATHAN LOVEAssociate Data A312-362-0069See Whats Trendin

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