Traditional-Markup, Service Bundles
Many distributors mark-up goods to hopefully cover the costs of their “free services” that come with the product. These include service-costs like: outside and inside reps, fulfillment, delivery, free returns, and trade credit.
What happens when digital-buying millennials increasingly take over B2B buying, and they find lower prices for equal or better goods from online sellers (with zero outside and inside rep costs)? Continue reading 119. Will Commissioned Reps Be Un-Bundled?
What Do Line-Item Profit Analytics Reveal?
Waypoint Analytics is the only cloud-service firm that offers distributors an array of tools based on a Line-Item, Cost-To-Serve (CTS) model, and a calculation engine. The firm has, over its 10-year existence, created CTS models for well over 100 distributors in over 50 different channels. The aggregate stats for this pool of progressive distributors are startling: Continue reading 118. Financial Blind-Spots of Most Distributors
How Customer-Centric Is Your Firm (Branch)?
Amazon’s mission: be the “Earth’s most customer-centric company”. And, they increasingly are! Your firm can grow faster and more profitably through next-level, customer centricity. How? Make sure all employees can answer and act on the following questions. Continue reading 117. Customer Centricity Quiz
Future-Shock Cloud Ecommerce is Here
In 2018, well over $100B will be spent on digital cloud ecommerce capabilities. Even the large public distributors are spending 10’s of millions on upgrading digital-selling capabilities.
The telecommunications companies have started, in parallel, a race to build out 5G wireless bandwidth starting in major cities. By 2021, Best B2B customers in top 50 cities will… Continue reading 116. Three Steps To Winning At Cloud Ecommerce in 2021