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The Competitive Salesperson. Competency Profiling. Creating Value through Technology. Segmenting the Market. The ValueCentric Transformation. Selling to Value. Supply chain leaders concerns and worries include store closings and bankruptcies. Today we are accustomed to daily announcements of store closings, involving companies we had long thought to be retail leaders. We are now in the third wave of store closings since eCommerce gained significant volume.

Wrapping Up: The Right Marketing Event

Companies such as the following, are closing stores at an alarming rate to right-size their store footprint:. Some of the store closings are the result of overbuilt retail networks in the U.

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In some cases, rapidly declining store sales. Bankruptcies are also a much more common occurrence these days than in the past as companies are impacted so greatly by lost customers that they face bankruptcy. Companies such as the following, are bankrupt. Last year, U. This is the most growth ever recorded in eCommerce in the U. The longer term does not seem to point to a change in this dominance by Amazon in the eCommerce world, as consumers now equate online shopping with Amazon and they continue to provide strong reasons for this preference.

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Fulfilling eCommerce orders is not just about the capability to ship, it is also about efficiency and costs. Companies can ship products, but doing so profitably is proving to be very difficult. When it comes to fulfillment of eCommerce orders Amazon leads all other retailers and brands. The number of facilities that they have and the volume of units they can ship are unmatched and continues to grow over time. Amazon has over 70 fulfillment centers throughout the U.

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Innovations such as Prime Now are also putting extreme pressure on competitors to match the delivery capabilities of Amazon. Consumers have realized that getting a delivery of an eCommerce order in as little as a few hours, is possible.

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Amazon is often, the only game in town with this kind of service capability. The potential for goods to be sold and shipped across country borders crossborder has opened huge opportunities for those companies who can meet the needs of consumers in other geographic regions. The desire for consumers in Asia and Europe for American made goods has increased substantially; filling this need has become a significant sales growth opportunity. Companies who have recognized and embraced this opportunity have benefited greatly.

The goal is to have the ability to sell from anywhere to anywhere with two to four day shipping. Many of the companies who are successful with online sales have a digital strategy in place and infrastructure to support eCommerce physical operations. Without a digital strategy to support, from all customer perspectives, leads to a loss of sales and a diminished customer base. Online sales and online success are two different things. Chasing sales without efficient distribution and transportation options and without regard for profitability, equals loss.

Not understanding their true cost of doing business so poor pricing practices, equals loss. Trying to be like Amazon and other major eCommerce players without the correct capabilities, equals loss. To stay on top of the significant developments in supply chain affecting eCommerce is nearly impossible.

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Selling The Invisible: Four Keys To Selling Services

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