Back in Control: Winning Back Parts Revenue in the Age of Real-Time Commerce

A new generation of B2B buyers is reshaping how parts are found, evaluated, and purchased.

According to recent research, 71% of today’s industrial buyers are Millennials or Gen Z, and nearly three-quarters prefer to order online through a supplier’s website or portal. They expect the same seamlessness and speed in their professional purchases that they experience in their personal lives, with real-time stock visibility, accurate delivery dates, and straightforward self-service tools.

At the same time, grey market competition is growing. Independent resellers and online distributors are stepping in where OEMs fall short, offering faster access to parts and simpler digital experiences. When buyers can’t find what they need or trust the information they see, they don’t wait. They look elsewhere.

These changes are here to stay. Buyers now prioritize responsiveness, accuracy, and digital convenience. For manufacturers, this means that product knowledge and personal relationships are no longer enough on their own. Providing a fast, transparent, and reliable digital experience is equally important.

This white paper explores how manufacturers and service leaders can turn these challenges into a competitive advantage by:

• Winning back revenue lost to third-party and grey market sellers.
• Building stronger customer relationships through accurate, reliable data across the buying journey.
• Delivering a modern, self-service buying experience that matches how customers want to work.

With real-time data and ERP-integrated systems, manufacturers can close the information gap that drives customers away, and transform the aftermarket from a reactive sales channel into a proactive source of growth.

Sana Commerce is built on a simple conviction: B2B commerce should strengthen relationships, not stand in the way of them.

In manufacturing, the distance between what you know and what your buyer sees has often been too wide. We are closing that gap by creating a new future of connected commerce. For more information, visit the website.

Copperberg creates original content, on physical and digital platforms, bringing together the manufacturing community in order to grow and build relationships globally.

On a daily basis, we work hard to improve, develop and innovate our concepts and original content in order to ensure the best hands-on, real-life strategies for all our community members. Our ambition is to provide ideas, networking, and industry exchange between peers that inspires and leads to action. For more information, visit the website.