Study: Industrial buyers not getting what they want from suppliers

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New York—Despite the fact that industrial buyers are turning to the Internet nearly twice as often as offline information sources, suppliers are not meeting their basic needs, according to a study sponsored by, an industrial procurement Web site, and Google. There is still a wide gap in the information they search for online and what suppliers provide, the study found.

Seventy percent of buyers expect to find detailed information on products but only just over half of suppliers (53%) provide it; and 58% of buyers seek computer-aided design (CAD) drawings, but only 13% of industrial marketers put those online. Seventy-four percent of buyers expect to find product prices, but only 23% of suppliers list them.

The survey also found that 97% of buyers who researched products online took action either online or off: 59% requested a quote, 59% issued a purchase order and 86% recommended or chose a new supplier, product or service based on their online research.

—Carol Krol

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