Looking at Berkshire eSupply's challenges, opportunities | Wholesale distribution to see big revenue gains this year | Lineage Logistics opens one Ga. port facility, plans another
Berkshire eSupply's focus on helping smaller distributors sell on their own websites may not be successful in the face of competition from marketplaces and Amazon, writes Ian Heller of Distribution Strategy Group. Heller recommends that Berkshire eSupply instead provide value-added services, examine the potential of its own marketplace and work with ODP Corp.'s digital B2B business, Varis.
The US wholesale distribution sector's revenue will surpass $7 trillion for the first time in 2021, up 21% from the previous year's $5.8 trillion, writes Tom Gale. Positive revenue growth is expected in all of wholesale distribution's 19 main sectors.
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Warehouse automation robotics has improved in recent years and is gaining more acceptance by companies trying to handle surging e-commerce and mitigate labor shortages, writes George Lawton. The technology can also automate inventory operations and manage workflow changes, Lawton writes.
Shipping containers originally empowered long-distance supply chains but in recent decades have been the propellant for distributed, complex and end-to-end service -- a system that has been exposed and upended by the pandemic, says container historian Marc Levinson. In the US, an additional challenge is that ship lines are opting to ship empty containers back to Asia rather than losing days sending them to the US interior, where they are typically loaded with agricultural goods for shipment to Asia.
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The salesperson is no longer in control of the customer experience, and sales leaders must do away with antiquated selling techniques that no longer represent this truth, writes Colleen Francis. Cold calls and pitch letters are out, while relationship-building, collaborative selling and digital interactions are in, Francis writes.
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Perfection isn't always the goal when "good enough" will suffice, especially when the quality of the work is subjective, writes Scott Eblin. The nature of change means it's often better to "put something out there that gives you the greatest opportunity to flex when needed," Eblin writes.
NAW is seeking your input to help better serve your needs and understand how e-commerce is changing. We are working with Distribution Strategy Group to gain a deeper understanding of eCommerce usage and changes. Take the survey.
In part 3 of this 4-part series, we'll get into the weeds on what AI will look like when implemented into a distributor's sales arsenal. Register here.
