The pandemic required Brenntag North America to become especially vigilant in watching for supplier issues and wild swings in demand depending on the materials, says executive Scott Leibowitz. "If you had asked me before the pandemic if we could have 80-90% of our workforce work from home and still have the service that everyone expected of us -- not just us, any distributor -- I would have said that is impossible," he said

Graybar posted $121.8 million in profit for 2020, although that figure was down 15.7% on sales of $7.3 billion, which were down 3.4%. "Thanks to their extraordinary efforts, along with effective management of our business, Graybar finished the year in a strong financial position and continued investing in strategic priorities that will drive our long-term success," says Chairman, President and CEO Kathleen Mazzarella.

Businesses are raising prices for goods amid escalating commodity costs and higher freight rates caused by a shortage of shipping containers and the surge in e-commerce. Sleep Number is raising prices on mattresses due to higher chemical costs, and La-Z-Boy started doing so in October to offset increased material costs.

Business-to-business marketers can prepare for ongoing uncertainty by monitoring trends, listening to customers and putting agile processes in place to enable quick strategy rollouts, writes Acoustic Chief Marketing Officer Norman Guadagno. Engage with prospects on digital channels with messaging that reflects brand values and addresses customer challenges, and use artificial intelligence to personalize content delivery, Guadagno advises.

Sales managers can be a valuable resource for salespeople as they strive to complete deals, but they must resist the urge to take the wheel and win deals themselves, writes David Brock. Sales teams work best when managers and salespeople have clearly defined roles, with salespeople taking responsibility for their own deals, Brock writes.

A study by Magna and IPG Media Lab found that consumer purchase intent can rise by 14% over a six-month period after being exposed to three optimized messages from a brand. In addition, five optimized messages boost purchase intent by 29%, and Magna's Kara Manatt notes the key to optimization is "delivering content that feels relevant and provides useful information."

The pandemic has emphasized leadership qualities like empathy, flexibility, collaboration and an emphasis on mental health, writes Erin Joy. "To bring organizations into the future, the next leaders have to create an environment where team members feel comfortable presenting innovative ideas, being vulnerable and taking chances," she writes.

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 between $100 million and up to $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.

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