Distributors have been stepping up to the challenges presented by the coronavirus pandemic, and vaccine distribution is an opportunity for the federal government to enlist this industry, writes Eric Hoplin, president and CEO of the National Association of Wholesaler-Distributors. "In partnership with the nation's world-class transportation carriers, we have the technology, cold storage capacity, knowledge, existing network and decades of experience needed to meet this moment," he writes.

Distributors commonly create total shareholder return by leveraging their valuable, hard-to-source inventory or through frequent turnover at a low delivery cost, according to this Boston Consulting Group analysis that highlights companies such as Fastenal, Pool Corp., Sysco, Electrocomponents and CDW. Top-performing distributors are reinvesting in the business, providing dividends and buybacks, and "sequencing their investments in a way that creates and cements clear sources of advantage before expanding in a measured way," the authors write.

Indian River Consulting Group's Pandemic Revenue Index of 13 distributors increased by 14.1% for the week of Feb. 1-5, the first double-digit increase in about a month. "Eleven respondents reported increases ranging from mid-single digits to above 50%, while two companies saw declines," Mike Emerson writes.

Moving to the cloud doesn't mean companies yield responsibility for their data and security, and they might need different tools and technologies, writes Trevor Morgan of Comforte. "Many businesses have legacy data security technologies already in place for on-premise environments, but these security mechanisms are not fit for purpose for modern cloud architectures," Morgan writes.

Companies often pick medium-level warehouse automation solutions, even when low- or high-level solutions would better meet their needs, writes Mark Hasler of AutoStore North America. "The best approach is to partner with the top system integrators and consultants in the world with a reliable reputation to ensure the right solution is correctly applied in your warehouse," he writes.

Some 46% of business-to-business marketers think sales colleagues don't understand what's important to their team, compared to 31% of B2B sales executives who say the same about their marketing colleagues, according to an Outfunnel and Copper survey. In addition, 58% of sales executives agree strongly that "marketing and sales teams cooperate effectively," in comparison to just 43% of marketers.

Companies can expand their pool of candidates, particularly in-house candidates, by looking for "skill adjacencies," which are skills and talents that can easily cross over. Some HR departments are using machine learning to determine skill adjacencies and others are loosening job qualifications.

NAW and Distribution Strategy Group this week launched their 2021 free, seven-part series called, "Adding Value in a Post-Pandemic World: New Leadership Strategies for Distributors." We will focus on innovative ways for distributors to differentiate themselves from industry disruptors. Distributors will understand the challenges facing the industry over the next decade, and will be armed with new modes of thinking and information to build robust strategies with staying power. Each part includes a free research report to download and a free webinar to watch live and on demand. Register now for the first webinar on Tues., Feb. 23, at 2 p.m. EST. Sponsored by Oracle Netsuite.

During this 90-minute open discussion, you'll exchange ideas with a trusted network of C-suite peers in distribution. Companies belonging to this community are from firms that exceed $1 billion in annual sales. There is no formal agenda or speakers -- just you and more than a dozen of your friends in distribution discussing today's pressing issues. Last year, participants shared how they were protecting their employees during the pandemic and more. Don't miss this opportunity. Register today!

NAW Trusted Partner Gallagher and IDShield's individual 3B Protection Plan was selected as Forbes Advisor's "Best Overall" Winner and IDShield's Family 3B Plan recognized as "Best for Families." Learn more about the value in providing IDShield to your employees.