Issue link: https://www.e-digitaleditions.com/i/919877
22 FEDA News & Views Contact Salvajor today to learn more. salvajor.com • (800) SALVAJOR Because it just makes sense Saving water and energy while the operator is away from the work area makes sense. That's why Salvajor Scrap Collectors ™ and ScrapMasters® now come standard with Patented Operator Sensing Technology*. (Also available for ARSS and ARSS-LD controlled disposers) ENERGY CENTS WATER CENTS COMMON SENSE * P r o d u c t c o n f i g u r a t i o n s p r o t e c t e d b y U.S. Pat. No. 7,815,134 when used with sensor. of solutions. In addition to starting an electrical services group that works with a network of subcontractors to provide customers with lighting audits, maintenance plans, a 24-hour emergen- cy service, and other value-adds, the distributor created an online program called LED Pass. "To put it in context," says Brown, "We went from being in the light bulb business to being in the semiconductor business. That was huge and continues to be a huge leap of knowledge and information. "Prior to SSL, we only had to deal with three light bulb manufactur- ers, GE, Sylvania and Phillips—so we jumped from three vendors to nearly a hundred new vendors with LED prod- uct. LED Pass was our own product assessment and screening process that we made available to clients to help them better understand the new tech- nology and terminology." A Call to Action Longtime distribution expert Michael Marks of Indian River Consulting has seen similar scenarios of disruption played out in multiple industries— foodservice, office supply, optical, janitorial—and often cautions distribu- tors on the pitfalls of sluggish pivots. The Safety Equipment Distributors Association was forced to close its doors in 2011 due to a whirlwind of factors affecting its distributors, he says. The inroads into the safety mar- ket by Grainger, Fastenal and Airgas, etc., industry consolidation and the disappearance of local and regional safety specialists all played a part in the disbanding of the group, as well as the eventual recruitment of distributors by their manufacturers' counterpart, the International Safety Equipment Association. Slow to respond to the market's pref- erence toward online ordering, thanks to a push by Amazon.com, 93-year-old wholesalers United Stationers had to go through a major operational upheaval and reposition itself with an amped-up digital focus and a new name, Essendant. Not nearly to the same extent, but even foodservice distribution leader Sysco is feeling the pressure. This past June, when Amazon announced that it's toying with the idea of bundling its services and deliv- ering food to independent restaurants, Sysco's stocks dropped. As for the Foodservice Equipment and Supplies Industry, Marks has a few thoughts on the thunder that he's hear- ing surrounding Amazon's entry into the market. "By now, everyone knows that Amazon is selling equipment online and that they're also using local companies to do installations," he says. "But what's interesting are the install- ers. The E&S industry could end up looking like the Petroleum Equipment Industry, and I think some installers are going to start selling equipment directly." Instead of interpreting what's on the horizon as doom and gloom, Marks sees it as a call to action. "There's a few old sayings that the Navy Seals use that speak to the current landscape," he says. "The only easy day is yesterday and get comfortable being uncomfort- able." Need another jolt? Try asking yourself if you're working as hard as Prentis Wilson. Formerly a buyer for Cisco, he's the engine behind Amazon Business and its billion-dollar surge. When asked about the ins and outs of his role as vice president of Amazon Business in a recent interview, here's his response: "The big thing I do is focus on our customers. I spend a lot of time understanding where the needs of our customers are and figuring out how Amazon can provide solutions to those needs. We look at all the technology that Amazon has and how to bring that to bear on behalf of businesses, but also how to develop a bunch of new, innovative technologies and capabili- ties to really delight and better serve our customers. I spend a lot of time with vendors, manufacturers and sell- ers, because we also innovate on their behalf as well."■ LOOKING AT THE BIG PICTURE