RECONFIGURATION OF THE ORNAMENTAL STONE MARKET IN SOUTH FLORIDA: LABOR SHORTAGE, DIGITAL INTERMEDIATION AND NEW DISTRIBUTION MODELS

Abstract

This study makes a simplified analysis of how the global shortage of skilled labor is redefining the dynamics of the natural stone distribution sector in South Florida, one of the strategic hubs of the North American luxury real estate market. Through empirical case studies, the emergence of hybrid models (B2B/B2C/D2C) mediated by digital brokers - professionals and/or independent companies that use social networks and e-commerce to connect distributors to end consumers - is demonstrated, filling gaps left by the lack of specialized salespeople. The article also explores the strategic dilemma faced by distributors between maintaining traditional B2B relationships with marble workers or adopting direct sales (D2C), highlighting innovative solutions such as shared inventory via online platforms and the outsourcing of commercial functions. The results show that successful adaptation in this technical knowledge-intensive sector requires: (a) integration between human interaction and digital tools; (b) restructuring of commissioning models for brokers; and (c) investment in accelerated training for new generations. It is concluded that the labor crisis has worked as a catalyst for organizational innovations in this traditional segment.