A project manager on a multimillion-dollar jobsite can track a concrete pour with a drone and verify measurements to the millimeter with a laser scanner.

Yet, to order a set of replacement bolts, she still has to leave a voicemail for her supplier and hope for a callback. The disconnect between advanced field technology and outdated purchasing methods is not lost on those in the heavy industry. But that story is starting to change.

Ahead, you’ll learn about the latest construction industry trends and the forces driving the change.

Table of contents

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The state of construction in 2025: Market dynamics and opportunities

Construction is an industry of incredible innovation, considering we already have autonomous construction vehicles and 3D-printed buildings. So why are most of its $5 trillion in sales still happening over the phone and with paper invoices?

Despite its forward-thinking engineering, the construction industry's approach to commerce remains stuck in the past, with a staggering 93% of B2B sales still occurring offline.

These legacy systems are starting to show cracks. B2B buyers, who are consumers just like the rest of us, expect self-serve shopping experiences. That’s why 21.8% of manufacturers are prioritizing commerce in their digital transformation strategies over the next 12 months.

Evolving business models are reshaping construction

The hum of the dial-up modem may be officially gone, but its spirit lives on in a construction brand's back office. As companies seek more efficient ways to conduct business, they are developing ecommerce models that are transforming the roles of distributors and dealers.

The shift to direct-to-dealer and DTC models

Heavy equipment OEMs are building owned ecommerce channels so contractors can buy maintenance and wear parts without a phone call or counter visit. John Deere is a great example of this.

The brand's ecommerce site presents construction buyers with options like delivery or pickup at a local dealer. Buyers can also view different parts for their current machines. The flow prompts buyers to enter a model and serial number, then opens illustrated diagrams and directs them to the parts that fit that unit.

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This move addresses the needs of modern buyers, who require custom applications and detailed product specifications but are also drawn to the speed of platforms like Amazon for off-the-shelf components.

A smooth buying experience like John Deere’s helps contractors identify the parts they need faster and reorder them. For OEMs, you’ll capture more direct margin on SKUs with high reorder frequency and gain richer telemetry on failure and consumption rates. It also provides the opportunity to offer bundles and subscriptions for consumables like filters or fluids.

And John Deere isn't alone. Their biggest rival, Caterpillar, is making the same play with their parts.cat.com online store, showing how ecommerce is becoming the standard for doing business in heavy equipment.

Bypassing distributors for margin expansion

Facing tight margins and the push to go digital, manufacturers are increasingly choosing to bypass distributors and sell directly to certain customers.

A shift like this can complicate operations like logistics and storage in the short term, but the long-term benefits are substantial. The single biggest advantage is margin expansion after cutting out intermediaries, which can provide a 10%–15% increase in operating margins.

Direct models don't have to be an all-or-nothing proposition. Brands can adopt a hybrid approach:

\nDirect-to-dealer (D2D) portals for price-protected assortments sold to established partners
\nDirect-to-consumer (DTC) sites for consumables, aftermarket parts, and services

A B2B commerce platform that lets you operate business sales and DTC on the same platform also opens up new revenue streams. Industrial players are incorporating connectivity features such as sensors, telematics, and remote diagnostics to unlock premium services, including predictive maintenance, monitoring, and replenishment.

If you think connectivity is a long-term bet, think again. The payback is incredibly fast. According to a 2024 Nokia study, 93% of companies that adopted private wireless saw a return on their investment within a year, with a remarkable 78% achieving this in less than six months.

A good example of these digitized products is home energy management systems. Providers like Generac offer HEMS bundles, such as the PWRview and PWRcell, to provide the real-time usage data and battery-solar coordination that buyers now expect.

Integration of physical and digital channels

As the industry consolidates physical channels with digital B2B and DTC, the technology stack grows more critical. Shopify’s native B2B unified commerce software makes this possible. Key features include:

\nCompany profiles: Set up unique catalogs, payment terms, and tax rules for each B2B customer.
\nBuyer-specific catalogs and pricing: Show different B2B buyers their own unique product assortments and price lists.
\nQuantity rules and payment terms: Create rules for bulk ordering and offer flexible payment options like net terms.
\nSelf-service buyer portal: Give B2B customers a self-service portal to manage their accounts, place orders, and track their purchase history.

Merchants adopting B2B on Shopify have seen up to 33% more self-serve orders within 12 months, indicating strong buyer demand for this workflow.

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Digital transformation: The biggest opportunity in construction

The new direct-selling websites are an important development, but they are the outcome of a much bigger trend. To understand why the push for digital transformation has been slower in this industry than in others, it’s first necessary to recognize the operational challenges that have made it resistant to change.

