Amazon explores more brick-and-mortar retail options | Systemax sells most Misco European operations | Pentagon awards AAR Supply Chain with Air Force contract
March 28, 2017
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News for the wholesale distribution industry
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Amazon explores more brick-and-mortar retail options
Amazon is turning the technology it has developed over the years into plans for brick-and-mortar retail concepts in many segments, including furniture, appliances and groceries. In India, Amazon has dubbed its plans to build a grocery store network Project Everest.
The New York Times (free-article access for SmartBrief readers) (3/25) 
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Systemax sells most Misco European operations
Hilco Capital has bought most of Systemax's European Misco-branded resellers. Systemax retained the profitable French unit.
The Register (U.K.) (3/26) 
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PepsiCo + GoSpotCheck
Jim Holland, Director of Finance at PepsiCo North American Beverages, discusses how GoSpotCheck helps PepsiCo efficiently collect data surrounding execution in the marketplace. [Watch Now]
Operations and Technology
What software is needed for mobile warehouse robots?
Autonomous mobile robots in warehouses might require something more than a warehouse-management system to coordinate, according to this analysis.
Logistics Viewpoints blog (3/27) 
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Google discusses website hackers' common tactics
Prevention is best to reduce website hacking, Google says, and part of that is knowing how hackers gain access. The company has outlined in a blog post hackers' top tactics, which involve social engineering, data leaks, missed security updates and compromised passwords.
TechRepublic (3/22) 
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Sales and Marketing
Gain upper access by asking good questions
In reactive situations where potential buyers have already done some product research and understand what they're looking for, sales representatives should be willing to ask questions that buyers who aren't key players can't answer, writes Frank Visgatis. After that, sellers should ask when they can meet with someone who can answer the questions, which provides the upward access that sales reps need.
Entrepreneur online (3/18) 
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The Business Leader
Careful questioning is the surest route to the truth
Careful questioning is the surest route to the truth
Sesno (Neilson Barnard/Getty Images)
Asking the right questions in the right way at the right time is how you uncover the information you're looking for, especially with an unfriendly interviewee, says Frank Sesno, former CNN White House correspondent. "Bridging questions are questions that are meant to create a rapport, bridge a divide with someone who is suspicious or hostile or reluctant," he says.
Knowledge@Wharton (3/22) 
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Something to try when you're undecided
YouTube/John Baldoni
(YouTube/John Baldoni)
Take advantage of your emotions when making a decision, says John Baldoni in this video and blog post. Try writing down the possible decisions on small pieces of paper, selecting one from a bowl and measuring your reaction, knowing that you can always go another direction.
SmartBrief/Leadership (3/24) 
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NAW Insider
Act before $200 early bird discount ends May 1
Save $200 when you register by this Friday, May 1. Are you a rising star? Do you oversee staff who are rising stars at your firm? Either way, your company's rising stars belong at the program for high-potential distribution company leaders: NAW's 2015 Distribution Program for Rising Stars, June 1 to 5, at Ohio State University. Reach your business potential while learning specific ways to improve your company's profitability.
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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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Magic happens when you go from being product-focused to customer-focused
"Customer Stratification: Best Practices for Boosting Profitability" is a first-of-its-kind study that provides groundbreaking research, best practices from 68 real wholesaler-distributors, and 20 practical action steps ready to implement. Rather than focus on sales force communication, this cutting-edge research focuses on customer relationships and the value customers provide to distributors. It looks at four customer stratification dimensions: buying power, customer loyalty, profitability, and cost-to-serve. Order now.
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