C&S Wholesale Grocers has joined with Instacart to offer e-commerce and same-day delivery options for the grocer's 3,000-plus US stores. The new partnership will give the C&S network access to Instacart's online marketplace and help build its delivery offerings, with pickup services expected to be added later.

FCH Sourcing Network and R.W. Baird's Fastener Distributor Index came in at 45 in May, marking an increase from 40 in April and the first month of growth since February. "Several participants commented that business activity seems to have leveled off or improved since April, implying a majority of respondents have perhaps already seen the bottom," R.W. Baird analyst David Manthey said.

The changing demand levels caused by the coronavirus pandemic require distributors to rethink their pricing models, writes Lee Nyari of The Innovative Pricing Group. He recommends categorizing products based on demand level and then creating a pricing strategy for each category.

Distributors can set themselves apart from the competition and generate more revenue by monetizing their value-added services, write Jonathan Bein and Ian Heller of Distribution Strategy Group. They list five steps to follow, including designating a general manager for value-added services and knowing how much deliveries cost.

Sales leaders must constantly encourage their teams to ask themselves whether they're being helpful to customers and prospects, writes David Brock. Sales teams can reach their own goals only by helping customers identify challenges, eliminate barriers to success, locate new opportunities and grow, Brock writes.

Employers should proceed with caution as they "reboard" furloughed employees, understanding the legal and tactical risks as well as being mindful of the loss of engagement among employees. "Even though a furlough is a 'better' option than a lay-off, the furlough was still a stressful event for all involved and likely eroded the trust between employees and the employer," said John Land, senior principal at Mercer.

One-on-one conversations are not optional, especially during a time of remote work, writes John Keyser. "If we lead with empathy and a welcoming tone of voice and are genuine, letting a person know we care about them and their wellbeing, it will be well-received, even if it's a short call," he writes.

Did you miss the May 28 webinar with Alan Beaulieu: "Distribution Post COVID-19 Outlook"? It's not too late for you to join the hundreds who benefitted from Alan's forecast for the short-, mid- and long-term. The webinar recording and slide deck are available now for a short time for purchase. Order here and watch on demand as your convenience!

Subscribe to the new NAW Podcast Series: INNOVATE TO DOMINATE, sponsored by PROS so you don't miss a single episode. In episode 1, listeners will learn about INNOVATE TO DOMINATE and what it means in the context of COVID-19. This podcast series is centered around the findings in NAW's "Innovate to Dominate: The 12th Edition in the Facing the Forces of Change Series," which helps distributors connect the dots between the forces of change, the things that are reshaping how customers buy, and how businesses operate.