How can manufacturers establish digital authority without disrupting traditional distribution?

In this episode, Nidhi Arora, Vice President, Ayna, talks with Paul Miller, former head of global e-commerce at Grainger, who helped turn it into a digital powerhouse. From CD-ROM catalogs to advanced e-commerce platforms, Miller shares how Grainger embraced digital tools to enhance customer engagement. He explores the evolving manufacturer-distributor dynamic and why manufacturers must take charge of their digital presence. As tech-savvy professionals reshape the workforce, Miller highlights a step-by-step approach to digital adoption that delivers real results.

Paul Miller led Grainger’s e-commerce expansion, making it one of the largest industrial digital platforms. His expertise in customer-centric digital strategies has been pivotal in Grainger’s transformation and broader industrial digitalization.

Discussion Points

• (00:00) Grainger’s early digital adoption and customer focus fueled its e-commerce success. Paul Miller shares key lessons.
• (12:04) B2B can learn from B2C—merchandising and tech help overcome skepticism and drive digital adoption.
• (17:10) Manufacturers must own their digital presence to stay competitive in an evolving market.
• (26:24) Industrial tech is rapidly evolving—Chicago event will explore key digital transformation trends.

Ayna is a premier advisory and implementation firm in the industrial technology space, leveraging a team of experienced leaders to help companies and investors drive performance improvement and value creation. The host of this episode Nidhi Arora is Vice President of Content & Marketing at Ayna.

For More Information

Paul Miller LinkedIn

Grainger

Titanium Economy

Ayna.AI Website

Nidhi Arora LinkedIn