Industry specialists highlight four strategic drivers, online presence, omnichannel engagement, inventory transparency, and automation, that are reshaping the automotive aftermarket landscape amidst rising digital adoption among B2B customers.
The automotive aftermarket is undergoing a decisive digital transformation, compelling manufacturers and wholesalers of spare parts to rethink their sales and service strategies to keep pace with evolving B2B customer expectations...
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. Industry specialists like Speed4Trade are providing critical guidance for those involved in the automotive parts sector, identifying four strategic impulses to actively drive digital change.
The first and fundamental recommendation is establishing a strong digital presence through a comprehensive, user-friendly online shop. According to data from the B2B-Monitor 2025 by Carpathia, 75% of B2B customers now prefer to place orders online while still valuing personal relationships. More than half of the surveyed companies order digitally from their principal suppliers at least weekly. A well-structured online shop, complete with reliable real-time information on inventory levels, delivery times, and product ranges, is no longer optional but essential. Features such as intelligent reorder lists, product favourites, and personalised recommendations enhance the user experience and simplify procurement for customers.
Secondly, the integration of an omnichannel approach is crucial to meet customers’ expectations for seamless engagement across multiple platforms. B2B buyers expect smooth transitions between self-service portals, telephone contact, and field sales representatives. Personal contact remains a top factor in building trust, underscoring the need to blend digital and personal service channels effectively. Digital portals act as central hubs where workshops and other customers can quickly access technical information and place orders. The availability of services such as expert video chats or online appointment scheduling further personalises the customer journey, enhancing engagement and loyalty.
Availability and delivery timeliness rank as the most critical purchase criteria in online parts procurement, surpassing price and product assortment. Survey data show that 87% of respondents prioritise these factors, demanding round-the-clock access and transparent order tracking. To meet these expectations, companies must invest in intelligent demand planning and real-time inventory management systems. Platforms that integrate all involved systems to provide accurate stock levels and seamless shipment tracking prevent over-selling and foster repeat business with satisfied customers.
Despite clear potential for automation, the sector still relies heavily on manual processes. The B2B-Monitor reveals that 77% of companies continue to order parts manually, which represents significant untapped efficiencies. Modernising workflows ranges from supporting semi-automated ordering with system-generated suggestions to fully automated procurement using APIs or Electronic Data Interchange (EDI). Achieving this requires robust, high-performance interfaces that enable seamless communication between supplier and buyer systems, streamlining procurement and reducing errors.
Wolfgang Vogl, Director Market Development at Speed4Trade, highlights the centrality of digital presence across all phases of the B2B customer journey, from initial research through to aftersales. The company offers ‘Speed4Trade Commerce’, a modular platform tailored for manufacturers and wholesalers to deploy advanced B2B shops and portals. Speed4Trade’s deep understanding of IAM and OE parts data and seamless system integration positions it as a specialist solution provider for the automotive aftermarket.
Supporting analysis from Boston Consulting Group corroborates that e-commerce and electronic procurement will grow substantially in Europe’s automotive aftermarket by 2035, reshaping traditional ordering behaviour. With B2B buying increasingly shifting to digital channels, businesses face the imperative to embrace digital tools to remain competitive in a rapidly evolving marketplace.
Additional service providers like ioVista and Zoxima complement this trend, offering specialised e-commerce design, integration, and digital transformation solutions aimed at improving fitment accuracy, compliance, customer experience, and operational efficiency. Companies such as OMNI.AUTO focus on omnichannel retailing strategies that unify multiple sales and marketing channels, yielding accelerated growth and reduced operational costs.
Together, these insights and solutions point to a comprehensive digital ecosystem transforming the automotive aftermarket. Digital maturity, in terms of online storefront sophistication, omnichannel engagement, inventory availability transparency, and automated processes, has become the benchmark for success. Manufacturers and wholesalers who proactively adopt these innovations are better positioned to satisfy the hybrid expectations of modern B2B customers, secure customer loyalty, and thrive in the competitive aftermarket landscape.
Source: Noah Wire Services
