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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


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