a study of suppliers and distributors

Technology Practices and Usage In The

A Study of Suppliers and Distributors

PROMOTIONAL PRODUCTS INDUSTRY

ResearchYour Research Authority

Conducted by

TABLE OF CONTENTS

Usage Of Smartphones And Mobile Tablets

QR Codes

Social Media

Usage Of Accounting Software And Order Management Systems

Business Email Software Or Service

CRM Software

Industry Identifiers

Infrastructure And Budget

Product Search Tool Usage And Methods (Distributors Only)

Website And Online Presence (Distributors Only)

Product Catalogs, Images And Websites, ePSA Standards,Artwork Practices And sm@rt Codes (Suppliers Only)

Demographics

PG1

PG7

PG10

PG17

PG22

PG24

PG27

PG30

PG32

PG37

PG39

PG45

USAGE OF SMARTPHONES AND MOBILE TABLETS

PG2

What type of smartphone do you currently use?(Please check all that apply)

What type of smartphone do you plan to purchase in the immediate future?(Please check all that apply)

1A

1

5.0%

2.5%

12.1%

4.2%

35.1%

25.5%

28.0%

6.80%

5.10%

16.50%

4.20%

26.30%

25.50%

24.50%

None

Other

Basic mobile phone w/o data plan

MicrosoA

iPhone

Android

Blackberry

Distributors (N=711)

Suppliers (N=239)

2.6%

12.7%

4.4%

36.7%

26.6%

29.3%

5.1%

3.4%

3.8%

46.4%

29.4%

6.8%

Other


MicrosoA

Iphone

Android

Blackberry


Suppliers (N=229)

4

1.

What type of Smartphone do you currently use? (Please check all that apply)

1a.

What type of Smartphone do you plan to purchase in the immediate future? (Please check all that apply)

5.0%

2.5%

12.1%

4.2%

35.1%

25.5%

28.0%

6.80%

5.10%

16.50%

4.20%

26.30%

25.50%

24.50%

None

Other


MicrosoA

iPhone

Android

Blackberry


Suppliers (N=239)

2.6%

12.7%

4.4%

36.7%

26.6%

29.3%

5.1%

3.4%

3.8%

46.4%

29.4%

6.8%

Other


MicrosoA

Iphone

Android

Blackberry


Suppliers (N=229)

4

1.

What type of Smartphone do you currently use? (Please check all that apply)

1a.

What type of Smartphone do you plan to purchase in the immediate future? (Please check all that apply)

N=number of respondents


iPhone

PG3

Do you plan to provide any of the above smartphones to your salespeople?

For those who said they plan to provide salespeople with smartphones, they specified that they wanted to provide the following:

• 37% of distributors and 26.3% of suppliers stated they

plan to provide the iPhone

• 15.2% of distributors and 24.6% of suppliers plan to

provide the Blackberry

• 37% of distributors and 17.5% of suppliers plan to

provide the Android

• 10.9% of distributors and 31.6% of suppliers plan to

provide various “other” smartphones

2

2A

For those who said they plan to provide salespeople with Smart Phones, they specified that they wanted to provide the following:

• 37% of distributors and 26.3% of suppliers stated that they

provided the iPhone • 15.2% of distributors and 24.6% of suppliers provided the

Blackberry • 37% of distributors and 17.5% of suppliers provided the

Android • 10.9% of distributors and 31.6% of suppliers provided various

“other” Smart Phones

22%

78%

34%

66%

YES NO Distributors (N=760)

Suppliers (N=240)

5

2.

Do you plan to provide any of the above Smartphones to your salespeople?


3A

3

PG4

Which of the following mobile tablets are you currently using this year?(Please check all that apply)

Which of the following mobile tablets are you planning to purchase this year?

50.0%

3.3%

0.5%

1.6%

13.2%

33.0%

4.4%

60.10%

2.20%

0.40%

1.10%

12.70%

24.60%

3.60%

None

Other

MicrosoA Tablet

Blackberry Tablet

Kindle or other e-‐Reader

iPAD or iPAD2

Android (Galaxy, Xoom, etc.)


Suppliers (N=182)

6

3a.

3.

Which of the following Mobile Tablets are you currently using this year? (Please check all that apply)

Which of the following Mobile Tablets are you planning to purchase this year?

