The pandemic has sped up "the consumer's embrace of all things digital," and grocery chains will have to increase their use of automation to satisfy e-commerce demand, says Steve Henig, chief customer officer at Wakefern. He also discusses whether centralized or modified fulfillment centers will work best for e-commerce and how the company's cooperative model helped with procurement.

Distributors can "plan forward" for disruption with advanced technology, advice from outside stakeholders and scenario planning, writes Mark Jordan of SAP. "or the best results, you will need to make decisions based upon a balance of customer focus, operations, finance and procurement priorities," Jordan writes.

The coronavirus pandemic disrupted supply chains and accelerated digitization, and distributors should expect these trends to continue, Benj Cohen writes. Artificial intelligence can help by addressing back orders and helping salespeople provide a better customer experience, he writes.

Facebook remains valuable for B2B communications because of its massive user base, "relatively low CPMs" and advanced analytic tools, writes Taylor Carroll. "Facebook may not be the first line of defense for B2B marketing, but the data shows it can be very effective," Carroll writes.

There is no shortage of questions to ask prospective sales hires, such as finding out how they stay informed about their target market and how they approach sales cycles of different lengths. These questions and 49 others can help improve your hiring.

Deloitte's European Workforce Survey suggests older employees were less affected by the pandemic but were also better at adapting than younger counterparts, raising questions about the traditional approach to managing a multigenerational workforce, write Gildas Poirel and Michela Coppola. "Trust, help and time are invaluable to the ability to adapt to a changing work environment" regardless of age or other characteristics, they write.

Trust requires accountability, and that accountability is displayed when expectations align with values and people are encouraged to do the right thing rather than threatened with punishment, writes Linda Fisher Thornton. "Telling people to always do the right thing, and then asking them to meet impossible sales goals is asking for trouble," Thornton writes.

In this free NAW webinar on April 6, at 2 p.m. Eastern, Ian Heller and Jonathan Bein will evaluate the marketplace strategic options available to distributors, such as becoming a third-party seller on a merchant-owned marketplace, becoming a third-party seller on a marketplace not owned by a merchant, building your own marketplace, the imperative for an industry-owned marketplace, and opting out of marketplaces. Register now! Check out the full Adding Value in a Post-Pandemic World series! 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!

Are you well-informed about different best practices and knowledge in our industry? If not, NAW's Top 10 E-book List can help get you up-to-speed quickly so you and your business can stay competitive in these challenging times.