Why 93% of construction transactions still happen offline

It’s hard to standardize the purchasing process for ecommerce. In B2B, buyers still use a mix of channels like email, field sales, phone, and portals.

Building products are among the least digitized categories, with thousands of SKUs ranging from raw materials to finished assemblies and heavy reliance on specs, codes, and compatibility. Without fitment tools and contract pricing online, they default to human help to avoid costly misorders.

Unlike buying for a warehouse, construction purchasing is driven entirely by the project. Every order is tied to a specific jobsite, a particular phase of the build, and the crew on the ground. Procurement typically accounts for 40%–70% of a contractor’s spending, and runs through negotiated pricing, POs, and submittals.

For big or bulk orders, buyers usually call the supplier to negotiate a better price instead of buying online. For very complex jobs, it can take years to finalize a price, with numerous back-and-forth quotes required to account for fluctuating material costs. These strenuous workflows are traditionally handled with reps and paperwork.

B2B ecommerce adoption accelerating in construction materials

Manufacturers and distributors of building products are increasingly moving toward digital purchasing journeys.

QXO, the largest supplier of roofing and waterproof supplies in North America, achieved record sales through their digital channels in full-year 2024, and reported expanding their PRO+ ecommerce suite to include ordering, delivery tracking, and templates to Canada.

Lumber and building materials leader Builders FirstSource rolled out myBLDR in early 2024, which centralizes quotes, online orders, scheduling, and delivery photos as part of a broad digital push to improve the contractor experience and impress investors.

The theme is the same across roofing distribution and cement, regardless of category—forward-thinking brands are embracing digital self-service. As buyers become more comfortable placing large orders online, the barrier to entry for big-ticket purchases will continue to fall.

How leading contractors achieve 30%–90% revenue growth through digital channels

If there’s one thing the best contractors have in common, it’s generating demand online. Whether that’s through marketplaces like the Procore Construction Network or standing up their own B2B ecommerce websites, firms that make it effortless to buy online are seeing a lift in revenue.

Meeting evolving customer expectations

The expectations of today's B2B buyers are increasingly shaped by their experiences in the consumer world. This shift is creating a new sense of urgency for suppliers to provide simple, efficient, and user-friendly digital purchasing options.

Demand for frictionless buying experiences

Customers in construction (and everywhere in B2B these days), expect fast, self-serve ordering with clear credit options. A 2024 Forrester-commissioned survey found 73% of buyers expect the same convenient online experience they enjoy in B2C.

In another study, 7 in 10 B2B buyers now prefer to place orders online rather than via phone or email. And 83% will abandon a purchase if no payment terms are offered. Platforms like Shopify let you mirror offline contracts online with company profiles and negotiated payment terms.

\"B2B — Customize payment terms for B2B buyers in your Shopify admin.

Mobile-first solutions for field operations

Onsite teams need immediate approvals and availability to keep jobs moving. Your ecommerce store should make it easy for operators to create and manage purchase orders, so approvers can review and release spend immediately.

Bonus points if your mobile store displays real-time branch inventory and offers pickup or delivery options, so techs know what’s available nearby.

Customization and design flexibility

Some buyers will need commercial off-the-shelf (COTS) products, but construction also requires customized solutions. This need is creating new opportunities in areas such as modular/offsite systems, 3D-printed construction, and tailored machinery.

However, selling complex products online with specific configurations, like a motor’s voltage or torque requirements, is challenging. Digital commerce platforms must now support visualization and customization tools, allowing buyers and engineers to order based on their specific requirements.

Siemens, for example, lets buyers build their own components with their Product Configurator. Buyers can configure motors, converters, and systems with an easy-to-use tool and place their order directly online.

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Explore how to run and grow your B2B business on Shopify

Shopify comes with built-in B2B features that help you sell wholesale and direct to consumers from the same website. Tailor the shopping experience for each buyer with customized product and pricing publishing, quantity rules, payment terms, and more.

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Managing supply chain volatility and costs

The industrial and construction sectors are navigating a perfect storm. Soaring material costs, a persistent labor crisis, and unpredictable supply chains are squeezing margins from every direction.

But savvy companies are reworking their operations with smarter procurement strategies and digital tools to protect profitability.

Rising material costs and procurement strategies

The prices of essential raw materials, such as steel, plastics, and semiconductors, have surged by 20%-40% in recent years, placing pressure on production budgets.

The volatility is driven by tariffs and geopolitical factors, and affects everything from copper to specialized components, such as neodymium magnets, which are now expensive and difficult to source.