18.50%

54.70%

7.70% 7.70% 5.90% 7.30%

23.30%

8.70%

65.20%

26.10%

3.30% 1.10% 6.50%

1.10%

Android iPAD or iPAD2 Kindle or e-‐Reader

Blackberry Tablet

MicrosoA Tablet Other None


Suppliers (N=92)



4

4A

PG5

Do you plan to provide any of the above mobile tablets to your salespeople?

If yes to above, please specify which one:

YES 9.2%

NO 90.8%


YES 24.1%

NO 75.9%

Suppliers (N=87)

4.

4a.

Do you plan to provide any of the above “Mobile Tablets” to your salespeople?

If yes to above, please specify which one?

7

*N=number of respondents

YES 9.2%

NO 90.8%


YES 24.1%

NO 75.9%

Suppliers (N=87)

4.

4a.

Do you plan to provide any of the above “Mobile Tablets” to your salespeople?

If yes to above, please specify which one?

7


Android Blackberry iPad Microsoft Tablet Samsung Other

Distributors(N=67)

13.4% 3% 53.7% 3% -- 26.9%

Suppliers (N=25)

4% 4% 48% -- 8% 36%



PG6

5

6

Which industry-specific mobile apps do you use?(Compiled from an open-ended question)

What percentage of your time do you spend working mobile or remotely?

13.4%

35.8%

27.6%

17.3%

5.9% 6.9%

38.5%

30.8%

15.8%

8.1%

NONE 1-‐10% 11-‐25% 26-‐50% 51% or more


Suppliers (N=247)

Distributors(N=119, 15% of 770 respondents

specified mobile apps)

Suppliers(N=23, 9% of 248 respondents

specified mobile apps)

Zoom catalog 4.2% Zoom catalog 47.8%

SAGE 57.1% SAGE 13.0%SanMar 16.8% SanMar 8.7%Other 5.9% Other 4.3%PDSA 1.7% PDSA 4.3%ESP/ASI 5.9% ESP/ASI 4.3%PPAI/PCT 5% PPAI/PCT 8.7%Logomark 2.5% Logomark 4.3%Distributor Central 0.8% Distributor Central 4.3%



QR CODES

Marke[ng Pieces

Business Cards

Catalogs Product Samples

Website Other None

18.0%

10.8%

6.5% 6.3% 10.1%

5.3%

70.2%

43.4%

15.7%

31.4%

20.2% 21.1%

7.4%

45.5%



Suppliers (N=235)

10

7.

In which of the following have you used QR Codes for your business? (Please check all that apply) 7

8

PG8

In which of the following have you used QR codes for your business?(Please check all that apply)

Do you:

Distributors Suppliers

Have a QR code reader on smartphone 44.4%(N=741)

56.3%(N=240)

Have a Microsoft Tag reader on smartphone 12.3%(N=648)

17.2%(N=203)



9

PG9

Have you:


Scanned a QR code or a Microsoft Tag 41.7%(N=743)

57.4%(N=242)

Created a QR code for your company 25.3%(N=738)

47.7%(N=239)

Used a QR code in marketing pieces 21.3%(N=731)

48.5%(N=239)

Put a QR code on your business card 9.4%(N=725)

12.6%(N=230)


SOCIAL MEDIA

54.5%

45.5%

66.1%

33.9%

USE SOCIAL MEDIA DO NOT USE SOCIAL MEDIA



Suppliers (N=248)

10.

13

SoSocial Media Users:

13

10

10A

PG11

Social Media Users:

Which of the following social media sites do you use for business?(Please check all that apply)

82.8%

42.7%

76.4%

17.7%

2.1% 3.1% 1.7%

8.8% 2.6%

4.1%

91.3%

65.6%

70.6%

45.6%

2.5% 2.5% .6% 5.6%

.0% 5.0%


Suppliers (N=160)

14

For Distributors who chose “Other”, the social media sites mentioned were Vimeo, Merchant Circle, and Meetup.

For Suppliers who chose “Other”, the responses were too varied to quantify.

Which of the following social media sites do you use for their business? (Please check all that apply)

10a. N=number of respondents


PG12

56.1%

51.2%

43.3%

31.1%

45.7%

31.1%

8.5%

51.4%

41.2%

38.8%

44.0%

15.0%

19.8%

7.4%

Status updates

News Feeds

Comments

Personal Messages

Videos

Mass Messaging

Tagging


Suppliers (N=164)

15

Which of the following social media networking features are critical for your business to use? (Please check all that apply)

11. 11

Which of the following social media networking features are critical for your business to use?(Please check all that apply)

10A Continued ...

• For Distributors who chose “other,” the social media sites mentioned

were Vimeo, Merchant Circle and Meetup.

