National Association of Wholesaler-Distributors President and CEO Eric Hoplin and former CEO Dirk Van Dongen, who retired after 41 years, discuss the association's rich history and what's next for it and the distribution industry. "The American economy fundamentally changed how it operated in the course of a few days in March -- that transformation worked, and countless lives were saved, in no small measure because of the wholesale distribution industry," Hoplin said.

Sally Beauty marketing executive Carolyne Guss describes how the company continued a rebranding effort even after the pandemic began, in part because the new focus on do-it-yourself customers and digital transformation only gained importance in a time of social distancing. Sally Beauty increased digital education for salon professionals, launched ship-from-store and buy-online, pick-up in-store options, and prioritized greater diversity in its merchandising brands, Guss says.

US postal employees, speaking out anonymously, report extensive package backlogs amid the holiday rush of e-commerce orders. The USPS has released a statement acknowledging "temporary delays" because of "historic volumes," "capacity challenges" and a reduced workforce related to the pandemic, and noted it plans to add equipment to expand capacity and lease additional vehicles.

Technology is changing the way market researchers develop strategies, launch campaigns and expand how they track performance, according to CB Insights. Surveys by email will face obsolescence as people's shorter attention spans give way to chatbox and messaging, says the report.

Likability is often overlooked as a key quality that can help salespeople connect with buyers and close more deals, writes Colleen Francis. Salespeople who are positive and friendly will invariably have better conversations with prospects, Francis writes.

The coronavirus pandemic has created a "golden opportunity [for marketers] to rethink their data strategies as a way to better serve their customers today and in a post-pandemic world," writes Jim Yu. Yu suggests focusing on a combination of artificial, business intelligence and search insights to chart a course forward.

Leaders with a "serendipity mindset" seek the unexpected and create environments where it's safe to risk failure, argues Christian Busch in his book. Mental obstacles to this approach, writes Adi Gaskell, include "our tendency to underestimate the unexpected, post-rationalize events, and conform to the majority."

NAW's first Digital Summit, Jan. 27-28, will be an event like none other hosted in the history of NAW. As we turn the page on 2020 and enter 2021, our event will focus on "Leading in a Time of Transition." This highly interactive virtual event will capture your attention from start to finish. We're including some surprise content and speakers you'll only experience if you attend our event. New this year are 5- and 10-pack registrations, so bring more team members with you to this event. Register today!

In his post, David Bauders, CEO of SPARXiQ, discusses how 2020 has been a tough year for most distribution sales teams. In certain markets, shifting consumption patterns have spurred rapid growth. Customers increasingly engage with suppliers through e-commerce, market platforms such as Amazon and Alibaba, and virtual meeting platforms. He says these new, emerging buyer and seller engagement models present compelling value and efficiencies that are certain to endure beyond the pandemic. Read his post.

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