To cope, companies have to pass these increases on to their customers and use more dynamic procurement strategies, such as:

\nFlexible quoting: For complex, long-cycle projects, many now provide non-firm quotes with margins as wide as +/- 30% to account for fluctuations in commodity prices and currency.
\nFrequent price updates: Instead of annual price adjustments, manufacturers are updating costs monthly to keep pace with market changes.
\nSupply chain resilience: Companies are actively nearshoring production and diversifying their supplier base to minimize the risks associated with global supply chains. This is a major gripe for custom parts, where reliance on a single supplier for specialized tooling can leave a company vulnerable to sudden price hikes.

Labor shortages driving automation

There is a huge shortage of workers in the manufacturing industry, with a global gap of 85 million workers expected by 2030. Companies are having to pay more to hire workers, driving up labor costs. As a result, many are investing in robots and innovative factory technology, known as Industry 4.0.

Workforce skills are also shifting slightly. New workers are being required to learn technologies such as building information modeling (BIM), the Internet of Things (IoT), and robotics to enhance safety on construction sites.

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Digital solutions for inventory management

Another major trend in construction is improvements in inventory management. For producers of simple materials, such as cement and lumber, AI-driven tools are improving demand forecasting and simplifying bulk order management. Analytics can also scan enterprise resource planning (ERP) data to pinpoint overpriced suppliers or inefficient lead times, directly improving financial outcomes.

For manufacturers dealing with thousands of specialized SKUs, a simple online catalog won't cut it. Their ecommerce platform has one non-negotiable job—it must talk to their ERP system in real time.

The ERP is the company's brain, holding the single source of truth for pricing, inventory, and product data. If the ecommerce site isn't perfectly synced, the entire operation risks chaos, from incorrect price quotes to selling inventory that doesn't exist.

Sustainability and regulatory compliance

The UN’s Environmental Programme 2024/2025 report found that the building and construction sector is a primary driver of the climate crisis. To date, it accounts for 32% of the global energy supply and contributes to 34% of global CO2 emissions.

And builders aren’t against doing something about it. In fact, a 2024 report found that around 34% of projects were labeled as “green” and confirmed large-scale participation in green building.

Environmental, social, and governance (ESG) reporting requirements tightening

Sustainability is a growing challenge for construction companies and their suppliers as regulations tighten globally. Here are the latest regulations:

\nCanada: New Sustainability Disclosure Standards (CSDS 1 and 2) will soon require companies to report on Scope 1 (direct), Scope 2 (indirect), and Scope 3 (value chain) greenhouse gas emissions. These mandates require greater transparency in sourcing and compliance across the entire supply chain.
\nISSB (IFRS S1/S2): Countries worldwide are aligning on a single, unified set of rules for how companies should report sustainability information. During 2024 and 2025, countries such as Canada, Japan, Singapore, and Australia adopted these international standards, known as IFRS S1/S2.
\nUnited States: The US Securities and Exchange Commission (SEC) created its own climate disclosure rule in March 2024. However, that rule is currently on hold due to ongoing lawsuits. In 2025, the SEC decided to pause its defense of the rule while the courts review it.

A good way to prepare to meet emerging global standards includes:

Add Environmental Product Declaration (EPD)/ESG data, such as PCR, GWP, facility, and third-party verifier, to product pages and exportable spec packs.
Enable company-specific catalogs and terms so public-sector buyers can purchase pre-approved, compliant items.
Provide a compliance hub with downloadable EPDs, declarations, and chain-of-custody docs per SKU.

Green building materials and the circular economy

In response to these market pressures, the industry is experiencing a growing demand for eco-friendly materials. Companies are pursuing certifications like the ISO environmental standard through initiatives like installing solar panels and adopting greener operational practices.

Material brands are taking note. There is a growing number of materials producers that offer low-carbon mixes and circular solutions at scale:

\nCEMEX Vertua: Low-carbon ready-mix line with EPDs and third-party certifications
\nHolcim ECOCycle: A circular technology that recycles CDM (construction and demolition materials) into new concrete and cement

If you want to become greener, start by looking at where you can reduce your carbon footprint.

For example, you could analyze your shipping and logistics data to identify the largest sources of emissions. Maybe you can switch to a regional supplier for raw materials instead of an overseas one to cut down your carbon output. Or invest in a fleet of electric-powered excavators or cranes for construction projects in city centers.

Be forward about the eco-friendly products and services you offer. Highlight low-carbon product variants and recycled content on your PDPs. Let buyers filter by GWP/EPD to meet their sustainability requirements. You can even offer take-back SKUs, like demo waste, as purchasable items.

Meeting buyer demand for sustainable construction

Owners and public agencies are pushing low-carbon choices from the top down. Builders are increasing their green activities, and as a result, product selection is being evaluated through verifiable EPD data and internal carbon targets.

