KeHE Distributors opened a new 376,000-square-foot distribution center in southern Indiana on Monday, replacing the site in Bloomington, Ind., and designed to supply natural food products to Midwestern grocers. KeHE also recently debuted a 550,000-square-foot distribution center in Maryland that serves stores in the Northeast and Mid-Atlantic regions.

As traditional cyberattacks become less successful, hackers are using new techniques such as "social engineering" attacks on supply chains, in which the fake message impersonates an executive or colleague before sending a malicious link. Organizations can use new natural language processing and computer vision technology in email security architectures to protect themselves from this cyber risk, writes Ian Baxter.

Business-to-business marketers can plan for 2021 by benchmarking efforts to see what has worked or not this year, and by continually auditing performance and tweaking budgets, writes Jaymie Scotto Cutaia. She recommends that B2B marketers focus on strategies that will always be successful, such as being customercentric, investing in personalization and data, and producing valuable content.

Salespeople must not assume the customer knows what the next steps in the buying process are and must avoid focusing on what's already been done, writes David Brock. "If you can't answer what do we and the customer have to do next; what do we and they need to get done to achieve their goal -- then we have no deal strategy -- and we probably have no deal," Brock writes.

Distributors that want to sell their business should put secure IT infrastructure in place, update their valuation and consider deal structures with extended earnouts, writes Cheryl Aschenbrener of Sikich. Potential buyers "are evaluating cash forecasts, not just budgets, and they are taking a hard look at working capital," she writes.

Managers of managers have a responsibility to develop their reports, especially in terms of coaching acumen, core skills and understanding their needs, writes Art Petty. "Focus so hard on what your manager is trying to share, that, to paraphrase consultant Tom Peters, 'If you aren't sweating after a conversation, you weren't really listening.' " Petty writes.

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.

Old school distribution is about stocking inventory, taking orders and serving demand. New school distribution is about innovating through customer services and working side-by-side with customers in the real world. The future of distribution is about solving problems in your customer's business -- often before your customer even knows a problem exists. Innovate to Dominate provides breakthrough ideas, lessons from leading distributors who are innovating and inspiration to help you lead your customers into the future and sustain your competitive advantage.

Complete your benefits package with an IDShield identity theft protection plan. NAW and Trusted Risk Management Partner, Gallagher, have partnered with LegalShield to offer wholesaler-distributors comprehensive identity theft and legal protection benefits to their employees. Get details.