Amazon Business is projected to increase revenue and gross merchandise volume through 2023, according to an RBC Capital Markets report. Independent or third-party sellers are particularly profitable compared with their share of gross merchandise sales, the report states.

Real estate developers are helping shippers move goods quickly and efficiently through warehouses and fulfillment centers for last-mile delivery by constructing both urban multistory facilities with advanced technology and vertical space optimization and smaller, light-industrial properties near larger cities, writes Victoria Kickham. Prologis has redefined its facilities to recognize changing logistics trends and has created a shared language with terms such as last touch, city distribution, multi-market and gateway.

Business-to-business marketers should be using geomarketing to gather a more comprehensive view of customer behavior, which can then be employed to target prospects at particular locations with personalized messaging, Demand Generation's Keka Cobb writes. "Marketers could actually use the traditionally lengthy B2B sales cycle to their advantage by conducting awareness campaigns when they target mobile," Cobb recommends.

Taras Prystatsky offers an in-depth guide to attracting leads on LinkedIn, covering how to identify target audiences, define goals, optimize profiles and write compelling messages. Use LinkedIn Sales Navigator to launch lead generation campaigns, analyze initial results and tweak campaigns one element at a time to find the optimal mix, he advises.

The position of chief experience officers has become a common part of many leadership teams, as they allow companies to facilitate a more positive customer journey. The role can help ensure that companies compete on more than just price and differentiate themselves from rivals, according to Kurt Schroeder, chief experience officer for Avtex Solutions.

Be precise when correcting an employee's poor performance to avoid creating a "transparency illusion," write professors Michael Schaerer and Roderick Swaab in discussing their research. "Some managers may fear that communicating negative feedback will lead to interpersonal conflict, but it is entirely possible to deliver it in a clear and direct way while remaining respectful and considerate of an employee's wellbeing," they write.

Growing in popularity within our industry, the NAW Certificate in Distribution Professional Management Program is ideal for high-potential managers who seek to complement their professional development with a strong emphasis on practical application within the distribution field. Three, one-week sessions at Texas A&M University focus on Generating and Managing Growth (Feb. 10-14), Distributor Capability Development (April 13-17), and Optimizing Distributor Profitability (Oct. 19-23). Get all the details and enroll your high achievers today before the seats are gone.

Called the "Master class in innovation for distributors," "Innovate to Dominate: The 12th Edition in the Facing the Forces of Change Series" has arrived. A roadmap for innovation, it helps distributors connect the dots between the forces of change and how distributors can change their business to capture opportunities -- and defend their business when necessary. The best innovations are about getting ahead instead of catching up. Order your copies to read over the holidays.

There's no denying the growth/demise ratio of Amazon versus brick-and-mortar operations. The "Amazon Effect" is causing businesses to literally shut down, leaving their creditors at a loss. NAW's strategic partner Cortera wants wholesaler-distributors to be ready. For a limited time, Cortera is offering wholesaler-distributors a complimentary Portfolio Analysis, CFO Report and unlimited Boost. Take advantage of this offer.