Chris Largent

Pricing is probably the most tangible pain that Amazon Business brings to B2B distributors.

Aim to smash the Pareto Principle, which explains that, generally, the top 20% of performers produce 80% of the performance or sales.

There are also many determination factors that come into play when picking an incentive program, such as the number of anticipated participants, earning criteria, budget, company and distribution size, how long the program will run, company culture, etc.

To compete with Amazon, distributors need to add value — not only to their businesses but for their customers as well.