• E-commerce alters B2B landscape

    It’s not just retail stores ramping up their e-commerce presence.
    May 18, 2018
    2 min read
    meritorxpress.png

    It’s not just retail stores ramping up their e-commerce presence. A similar trend is occurring in the business-to-business space, where suppliers are making large investments to better serve customers.

    One example is Meritor Inc., which last year rolled out MeritorPartsXpress for U.S. and Canadian customers seeking after­market parts.

    During a demo for Fleet Owner at Heavy Duty Aftermarket Week (HDAW), Justine Scriptunas, director of innovation & technology for Meritor’s aftermarket business, said the new site is more than a place for parts and pricing information. She said to assist in parts selection, there are videos, 40,000 photographs and drawings, as well as three-dimensional and 360-degree visuals. Meritor also focused on improving search functionality to include faster identification of replacement parts by Meritor and competitors.

    Scriptunas said the new site has resulted in a 150% jump in new users; a growing base of those who voluntarily register gain additional functionality. The site is also optimized for smartphone viewing, making it easier to place orders while on the move.

    During a presentation at HDAW, Stu MacKay of MacKay and Co. singled out industrial distributor W. W. Grainger as an e-commerce success story.  Its online sales as percentage of total revenue rose to nearly 50% in 2016 from 30% in 2012. The company is also offering 50% more products with lower fixed investment costs by speeding the way it gets product to market.

    “It is changing how business is done,” MacKay said.

    Elsewhere, Daimler Trucks North America (DTNA) opened its ninth parts distribution center (PDC) in the United States and Canada—this one in Des Moines, IA. About 80% of Freightliner and Western Star dealers are now located within 350 miles of a parts distribution center.

    “Dealers closest to a PDC are now able to get same-day delivery. That’s the goal. Once we get a truck into the service bay, the goal is not to move it out until it is completely repaired,” DTNA president and CEO Roger Nielsen said.

    DTNA has also seen a significant increase in its e-commerce sales through the Pinnacle Truck Parts website, in part by creating a closed-loop order processing for national fleet customers. The electronic purchase-to-payment system is integrated with a fleet’s shop floor management system, providing automated purchase-to-payment functionality.  

    About the Author

    Neil Abt

    Neil Abt is a former FleetOwner editor who wrote for the publication from 2017 to 2020. He was editorial director from 2018 to 2020.

    Voice your opinion!

    To join the conversation, and become an exclusive member of FleetOwner, create an account today!

    Sign up for our free eNewsletters

    Latest from Technology

    Haul by Fleetworthy
    haul ai compliance platform
    The acquisition brings advanced AI capabilities to enhance safety and compliance for both small and large carriers.
    Dennis Cox | Dreamstime.com
    A lot of teams are running their operations on systems built for a version of the industry that doesn’t exist anymore. And the longer you hang onto a platform that’s just “good enough,” the more it chips away at your margins, your time, and your ability to compete.
    Could your 'mostly working' TMS be draining your profits? Don't let comfort with the old curb your competitive edge. The latest technology is ready to propel your operations forward...
    Modern Transportation
    modern_transportation3
    Modern Transportation is earning a reputation for sophisticated and cutting-edge solutions.