Channel Changes: As Distributors Struggle Online, B2B Suppliers Lose Digital Sales

From 2016 to 2018 distributors surrendered online sales. In 2016, distributors averaged 12 percent of all sales online, by 2018 this had fallen to 9 percent of sales online or a drop of 30 percent. During this period, B2B online sales grew to 15 percent of total market or approx $1 trillion in both durable …

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