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Both logistics service providers and wholesale distributors have one thing in common. The smaller firms feel threatened by corporate giants who might replace them. Wholesalers watch as Amazon announces industrial distribution activity. Smaller logistics service providers may worry about their inability to match the capabilities of global operators.
There are four questions that you and your senior management team might consider to survive in a crowded market:
- What makes you any different or better? Do you have a special magic that is unequaled by your competitors?
- Are you doing the same things you've always done? If you are not innovating, how will you survive?
- Are your salespeople effective communicators? In the current environment, sales is not about providing information, it is about providing insight.
- Can you market experiences rather than just transactions?
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