It’s fascinating to watch distributors tackle digital transformation, but there’s one consistent sticking point that keeps business leaders up at night: customer-specific pricing. I’m not a platform vendor with an agenda – just someone who’s been in the trenches helping distributors navigate this complex terrain. What we’re seeing across the industry right now is a genuine struggle between the promise of eCommerce and the practical realities of B2B pricing complexity. Every conversation with distribution executives eventually circles back to the same question: “How do we make our intricate pricing work online without breaking everything?” The Pricing Predicament Let’s cut to the chase on why this is such a headache: Our team recently worked with a distributor who described their pricing…

It’s never fun watching equipment parts distributors, wholesalers, and B2C brands struggle with eCommerce implementations, but this is exactly what’s happening across automotive, industrial, and ag sectors right now. I’m not pushing any particular platform – just someone who pays attention to what’s actually working (and what’s definitely not). What we’re seeing in the field: The problem isn’t just complexity – it’s specialized complexity that most eCommerce implementers have never encountered. The Parts Puzzle is Different Let’s be real about what makes these verticals uniquely challenging: I don’t love when consultants oversimplify these challenges – they’re real, and solving them requires specialized knowledge. Not every platform (even the big names) can handle this natively, and certainly not every implementation agency…

In B2B e-commerce, where catalogs are large and products are highly nuanced, having a powerful search engine is essential. Unlike B2C, where browsing can lead to unexpected discoveries, B2B buyers typically know exactly what they need or have specific requirements. In this context, search is the primary navigation tool, and optimizing it is critical for success. Importance of Discoverability Discoverability is critical in B2B e-commerce, as it directly impacts how efficiently buyers can make informed decisions. They do not have time to sift through numerous pages of similar products. If your website’s search engine cannot deliver targeted results quickly, buyers will look elsewhere. Even the best products are irrelevant if they are not discoverable. Effective search functionality ensures accessibility, connecting…