4 articles with this tag
An industrial catalogue that mirrors the manufacturer's internal logic shuts out buyers searching by application, material or regulatory requirement. Every reference may be there and still remain unfindable.
The evaluation process for an industrial supplier starts on the website, not on the sales call. What the buyer finds — or does not find — in the first minutes of browsing determines whether they request a quote or move on. And the company being evaluated never learns of the discard.
The technical buyer needs physical properties, compatibilities, regulatory references and downloadable documentation to advance their evaluation. If the datasheet does not offer that level of detail, the evaluation stalls and contact never happens.
When a technical buyer searches for what a company manufactures and finds the competitor instead, the cause is rarely that the competitor spends more on advertising. The cause usually lies in the structure of their website: more pages, more technical content, more catalogue entry points and more presence in the searches that matter.
