New York—For industrial purchases of less than $50,000, two to four decision-makers are typically involved, according to data from Thomas Industrial Network's “Industrial Purchasing Barometer” survey. For purchases of more than $250,000, the number of decision-makers increases to five or more, the IPB survey found.
Thomas Industrial Network's survey found that many of these decision-makers are anonymous, because the majority (56%) go directly to suppliers' websites to conduct research.
“Today's suppliers need to put themselves in multiple buyers' shoes and anticipate the questions that every "member of the buying committee' could possibly have about their companies, products and services. All that information must be available and easy to find on suppliers' websites,” said Susan Orr, senior director-strategic marketing at Thomas Industrial Network, in a statement.
Thomas Industrial Network's survey was conducted online earlier this year and drew more than 350 industrial buyers as respondents.