AMAZON TAKING DISTRIBUTION A STEP TOO FAR?: Believe it or not there are some products you can’t buy on Amazon. These are typically higher end or niche products whose manufacturers like to tightly control their distribution. Last week Amazon launched a new program to create a back channel distribution system in which they’ll buy these items from 3rd party retailers (who are approved to sell the items from the manufacturer), and then resell them on Amazon. By doing this Amazon gets to “sell” products it’s been prohibited from carrying by the original manufacturer. To say some brand are pissed about this move is an understatement. To quote Birkenstock CEO Dave Kahan in the attached CNBC link, “Amazon’s pathetic attempt to create a back channel means to sell products not offered on the site is an assault on decency”. Not exactly the words you want to hear from a manufacturer whose goods you’re trying to sell. My guess is with enough brand pushback this program could be short lived, as any incremental 3rd party sales might not be worth the overall headache.
SALES LESSONS FROM A CADDIE: Finally today, I know Jordan’s Spieth’s British Open win happened a week ago, but I came across this New Sales Coach post in LinkedIn over the weekend, and I thought it was worth sharing. It’s not about Jordan Spieth though, it’s about his caddie Michael Greller who arguably made the biggest impact in Spieth’s eventual British Open win. The author dissects two moments in the final round which both seemed negative for the golfer. But Greller’s contrasting approaches to each situation – one using tough love and the other building confidence – are perfectly relatable to sales management. I especially love how the article dissects the learnings from each situation for both Sales Managers and Salespeople. It’s a business lesson we can all use, from of all people a caddie on a golf course.
Have a great Monday guys!