Amazon is moving toward establishing a fleet of branded truck tractors to go with its trailers, cargo jets, ocean freighters and last-mile delivery vans. Amazon-branded tractors built by Volvo and Kenworth have been spotted as day cabs as opposed to sleeper cabs, suggesting trips of 400 or fewer miles, experts say.
Tech Data sets itself apart through its global and portfolio diversity, as its solutions allow customers to better serve a large number of markets and work across regions, according to Joe Quaglia, Tech Data's Americas president. Quaglia cited Tech Data's Avnet Technology Solutions acquisition as a move that helped the company better scale its operations in the Asia-Pacific region and other areas.
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Distributors must have a firm understanding of customer spending capacity before trying to get more wallet share, says author Devin Ferreira. Distributors can gain valuable information about customers' spending capacity and purchasing habits by studying what customers are willing to pay for specific items and having conversations with buyers about budget approval processes and current needs, said SelectSoftware founder Phil Strazzulla.
IBM this week unveiled its new Sterling Supply Chain Suite, which lets distributors, manufacturers and retailers incorporate data systems onto a distributed blockchain ledger. The blockchain and artificial intelligence-enabled cloud service allows real-time views to track and trace products and parts.
Sales representatives should avoid setting target close dates arbitrarily or unrealistically, as target close dates become meaningless when they are shifted several times, writes David Brock. Target close dates should be based on the customer's need to buy, and sales reps should do everything possible to adhere to those dates once they're set, Brock advises.
Leaders can avoid four "deadly sins" of employee development by making growth an ongoing process that focuses on improving performance, writes Julie Winkle Giulioni. Don't assume all employees are seeking a promotion or pay raise, she writes, because surveys have shown most people are simply "looking for ways to expand their skills and contributions."
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