In the B2B sector, the quality and speed of product catalogue publication have become major competitive levers. Faced with increased data requirements (FAB-DIS, ETIM, GDSN formats) and the proliferation of digital sales channels, manufacturers and distributors must structure and automate their product data flows in order to stay competitive.
In this article, we will look at why product data has become a strategic factor, what recurring problems marketing and data teams face, and above all which concrete solutions make it possible to improve the reliability and speed of catalogue publication in B2B.
Why product data has become strategic in B2B
Historically, product catalogue management was done manually, with Excel files and often makeshift processes. Today, that model is no longer sustainable.
An explosion in reference data and the digitalisation of the market
The industrial equipment and B2B distribution market is undergoing profound change:
- An explosion in the number of product references and attributes.
- A proliferation of digital channels and marketplaces.
- Strengthened regulatory requirements and standardised formats (FAB-DIS, ETIM, GDSN).
As our full case study highlights, 80% of product files sent to distributors contain errors, leading to publication delays and lost revenue.
The consequences of errors in product files
Incomplete or poorly structured product data has concrete impacts on commercial performance and team productivity:
- Delays going live: entire product ranges remain invisible on distributor sites for several days or even weeks.
- Lost revenue: fewer products published = fewer sales.
- Time-consuming corrective back-and-forth: marketing and data teams overwhelmed by manual reprocessing tasks.
- Deterioration of the supplier-distributor relationship: falling quality scorecards, tensions around data flows.
According to our guide, 40% of product marketing teams’ time is lost correcting non-compliant files.
Download our white paper to discover the key figures and concrete cases.
FAB-DIS, ETIM… understanding product data standards
In B2B, data exchanges rely on structuring standards:
- FAB-DIS: used in the distribution of electrical and industrial equipment, it defines a common format to make manufacturer-distributor exchanges more reliable.
- ETIM: a standardised technical classification, very widespread in industry.
- GDSN: a global network for standardised exchanges in retail and B2B.
Without compliance with these formats, your files risk being rejected or published only partially. Reliable, enriched product data from the very first submission therefore becomes an essential condition for accelerating time to market.
The methodology for making your product catalogues more reliable and faster
In our white paper “How can you make B2B product catalogue publication more reliable and faster?”, we set out a proven methodology, deployed at several major manufacturers and distributors (Rexel, Sonepar, etc.).
Step 1: Audit your product data
The initial audit makes it possible to assess:
- The completeness and consistency of product attributes.
- Compliance with standards (FAB-DIS, ETIM, etc.).
- The tools in place and internal teams’ satisfaction.
Step 2: Structure your data and implement a PIM
A PIM (Product Information Management) system centralises, enriches and distributes your product data. Leading tools such as Akeneo, Quable, MaPS and Contentserv make it possible:
- To avoid scattered Excel files and duplicates.
- To unify data across all your channels.
- To drastically reduce human error.
Step 3: Automate using AI and specialist tools
Automation transforms product data management. AI, through solutions such as Algocat, automatically extracts and reformats data from any type of source (PDF, Excel, website, etc.), applies classification rules (ETIM) and ensures FAB-DIS compliance within seconds.
The result: fewer manual corrections and faster publication.
Step 4: Smooth publication and exchanges with distributors
Compliant FAB-DIS exports make it possible to achieve:
- Direct integration into distributors’ systems (Rexel, Sonepar, etc.).
- Fewer corrective returns.
- A better supplier-distributor relationship based on data reliability.
Concrete results observed at our clients
Implementing this methodology delivers tangible gains:
- 80% fewer errors in FAB-DIS files.
- 60% faster publication of products.
- 40% less time spent by product marketing teams.
Example: a range of 250 products published in 4 days instead of the previous 10 to 12 days, thanks to structuring and automation.
Download the guide to discover the full case study and expert testimonials (Mirakl, Akeneo, Daiteo).
Testimonials from market experts
“Corrective back-and-forth drops as soon as a manufacturer takes back control of its product data.” — Arnaud Magnin, CEO, Daiteo
“Data quality and time to market have become crucial differentiating factors.” — Marc Teulières, GM, Mirakl
This feedback confirms that investing in product data quality and automation is no longer optional.
The long-term benefits: beyond saving time
Making product data more reliable and automating it is not just about reducing errors. It also means:
- Improving commercial visibility on distributor platforms.
- Strengthening the supplier-distributor relationship, thanks to smooth, reliable data flows.
- Preparing for the future of B2B e-commerce, where AI engines (ChatGPT, purchasing copilots) will require rich, structured data in order to make their recommendations.
Download our full guide
Ready to reduce your FAB-DIS errors, speed up your publications and free your teams from manual tasks?
Download our white paper “How can you make B2B product catalogue publication more reliable and faster?” free of charge.
7 pages of methodology, a client case study and testimonials from market experts.
Conclusion
In a rapidly changing B2B market, structuring and automating product data has become a prerequisite for greater responsiveness, quality and competitiveness. The manufacturers and distributors that master their time to market gain a head start.