• For Suppliers who chose “other,” the responses were too varied to quantify.


PGBPG13

12 Which of the following social media tactics are important to drive more business or customers?(Please check all that apply)


Spread the word 3.92(N=398)

3.91(n=157)

Feature research & statistics 3.19(N=370)

3.11(N=152)

Feature new product types 3.75(N=390)

3.90(N=156)

Feature new applications 3.21(N=365)

3.27(N=145)

Show trends 3.48(N=378)

3.17(N=152)

Values represent the MEAN scores (5 = Most Important, 1 = Least Important)N=number of respondents

ca

6

Email ampaigns

P

63.9%

75.5%

Promoting on your website

63.9%74.2%

Twitter "Follow Me

feature

29.2%

%

46.

e' Facebo

"Like" fea

67.6%

5%

6

ook ature

Uprom

pro

53.3

67.7%

Distributors(N=377)

Use motional

ducts

3%

32.3%

Suppliers(N=155)

s

Email campaigns Promo[ng on your website

Twiaer "Follow Me' feature

Facebook "Like" feature

Use promo[onal products

63.9% 63.9%

29.2%

67.6%

53.3%

75.5% 74.2%

46.5%

67.7%

32.3%


Suppliers (N=155)

17

13.

Which of the following actions do you take to drive traffic to their social media sites? (Please check all that apply)

13 Which of the following actions do you take to drive traffic to your social media sites?(Please check all that apply)


PGAPG14

14 In which of the following instances do you see an impact that you can attribute to social media?(Please check all that apply)

Distributors(N=350)

Suppliers(N=144)

Increase volume of business 36.9% 33.3%Increase in number of contacts 88.9% 92.4%


15 How many employees does your business specifically employ to manage your social media sites?

None

1 employee

2 emplooyees

3 or more employees

63.6%

27.6%

4.4%

4.4%

37.7%

44.7%

10.7%

6.9%

N=numberof respondents

Suppliers (N=159)


15.

How many employees does your business specifically employ to manage your social media sites?

19


PGB

7.9%

92.1%

16.8%

83.2%

YES NO


Suppliers (N=161)

20

16.

Do you have a specific social media policy for your business?

17.

If yes, to previous question, please specify:

Policy is listed in HR handbook Policy restricts access to certain websites and

areas Policy encourages networking strategies for

business purpose **These responses are from only those who gave a specific response.

PG15

16 Do you have a specific social media policy for your business?

17 If yes to previous question, please specify:

• Policy is listed in HR handbook

• Policy restricts access to certain websites and areas

• Policy encourages networking strategies for

business purpose


These responses are from only those who gave a specific response.

PGAPG16

18 Are your salespeople required to use social media?

YES 12%

NO 64%

No Salespeople

24%


YES 8%

NO 87%

No Salespeople 5%

Supliers (N=159)

use social media?

YES 12%

NO 64%

No Salespeople

24%


YES 8%

NO 87%

No Salespeople 5%

Supliers (N=159)

use social media?


4%

88%

USAGE OF ACCOUNTING SOFTWARE AND ORDER MANAGEMENT SYSTEMS

PGA

19

PG18

What accounting software do you use?

20.8%

13.0%

0.1%

3.4%

61.8%

0.4%

0.3%

0.1%

51.0%

7.3%

5.7%

3.7%

28.2%

0.8%

2.9%

0.4%

Other

Quicken

Microso_ Great Plains

Peachtree Accoun`ng

Quickbooks

lakeshore

MAS90 and 200

Essent

Suppliers (N=244)


19.


20.8%

13.0%

0.1%

3.4%

61.8%

0.4%

0.3%

0.1%

51.0%

7.3%

5.7%

3.7%

28.2%

0.8%

2.9%

0.4%

Other

Quicken

Microso_ Great Plains

Peachtree Accoun`ng

Quickbooks

lakeshore

MAS90 and 200

Essent

Suppliers (N=244)


19.



PGB

19A

PG19

What accounting software do you use if you chose “other” in the previous question?

