By Jonathan Bein Ph.D., Managing Partner of Real Results Marketing This article, based on a survey conducted by Real Results Marketing, looked at how distributors are dealing with the online giant and found that some are trying to beat Bezos & Co. while others are…

By Jonathan Bein Ph.D., Managing Partner of Real Results Marketing Jonathan has worked with many distributors to make their marketing a profit center. He has developed and applied analytic approaches for customer segmentation, customer lifecycle management, positioning and messaging, pricing, and channel strategy for distributors….

The inflection point e-commerce is going through today has many parallels to previous technology shifts that revolutionized web-based apps and services. Spending on B2B e-commerce platform technologies, systems, and services continue at a pace over 2X the B2C e-Commerce market. Forrester predicts that by 2019,…

Deep-pocketed competitors (Amazon, Grainger, Ferguson and others) are investing heavily in robust web storefronts and they are starting to see major results.  At some point in the future the lack of a distributor’s web storefront (or sub-par webstore) will be a disqualifier in the eyes…

…We’re halfway through 2017 and it looks like Amazon Business’ foray into electrical supply has gotten even more serious since Brown penned his article in 2015 [tED magazine]. The question is, what is this e-tailing behemoth’s obsession with the industry and why is it putting…

W.W. Grainger Inc. weathered a tough year in 2016, as a drop in demand and little leverage to raise prices sent net earnings into a downward spiral amid weak sales growth. There was better news on the e-commerce front. E-commerce sales increased 16.4% to $4.76…

Excerpted from 2016 article in  TED (The Electrical Distribution) magazine – all rights reserved ….Buying online has become a huge part of the average American’s personal life. That’s slowly spilling over into the B2B space, where an increasing number of customers want to be able…

by Jonathan Bein and Dean Mueller of Real Results Marketing Questions many B-to-B distributors have relating to e-commerce platform selection often include: Why are the adoption rate and revenue low, from our existing e-commerce implementation? Would our organization benefit from changing or upgrading the current…

From The Electrical Distributor Magazine, July 12, 2016 (all rights reserved) By Bridget McCrea In the first article in this series we looked at the talent gap that exists in the business-to-business (B2B) marketplace, where the top experts in their field gravitate to large agencies and…

From The Electrical Distributor Magazine, July 6, 2016 (all rights reserved) By Bridget McCrea The numbers are in and all signs point to a future saturated with business-to-business (B2B) e-commerce sales. Following in the footsteps of its business-to-consumer (B2C) cousin, B2B e-commerce is quickly becoming the…