In our last installment, we reviewed the Change Management Process for Digitization of the distribution firm. We now apply the process to Sioux Falls Supply for their use in changing the firm to take advantage of their online technology.
As technology makes search and ordering easier, the salesforce will be driven to deliver new and different value streams. While new sales models require different management and technology supports, they will, in many areas, supplant generalist sales efforts.
The interest in e-commerce as a means of organic growth is prescient. Wholesalers are waking up to find that outside entities, including new models of distribution and manufacturer direct shipments, are taking share.