Genuine Parts reported net income of $136.5 million in the first quarter on revenue of $4.56 billion, with both down from a year earlier. Genuine Parts-owned Motion Industries and the unit containing NAPA Auto Parts had sales declines on a comparable basis, while the business products group containing S.P. Richards posted a year-over-year gain in net-basis revenue.

Lawson Products, Applied Industrial Technologies and WESCO International have adjusted safety protocols and cut costs to deal with the pandemic as essential businesses. Lawson continues to call on some customers in person, "albeit wearing PPE and practicing social distancing," says President and CEO Michael DeCata.

The Pandemic Revenue Index compiled by Indian River Consulting Group from a sample size of 10 distributors has shown double-digit percentage declines for six consecutive weeks. Last week's PRI reflected a year-over-year sales decline of almost 19%.

Half of B2B executives surveyed say they think the US economy will rebound in two to three months, compared with 55% a month ago, according to the latest survey of US B2B executives by McKinsey. The survey also found that 96% of companies have adopted work-from-home sales models.

The pandemic gives distributors a chance to evaluate which customers present the greatest opportunity for profit, says Jonathan Byrnes, founder of consulting firm Profit Isle. For starters, Byrnes suggests triaging accounts into three groups based on the levels of profit and revenue they produce.

Communicating your firm's overall value to a prospect is important, particularly if a competitor offers a better price, writes Debbie Paul of Distribution Strategy Group. "It's about offering key benefits that help the prospect save time or operate more efficiently," she writes.

Benj Cohen says, "Coronavirus has thoroughly disrupted the sales processes for distributors. Not only have customer demands changed, but the process of selling has also been transformed. Social distancing has forced an accelerated digitization upon distributors. Suddenly, businesses that relied heavily on personal interactions and skilled outside sales reps are unarmed. Meanwhile, inside sales, customer service and e-commerce have become key channels." Read his post.

While shipping volumes are down due to COVID-19, wholesaler-distributors are already planning for the reopening of the country. Volumes will soon rise back to normal and with it, a surge in demand for truckload carriers. Find out how to access new carriers and ensure that your freight is moved at the most efficient price using Trusted NAW Partner Emerge and their Emerge Digital Freight Marketplace.