Why a streamlined, integrated solution is essential for your business.

Manufacturing leaders face a stark reality about their digital commerce strategy. Many businesses operate without an eCommerce website, maintain only a limited experimental presence, or struggle with disconnected systems that create more problems than solutions. These limitations directly impact bottom-line performance through lost market share and poor customer experience.

• The numbers paint a clear picture of what's at stake. The U.S. B2B eCommerce market will reach $1.13 trillion by 2020, The U.S. B2B e-commerce market was worth an estimated $4.04 trillion in 2024; projections from Capital One indicate it will grow to $7.53 trillion in 2029.
• Manufacturers, distributors, and wholesalers are driving this unprecedented growth. Even more telling is how this shift reflects changing buyer behavior. Our research shows 89% of B2B buyers start their journey on manufacturer websites, with 54% considering these sites their most trusted source of information.
• This trend toward direct manufacturer relationships runs deep. More than 40% of B2B buyers now prefer purchasing directly from manufacturers instead of distributors. Even more compelling? Twenty percent will pay a premium for the privilege of buying direct.

Transform your digital presence with solutions built for modern manufacturing.

Why Traditional Sales Models Are Falling Short

Many manufacturing organizations find themselves in one of three scenarios:

• No eCommerce presence
• A basic experimental website with limited functionality
• A disconnected system that creates more problems than solutions

These limitations create multiple business challenges: Manual processes lead to order inaccuracies. Poor inventory visibility frustrates customers. Outdated systems result in security vulnerabilities. Perhaps most concerning, manufacturers lose market share to more digitally savvy competitors.

Building Your Digital Commerce Foundation

Success in B2B digital commerce requires thinking like your customers. Consider these essential building blocks:

• Map the Customer Journey: Identify every touchpoint where customers interact with your business, from initial research through repeat purchases. Look for friction points where digital tools could streamline the experience.
• Align Your Channels: Today's B2B buyers expect a consumer-like experience. They want powerful search capabilities, detailed product data, and instant access to resources like spec sheets and tutorials. Your digital presence should deliver this seamlessly.

Discover how smart inventory management transforms the customer experience

• Express Your Brand Value: B2B buyers increasingly value trust and authenticity. Your online presence should reinforce your expertise while making it easier for customers to do business with you.

The Cost of Waiting

Manufacturing leaders often hesitate to undertake digital transformation. However, the risks of delay are significant:

• Lost Market Share: B2B buyers will find alternatives if you don't meet their digital expectations.
• Operational Inefficiency: Manual processes drain resources and increase errors.
• Employee Retention: Younger workers expect modern digital tools.
• Customer Satisfaction: Without self-service options, you risk losing customers to more accessible competitors.

See how manufacturers are accelerating growth with integrated commerce solutions.

Taking Action

Although the scope of digital commerce may seem overwhelming, the key lies in balancing broad strategy with incremental execution. Start with initiatives that deliver quick wins for both employees and customers. This builds momentum while demonstrating value to stakeholders.

Consider this striking fact: twenty percent of B2B buyers will pay more to purchase directly from manufacturers. This premium reflects the value buyers place on authentic relationships with producers. By building a robust digital commerce presence, manufacturers can capture this value while strengthening customer relationships.

The Path Forward

The distance between B2B buyers and manufacturers has never been shorter. Digital commerce technology creates opportunities to build direct relationships, improve operational efficiency, and drive sustainable growth. For manufacturing leaders, the question isn't whether to embrace digital commerce, but how quickly you can adapt to lead in this new environment.

The future of manufacturing belongs to organizations that recognize digital commerce as more than a sales channel. It's a strategic imperative that will define market leadership in the years ahead.

Learn more about how Epicor solutions can help your business thrive.

Paul Bates

Senior Product Marketing Manager

Paul is a senior Product Marketing Manager with global responsibility for Sustainability, Shipping, eCommerce and related products in Epicor. Before that, Paul worked in a variety of Product and Marketing Management roles in the Telecoms, Finance, Cyber Security, and Cloud industries.

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