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Surviving & Thriving — With Amazon Supply (now AmazonBusiness)

Randy MacLean, President — WayPoint Analytics

•Amazon Supply •WayPoint Analytics •AmazonSupply.com •Wholesale Distribution Industry •how to compete with AmazonSupply •Randy MacLeanA lot of people are talking about the entry of Amazon Supply (now known as AmazonBusiness) to their marketplace. This doesn't need to be a big deal for most companies if they're well run, but if you don't have your act together, watch out!

The core issue of the entry of Amazon, or any other large competitor, will be predictable using basic competitive strategy. Whether your customers stay with you, or go with the incoming player, comes down to the five elements of their perspective on the relationship they have with their vendor – that's you!

• They want one-stop, convenient ordering.

• They want high fill rates with high accuracy.

• They want delivery that meets their needs.

• They want fast problem resolution when something goes wrong.

• And they want all this at acceptable total cost of procurement.

Your company's competence in these five areas will be the determining factor of whether customers go with the new player, or stay with you.

If your company operates on a business model that hasn't had a radical change in a decade or more, you're in trouble because you're probably not at the top of the game in the five important elements today's customers expect.

If you move now to be the best in all five areas, no incoming competitor – not even Amazon Supply – can win your customers away.

I've recorded a a detailed discussion of this whole topic and posted it below. Please take a look and feel free to contact me with questions.

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For more information about Randy MacLean, visit: www.waypointanalytics.net

www.APICconference.com

Bruce Merrifield — Merrifield Consulting

LIPA: Prophet of Customer Needs

10/3/2019

See how implementing LIPA can give you the bandwidth to be more accommodating to your customers with analytics-based service excellence

Bruce Merrifield — Merrifield Consulting

Beating Amazon at their Own Shipping Game

9/26/2019

With Amazon's transport power keeping the whole market on their toes, Randy and Bruce discuss how you can make sure you keep up.

Bruce Merrifield — Merrifield Consulting

An Analytical Boost to Service Excellence

9/19/2019

Bruce Merrifield and Randy MacLean discuss the handful of key customers in your business, and how to keep them happy and loyal.

Bruce Merrifield — Merrifield Consulting

How to Boost Your Bottom Line Without Price Hikes

9/12/2019

Randy MacLean and Bruce Merrifield discuss some less-considered methods of getting the bottom line down.

Bruce Merrifield — Merrifield Consulting

Getting a Deeper Understanding of Costs

4/10/2019

Randy MacLean and Bruce Merrifield of WayPoint Analytics discuss different levels of cost analysis, and why deeper analytics can bring much greater benefits.