The UPS study provides insights into the factors influencing the behaviors and preferences of U.S. industrial buyers while providing insights for distributors. In addition to highlighting how distributors must realize their business model is changing as younger consumers skip the middle man in favor of marketplaces, the study provides statistics and advice for distributors seeking to remain relevant and competitive. Some of this year’s findings include:

  • 81% of buyers have purchased directly from manufacturers, up from 64% in 2015;
  • 75% of buyers have shopped at an e-marketplace, soaring from just 20% in 2013;
  • 80% of buyers are likely to shift to suppliers with a more user-friendly web presence, up from 72% two years ago.