White Papers

The Lead

Industrial distribution, once dominated by family-owned companies built on generations of personal relationships, has undergone a quiet but dramatic renaissance. Vendor reduction initiatives, widespread mergers and acquisitions and the inevitable growth in online selling have intensified competition for available dollars. The UPS B2B Purchasing Insights Study, conducted in partnership with research firm TNS, is designed to shed light on factors driving the purchase decisions of those who buy or influence industrial supplies purchases. Touching on both current and intended purchase behaviors, the study offers distributors a glimpse into their competitive position in the marketplace as well as potential areas for growth.

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While the economy continues to suffer from uncertainty about the future, there are two trends that leave little doubt... As the heroes of the downturn, procurement teams are being asked to aim for even higher savings targets moving forward. At the same time, 78% of sales teams are reporting that their quotas have increased, with only 24% being very confident they can actually achieve them. So...empowered buyers are pushing for more savings while nervous sellers are pushing for more sales...and your margins are caught in the middle.


Seven Myths and Outdated Beliefs That Are Causing Companies to Fall Further and Further Behind Pricing effectively in B2B has never been easy. But today, increases in pricing transparency, information access, and global competition are conspiring to make a difficult task even more challenging. For many companies, memories of the last downturn are all too clear. And as a result, most are focused on driving efficiency and productivity to maintain financial health. In this situation, pricing technology would seem to be the right solution at exactly the right time. After all, pricing has more leverage on profitability than sales volume or operating costs. And technology has long been a proven source of efficiency and productivity gains. So the combination seems ideal.

Aberdeen Group

This Research Report explores the value of price optimization solutions in contributing to more efficient customer management strategies.


You’ve worked for weeks to pull together the perfect presentation in your quarterly pricing review. You have mined data from a variety of systems and your analysis is spot-on. Then — the week before your meeting, a key competitor makes a price move that changes the market dynamics.

by T.J. Monico and John Newman, Industrial Distribution Investment Banking, KeyBanc Capital Markets

Private equity and investment banking experts from AEA Investors and KeyBanc Capital Markets share perspectives on the market for mergers and acquisitions (M&A) in the distribution industry.

3 ways to gain full visibility and control of supply chain operations Read these 3 customer cases to see how supply chain professionals can have complete visibility and control of the supply chain and alignment with the overall strategy. Learn how to gain visibility and control through: • Aligning Supply Chain Processes with Business Strategy • Allocating Resources • Effective Planning and Decision Making

Hybris commissioned a study that examined industrial distribution as a whole, and took an even closer look at specific segments, to uncover those with the greatest need for e-commerce enhancements. One sector that was readily identifiable related to distributors of hydraulics products. After the results were analyzed, it was apparent that many hydraulics distributors need to take measures to ensure their websites deliver more than just general information. The next crucial investments will enable them to fully realize the benefits of product data, customer service, sales support, and sales made over the web.

This report highlights how 50 safety products distributors scored when assessed for website usability, content, customer service, and more. It also suggests some critical first steps for moving an e-commerce platform towards offering long-term, sustainable business benefits.


Balancing the needs of your customers can be a moving target. The UPS B2B Purchasing Insights Study offers a glimpse into the purchasing preferences of industrial supplies buyers and the factors that influence their buying decisions. See how your business stacks up. The results might surprise you.

From accelerating searches on their Web sites to better servicing their dealers, multi-channel distributors are driving higher sales by managing and enriching their product information. If you’re considering a Product Information Management (PIM) initiative, download our new whitepaper, Preparing for PIM: First Steps to Getting Ready for Your Product Information Management Initiative. You’ll find out who should be part of your PIM team, including program sponsors and champions. You’ll gain helpful insights, lessons learned, and best practices to launch a successful PIM program and lay the groundwork for success.

In this white paper, discover a variety of scenarios for independent, privately-held industrial distribution companies to monetize their value and diversify their wealth while positioning their companies for robust growth. You will also learn about the characteristics that make an industrial distribution business attractive to financial sponsors.

To remain competitive in today's rapidly transforming digital marketplace, manufacturing and distribution leaders are faced with many challenges to make the right choices about eCommerce technology. The need to quickly deploy new technologies and weave them into the overall fabric of their business is critically important. A Land and Expand strategy allows your organization to quickly and cost-effectively establish the “core” for its digital ecosystem and enable the speedy deployment of additional technologies that are increasingly available in the marketplace today.

The field of B2B eCommerce vendors has evolved into two camps: the "big three" vendors who focus almost exclusively on the largest enterprises, and a host of much smaller B2C players trying to fit in with B2B commerce. This has created a gap of options for manufacturers and distributors who need multi-site capabilities, enterprise scalability, speed to market, and efficient costs. Read the white paper to find out how an eCommerce solution built especially for the unique and complex needs of B2B organizations fills this gap and is the best choice when choosing a vendor.

If you are like most B2B organizations, you may question whether mobile commerce is applicable to your business model and, if so, how it can be best used to drive results. Don't miss the complimentary white paper that explains how mobile commerce affects your B2B business and steps you can take now to integrate it with your existing site. Learn how to choose the right mobile commerce format, incorporate responsive design, and prepare content for optimal results that help you position your business for strong growth over the coming years.

by Andy Olson; Rite-Hite Corporation

High-Volume, Low-Speed (HVLS) fans have become the standard for low-cost, high-efficiency climate control in a wide variety of commercial and industrial applications. However, not all HVLS fans are created equal. There are significant design and manufacturing variations that can impact everything from the quality of air movement, right down to the cost of operation and maintenance. When researching HVLS fans, there are four key areas for consideration, including: fan blade design, hub and mounting systems, safety features and onsite consultation. All four of these factors must be properly examined in order to select the right HVLS fan for a specific application.


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