Distributors in all lines of trade, including AWRF members, operate in a sales-focused environment. Interestingly, that focus is both positive and negative. On the one hand, the economy continues to provide a strong tailwind which allows firms to enjoy steady, albeit moderate, growth. On the other hand, there is near-hysterical concern about how Amazon might cause the sales party to end badly. Such a sales focus inevitably leads to a challenge with regard to expense control. In a strong growth environment, expense control is largely neglected. Further, if Amazon is a competitive concern, then there is a feeling that customer services—and the associated expenses—need to be increased.
Read more on page 24 of SlingMakers Magazine.