The electrical industry has always been rooted in face-to-face interactions: conversations at the trade counter, trusted reps on the phone, and the kind of familiarity that only comes from years of working together. But the latest EDA survey shows a shift that even the most traditional businesses can’t ignore. When asked how they expect digital and online sales to grow over the next five years, 39% of companies said they expect volumes to more than double, and another 28% expect them to double.
What makes this so significant is that actual digital sales haven’t changed much since 2022. But sentiment has. Businesses now believe that digital and online channels in the electrical industry will shape the next five years whether they personally feel ready or not. And for an industry that has spent decades operating offline, that shift in mindset is a pretty big deal.
Why many electrical businesses still operate offline
Even as expectations rise, day to day operations across the sector are still very much offline. Contractors and electricians often prefer face to face interaction because it gives them confidence: they can check product suitability, ask questions and get instant advice. Many customers still pick up the phone to speak to the rep who knows their projects inside out.
These personal connections are a genuine differentiator, and wholesalers and manufacturers understandably want to protect them. But the challenge is that customer expectations are changing and they’re changing fast.
Why traditional ways are becoming harder to sustain
As enquiry volumes grow and project timelines get tighter, relying solely on manual processes is proving difficult. Busy phone lines, overloaded sales teams, and minor errors… these can quickly snowball into delays on site. Digitalisation isn’t about replacing the human side of the industry; it’s about supporting it as expectations change.
When customers can quickly find product data, access real time stock information, or receive automatic updates, it reduces pressure on internal teams, giving them more time for the conversations that matter.
Manufacturers and wholesalers are starting to adapt
Manufacturers are already feeling this shift. Distributors want cleaner product data, automated updates, and a smoother way to connect systems. In response, more manufacturers are offering digital catalogues, product portals, punch-out sites and order integrations that make collaboration easier.
Wholesalers are making similar moves. Some are investing in online catalogues or customer portals while others are taking smaller steps like digitising order confirmations or automating back order notifications. Even smaller independents that are often the most resource stretched are finding practical ways to evolve without losing what makes them unique.
Related Article: Digitalisation in the Electrical Industry: What 70% of Wholesalers Expect Next
A sharp rise in confidence about digital growth
Perhaps the most interesting trend is the change in sentiment. In the previous survey, only 13% of businesses believed their digital sales would more than double. Today, that figure has jumped to 39%, showing that companies understand the direction of travel. Even if they haven’t transformed yet, they can see that digitalisation is becoming essential to staying competitive.
B2BE supports wholesalers and manufacturers with digital solutions that work together, integrate easily, and make it simpler to evolve at your own pace without losing the personal touch your customers value.
If you’re looking to fully understand the insights about the future of the electrical industry, the EDA Digitalisation Survey 2026 was recently published and can be downloaded here.