As part of its overall plan to move into a self-managed distribution network by 2023, grocery store operator Ahold Delhaize USA will transition six additional facilities to a self-distribution model in 2021, including two automated cold storage facilities built by Americold. C&S Wholesale Grocers is assisting with supply chains during the process.

Distributors can make money-losing smaller orders profitable through minimum order quantities at the stockkeeping-unit level, writes Randy MacLean, president of WayPoint Analytics. He recommends involving vendors in the process and training salespeople in how to respond to customers' questions.

Sanjay Poonen of VMware told attendees at the company's annual conference that "security is a team sport, and it takes a village," and it needs to be explained to employees in simpler terms. Jimmy Sanders, chief of security at Netflix DVD, said his company tries to give "employees power and freedom to do what's right but hold them responsible."

Business-to-business companies need to automate certain sales processes and adopt modern technology environments to get the most out of digital investments, write Matt Egol and Anil Khurana of PwC. They offer four other areas of focus, including connecting sales and marketing to supply chain operations.

It's vital for business-to-business marketers to humanize their brand to compete in an increasingly digital world where prospects expect personalization and emotional connections, Jake Welsh writes. Welsh explains how to create a B2B brand story that conveys values, purpose and personality, and points to best practice examples from 3M, Unilever and PayPal.

"Creativizers" -- those who can spot and exploit unique possibilities within the ordinary -- have cultivated the ability to connect incongruous dots and can stay open to inspiration at all times, writes Jeff DeGraff. "Creativity requires a growth mindset and a wide array of associated skills that can be learned and applied everywhere, every day, by everyone to make innovation happen," he writes.

Amazon CEO Jeff Bezos requires meeting participants to read memos ahead of time so they can skip right to discussion of topics, which helps participation and saves time, Robert Glazer writes. "Another option is to send an asynchronous video update to your team before a key meeting with the relevant detail or use a video update to skip the meeting entirely if it's really just a share-out," he writes.

What will be the impact of AI on distributor sales and operations? While AI hasn't transformed distribution yet, the change is coming soon. Integral to research being done by the NAW Institute is hearing directly from distributor executives. Will you please spare 5-10 minutes to help ensure that we get the most accurate data to inform this research? All individual answers will be kept confidential. In return for your time, we'll send you benchmark data on your AI readiness, and an AI opportunity analysis upon your request. Take the survey.

Designed for C-suite executives, these virtual roundtables provide actionable strategies that will help put your COVID-19 recovery plan in place! Companies belonging to this community are from distribution firms between $100 million and up to a billion in annual sales. You'll engage in robust conversations with your peers and hear from industry experts on topics to help your business transition to the new normal -- all in the comfort of your own office/home! Register today.

Hear wholesale distribution and payment experts answer real questions about the impact of electronic invoices on DSO and margins. Download or stream the 14-minute podcast from NAW's Trusted Partner, Unified Commerce, to learn how Smart e-Invoices can help your business simplify AR and get paid faster, easier and at less costs.