Half of all B2B buyers are millennials, and they're influencing purchasing decision makers across the industrial B2B market. Learn the 3 newest trends in Industrial Sales and how your business can keep up.

1. 3 Ways Millennials Are Changing
Industrial Sales

2. You’ve probably noticed some major
changes in the industrial market…

3. You’ve probably noticed some major
changes in the industrial market…
Automation

4. You’ve probably noticed some major
changes in the industrial market…
Automation
Technology

5. You’ve probably noticed some major
changes in the industrial market…
Automation
Sales
Technology

6. The people running these changes…

7. The people running these changes…
They’re your new audience

8. Half of all B2B buyers are millennials...

9. …and they’re influencing purchasing
decision-makers.

10. …and they’re influencing purchasing
decision-makers.

11. …and they’re influencing purchasing
decision-makers.

12. …and they’re influencing purchasing
decision-makers.

13. …and they’re influencing purchasing
decision-makers.

14. …and they’re influencing purchasing
decision-makers.

15. They’re also influencing how other
generations buy.

16. They’re also influencing how other
generations buy.

18. That means no more PDFs

19. What has changed?

20. 1.Product data is now accessible
wherever, whenever.
2.Product data is dynamically
generated.
3.Your website and product data
are your company’s biggest
marketing assets.

21. The old trend
Product found in PDF

22. The old trend
Product found in PDF Prospect calls manufacturer
for information.

23. The old trend
Product found in PDF Prospect calls manufacturer
for information.
Manufacturer provides data
to meet product specs

24. The problem

25. The problem

26. The problem
With so many hours required to maintain product
specs, certifications and CAD drawings, product
lines were being published with missing or out-of-
date information.

27. The new trend = eCatalogs

28. The new trend = eCatalogs

29. The new trend = eCatalogs
Any product changes made in the eCatalog database are reflected
across the website and distributor channels.
• Products are discovered and purchased on-the-go, on mobile
devices, after work hours.
• Buyers purchase from businesses that make it easy for them to
quickly find and purchase products.

30. 1.Product data is now accessible
wherever, whenever.
2.Product data is dynamically
generated.
3.Your website and product data
are your company’s biggest
marketing assets.

31. The old trend

32. The old trend
Prospect tells manufacturer
product specs.

33. The old trend
Prospect tells manufacturer
product specs.
Engineer designs model to
requirements and format.

34. The old trend
Buyers had to engage with Technical Salespersons or
Engineers to create models to their exact specifications.
Prospect tells manufacturer
product specs.
Engineer designs model to
requirements and format.

35. The problem

36. The problem

37. The problem
Design engineers would spend hours creating simplified,
static CAD and BIM models in a single format, on a
case-by-case basis.

38. The new trend = CAD/BIM libraries

39. The new trend = CAD/BIM libraries

40. The new trend = CAD/BIM libraries
A robust library of CAD and BIM models with design, performance and functional
details of the product.
• These models support multiple formats — Revit, Bentley, CADmep, etc.
• Geometry and spec details are centrally maintained. Every download by an
end user is dynamically generate from up-to-date data.

41. 1.Product data is now accessible
wherever, whenever.
2.Product data is dynamically
generated.
3.Your website and product data
are your company’s biggest
marketing assets.

42. The old trend

43. The old trend
Interested prospects and customers call your
business with their CAD and BIM specifications.

44. The problem

45. The problem
“The phone doesn’t ring anymore.”

46. The new trend = a complete
digital customer experience

47. The new trend = a complete
digital customer experience

48. The new trend = a complete
digital customer experience
Database admin (You) makes
product data changes

49. The new trend = a complete
digital customer experience
Database admin (You) makes
product data changes
Changed properties updated
automatically in cloud

50. The new trend = a complete
digital customer experience
Database admin (You) makes
product data changes
Changed properties updated
automatically in cloud
Product data is accurate
across all channels and can
be accessed 24/7 from any
device — no calling or
technical help required

51. The new trend = a complete
digital customer experience
Database admin (You) makes
product data changes
Changed properties updated
automatically in cloud
Product data is accurate
across all channels and can
be accessed 24/7 from any
device — no calling or
technical help required
Customers exchange
contact information for rich
information about products

52. The new trend = a complete
digital customer experience
Customer wins with easy
online experience; YOU
win by getting their bid (and
lead information)
Database admin (You) makes
product data changes
Changed properties updated
automatically in cloud
Product data is accurate
across all channels and can
be accessed 24/7 from any
device — no calling or
technical help required
Customers exchange
contact information for rich
information about products

53. Why this trend is “winning”

54. Why this trend is “winning”
Customer win: 
• Product data is easy to find
• Product data is dynamic to fit their project
• Access is immediate
Manufacturer/distributor win: 
• You get highly qualified lead information
• You’re the “convenient, innovative business” that
makes customers’ lives easier
• Your products get found in channels
• You win the bid

55. Why this trend is “winning”
Customer win: 
• Product data is easy to find
• Product data is dynamic to fit their project
• Access is immediate
Manufacturer/distributor win: 
• You get highly qualified lead information
• You’re the “convenient, innovative business” that
makes customers’ lives easier
• Your products get found in channels
• You win the bid

56. Your competitors are already
investing in this experience.
Industrial buyers are increasingly using online
platforms to fulfill their needs.
• eCommerce sales increased 17% to
$4.2 billion in 2015.
• eCommerce accounts for 40% of total
U.S. sales.
• eCommerce sales increased 20% to
$1.43 billion in 2015.
• eCommerce accounts for about 50%
of total company sales

57. Ready to target your new audience?
ThomasEnterpriseSolutions.com
www.linkedin.com/company/thomas-enterprise-solutions