Genuine Parts' Motion business had fourth-quarter sales of $1.43 billion, a 3.3% decline from a year earlier. Genuine Parts as a whole reported $4.25 billion in quarterly sales, a 0.7% drop from a year ago.

Ace Hardware on Tuesday reported $43.1 million in fourth-quarter profit on revenue of $2.1 billion, with revenue up 39.2% from the same period in 2019. Website and same-store revenue rose 214% and 28.7%, respectively.

Credentials within an enterprise can increase because "as employees move from one department to another, they often keep their old permissions while gaining new ones," notes Terry Burgess, an executive at SailPoint Technologies. Burgess points out how artificial intelligence and machine learning can be introduced into identity management.

Business-to-business marketers must develop robust data analytics to be able to segment messaging to both existing customers and prospects, writes Nielsen's Tina Wilson. Base digital promotions and offers on customer behavior, and personalize product recommendations to website users with easy, customized "Add to Cart" options, Wilson advises.

Performance level is a key characteristic to look for when hiring salespeople, but don't overlook coachability and curiosity, both of which will play an important role in a salesperson's long-term success, writes Ang McManamon. Make sure that new hires are a solid fit for your company's culture by having a successful sales representative play a role in the hiring process, too.

Organizations fall into the "Abilene paradox" when they go in undesirable directions because everyone is afraid to talk candidly about their concerns or needs, writes Ed Batista. "The solution to this dilemma depends upon establishing a sense of belonging in the organization that is sufficient to enable its members to speak up without fear of ostracism and isolation," he writes.

Teams work better when they focus on alignment, writes Aad Boot, which requires the hard work of understanding each other and transforming differences into the energy needed to move forward. "If you want people to really own decisions as if they were their own, you have to turn compliance into true commitment," he writes.

The National Association of Wholesaler-Distributors has just announced a digital advertising campaign promoting the utilization of the country's entire distribution network for vaccine distribution as supply increases and the country hopes to bring more vaccines to more people across the country. The first ad, which may be viewed here, begins running immediately and will run indefinitely.

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.

David Bauders, CEO of SPARXiQ, says, "It's no secret that for years most distributors have neglected core sales skills training for their sellers. Today, however, the internet, e-commerce, and online resources and communities have enabled a clear shift in buyer behaviors. Most buyers can readily find the information they need and order online, without engaging a seller until late in the buying process. Fundamentally, buyers don't want to talk to sellers about product or application information unless the purchase is new, complex or risky." Read his post.