Procurement teams are meeting buyers on the playing field. Buy Clean policies now require third-party verified EPDs in bids, and agencies are standardizing EPD data quality and GWP thresholds. Industry surveys in 2025 find more than 80% of producers/AEC pros say EPDs influence architecture, engineering, and construction (AEC) purchasing. So, basically, it’s no EPD, no shortlist.

Technology adoption transforming operations

The advancement of technology in AEC is impressive, but safety is always the primary consideration. Overall, the construction site is getting a major tech upgrade. We’re seeing more sensors, autonomous and remote operations, and site robots than ever before.

Industry 4.0 implementation in construction

Safety standards are getting a much-needed refresh. In 2025, ISO rolled out the first big overhaul to its leading industrial robot safety standard (ISO 10218 -1/2). This was huge because it gave clarity on risk reduction, integration, and human-robot interactions, which are important as robots leave the factory floor for the jobsite.

US agencies are on the same page. The National Institute for Occupational Safety and Health (NIOSH) published research in 2024 focused on safe human-robot collaboration specifically for construction. The Occupational Safety and Health Administration (OSHA) has also cautioned that many robot incidents happen during non-routine tasks like programming and maintenance, which are the exact moments teams will interact more with new AI-enabled equipment.

So, what does this mean for you? It's time to level up your safety playbook to focus on:

Updated job hazard analyses
Clear geo-fenced work zones
Solid lockout/tagout procedures for autonomous modes
Proper training for working in shared human-robot workspaces

Overcoming technology challenges

When it comes to Industry 4.0 tech in construction, the quickest return on investment (ROI) is simple: uptime. Keeping heavy equipment running is the name of the game, and major manufacturers are all-in with smart platforms to make it happen.

\nCaterpillar’s VisionLink is like a health tracker for your fleet. It pulls together data from telematics, fluid analysis, and inspections to predict failures before they happen.
\nJohn Deere Connected Support uses its JDLink system to stream machine health data to monitoring centers. If they spot a problem, they issue Expert Alerts so you can make proactive fixes.
\nKomatsu’s KOMTRAX and KOMTRAX Plus go a step further with remote diagnostics and can even handle controller reprogramming from a distance, cutting down on site visits and repair times.

No longer does your fleet have to be the “fix-it-when-it-breaks” type. The technological advancements in construction help you obtain higher equipment utilization and way less unplanned downtime.

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Construction industry trends FAQ

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What percentage of construction sales happen online?

Only about 7% of B2B construction sales happen online, meaning the vast majority are still conducted through traditional offline channels. However, this number is growing quickly as more manufacturers and distributors invest in B2B ecommerce platforms to meet modern buyer expectations.

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How long does digital transformation take in construction?

Digital transformation is an ongoing process rather than a project with a defined endpoint. That said, specific technology initiatives can deliver a rapid return on investment (ROI), with recent studies showing that 93% of companies adopting private wireless see a payback within the first year.

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What's driving the shift to modular construction?

The need for greater efficiency and cost control drives the move toward modular and offsite construction. Faced with rising material costs and persistent labor shortages, companies are adopting modular methods to expedite project timelines, minimize waste, and maintain higher quality control in a factory setting.

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Which construction trends offer the highest ROI?

Initiatives that directly address operational efficiency and sales channels tend to offer the highest ROI. These include:

Adopting B2B ecommerce to increase direct margins
Using IoT and telematics for predictive maintenance to maximize equipment uptime
Investing in automation to offset high labor costs

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How are construction companies managing rising costs?

Companies are adopting more dynamic procurement strategies to manage volatility. This includes using flexible quoting for major construction projects, updating price lists more frequently, and building supply chain resilience by diversifying their supplier base and nearshoring production where possible.

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Moving to online sales is a big shift for a sector renowned for its complex products and sales driven by personal relationships.

Many suppliers have found it challenging to replicate those relationships at scale through a digital interface. Hence, the industrial sector’s slower adoption of digital channels, with only 7% of sales happening online—but that is changing fast.

A digital-first approach empowers manufacturers to gain more control over their branding and customer relationships. It also allows for margin expansion, since intermediaries are removed, which can save 10%–15%.

Ahead, you’ll learn what industrial ecommerce is all about and how Shopify can help you meet the demands of today’s B2B buyers.

Table of contents

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What is industrial ecommerce?