Distributors

(N=111 who had specified responses) Suppliers

(N=80 who had specified responses) N % N % Custom 17 15% Custom 18 23% ASI (unspecified) 19 17% ASI (unspecified) 16 20% e-Quantum 12 11% EFI Logic 1 1% Microsoft 10 9% Business Works 6 8% MYOB 7 6% Microsoft 5 6% Account Edge 4 4% Sage (unspecified) 4 5% DemandBridge 3 3% Visual 4 5% Kramer 3 3% Accountmate 3 4% Filemaker 2 2% Macola 3 4% iPromoteU 2 2% SAP 3 4% Netsuite 2 2% Navision 2 3% OrderMaster 2 2% QuickBooks 2 3% SAP 2 2% D&B 1 1% Shopworks 2 2% DAC 1 1% Xebra 2 2% Datapro 1 1% Responses are quantified from open-ended responses . Note: When respondents specified ASI or SAGE, the responses were left as is because respondents did not specify which ASI product it was (e.g. OrderMaster/ESP) and also did not mention if it was a SAGE online product when they listed SAGE


PGA

20

PG20

What order management system do you use?

41.7%

0.0%

0.0%

0.0%

0.0%

4.1%

2.1%

3.3%

1.7%

0.8%

16.9%

2.5%

26.9%

0.0%

20.7%

3.9%

3.2%

0.3%

3.2%

0.1%

1.3%

15.7%

5.8%

0.6%

26.5%

0.1%

4.5%

14.0%

Other

OrderMaster

Profit Maker

Business Works

Quicken

Great Plains

PeachTree

SAGE Online

Distributor Central

Lakeshore

QuickBooks

Essent

ESP

Custom


Suppliers (N=242)

25

20.

What order management system do you use?


PGBPG21

20A What order management system do you use if you chose “other” in the previous question?

Distributors (N=94 who had specified responses)

Suppliers (N=62 who had specified responses)

N % N % AIA 2 2.1% ASI 18 29.0% Custom 16 17.0% Custom 12 19.4% e-Qauntum 13 13.8% SAGE 6 9.7% Filemaker 6 6.4% Netsuite 4 6.5% Xebra 5 5.3% Basecamp 1 1.6% ISIS 4 4.3% MAS 3 4.8% ASI 3 3.2% Visual 3 4.8% Excel 3 3.2% Accountmate 2 3.2% iPromoteU 3 3.2% Filemaker 2 3.2% Microsoft 3 3.2% Macola 2 3.2% MYOB 3 3.2% Microsoft 2 3.2% @ease 2 2.1% Navision 2 3.2% AccountEdge 2 2.1% Antera Software 1 1.6% None 29 30.8% None 4 6.5%

This table is quantified from open ended responses. Note: When respondents specified ASI or SAGE, the responses were left as is because respondents did not specify which ASI product it was (e.g. Order Master or ESP and also did not mention if it was a SAGE online product when they listed SAGE


BUSINESS EMAIL SOFTWARE OR SERVICE

PGB

21

21A

PG23

What business email software or service do you use?

What business email software or service do you use if you chose “other” in the previous question?

Distributor(N=714)

Suppliers(N=242)

Internet Service Provider 12.2% 7%Hotmail 1.3% 1.2%

MSN 1.5% 0%

Yahoo 7.3% 1.2%

Google mail 8.7% 5.4%

Qualcomm Eudora 5% 0%MAC mail 0.4% 0.8%Microsoft Entourage for MAC 0.4% 0%Linux KDE 0.1% 0%Microsoft Exchange/Outlook 49.6% 72.7%Other 13.4% 11.6%




Internet Service Provider 17 23.2% Internet Service Provider 7 33.3%AOL 16 21.9% Microsoft Live Mail 5 23.8%Go Daddy 14 19.1% Thunderbird 2 9.5%Microsoft Live Mail 5 6.8% Bluetie 1 4.8%Thunderbird 5 6.8% Distributor Central 1 4.8%Constant contact 3 4.1% Goldmine 1 4.8%Google 2 2.7% Lotus 1 4.8%Data Serv 1 1.3% Sea Monkey 1 4.8%Distributor Central 1 1.3% Vertical Response 1 4.8%N/A 9 12.3% N/A 1 4.8%*Table is quantified from open‐ended responses. Note: Internet Providers varied from Comcast, Verizon, ATT, TW, Earthlink, etc.)


CRM SOFTWARE

PGB

37.6%

1.2%

10.7%

50.0%

1.0% 0.3% 2.7%

0.5% 0.2%

27.4%

17.7%

26.9%

2.3%

12.5%

3.2% 1.9% 1.4% 2.8% 2.8% 1.4%

17.6%

27.3%

Distributor (N=587)

Suppliers (N=216)

31

22.

What CRM (Customer Relationship Management) software or services do

you use?

