Indian River Consulting Group's Pandemic Revenue Index of 12 distributors declined by 2.2% for the week of Nov. 9-13. Separately, the Fastener Distributor Index from FCH Sourcing Network and R.W. Baird came in at 56.5 for October, indicating expansion and up from 52 the previous month.

Systemax's Global Industrial business succeeded in the third quarter in part by pivoting sales messaging to meet pandemic-related customer needs, CEO Barry Litwin says. In 2021, he expects Global Industrial to focus on core products and the customer experience.

The pandemic may be accelerating the decline in entrepreneurship in the US, but that can be reversed by encouraging "entrepreneurial courage," writes Winsupply Chairman Rick Schwartz, a former NAW Chairman of the Board. Would-be entrepreneurs should have the right mindset, understand finance and find a suitable equity partner, he writes.

Wearable elastic bands with sensors and fiber optics can be used to measure a worker's breathing and fatigue, according to early-stage research. "Once high-performant, smaller interrogators are available, we will translate our technology to a more compact wearable system easily usable in a real working scenario," says researcher Daniela Lo Presti.

Fleet management technology can help companies ensure drivers are operating vehicles safely and support proper vehicle maintenance, among other benefits. Some technology, such as Verizon Connect's Integrated Video dashcam and Reveal solution, can help fleet managers improve safety through better driving behavior and protect their companies from false claims related to road accidents.

Sales forecasts should be focused on the success of specific deals instead of an overall number, which can be misleading as deals are moved around, writes David Brock. Too many organizations are worried about "making the number" without thinking about why deals are slipping into later quarters or being lost completely, Brock writes.

Business-to-business marketers should consider adopting a "solutions architect" role to control the whole marketing and sales ecosystem, and successfully meet evolving customer expectations, writes Butler/Till's Scott Ensign. Ensign provides a six-step journey toward becoming a solutions architect, including integrating cross-functional teams, prioritizing trust and unlocking data potential.

The pandemic has forced leaders to be more accessible, bureaucracies to become more flexible and decisions to be made - and reversed - more quickly, write medical professionals who oversaw COVID-19 field hospitals in the UK and US. Even after the pandemic, leaders should recognize how much knowledge is untapped among junior staff, especially if there's structure and clear goals.

It's time to find out about "New Technology Frontiers for Distributors: Sizing Up Marketplaces and Becoming Digital Companies." NAW offers two free resources to get you in the know. Download NAW's just-released free 23-page research report and then watch our free webinar on demand. 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? Get your answers! Sponsored by Unilog, SAP, Mirakl.

In an NAW Blog post, David Bauders, CEO of SPARXiQ, writes, "It's no secret that contracts are a great way to secure valuable business for distributors. For many companies, they account for a significant portion of annual revenue and are critical in bringing in key customers. Unfortunately, if they are not managed carefully, contracts can become an area of business where profit leaks or slips through the cracks." Read his post.

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 that exceed $1 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.