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“Everything is manual today.” We often hear this from distributors looking at new tools, alongside frustration that customers can’t find what they need on the website. What’s harder to know is how much business those problems cost them.
The American Supply Association (ASA) offers a sense of how widespread the problem is. In
For most of their history, manufacturers sold through distributors and dealers and left the buying experience to someone else. Buyers now expect to research, configure, and often purchase directly from the source. Manufacturers who can’t support that are giving the customer relationship, and the data that comes with it, to someone else in the chain.
A manufactu...