Industrial ecommerce refers to buying and selling industrial goods and services online. It includes both heavy and light products, each with its own buying process:

\nHeavy products are large-scale, high-cost assets such as complex machinery and highly configured equipment. Their online experiences focus on providing technical specifications, customization tools like 3D models, and easy ways to request a formal quote (RFQ).
\nLight products cover suppliers' needs for maintenance, repair, and operations (MRO). These are typically commercial off-the-shelf (COTS) products, such as safety equipment, raw materials, and fasteners—and are perfect candidates for online sales. Buyers can easily place bulk orders with minimal stakeholder involvement, reorder consumables, and manage their accounts through self-service portals.

Industrial ecommerce requires the right B2B ecommerce platform. With Shopify B2B, you can build consumer-like online experiences for buyers that drive sales, all while connecting to major enterprise resource planning (ERP) systems like NetSuite and SAP.

Key characteristics of industrial commerce

Industrial is complex, and selling involves tailoring many elements to your buyers. Unlike retail shopping, different stakeholders need different things from a partner.

Engineers typically interact directly with suppliers just to get the detailed 3D models or technical spec sheets they need for a project. Ecommerce solves that, as anyone can log in to their account and get the info they need without phone calls or emails.

Other characteristics of industrial ecommerce include:

\nComplex product configurations: Industrial products often require customization at different levels. This could be as simple as adding one cable, or as complex as customizing an entire machine or production line. Buyers rely on detailed technical specs, 3D models, and datasheets to make a purchase.
\nIntricate quoting and pricing: The B2B buying cycle for industrial products can average between 6 and 18 months, and prices are rarely fixed. An industrial ecommerce site must accommodate tiered pricing, volume discounts, customer-specific contracts, and RFQs.
\nSpecialized ordering processes: Buyers need tools like bulk ordering from a SKU list, and easy reordering of past parts. Younger buyers also appreciate (and prefer) self-service portals to manage their accounts, view order histories, and handle invoices.
\nIntegration with existing systems: A critical feature is connecting with a company's back-end systems to keep inventory, pricing, and buyer information accurate and up to date. Your ERP is the nucleus of the entire company, so successful ecommerce relies on seamless data transfer between platforms.
\nFlexible payment options: The platform must support purchase orders, payment on credit terms like net 30, and even subscription models for recurring needs.

Transitioning to online sales is not an overnight process. It’ll take some coordination and work, but leading brands are already making the move successfully.

How industrial ecommerce differs from traditional B2B sales

Moving to ecommerce is a big jump from the sales methods the industry has trusted for decades. While traditional channels remain important, ecommerce offers a more efficient, scalable, and customer-focused way to do business.

For years, industrial sales have depended on:

\nDirect sales reps: Field teams building personal relationships with clients
\nPhone and email orders: Using contact centers to handle quotes and purchases
\nDistributor networks: Third-party sellers who stock and sell a manufacturer's products

These traditional methods still account for most of sales in North America. But while traditional sales are constrained by geography and human capacity, ecommerce platforms are available 24/7, globally.

It’s a strategy being embraced by industry leaders like Caterpillar and Stanley Black & Decker to create a more streamlined buying process that meets modern B2B buyer expectations.

The industrial ecommerce transformation imperative

For industrial manufacturers, the question is no longer whether to adopt ecommerce, but how quickly they can do it.

The pressure to get online comes from all sides, from buyer expectations to C-suite pressures to capture more market share. Relying solely on traditional sales is not a reasonable long-term strategy.

Limited current online sales penetration

The industrial sector has low digital maturity compared to most industries. As mentioned above, only around 7% of total sales come from online channels.

There are a few reasons for this. One is that in the United States, there are many manufacturers with revenue under $100 million per year.

These are the equivalent of mom-and-pop retail stores; they tend to innovate more slowly than larger behemoths with the resources to spend on robotics, AI, and automation.

Some of these manufacturers also face low competition, so the pressure to adopt digital solutions isn’t there just yet. However, as more millennials and Gen Z individuals enter manufacturing, whether as buyers or sellers, the growth potential ahead is limitless for ecommerce.

Massive market opportunity ahead

That said, the incentive to capture even a fraction of the market is enormous. The North American Industrial Distribution market is projected to reach $10 trillion by 2028.

Within this landscape, the addressable digital commerce market in North America alone is estimated to be $54.9 billion, with projections indicating it will grow to $259 billion by 2027. This reality is not lost on industry leaders. Fifty percent of B2B manufacturersnow consider ecommerce a primary focus of their digital transformation efforts over the next 12–24 months.

Ecommerce is essential for future success

It’s clear ecommerce is becoming a critical channel for the industrial industry. Those who are defining the future are blending their physical and digital operations.

Look at Carrier, a world leader in HVAC and refrigeration. They were struggling with legacy systems where launching a new ecommerce site took 9-12 months and cost up to $2 million. After migrating to Shopify, they transformed their digital capabilities and reduced the launch time for new experiences to just 30 days at 10% of the previous cost.

