MDM's Mike Hockett talked to industry leaders at the National Association of Wholesaler-Distributors' Executive Summit 2025, held from Jan. 27-29 in Washington, D.C., to get their perspectives on key challenges and initiatives for the year. "We're building a community of distributors here, some competitors but most not competitors," says NAW CEO Eric Hoplin. "They get to know each other, they build relationships, they exchange ideas and they learn more," he added.

Buildings material distributor US LBM is expanding its presence in Michigan as it acquires Goodrich Brothers, which supplies millwork, windows and doors, as part of US LBM's Zeeland Lumber and Standard Supply & Lumber division. Owner Tony Goodrich will continue to run Goodrich Brothers' daily operations.

Distributors are increasingly recognizing the importance of AI, with 95% considering it vital for success in the next three years, and the results are driving gains in efficiency, customer experience and sales, writes Brian Hopkins. This shift is driven by tangible results from early adopters reporting significant benefits in areas such as order processing and sales onboarding, and some distributors are taking a measured approach to implementing the technology by identifying problems, applying solutions in phases and scaling according to results.

North American manufacturers are increasingly adopting AI and machine learning to remain competitive amid evolving technologies and shifts in the economy, according to a report from Information Services Group. This trend is leading to optimized supply chains, enhanced sustainability and new business models such as subscription services.

Wildfires in Southern California have had minimal immediate impact on supply chains, as most warehouses are outside the fire zones, logistics experts say. However, challenges are expected during rebuilding, with increased demand for building materials and storage. "Even businesses outside the fire zones are experiencing ripple effects from power outages, infrastructure strain and shifting consumer demand," says Lisa Anderson, president of LMA Consulting Group.

Stephanie Downs advises B2B sales leaders to concentrate on several areas in the first quarter to improve team outcomes, with key strategies including refining sales training, restructuring teams for efficiency and ensuring access to CRM systems. Emphasizing pipeline management and a customer-focused approach can drive success, while fostering a supportive sales culture is essential.

B2B marketing is evolving from a focus on product features to a more human-centric approach, writes Olivia Harry of Unlimited. This shift involves using humor and emotional connections to build genuine relationships and brands that have embraced this trend have seen success in awards. "It's high time marketers embrace aspects that might have long felt alien to B2B -- including humor, warmth, and a personal touch -- as the new power tools for connection," Harry writes.

When you try to be perfect as a leader, you undermine your credibility, writes consultant Marlene Chism, who recommends taking a more humble approach and taking responsibility for mistakes to create a culture of mutual respect, accountability, growth and transparency. "Teams become more innovative and resilient when they see mistakes as opportunities for progress, not points of failure. Leaders who admit their errors send a clear message: learning and adapting are part of the process," Chism writes.

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