INDUSTRY
BRIEF FOR
MANUFACTURING
INDUSTRY
What Customers Say They Want
from Manufacturers
B2C Expectations
Are Bleeding Into B2B
Purchasers are now demanding that their suppliers
provide the same ease of buying that they experience
as consumers. Manufacturers and their distributors
now have to compete on buying experience as well as
price, delivery, and quality of product.
The Amazon effect —
where consumers are used to easily
searching for products, comparing
prices, viewing ratings and
recommendations, and placing orders
to receive within two days wherever
they decide—is now permeating into
the professional purchasing role.
4
Buyers Will Pay a Premium for Instant Pricing
7
Over 50% of buyers expect to
receive pricing information in less
than two hours.
50
%
66% said they would switch
to a vendor offering real-time,
personalized pricing.
66
%
61% would pay a price premium for an
instant fair price instead of having to
negotiate with a person even though
they might be able to get a better price.
.
61
%
Recently, PROS conducted a study with procurement and purchasing professionals
that buy from manufacturers. This study unveiled some valuable insights:
61% said they would be willing
to pay 3-5% more to get pricing
information instantly.
61
%