Direct-to-consumer growth acceleration

Perhaps the most significant driver of this imperative is the growth of direct-to-consumer (DTC) sales. Manufacturers who have opened up a direct online channel have experienced a 176% year-over-year increase in orders, with the sector's DTC sales growing from $77 billion to $213 billion in 2023.

Technical requirements for industrial ecommerce platforms

Complex product catalog management

Industrial catalogs can grow fast. A single configurable item can explode into tens of thousands of sellable SKUs once you layer in length, diameter, material grade, pressure rating, regional certifications, and pack sizes.

A quarter-inch hydraulic hose that ships in eight bore sizes, six reinforcement options, nine end-fitting types, and 20 length increments already yields 8 × 6 × 9 × 20 = 8,640 discrete SKUs for one product. Multiply that across 250 hose families, and the catalog passes the two million SKU mark before you’ve added clamps, seals, or service kits.

Attribution data helps here. Engineers want to filter by burst pressure (psi/bar), bend radius, or ISO standard, fields that don’t exist in a retail schema but can live in Shopify metafields or a connected product information management (PIM) system.

Plus, regulatory documents must accompany SKUs. Safety data sheets (SDS), certificates of conformity, CAD drawings, and installation PDFs attach as digital assets, so field technicians can retrieve them on mobile.

ERP and legacy system integration

A major challenge for industrial buyers is the difficulty of integrating legacy systems with modern commerce platforms. Most importantly, the ERP holds all your information like orders, schedules, pricing, and part data from the bill of materials (BOM).

Therefore, a critical requirement is seamless integration with existing complex systems, including ERP, electronic data interchange (EDI), order management systems (OMS), warehouse management systems (WMS), and customer relationship management (CRM) systems. Events like the mandatory SAP S/4HANA upgrade present a moment when companies reevaluate their entire platform ecosystem, making deep integration a top priority.

Shopify's flexibility, agility, and extensive partner ecosystem enable integration with existing ERP and financial systems. Explore Shopify’s Global ERP Program to see what integrations are possible.

Custom configurators and product personalization

Confirming an industrial product online is hardly ever a two-option dropdown. It usually resembles a branching decision tree that requires AND/OR logic and dependency rules to prevent impossible builds.

A key requirement is a tool that allows buyers to configure products with multiple components based on a set of business rules, see the price adjust dynamically, and submit the final configuration for a formal quote. For example, a buyer might need to select a specific coil, voltage, and torque for a specialized motor.

When building a product online, the two most important pieces of information the configurator must provide are the final price and the lead time. This is because the cost of materials can change frequently, so prices may need to be requoted often.

Bulk ordering and volume-based pricing

Industrial customers often purchase in large quantities, so they require a platform that offers flexible pricing and discounts for bulk orders. The system must handle special pricing that varies based on the quantity a customer purchases.

It also needs to offer specific prices to certain customers based on their contracts. A key feature is an online portal where business customers can easily manage and place their own bulk orders. Shopify offers these tools through its B2B features, helping businesses handle large-scale orders and set up automatic reorders for customers.

Overcoming common industrial ecommerce challenges

Industrial and manufacturing companies face a unique set of hurdles when moving their businesses online.

Breaking free from traditional sales

A major hurdle is the industry's deep trust in traditional sales. Most sales still come from direct reps, distributors, and phone orders.

Smaller manufacturers are usually slower to adopt new tech, because they are led by an older generation, hesitant to invest in tools like ecommerce. However, the pressure is on as competitors leveraging modern technology are gaining more market share. As these companies hire younger engineers and managers, they’ll accelerate adoption of ecommerce as a sales channel.

Managing supply chain volatility

Unstable supply chains and rising costs for raw materials like copper and steel are causing major disruptions. To manage this, many companies adopt strategies like nearshoring to reduce risk.

For complex jobs with long sales cycles, a common approach is to give non-firm price quotes with a wide margin, like +/- 30%. They then requote as material costs and project details become final.

Simplifying complex B2B purchasing

Industrial purchasing is complicated, often requiring product customization, special pricing, and complex order fulfillment.

While B2B sales involve stable, predictable batch orders, many companies are also adding direct-to-consumer (DTC) sales. DTC can be profitable but brings unpredictable demand, which makes production scheduling difficult.

Addressing technical debt and innovation

Internal IT teams often struggle with outdated systems (technical debt) and a shortage of developers. This leads many companies to choose out-of-the-box ecommerce solutions.

