Top 5 Benefits of Going Direct-to-Market for B2B Manufacturers

Historically, B2B manufacturers are slow to adopt new sales channels, especially digital ones. Here are five food-for-thought reasons why manufacturers should adopt a direct-to-market sales channel in their digital strategy.

1. Reach new customers

Digital channels are pervasive; you never know who may find your business with a direct sales channel or digital commerce. With digital commerce, territory restrictions aren’t a hurdle for your sales teams.

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2. Increase sales

New customers mean new sales. You don’t have to rely on just your sales team’s efforts with direct-to-market channels. You also aren’t tied to the narrow scope of your distributor network. The broader your reach for your product, the more potential sales you will get.

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3. Better inventory control

Balancing inventory can be tricky. On the one hand, you need enough stock to keep business moving but produce too much, and you risk running out of warehouse capacity. Direct-to-market channels can help focus sales on your overstocked products. This flexibility can be a powerful tool for helping alleviate the stresses of inventory management.

Find out how the right digital solution can help with inventory management > 

4. Improved price control

In a direct-to-market approach, you control the pricing and discounts by tying customer accounts to specific pricing tiers or promotional offers. Some of this control gets lost when you are selling through distributors. Going direct-to-market ensures that your selling price never cuts into your profit margins.

Want to know how not to upset those distributor networks? >

5. Better customer experience

Last but certainly not least is the best reason for manufacturers to start direct-to-market channels—the ability to focus on customer experience, offline and online. Unlike a distributor-model strategy, your company controls the customer experience end-to-end in digital commerce—no middlemen to obscure your branding or offer substandard service. You have complete control.

Here are five ways to optimize B2B digital customer experience >