No Standing Still
Look for interactive initiatives as ID Online moves ahead
By Ken Brack -- Industrial Distribution, 2/1/2000
More than a month into the new millennium many of us are asking what the big deal was all about. Little changed. We quickly adjusted to writing new numerals on checks. Dick Clark will inevitably be back on the scene again this year, somehow looking a little bit younger.Many companies face the same challenges they did at the end of last year -- minus the investments and energy many spent to address fears of Y2K computer snags.
So what has changed?
For starters, many distributors are paying attention to the e-commerce craze and have begun to figure out what it means for their businesses. Significantly, evidence is building that online procurement benefits sellers by reducing your costs of doing business, while connecting you to more customers.
There's been plenty of noise about electronic commerce -- some would call it blarney -- from the experts during the past year. Many warned that traditional distributors who did not begin selling MRO products and services on the Internet would be swept aside by those "clicks and mortar" companies that made buying and selling inexpensive and easier online.
Some of you took those warnings with a huge grain of salt. After all, what good does it do most of you to respond to e-mails from Indonesia seeking a catalog?
Until recently, most of the documented benefits from buying over the Internet have been for end users. But this is changing quickly. A study by Grainger Consulting Services reports that distributors selling online with electronic catalogs connected to customers' procurement systems cut their own transaction costs by 22 percent.
That typically means reduced telephone time for customer service reps, which frees them up to help customers with more complex requests, develop sales leads and more. Distributors that sell electronically through buying alliances or one of the emerging e-procurement firms may also benefit from increased spot buys.
For more details on these benefits, check ID's special report on e-commerce in January, which of course may be accessed online at www.inddist.com. Click on the "Search Back Issues" bar to open the January issue.
Just as the advent of B2B e-commerce forces large and small distributors to revamp their business strategies, it creates new challenges and opportunities for the trade press and content providers like us. In that light, ID Online cannot stand still, either. Early this year, readers of our online edition will see a number of changes that we hope will make the site an even more valuable resource.
As ID Online's new Web manager, I'd like to introduce myself and describe some of our initiatives.
First, ID's site will become more interactive for readers. Primarily this means adding and improving electronic links throughout the online edition to other sources of information, personal contacts, associations, etc. When you read a specific article or visit a certain page, additional contacts will be just a click away.
Second, we will expand our online exclusives such as hosting more interactive discussions on topics like advice on mergers and acquisitions. You may have already used our "Tax and Legal" forum to ask experts questions.
Third, more industry news tailored to your business needs will be reported on the site. As part of that, watch for a new section featuring developments from technology providers and e-commerce initiatives.
Other online initiatives will follow this year. Like you, we know it's no time to stand still.
Ken Brack is the Web manager at ID Online. Your suggestions and thoughts are always welcome at kbrack@cahners.com.
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