The biggest trend in innovation is Industry 4.0, driven by adoption of artificial intelligence (AI) and automation. The best strategy is to focus technology spending on automating the biggest cost-drivers, whether it's using AI for engineering or robotics on the factory floor.

Navigating regulatory complexity

The regulatory landscape is getting more complex. Manufacturers must continuously update their pricing and operations to comply with rules for trade tariffs, cybersecurity, and worker safety.

Growing pressure comes from the drive for sustainability and ESG compliance, largely driven by regulations. This forces companies to get environmental certifications and prepare for new rules on waste and chemical disposal.

Volatility from tariffs and trade wars is adding stress to the process. For example, a US servo-motor maker that uses 250 grams of magnet material per motor saw their magnet cost jump from $15.75 (0.25 kg × $63) to $29.50 (0.25 kg × $118), an 87% increase.

With margins already thin, the manufacturer has little choice but to pass most of that delta straight through to customers, which raised motor prices by $13–$15 per unit.

Meeting evolving customer and buyer expectations

Delivering seamless, frictionless online experiences

Believe it or not, B2B buyers also buy parts from Amazon. The ease of finding and purchasing off-the-shelf components has influenced buying behavior across organizations.

Complex checkouts are a point of failure. A modern platform must offer an intuitive, self-service experience that simplifies the entire ordering process, meeting buyers’ current expectations.

Providing personalized and mobile-first experiences

A manager's worksite is also on their phones, and your commerce platform needs to be too.

A mobile-first experience is essential, especially for field technicians who need to order parts, view schematics, or manage budgets directly from the jobsite on a phone or tablet. The platform must be just as powerful and easy to use on a mobile device as it is on a desktop.

Offering flexible payment options

Industrial commerce runs on purchase orders and credit terms. Buyers need payment options that align with their company’s procurement processes. This means B2B payment methods like negotiated pricing, payment on networks, and automated approvals and invoicing are a must to make large-scale orders easy.

\"B2B — Customize payment terms for B2B buyers in your Shopify admin.

Supporting sustainability and transparency demands

Both consumers and business buyers increasingly demand eco-friendly products and greater transparency from manufacturers. This pushes companies to meet sustainability standards and ensure regulatory compliance in their operations.

While the C-suite is sometimes cautious about the investment, they see potential in a \"green premium\" driven by customer demand. Platforms must support this by offering tools to showcase eco-certifications, track environmental impact, and help businesses with their sustainability reporting requirements.

Why composable architecture matters for industrial businesses

In 2025, industrial brands have enough going on with supply chain volatility and fluctuating costs. The last thing they need is an ecommerce system that breaks or lags once all the customizations are made.

Shopify’s composable approach, built on hundreds of open APIs and pick-your-own commerce components, lets teams plug in the exact building blocks they need. This Lego-style model, known as composable commerce, is an architecture for modular services that can be snapped together and swapped out without rewriting the whole stack.

💡Did you know? Shopify is the only vendor named a Leader by both Forrester (B2B Wave 2024) and IDC (B2C MarketScape 2024). Learn more about how Shopify powers enterprise commerce.

Flexibility to integrate with existing systems

ERP and product information management (PIM) accelerators for SAP, NetSuite, Microsoft Dynamics, and Infor keep contract pricing, inventory, and order data in sync.
API-first design means teams can bolt on Algolia (search), Optimizely (CMS), or any bespoke microservice without touching core checkout.
Carrier proved the model, migrating from a legacy stack and launching fully-integrated B2B sites 90% faster at 10% of the previous cost.
Shopify’s Shop Component library and more than 1,800 public APIs give teams plumbing out of the box, plus Lego bricks for anything bespoke.

Scalability for growing product catalogs and customer bases

Shopify’s global edge network now spans over 300 points of presence and is tested at 40,000 checkouts per minute with 99.9% uptime.
Commerce Components let brands clone storefronts, localize pricing, and serve OEM, aftermarket, and DTC audiences, all on one codebase.

Customization capabilities for unique business requirements

Hydrogen (Shopify’s React framework) powers field-service portals, RFQ-first flows, or punch-out catalog experiences and leverages Shopify’s PCI-compliant payments and tax logic.
Each component, like catalog, cart, and checkout, can be versioned and deployed independently, so product teams ship updates quickly.
Over 12,000 verified apps and 2,100 technology partners let IT leaders integrate best-in-class services without custom code.

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Unlocking aftermarket and service opportunities

Selling parts and services after the initial purchase is a huge opportunity for industrial companies to grow. This aftermarket is worth $405.6 billion, and it's 2.5 times more profitable than selling brand new machines.

Companies sell aftermarket parts to both other businesses (B2B) and regular customers (DTC/B2C). This includes selling replacement parts, offering repair services, and providing maintenance packages and extended warranties.

