Amazon wants to increase its catalog for international customers by offering to purchase the inventory of thousands of US third-party marketplace sellers at full retail price. The Fulfillment by Amazon offer could cause issues with companies that normally don't allow retailers to sell to Amazon and other resellers.
Less-than-truckload rates are on the rise because of factors including driver shortages and manufacturing growth, writes Greg West of C.H. Robinson. The increase in small e-commerce orders is another reason, he notes.
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Even with a quality product, your sales will suffer without an identity and a clear statement about what sets you apart in your market, writes Louis Mosca. "The majority of business owners don't seem to understand that there's a difference between a marketing-strategy, which involves branding, identifying who they are, what role they can dominate in their marketplace, and how to execute a strategy that can be turned into revenue," Mosca writes.
When presenting a product or service to a customer with a marketing background, you must show how your offering can help improve the buyer's awareness, penetration or loyalty, writes James Nichols. Sales representatives should solicit questions during their presentations and always end with some sort of call to action, Nichols writes.
Clarity and honesty work better for negotiations than the stereotypical deception and game-playing often seen, says Corey Kupfer, who's written about negotiation. Maintaining a level of professional detachment without letting ego take control can also help people enjoy more successful negotiations.
Compensation: How do you compare to nearly 1,000 distributors?
The NAW 2016 Employee Compensation Report draws on findings from the most comprehensive compensation and benefits survey of the wholesale distribution industry. Nearly 1,000 wholesaler-distributors from a broad spectrum of sales volumes and lines of trade at more than 6,000 locations are included. It's time to see how your company compares with other distribution companies and to access everything you need to budget employee pay and benefits with confidence.
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Distributors: Get in front of digital disruption
When asked about digital tools and the threat of disruption, distributor leaders say that Amazon is making inroads among business customers, but that the impact in their own business is small and can't be measured. These leaders are not in denial about change; in fact, they are worried. Change is coming. Read Mark Dancer's new blog, and subscribe to the Distributors in the Digital Era series.