Sales via the Internet at Wesco International, based in Pittsburgh, Pa., are coming steady, but slowly, according to Russ Lambert, director of e-commerce. The reality is a long curve for customers to switch to this new purchasing channel. Lambert expects it will take five to seven years for e-commerce to be substantially adopted by customers. It will be a slow and steady process. E-commerce will come, but it will take a long period of time.
Many large customers have complex purchasing approval processes.
When these large customers get ready for B2B e-commerce, sales through the Internet have big potential to grow. Sales via the Internet are growing very slowly. Most of our customers still prefer traditional ways of doing business. Convenience and speed are the most frequently mentioned benefits of ordering MRO supplies online. Biggest barrier to use of the Internet is lack of access.