For big companies, especially in the heavy machinery sector, revenue generated through aftermarket sales is a key performance indicator (KPI) they watch closely.

Strategies for monetizing aftermarket digitally

More companies are turning to ecommerce to sell aftermarket parts and services. But throwing up a website isn’t enough, especially when distributor marketplaces like DigiKey and Amazon have made the sales process nearly instant.

Here are some high-impact plays for monetizing the aftermarket:

\nSelf-service portals: Buyers want 24/7 access to BOM-level catalogues, real-time availability, and VIN/serial-number lookups.
\nAuto-replenishment and subscriptions: Consumables like filters, lubricants, and PPE can drive predictable recurring revenue.
\nPredictive maintenance and pay-per-output models: Internet of Things (IoT) data enables outcome-based service contracts that lock in lifetime value (LTV).
\nDynamic pricing: Contract customers expect negotiated discounts, which can be implemented with Shopify’s B2B price lists.
\nService plan bundles: Bundled coverage increases attachment rates and keeps customers on OEM parts.

This is where platforms like Shopify come in. They help businesses sell directly to customers, automate recurring orders for parts and services, and bundle items together.

How Shopify enables rapid industrial ecommerce success

Reducing total cost of ownership and customer acquisition costs

Shopify is a top option for industrial companies that want to start selling online. A big advantage is that it costs less to own and run than more complicated options like SAP or Magento.

On average, Shopify offers a 36% lower TCO than competitors. It’s an excellent way to get stores online faster and offers smart tools to help lower the high cost of finding new customers in this industry.

Find out how much you can reduce costs with our TCO calculator outperforms the competition.

To learn more, and to see how we can help your business reduce costs, check out our TCO calculator.

\nUse the TCO calculator\n

Streamlining buying processes with self-service capabilities

Shopify makes the difficult industrial buying process easier by giving business buyers the smooth, self-service online experience they are used to.

A main feature is the B2B self-service portal, where business customers can manage their accounts and easily place large orders on their own. The platform also supports creating custom products using partner apps, which makes it simpler for customers to find what they need and buy it.

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Enabling rapid testing and monetization of new business ideas

Shopify's platform lets manufacturers test and launch new business ideas quickly and cheaply. Rapid deployment is essential for monetizing innovative ideas, like selling directly to customers or offering subscriptions for parts and services.

“There’s a massive opportunity for us to unlock new selling motions, channel partners, and other areas of the business. Commerce allows us to get very close to our buying audience. For us to monetize a new idea in 30 days is essentially an opportunity to test billion-dollar ideas. Instead of waiting years to do it, Shopify allows us to do it in weeks,” says Steve Duran, associate director of global commerce at Carrier.

“If you want lower TCO, rapid deployment, and a platform that is growing at a rate faster than you can develop it yourself, then I would encourage you to look at Shopify.”

Industrial ecommerce FAQ

What makes industrial ecommerce different from regular B2B ecommerce?

Industrial storefronts must present engineering data, like tolerances, certifications, and CAD files, as well as enforce configuration rules that prevent impossible builds. They also support contract-specific pricing and replenishment schedules tied directly to the manufacturer’s ERP and production lines.

How long does it typically take to implement an industrial ecommerce platform?

A focused aftermarket MVP on Shopify can go live in 3-4 months, but adding configurators and multi-site rollouts usually extends the timeline to 6-12 months. Certified connectors and composable APIs shorten these windows versus traditional monolithic stacks.

What are the most important integrations for industrial ecommerce?

The essentials are ERP (pricing, ATP), PIM/MDM (deep attributes), and CPQ or rules engines for configuration. EDI/iPaaS, WMS/OMS, and CRM tie the storefront into logistics, messaging, and customer-service workflows.

How can industrial companies measure ecommerce ROI?

Track incremental digital revenue and aftermarket-parts margin lift, then subtract cost-to-serve savings from self-service ordering. Payback is usually provable within 6-12 months via higher repeat purchase rates and lower manual-order overhead.

What security considerations are unique to industrial ecommerce?

Protect proprietary CAD/spec files with authenticated downloads, and geofence export-controlled items (ITAR/EAR). Segregating IoT/OT data from the public storefront and enforcing SSO or MFA for buyer portals mitigates IP theft and compliance risks.

","Industrial ecommerce is changing manufacturing for the better. Learn how moving B2B sales online helps you control branding, expand margins, and meet modern buyer needs.","

Industrial ecommerce is changing manufacturing for the better. Learn how moving B2B sales online helps you control branding, expand margins, and meet modern buyer needs.

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