3 ways millennials are changing industrial sales
Post on 18-Feb-2017
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3 Ways Millennials Are Changing
Industrial Sales
You’ve probably noticed some major changes in the industrial market…
You’ve probably noticed some major changes in the industrial market…
Automation
You’ve probably noticed some major changes in the industrial market…
Automation
Technology
You’ve probably noticed some major changes in the industrial market…
Automation
Sales
Technology
The people running these changes…
The people running these changes… They’re your new audience
Half of all B2B buyers are millennials...
…and they’re influencing purchasing decision-makers.
…and they’re influencing purchasing decision-makers.
…and they’re influencing purchasing decision-makers.
…and they’re influencing purchasing decision-makers.
…and they’re influencing purchasing decision-makers.
…and they’re influencing purchasing decision-makers.
They’re also influencing how other generations buy.
They’re also influencing how other generations buy.
That means no more PDFs
What has changed?
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.
The old trend
Product found in PDF
The old trend
Product found in PDF Prospect calls manufacturer for information.
The old trend
Product found in PDF Prospect calls manufacturer for information.
Manufacturer provides data to meet product specs
The problem
The problem
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required to maintain product specs, certifications and CAD drawings, product lines were being published with missing or out-of-date information.
The new trend = eCatalogs
The new trend = eCatalogs
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.
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.
The old trend
The old trend
Prospect tells manufacturer product specs.
The old trend
Prospect tells manufacturer product specs.
Engineer designs model to requirements and format.
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.
The problem
The problem
The problem
Design engineers would spend hours creating simplified, static CAD and BIM models in a single format, on a case-by-case basis.
The new trend = CAD/BIM libraries
The new trend = CAD/BIM libraries
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.
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.
The old trend
The old trend
Interested prospects and customers call your business with their CAD and BIM specifications.
The problem
The problem
“The phone doesn’t ring anymore.”
The new trend = a completedigital customer experience
The new trend = a completedigital customer experience
The new trend = a completedigital customer experience
Database admin (You) makes product data changes
The new trend = a completedigital customer experience
Database admin (You) makes product data changes
Changed properties updated automatically in cloud
The new trend = a completedigital 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
The new trend = a completedigital 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
The new trend = a completedigital 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
Why this trend is “winning”
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
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
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
Ready to target your new audience?
ThomasEnterpriseSolutions.com
www.linkedin.com/company/thomas-enterprise-solutions
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