PG25

22 What CRM (Customer Relationship Management) software or services do you use?


17.6%

PG26

* Table is quantified from open-ended responsesN=number of respondents

22A What CRM do you use if you chose “other” in the previous question?



CRM 2 1.2% Salespad 1 2.4% Custom 4 2.4% ASI 6 14.6% Zoho 4 2.4% Custom 3 7.3% e-mail 3 1.8% SAGE 3 7.3% Excel 3 1.8% Visual CRM 3 7.3% Filemaker 3 1.8% Actionware 1 2.4% @ease 2 1.2% Antera Software 1 2.4% Ace of Sales 2 1.2% Volusion 1 2.4% Avidian 2 1.2% CRS – Wilke Thornton 1 2.4% E-quantum 2 1.2% Highrise 1 2.4% Facilis 2 1.2% Infor Visual CRM 1 2.4% Maximizer 2 1.2% Infotrac 1 2.4% Ordermaster 2 1.2% Intuitive MRP 1 2.4% Quickbooks 2 1.2% QuickBooks 1 2.4% None 135 79.4% None 16 39.0% *Table is quantified from open-ended responses

INDUSTRY IDENTIFIERS

PGBPG28

23 Which industry identifiers do you use to identify your company?(Please check all that apply)

Note: The ASI identifier is not as commonly used by PPAI distributor members as seen above. This finding is unusual compared to previous years and signifies the changing make-up of PPAI distributors. PPAI has been recruiting members from various peripheral markets and this finding is indicative of that.

70.60%

45.10% 47.00% 43.70%

4.40%

87.30%

75.00% 71.20%

88.10%

4.20%

Distributor (N=705)

Suppliers (N=236)

34

23.

Which industry identifiers do you use to identify your

company? (Please check all that apply)


Note: The ASI identifier is not as commonly used by PPAI distributor members as

seen above. This finding is unusual compared to previous years and signifies the

changing make-up of PPAI distributors. PPAI has been recruiting members from

various peripheral markets and this finding is indicative of that.

PG29

23A What industry identifier do you use if you chose “other” in the previous question?

These are quantified from open ended responsesN=number of respondents

4.2% of Distributors(N=32)

4.8% of Suppliers(N=12)

ARA 6 18.8% PPPC 4 33.3%

None 4 12.5% ARA 2 16.7%

Distributor Central 3 9.4% APPA 1 8.3%

NNEP 2 6.3% Distributor Central 1 8.3%Press-A-Print 2 6.3% IMA/IGCC 1 8.3%SAAGNY 2 6.3% NNEP 1 8.3%SPPA 2 6.3% None 1 8.3%All of the above 1 3.1% SAGGNY 1 8.3%

INFRASTRUCTURE AND BUDGET

PG31

Distributor (N=706)

Suppliers (N=243)

None 70.7% 29.6%

One 12.2% 27.6%

2 to 4 3.0% 16.9%

5 to 10 0.8% 5.8%

More than 10 0.1% 6.2%

Outsourced 13.2% 14.0%


Less than 1% 1-‐2% 3-‐4% 5-‐7% 8-‐10% More than 10%

23.9% 24.6% 21.8%

15.2%

9.1%

5.3%

14.5%

28.1%

23.0%

19.1%

8.1% 7.2%

Distributor (N=702)

Suppliers (N=235)

37

24.

What percent of your net sales is spent on technology

infrastructure?

25.

How many IT professionals does your company employ?

24

25

What percent of your net sales is spent on technology infrastructure?

How many IT professionals does your company employ?

Distributor(N=706)

Suppliers(N=243)

None 70.7% 29.6%1 12.2% 27.6%

2 to 4 3% 16.9%

5 to 10 0.8% 5.8%

More than 10 0.1% 6.2%

Outsourced 13.2% 14%



PRODUCT SEARCH TOOL USAGE AND METHODS

(Distributors Only)

PG33

All free ones 7 18.9% Promo Marketing 7 18.9% None 5 13.5% SAGE 4 10.8% ARA 2 5.4% Press A Print 2 5.4% Trade Only 2 5.4%

AAPN 1 2.7% ASI call-‐in 1 2.7% Business Journals 1 2.7% Co-‐branded web sites of suppliers 1 2.7% Juggler 1 2.7% NNEP 1 2.7% Promo Corner 1 2.7%

SAGE Online 71.6%

UPIC 16.7%

ESPOnline 24.0%

Distributor Central 34.3%

SearchStar 0.6%

ZOOM catalog 6.5%

PMDM 8.2%

Other 4.5%


27.

