2019 UPS Industrial Buying Dynamics Study

In the fourth installment of the Industrial Buying Dynamics study, we take a deep dive into how a new wave of buyers are shaping the buying landscape today. We focus on the dynamics of these buyers – who they are, what they want, how they buy, and where they buy.

The rise of workplace Millennials (born 1981-1996) ushers in a robust demographic that holds far less loyalty to the past. This youthful wave of buyers is tech-savvy, wants orders at speed, and often expects services such as post-purchase support that go far beyond what’s expected in the traditional industry buying process.

As many retire or move into second careers, Baby Boomers (born 1946-1964) appear in the 2019 survey in diminishing proportions … and with diminishing buying clout. Another age demographic, the Generation Xers (born 1965-1980) generally follow habits that fall somewhere between the paper-and-pencil tendencies of Boomers and the tech savvy skills of Millennials.

The 2019 Industrial Buying Dynamics Study identifies and analyzes four key trends shaping buying dynamics.