Sunday Sales Blast 2/22/15

Are you looking over you shoulder at what Amazon is doing?

First, there is the impression by many that AmazonSupply has marketed itself as a high-moving, low-priced website that only caters to small businesses. But, now the banner at the top of the website says “2,250,000 supplies for businesses and organizations”. Hardly looks like a small business model any more.

Second, traditional distributors have been using product and industry knowledge as an advantage over AmazonSupply. But Bezos has responded, according the DATAgility president Denise Keating. “Amazon has jobs advertised for brand experts and is hiring people from companies like Grainger and MSC,” Keating told me. “They realize it is a weakness and they are taking action to fill the gap.” 

Remember, Bezos is willing to take a short-term loss on AmazonSupply in order to build an audience for the future. That appears to mean taking on more full time salaries to compete with traditional distributors.

Distributors are falling way behind when it comes to e-commerce

So, while AmazonSupply is tapping in to Millennials as its future customers, Keating worries that distributors are falling way behind when it comes to e-commerce. “Do distributors see their technology weakness and are they willing to take action?” Keating asks. “I am encouraging our distribution channel to stop making statements about what can’t be done and ask instead how can they make what seems impossible – possible. It isn’t Amazon that is threatening our channel it is a lack of innovation and bold new ideas. 
Here is the link for the full article-

Think out of the box (or toilet)

Below is a link to a great Ted Talk I listened to a couple of days ago. This one talks about branding and there is a section about toilet paper and why you would wipe yourself with a dry piece of paper. P&G is defining the use of wet wipes for all age groups instead of just babies. They are defining a new product section just like SoftSoap did back in 1980.

Do you remember Softsoap?

In 1980, entrepreneur Robert R. Taylor (died August 29, 2013) began selling his product as Softsoap through his company, Minnetonka Corp. in Chaska, Minnesota. Taylor knew others would copy the soap-in-a-pump-bottle idea, so he shrewdly purchased 100 million small bottle hand-pumps from the only two U.S. manufacturers that made them, so that any competitors wouldn't be able to buy any for one year - enough time for him to establish the brand name. It worked; in six months, he sold $25 million worth of Softsoap.

All of this made me think of why people continue to spray stuff in the air to control odors. That is fine if the odors are airborne but it does not solve the source of the odors. I think it is a great analogy and example of why people should sell/buy Airx compared to others odor control brands. We solve odor in pathogen problems in 3 dimensions, where they exist. To learn more about Airx go to

Here is the link to hear the audio podcast:

Thats is for this week, don’t forget 26 days till spring!

Have a great day and an even better sales week!

Scott Jarden