Which of the following Product Search Tools do you currently use?

27a. 4.5% of 693 Distributors who chose “Other” use the following Search Tools:

19.9%

4.1%

30.7%

21.1%

12.9%

5.6%

5.7%

Free

Up to $200

$201 to $500

$501 to $1000

$1001 to $2499

$2500 and above

Do not subscribe

N=700, *N=number of respondents

26.

How much does it cost for you to subscribe annually to a product search tool/package?

39

How much does it cost for you to subscribe annually to a product search tool/package?

Which of the following product search tools do you currently use?27

26

N=700; *N=number of respondents


PG34

Promocan 1 2.7% N=37, *N=number of respondents

Catalogs 14 25.0% Competitors 1 1.8%

Internet 6 10.7% ESP 1 1.8% None 6 10.7% Info Line 1 1.8% SAGE 5 8.9% Juggler 1 1.8% Distributor Central

3 5.4% Logomall 1 1.8%

28.50%

18.20%

14.20%

16.60%

15.40%

14.20%

43.00%

8.60%

4.50%

67.60%

7.60%

PromoMarke`ng.com

ASI Register®

PPAI Expo PlanIT (PPAI Show Directory)

PPAI Navigator (membership directory)

PROMOCorner.com (Promo`on Corner)

Virtual Tradeshows

Industry shows

ASI Media File®

ASI Info-‐Line

Internet (Google and other search engines)

other


40

28a.

28.

What other method(s) do you use for product search? (Check all that apply)

7.6% of 714 Distributors chose “Other” and they use the following methods for product search:

4.5% of 693 Distributors who chose “other” specified using the following search tools:

What other method(s) do you use forproduct search?(Please check all that apply)

28

27A

N Percentage All free ones 7 18.9% Promo Marketing 7 18.9% SAGE call in 4 10.8% ARA 2 5.4% Press A Print 2 5.4% Trade Only 2 5.4% AAPN 1 2.7% ASI call-in 1 2.7% Business Journals 1 2.7% Co-branded web sites of suppliers 1 2.7% Juggler 1 2.7% NNEP 1 2.7% Promo Corner 1 2.7% Promocan 1 2.7% None 5 13.5%



PGBPG35

Other methods used by Distributors for product searches:

Please rate the following types of technology products and tools that you use in your business: 29

28AN Percentage N Percentage

Catalogs 14 25.0% Competitors 1 1.8%Internet 6 10.7% ESP 1 1.8%None 6 10.7% Info Line 1 1.8%SAGE 5 8.9% Juggler 1 1.8%Distributor Central 3 5.4% Logomall 1 1.8%Press-A-Print 3 5.4% PPB 1 1.8%Referral 3 5.4% Promo companies 1 1.8%Personal Experience 2 3.6% Proprietary 1 1.8%All available 2 3.6% Replink 1 1.8%Magazines 2 3.6% Retail 1 1.8%


Distributors N Mean ScoresProduct Search/Research Tool 705 4.50Accounting Software 704 3.85Artwork Creation and Management Tools 703 3.82Presentation Tool 701 3.47Order Management Tools 698 3.38E-Commerce Tools 697 2.86Web Development Tools 692 2.83Social Media 700 2.65

Values shown are MEAN scores (5 = Most Important 1 = Least Important )N=number of respondents

Distributors N Mean Scores

Product Search / Research Tool 705 4.50 Accounting Software 704 3.85 Artwork Creation and Management Tools 703 3.82 Presentation Tool 701 3.47 Order Management Tools 698 3.38 E-Commerce Tools 697 2.86 Web Development Tools 692 2.83 Social Media 700 2.65

*Values shown are MEAN scores (5 = Most Important 1 = Least Important ) **N=number of respondents

YES 6.0%

NO 94.0%

42

Are you currently trading online with suppliers using ePSA standards? 30

.

Please rate the following types of technology products and tools that you use in your business.

N=684 *N=number of respondents

29.

PG36

Are you currently trading online with suppliers using ePSA standards? 30


WEBSITE AND ONLINE PRESENCE

(Distributors Only)

PG38

What type of website does your company use? (Please check all that apply)

What percentage of your customer sales are transacted on your website or through an online store?

32

31

52.60%

27.90%

46.90%

Distributor-‐branded sales website(s)

Company store/program website(s)

Internally developed


1 to 5%

6 to 10%

11 to

15%

16 to

20%

21 to

25%

26 to 30

%

31an

d ab

ove%

55.2%

14.4% 13.1%

4.3% 4.7% 2.9% 5.4%

N=681, N=number of respondents

44

31.

