Grainger's Zoro e-commerce unit has thrived during the coronavirus pandemic by working with suppliers that lack online platforms, adding millions of stock-keeping units and forming partnerships with distributors and manufacturers. "We need to be agile and really adaptable, and we want to have a lot of ownership within the individual teams," Zoro President Kevin Weadick says.

Buildings and plants that were shut down because of the coronavirus pandemic should be inspected for any systems problems that may have developed, write Robert May Jr. and Michael Tyre. Areas to inspect include water, electrical, and air and heating systems, with the checklist proceeding "in the following order: power, controls, interlocks and end effectors (motors, fans, dampers, VAVs, etc.)," they write.

Distributors that are digitizing their supply chains need to retrain employees and recruit people with the necessary skills for this new model, writes Dave Kurz of the Digital Supply Chain Institute. Once the talent is in place, companies should integrate processes and information, which "involves organizational re-design, as well as new employee mindsets and cross-functional behaviors," he writes.

Todd Kunsman explains why LinkedIn is such an important platform for business-to-business marketers and provides a guide that includes profile optimization, content strategy, employee advocates, storytelling and copywriting. He recommends complementing written content with video, polls and images, and advises, "Start writing copy like you speak, become more human, and show off some personality."

Salespeople should seek out prospects in unfamiliar places by adjusting value propositions, highlighting cost savings, and gaining and sharing knowledge, Paul Reilly writes. "Buyers need reassurance that their decision to partner with you is safe, smart, and reduces overall cost," he writes.

As companies shift to remote work either permanently or as part of a hybrid configuration, compensation might be subject to change. This article shares considerations for developing pay policies for remote employees.

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.

Are you well-informed about different best practices and knowledge in our industry? If not, NAW's Top 10 E-book List can help get you up-to-speed quickly so you and your business can stay competitive in these challenging times.