Page 4 - EXTERNAL Service Offer overview for distributor use 5.0

Online trading behaviour for

industrial products: 6 top

trends

Source: Google/Millward Brown Digital, B2B Path to Purchase 2015

1 Buyer expectations of B2B websites are

being driven by their consumer experiences
online

2 73% of buyers use Google to inform their

purchasing decision

3 76% of B2B buyers say the top requirement
of a supplier’s website is the ability to find
what they are looking for

4 Half of B2B online buyers want a

personalized experience on a supplier’s
website

5 69% of B2B manufacturers say they expect
to significantly reduce, or stop printing

catalogues within five years.

6 Conversion rates are double that of B2C:
90% of B2B web users go online to research
and purchase

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