32.

What is the percentage of your sales from customers transacted on your website or through an online store?


52.60%

27.90%

46.90%

Distributor-‐branded sales website(s)

Company store/program website(s)

Internally developed


1 to 5%

6 to 10%

11 to

15%

16 to

20%

21 to

25%

26 to 30

%

31an

d ab

ove%

55.2%

14.4% 13.1%

4.3% 4.7% 2.9% 5.4%


44

31.

32.

What is the percentage of your sales from customers transacted on your website or through an online store?




PRODUCT CATALOGS, IMAGES AND WEBSITES, ePSA STANDARDS, ARTWORK PRACTICES AND sm@rt CODES

(Suppliers Only)

PG40

How do you make your product catalog available to your customers?(Please check all that apply)

0.8% of 243 suppliers who chose “other” use the following methods:

33

33A

Distributor Central 1 14.3%

New website 1 14.3% Send Catalog when we send samples 1 14.3% Trade Shows 1 14.3% Zoom Catalog 1 14.3% No catalog 2 28.6%


81.50%

66.70%

24.70%

42.80%

79.40%

59.30%

0.80%

On the internet

On our website

Through a web service

Export files to customers

Provide hard copies of the catalog

Through promo`onal products industry research tools

other


46

How do you make your product catalog available to your customers?

(Please check all that apply) 26.

26a.

0.8% of 243 Suppliers who chose “Other” use the following methods: N Percentage

Distributor Central 1 14.3%New website 1 14.3%Send catalog when we send samples 1 14.3%Tradeshows 1 14.3%Zoom Catalog 1 14.3%No Catalog 2 28.6%



PG41

Where are your products images created and stored? (Please check all that apply)

How frequently do you provide updated product pricing to your search tool providers (e.g. ASI, SAGE, etc.)?

35

34

In-‐hou

se server

Artwork service

prov

ider

Prod

uct d

atab

ase

prov

ider

Other

89.80%

11.00% 13.10% 5.70%

N=293, *N=number of responses

other, 5.8%

We export files with current pricing on a quarterly basis,

7.8%

We export files with current pricing on a bi-‐annual basis,

7.4%

We provide updated pricing when we have changes,

68.3%

We use a service to update pricing with various providers;

1.2%

We do not provide product pricing to

any product database provider;

9.5%


47

28.

27.

How frequently do you provide updated product pricing to your search tool

providers (e.g. ASI, SAGE, etc.)


In-‐hou

se server

Artwork service

prov

ider

Prod

uct d

atab

ase

prov

ider

Other

89.80%

11.00% 13.10% 5.70%

N=293, *N=number of responses

other, 5.8%

We export files with current pricing on a quarterly basis,

7.8%

We export files with current pricing on a bi-‐annual basis,

7.4%

We provide updated pricing when we have changes,

68.3%

We use a service to update pricing with various providers;

1.2%

We do not provide product pricing to

any product database provider;

9.5%


47

28.

27.

How frequently do you provide updated product pricing to your search tool

providers (e.g. ASI, SAGE, etc.)




PG42

If you take orders on your website, who do you take orders from?(Please check all that apply)

What percentage of your sales come from customer orders transacted on your website?37

36

18.90%

87.10%

21.20%

Supplier reps Distributor customers End-‐user customers


64.9%

9.0% 10.0% 2.4% 4.3% 2.8%

6.6%

1 to 5% 6 to 10% 11 to 15% 16 to 20% 21 to 25% 26 to 30% 31% and above


48

29.

30.

If you take orders on your website, who do you take orders from?

(Please check all that apply)

What is the percentage of your sales from customer orders transacted on your website?

18.90%

87.10%

21.20%

Supplier reps Distributor customers End-‐user customers


64.9%

9.0% 10.0% 2.4% 4.3% 2.8%

6.6%

1 to 5% 6 to 10% 11 to 15% 16 to 20% 21 to 25% 26 to 30% 31% and above


48

29.

30.

If you take orders on your website, who do you take orders from?

(Please check all that apply)

What is the percentage of your sales from customer orders transacted on your website?



PG43

Are you currently trading online with distributors using ePSA standards?

