Blindly following a competitor’s lead or treating every customer the same are two common mistakes that distributors can’t afford to make in today’s environment. Consultant Robert Sabath explains how these and other common actions can hold you back.

In a recent virtual conversation with a few hundred Texas A&M Industrial Distribution students, the next generation had a lot to say about what changes they see in B2B distribution after the full impact of COVID-19 becomes clear. The future of distribution is moving faster than any of us thought possible, and it’s looking brighter with the talent coming online.

For employees who are traditionally customer-service oriented, making cold calls requires a different skill set. Eric Chernik, CEO of Building Controls & Solutions, is providing training and tools for all employees, such as customer call lists with outbound call scripts, to grow business during the coronavirus slowdown.

Customers looking to reset after COVID-19 disruption will want efficiency gains made possible by data, digitization and automation, says Suroor Anwar, VP at the electronic products distributor.