B2B Online

May 08 - 10, 2017

Chicago Renaissance Downtown

Contact Us: 888-482-6012

 Brock Hirschman
Brock Hirschman Director, ePro Operations W. W. Grainger, Inc.
Brock is currently the Director of ePRO Operations at W.W. Grainger, North America's leading broad line supplier of maintenance, repair and operating products.  He is responsible for leading a team that drives implementation, penetration and adoption of Grainger’s B2B eCommerce and eProcurement solutions across the large market customer base.  He also works closely with IT, eCommerce Development, Sales, and customers to develop, integrate, and deploy Grainger’s digital solutions.  Prior to Grainger, Brock spent more than 20-years in the Office Supply industry where he led teams that developed and implemented B2B eCommerce solutions that accounted for more than 85% of total sales.

Day Three: Retention & The Customer Journey

10:50 AM Panel: Don’t Be a Commodity, It’s Not Worth the Price

For many B2B companies, they sit in a saturated market, made even more saturated by the introduction of marketplaces.  So how does everyone compete?  When you are losing market share, many resort to cutting prices.  But this is only a temporary solution.  In order to really compete in today’s digital world, you must deliver a differentiated experience.

Competing in a saturated market without resorting to price hacking
Building a relationship through your marketplaces so you are not reliant on your pricing
Creating an experience that goes beyond the shopping cart