Distributors need to shift from traditional sales training methods to modern, value-based selling to stay competitive, writes David Bauders, CEO of SPARXiQ. Conventional training methods, such as one-off workshops and generic content, fail to equip sales teams to handle well-informed customers. Modern training is essential for transforming sales teams into trusted advisors and is centered on value-based selling, using microlearning design, gamified content, and real-world scenarios, Bauders writes.

Uncertainty surrounding US tariff policies has led to a slowdown in warehouse sales and purchases, as businesses hesitate to make significant investments and decisions amid potential trade changes. According to MSCI, industrial deal volume remained flat at $22.87 billion in the second quarter after double-digit growth in the previous two quarters. Warehouse operators have faced slower leasing activity as retailers become more cautious about new space.

Fastenal has opened a distribution center in Magna, Utah, replacing its previous Salt Lake City center. The nearly 300,000-square-foot facility is part of the company's strategy to bolster its supply chain and support regional expansion. The distribution center is Fastenal's 16th in North America and features automated order retrieval systems, sorting and conveyance.

Durable goods orders fell 9.3% in June after a May surge driven by aircraft orders, according to the Commerce Department. Orders for transportation equipment dropped 22.4% because of a 51.8% decrease in orders for nondefense aircraft and parts. Durable goods orders excluding transportation increased 0.2%.

Implementing agentic AI in procurement requires a strategic shift in operations, not just technical integration, Bertrand Maltaverne with Spend Matters writes. Companies should start with well-defined, high-friction use cases and deliver outcomes within 8 to 12 weeks to maintain momentum. Building an architecture for orchestration and establishing clear guardrails are essential, as is creating an Agent Development Kit to scale effectively, Maltaverne writes.

Retailers such as Walmart, Amazon and Albertsons are increasingly using artificial intelligence to enhance supply chain efficiency amid challenges such as tariffs and labor shortages. Walmart's Trend-to-Product system tracks consumer trends and forecasts demand, while Amazon's AI initiatives focus on logistics and delivery forecasting. Albertsons uses AI to optimize store labor and manage shipments.

B2B enterprises plan to increase their marketing budgets by a median 5% to 10% in 2025, with a focus on AI, personalization and automation, according to a survey by Avasant. The median annual revenue share invested in marketing is 3.7%, with 56% of budgets going to personnel, 24% to programs and 20% to tech.

Strategic thinking starts with adopting a future-oriented perspective, writes Amber Johnson, a leadership development consultant, who also recommends digging into pattern recognition and making decisions informed by data. "Asking these questions and building these skills will help if you've been asked to be more strategic, or if you're sensing that your current role requires a longer horizon and a broader focus than the past," Johnson writes.

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