How B2B Distributors Compete with AmazonSupply

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In “Distributors Beware of AmazonSupply.com?,” my previous article, I suggested that wholesale B2B distributors recognize the threat presented by Amazon in the marketplace and find ways to compete. This article recommends strategies and tactics to remain competitive and mitigate AmazonSupply’s impact on a wholesale distribution business. Most distribution companies in the U.S. have historically sold to other businesses through a combination of direct sales representatives, independent dealers, and catalog operations. Some — primarily companies that sell maintenance, repair, and operations supplies and equipment — also have brick-and-mortar stores. Their businesses rely on direct relationships with customers, with high levels of support. Many B2B distributors are investing in creating their own branded products. This is a solid strategy in certain industries, […]

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