White Papers

The Lead

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.

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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.

by Hybris

This report analyzes the findings of the audit of 200 electrical wholesaling company websites and offers guidance on how electrical wholesalers can respond to the changing needs of their buyers and build robust, multi-channel E-Commerce solutions that are in line with customer expectations.

by Hybris

Learn how B2B organizations can reduce costs, increase revenue, conversions, and customer satisfaction, and effectively manage complex transactions all by leveraging multi-channel commerce.

by Hybris

This report provides insights into the preferences of today’s procurement and business professionals that buy products on behalf of their company and offers strategic guidance on the required commerce technology capabilities and potential operations improvements that emerge from these insights.

by Hybris

Whether your goal is to increase customer loyalty and boost online sales, or test a new market, requests to implement user experience enhancements and new commerce platforms are happening more quickly than ever. This special report provides guidance for implementing an E-Commerce Platform in 90 days.

by Hybris

B2B companies are under heavy pressure to offer robust E-Commerce capabilities that rival best-of-breed consumer-focused companies. This report provides a framework for building an ROI model used to demonstrate the advantages of a new E-Commerce implementation to senior executives and board members.

Want to increase your sales but not sure where to start? Forget about new sales reps, better products or lower prices. Focus on market segmentation to improve your close rate. Our new eBook, 4 Ways Better Market Segmentation Leads To Higher Sales, will show you how to get more from your market segmentation efforts, improving your close rates and your profitability. In this informative new eBook, you’ll learn how: • Personalized offers improve win rates • Targeted pricing drives better margins • Better offers lead to better customer loyalty • Segmented metrics make it easier to track performance

In this informative new eBook, you’ll learn how to: • Identify new customers • Segment your accounts, so you’re focusing   on the most profitable customers • Use technology instead of adding more   reps or hiring expensive trainers to boost your   customer numbers • Improve your visibility into sales and   discounting so you know where you need   to focus.

When planning to deploy a new data collection system at your company, there are a lot of points to consider before signing on the dotted line. So prior to making the investment, assess the unique needs of your company. Analyze your business process requirements and the technology infrastructure. Those tasks may seem daunting, but it will ultimately mean the difference between extreme frustration and a sense of accomplishment once the solution is deployed. Having the right technology in place will mean the job gets done with the desired results that fit your overall business goals.


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