Category Archives: Service Value Innovation Guidelines

127. Old Beliefs v Your 2019 Strategic Plans

2020 Companies, Core Renewal, Distribution Industry Sales, Distribution Strategy, Index, Service Value Innovation Guidelines, WayPoint Analytics

FINE-TUNE 2018; OR, REAL CHANGE?

If your distributorship is a top 5% performer due to perpetual innovation, keep innovating in 2019. If your financial returns are in a low-level rut with an unchanging, aging sales force – then change your belief system to change your results. Continue reading 127. Old Beliefs v Your 2019 Strategic Plans →

122. Amazon News; Uberization of Local Deliveries?

AmazonBusiness, Concierge Customer Service, Distribution Industry Sales, Distribution Strategy, Index, Profit Analytics, Service Value Innovation Guidelines, Supply Chain Partners, WayPoint Analytics

“The future is already here — it’s just not very evenly distributed.” – William Gibson

AMAZON’S LAST MILE, LOGISTICS NEWS

    1. (Oct. 10) “The USPS seeks a 12.3% price increase” on the 40% of AMZ’s packages that it delivers. AMZ suggests that the projected $1B cost increase won’t matter in 2019. (?)
    2. (10/17) Hiring “Seasonal Delivery Associates” (for $17.25/hour). Doesn’t this compete with AMZ’s new “Delivery Partners” (6/28)? The Partner start-ups will use the 20K (initially 4.5K) of leased Mercedes Sprinter Vans. Perhaps: a) shipments are growing faster than total delivery capacity. Or, b) AMZ believes it can innovate lower last-mile costs than the USPS, etc.
    3. (11/5/18) Free holiday shipping for all (matches Target’s promotion). AMZ will win any battle of fulfillment-cost attrition because: a) It has best customer clickstream advertising income and b) most efficient warehouse costs.

Continue reading 122. Amazon News; Uberization of Local Deliveries? →

120. Your Best Cloud-Commerce and the Mythical Cassandra

2020 Companies, AmazonBusiness, Core Renewal, Distribution Industry Sales, Distribution Strategy, Index, Service Value Innovation Guidelines, Supply Chain Partners, WayPoint Analytics

THE MYTHICAL CASSANDRA

…Was a beautiful princess of besieged Troy who enchanted Apollo. To win her charms, Apollo gave her the gift to foresee the future. But, when she reneged on romance, he compromised the gift so that no one would believe her predictions. She begged fellow Trojans to not take the Wooden Horse (left behind by the Greeks) into the city’s walls, but to no avail. Continue reading 120. Your Best Cloud-Commerce and the Mythical Cassandra →

119. Will Commissioned Reps Be Un-Bundled?

Big Data, Concierge Customer Service, Cost-to-Serve Math, Distribution Industry Sales, Distribution Strategy, Index, Service Value Innovation Guidelines, WayPoint Analytics

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? →

117. Customer Centricity Quiz

AmazonBusiness, Concierge Customer Service, Distribution Strategy, Index, Service Value Innovation Guidelines, WayPoint Analytics

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 →

116. Three Steps To Winning At Cloud Ecommerce in 2021

2020 Companies, AmazonBusiness, Big Data, Core Renewal, Index, Service Value Innovation Guidelines, WayPoint Analytics

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 →