In what applications do you process artwork? (Please check all that apply)39

38

yes 17%

No 83%

23.30%

4.20%

33.50%

73.30%

10.60%

88.10%

38.10%

30.90%

4.20%

5.50%

2.50%

3.00%

0.40%

4.20%

0.80%

QuarkXPress

Adobe FrameMaker

Adobe InDesign

Adobe Photoshop

Adobe Pagemaker

Adobe Illustrator

Adobe Acrobat

Corel Draw

Corel Photo Paint

Macromedia FreeHand

Microso_ PhotoDraw

PaintShop Pro

Micrografx Designer

AutoCAD

Other


49

32.

31.

In what applications do you process artwork? (Please check all that apply)


yes 17%

No 83%

23.30%

4.20%

33.50%

73.30%

10.60%

88.10%

38.10%

30.90%

4.20%

5.50%

2.50%

3.00%

0.40%

4.20%

0.80%

QuarkXPress

Adobe FrameMaker

Adobe InDesign

Adobe Photoshop

Adobe Pagemaker

Adobe Illustrator

Adobe Acrobat

Corel Draw

Corel Photo Paint

Macromedia FreeHand

Microso_ PhotoDraw

PaintShop Pro

Micrografx Designer

AutoCAD

Other


49

32.

31.

In what applications do you process artwork? (Please check all that apply)




=

YES 6.3%

NO, 93.7%

50

PG44

Are you using sm@rt Codes for the following:

Do you actively request sm@rt art from your distributors?41

40

In catalog; 20.10%

Sales literature; 10.10%

Website; 13.20% Not aware of

sm@rt Codes; 71.70%

On social media sites; 1.90%

In industry product search

tools; 5.00%

33.

34.

Are you using sm@rt Codes for the following?

Do you actively request sm@rt art from your distributors?


DEMOGRAPHICS

PGAPG46

What is the sales volume range of your company?

11.8%

29.5%

36.0%

9.8%

5.3%

3.9%

1.4%

0.9%

1.2%

0.1%

Below $15,000

$15,000-‐$50,000

$50,001-‐$250,000

$250,001-‐$500,000

$500,001-‐$1,000,000

$1,000,001-‐$2,500,000

$2,500,001-‐$5,000,000

$5,000,001-‐$10,000,000

$10,000,001-‐$15,000,000

$15,000,001 and above

DISTRIBUTORS N=769, *N=number of respondents

4.6%

6.5%

7.4%

4.6%

10.6%

13.4%

14.4%

16.7%

3.2%

2.8%

6.0%

6.0%

1.9%

1.9%

Below $50,000

$50,000-‐$100,000

$100,001-‐$250,000

$250,001-‐$500,000

$500,001-‐$1,000,000

$1,000,001-‐$2,500,000

$2,500,001-‐$5,000,000

$5,000,001-‐$10,000,000

$10,000,001-‐$15,000,000

$15,000,001-‐$20,000,000

$20,000,001-‐$50,000,000

$50,000,001-‐$100,000,000

$100,000,001-‐$250,000,000

$250,000,001 and above

SUPPLIERS N=216, *N=number of respondents


52

11.8%

29.5%

36.0%

9.8%

5.3%

3.9%

1.4%

0.9%

1.2%

0.1%

Below $15,000

$15,000-‐$50,000

$50,001-‐$250,000

$250,001-‐$500,000

$500,001-‐$1,000,000

$1,000,001-‐$2,500,000

$2,500,001-‐$5,000,000

$5,000,001-‐$10,000,000

$10,000,001-‐$15,000,000

$15,000,001 and above

DISTRIBUTORS N=769, *N=number of respondents

4.6%

6.5%

7.4%

4.6%

10.6%

13.4%

14.4%

16.7%

3.2%

2.8%

6.0%

6.0%

1.9%

1.9%

Below $50,000

$50,000-‐$100,000

$100,001-‐$250,000

$250,001-‐$500,000

$500,001-‐$1,000,000

$1,000,001-‐$2,500,000

$2,500,001-‐$5,000,000

$5,000,001-‐$10,000,000

$10,000,001-‐$15,000,000

$15,000,001-‐$20,000,000

$20,000,001-‐$50,000,000

$50,000,001-‐$100,000,000

$100,000,001-‐$250,000,000

$250,000,001 and above

SUPPLIERS N=216, *N=number of respondents


52



DISTRIBUTORS

SUPPLIERS

PG47

Are you a member of PPAI?

78%

88.3%

22%

11.7%


Suppliers (N=247)

*N=number of respondents Member Non member

Are you a member of PPAI?

53


a study of suppliers and distributors

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