Julie Krivanek, president of Krivanek Consulting, recently joined The Packer’s Ashley Nickle on Tip of the Iceberg Podcast to discuss how technology is changing the produce industry and how companies can respond.
Krivanek gave seven recommendations for how companies can continue to affect demand, sales and margins and continue to grow their businesses and be responsive to the expectations of their customers.
Check out the list below, and for the full conversation watch the video above or listen to the podcast here.
1. Be honest and unbiased in looking at whether you’re stuck in old-school ways and battling internal resistance. What’s happening in the company is often the biggest hurdle to change.
2. Embrace digital transformation. These changes will be obvious. Krivanek gives this example: “If I can get my hiking boots tomorrow morning from L.L.Bean, but you still tell a customer to fax you something …”
3. Plan and budget for technology. It’s a scary area because the options are myriad and often expensive, but prioritize your spending based on which opportunities will make your customer’s lives easier.
4. Figure out how to be of indispensable value beyond price. Quality and service are also givens, Krivanek said. Opportunities for differentiation are in areas like planning, budgeting, forecasting, business reviews, the ability to link into your customer’s data so you can figure out how to drive business for them, and beyond.
5. Consider whether you’re easy to do business with. This isn’t the likeability factor but rather ease of process. Do you have online ordering? Are delivery and replenishment straightforward?
6. Evaluate your portfolio. If you don’t have a diversified customer base, start planning for how you get there. The pandemic put a spotlight on the importance of this area.
7. You don’t have to be an expert in technology to implement technology successfully in your business. Do your research and consider tech company partnerships to help you get ready for the big changes ahead.
