Systemax earned $24.1 million in the third quarter, a 75.9% increase from the same period a year ago. Sales increased 17.1%, to $285.7 million.

Applied Industrial Technologies earned $34.8 million in its fiscal first quarter on $747.8 million in revenue.

Distributors should ask whether their websites are focused on customers, sales, search, conversions and results, writes Bob DeStefano. "As B2B buyers move their purchasing online due to the pandemic, businesses with an established online presence have a competitive advantage," he writes.

Only about 1 in 3 cybersecurity professionals consider the threat data they receive to be both accurate and relevant, finds a survey by Neustar. Considering the pandemic and the remote working conditions it created, "actionable, contextualized, near real-time threat data" is more important than ever, says Neustar executive Rodney Joffe.

Make the most of ride-along sales coaching by using the exercise to listen and observe your salespeople instead of swooping in to secure deals for them, writes Colleen Francis. Make sure salespeople and buyers are informed ahead of time when you plan to be present for meetings and debrief with salespeople right away after ride-alongs to help them improve, Francis suggests.

Sixty-four percent of business-to-business marketers say they use gated content to some degree to gain information from prospects, according to a study by Finite and CogniClick. The top content challenges cited by B2B marketers are, in order, producing enough content, reaching the right audience and measuring return on investment.

As the coronavirus pandemic continues to disrupt the workplace, it's important to formalize unwritten rules. Consider creating written expectations related to digital communication, work styles and other factors.

NAW 2020 Chairman of the Board Doug York of Ewing Irrigation & Landscape Supply posted a new Chairman's Column titled, "Finding the Opportunity in Transitions." In it, he talks about looking at the next few months as an opportunity for transitions for wholesaler-distributors in many circumstances after we've all experienced one of the most tumultuous and unplanned years on record. Read his Chairman's Column.

What does it mean to be a "digital distributor" and how should you change your strategy due to the explosive growth of marketplaces like Amazon Business, Google Shopping, Walmart.com and many others? In an upcoming November NAW research report and webinar, Ian Heller will evaluate trends, discuss alternatives and help you understand how to respond to the disruption in the distribution industry. Join us on Nov. 17 for the free webinar and sign up to be notified when this free research report is ready to download.

Eric Hoplin took the helm of NAW this month as its new CEO. In a video message to members from a distribution warehouse, Hoplin said, "It's an incredible honor to serve the entire wholesale distribution industry as the new CEO of NAW. I've long admired this industry and am eager to partner with all of you to ensure you have the resources and support you need to help your business succeed in these ever-changing and complex political, cultural, and economic times." Watch this video message.