Column: is selectively targeting B2B markets | Ingram Micro expands "as-a-service" training options | Walmart, Loblaw place orders for Tesla's electric truck
November 21, 2017
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Column: is selectively targeting B2B markets
Amazon Business is looking to go after commodity markets in business-to-business sectors rather than in specialized and complex sectors such as jet engines, Evan Klein argues. Commodity-based companies should consider selling through's platform, but only "in tandem with an omnichannel approach -- having a physical location, effective sales force and strong digital presence," he writes.
Entrepreneur online (11/17) 
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Ingram Micro expands "as-a-service" training options
Adapting to the cloud environment will require resellers to always look toward the next generation of technologies and solutions, says Apay Obang-Oyway of Ingram Micro's Northern Europe unit. Ingram Micro has expanded availability of the e-learning and e-training program it tested through IBM and Hewlett-Packard Enterprise.
Channel Partners (11/16),  CRN (UK) (11/20) 
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Walmart, Loblaw place orders for Tesla's electric truck
Walmart, Loblaw place orders for Tesla's electric truck
Tesla CEO Elon Musk (Veronique Dupont/AFP/Getty Images)
Tesla has unveiled an electric Semi truck slated to hit the market in 2019, and retailers including Walmart and Loblaw have already placed orders. Walmart has preordered 10 for Canada and five for the US, while Loblaw has requested 25 for Canada.
Bloomberg (free registration) (11/17),  CBC News (Canada)/Reuters (11/17) 
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2018 State of Wholesale Supply Chain Survey
We're conducting a brief survey to inquire about your 2018 inventory and supply chain planning initiatives to compete in today's complex wholesale environment. We want to hear what's important to you! Complete the survey by 12/5 and be entered into a drawing to win an Apple Series 3 Watch!
Operations and Technology
On-demand warehousing meets holiday fluctuations with flexibility
On-demand warehousing can optimize utilization and reduce inventory costs, according to data from FLEXE. On-demand arrangements are often preferable to subleasing, which typically has longer terms, says David Egan of CBRE.
Logistics Manager online (11/15) 
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Sales and Marketing
Consider B2B job titles in targeted marketing
Business-to-business marketers should take a nuanced approach when identifying decision-makers by job titles, as those vary significantly depending on the company and how prospects identify themselves on social media. Sonjoy Ganguly outlines how to use machine learning to ensure your automated marketing targets the right prospects.
MarTech Advisor (11/16) 
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Do your emails annoy your prospects?
If you don't want your prospects to be irritated by your emails, you need to customize them using information from your customer-relationship management tools, writes Dan Tyre. Make sure your subject lines are unique for each recipient and that the resources you attach to your messages can help your leads reach their business goals.
HubSpot (11/21) 
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The Business Leader
Customers need you even after the deal is done
Customer support and follow-up availability are critical to making sure your existing customers are future ones, especially in businesses with the potential for add-on revenue, writes Paul Jarvis. Too often, businesses focus on the sales process and not the customer service that should follow, Jarvis argues.
Paul Jarvis (11/12) 
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Why good communication really matters
Poor communication costs companies money, writes Dean Brenner, because focus, morale and innovation can suffer. Individual communication matters, but improving that across an organization requires a high-level understanding of communications challenges and the skills required to meet them, Brenner writes.
Forbes (11/15) 
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NAW Insider
Your playbook for reaching profitable growth
Your playbook for reaching profitable growth
Growth is imperative. "Driving Profitable Growth: A Distributor's Playbook to Generate-Manage-Sustain Competitive Advantage" is a first-of-its-kind research study with two wall maps that examines both public and private distribution firms and uncovers a road map that addresses the three dimensions -- generating, managing, and sustaining -- of profitable growth. It provides 95 best practices, 40 action steps ready to implement and 60 distributor examples.
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Shift from good to great at NAW Billion Dollar Roundtables
Shift from good to great at NAW Billion Dollar Roundtables
The value proposition of the NAW Billion Dollar Roundtables is the 1.5-day opportunity to network with your C-suite peers at billion-dollar wholesale distribution firms. Billion-dollar CEOs, CFOs, CIOs, COOs, CLOs and chief HR officers come to these Roundtables to benchmark the "best-in-breed" solutions and strategies from an exclusive roundtable of distribution executives at the top of their game. Register today.
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New from NAW: "Unlock the Power of Inventory Analytics"
New from NAW: "Unlock the Power of Inventory Analytics"
Based on 15 years of distribution research, this new study reveals the fundamentals and contemporary practices for designing the role of inventory in this era of ever-evolving new business models. It presents an inventory management framework, customer service metrics, a step-by-step implementation approach, real-world distributor case studies and a plan-of-action road map. The framework distinguishes inventory at the SKU level and provides a blueprint for extending it to demand forecasting and replenishment. Take a peek inside by reading the introduction
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