Multichannel Competition Transforms Industrial Distribution Market, Tompkins Reports

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New Paper Discusses Current Industry Trends and Tipping Points

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Distributors will need to focus on adapting to how their customers make decisions and purchases. Successful MRO selling is all about adapting to change.

The growth in e-commerce and evolving customer expectations are setting a new pace in the industrial distribution market, according to a recent Tompkins International paper, Industrial Distribution at a Crossroads.

“By 2015, online business is expected to be worth $1.4 trillion worldwide,” says Vince Esposito, Principal at Tompkins International and co-author of the paper. “This has led distributors to consider more online options and how to expand their channels to create an ‘endless aisle’ for customers.”

Industrial distributors’ success and failure now rests on high customer demands of price, product breadth and delivery speed, among others. In 2012, customer-centric leader Amazon leapt at the opportunity to expand into the maintenance, repair, and operations (MRO) market with its latest online storefront called AmazonSupply. Other competitors have followed, including Google Shopping for Suppliers.

The paper shares the top five pillars for industrial distribution success at this crossroads—or essentially, the most important MRO customer expectations distributors should know about:

  • Competitive prices
  • Product breadth
  • Availability
  • Speed of delivery
  • Technical support

Multichannel Operations Excellence (MOE) drives industrial distributors toward success by interacting with customers in an integrated, consistent way via many channels.

“Distributors will need to focus on adapting to how their customers make decisions and purchases,” says Jim Tompkins, CEO and co-author. “Successful MRO selling is all about adapting to change.”

To learn more about this crossroads in the market, and how MOE works for industrial distribution, click here to read the full paper.

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About Tompkins International
Tompkins International transforms supply chains to create value for all organizations. For more than 35 years, Tompkins has provided end-to-end solutions on a global scale, helping clients align business and supply chain strategies through operations planning, design and implementation. The company delivers leading-edge business and supply chain solutions by optimizing the Mega Processes of PLAN-BUY-MAKE-MOVE-STORE-SELL. Tompkins supports clients in achieving profitable growth in all areas of global supply chain and market growth strategy, organization, operations, process improvement, technology implementation, material handling integration, and benchmarking and best practices. Headquartered in Raleigh, NC, USA, Tompkins has offices throughout North America and in Europe and Asia.

Myra Schwartz, 919-855-5533

Twitter: @jimtompkins
Blog: Creating Supply Chain Excellence
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Myra Schwartz
Tompkins International
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