6 steps to attaining real change during reinvention | Linde achieves first green hydrogen output in Greece | Scoular, seafood companies open fishmeal plant in Ore.
Distributors that want to reinvent themselves need to make sure they are reinvigorating their employees and teams, while encouraging them to learn and grow, writes consultant Howard Coleman. A successful reinvention process involves six steps, including having a strategy that anticipates future trends and developing a new organizational design that benefits customers, Coleman writes.
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The economy, geopolitical tensions, weather and other factors will still affect logistics and transportation next year, as will emerging trends such as reshoring and nearshoring of manufacturing and higher diesel costs, writes Anaid Chacon, head of product at Nuvocargo. Chacon also expects more disclosures and reconfigurations in response to sustainable shipping efforts and environmental regulations, as well as increased use of technologies such as artificial intelligence, automation and computer vision.
This year has seen significant mergers and acquisitions activity in the trucking and logistics sectors, and companies such as Republic Partners and Tenney Group are finishing up 2022 deals and expecting a healthy amount next year. Buyers are particularly seeking out smaller specialized companies with solid earnings, according to Tenney Group CEO Spencer Tenney.
Sales teams can become more effective by following the assessment, qualification and communication strategies abbreviated as NASA, FACT, ACC and COIN-OP, writes Mike Kunkle, vice president of sales effectiveness services at SPARXiQ. Kunkle adds that the principles in these acronyms go a long way to improve relationships between sellers and buyers.
Business-to-business companies that maintain or increase marketing budgets during a recession recover more quickly than those who cut spending, writes Andrea Cruz, director of client strategy at Tinuiti. For B2B marketers, Cruz offers recession-proofing tips including video, digital engagement and personalized experiences, along with empowering customers and updating marketing personas to reflect different emotions.
When you have bad news to share with your employees, be clear about what decisions were made, the circumstances that led you to them and the options you considered before landing on the current choice, writes Barry O'Reilly. "It's a coaching moment for leaders to showcase how your decisions are made -- and what you expect of others when they face their own difficult moments," O'Reilly writes.
Coach leaders by asking questions about their beliefs, fears, capabilities and personal obstacles to help them better understand the truth about themselves, writes Tony Schwartz, CEO of The Energy Project. "Today's leaders need to understand that openness, humility, and the desire to grow are critical to running a modern organization," Schwartz writes.
