Demand for and reliance on e-commerce have jumped during the pandemic, and Systemax is responding by "tripling down on our investment to make our e-commerce sites more attractive to customers," CEO Barry Litwin says. He adds that distributors need to have salespeople on board and use tools such as live chat and improved search.

Warehouse automated storage and retrieval systems can optimize pallet storage and transport, save time, prevent waste and promote safety and growth, writes Emily Newton. "Before deciding to invest in an AS/RS, executives should determine what they hope to achieve and what benefits those outcomes would cause in the short and long term," she writes.

Supply chain operations increasingly require employees with technical knowledge, critical thinking skills and analytical capabilities, writes John Carter of GEP. "Test for problem-solving skills by giving candidates supply chain-related case questions during the interview and asking them to work through an approach, which will better demonstrate how they are able to operate in unknown situations," Carter writes.

Remote sales environments require different approaches and uses of data in order to generate sales growth, writes Senthil Gunasekaran, co-founder of ActVantage. He recommends training salespeople in predictive customer data analytics and innovating with e-commerce.

Christine Warner examines six business-to-business marketing trends for 2021, including research that shows the best B2B return on investment is delivered by social media marketing and the most effective platform for reaching B2B leaders is LinkedIn. Other trends include social media, blogs and emails as the top B2B content formats and digital communities as a key way to build trust with B2B audiences.

Dealing with difficult situations and people -- especially when we create our own messes -- can help us learn humility, wisdom and patience, writes Dan Rockwell. "People who tiptoe around difficulty matter less than people who keep going after they step in it," he writes.

Instead of doubling down on productivity in the second half of 2021, companies should consider easing up pressure on employees who have been going full speed for over a year, lest they lose them to other jobs or quitting without anything lined up, writes Lara Hogan. "What's more risky: losing the people you've invested in and needing to start up a lengthy hiring and onboarding process which will cost you a ton of time, or slowing down the pace and creating more breathing room?" she writes.

The NAW Virtual Distribution Leadership Program is June 7-18, but this isn't a 2-week commitment of time. Rather, this virtual course will allow your leaders to conduct their day job and expand their skills and knowledge at the same time. No missed work and no travel time. Become a smarter business leader, plus, learn how other distributors operate, solve problems and drive solutions. This course builds competence and confidence for everyone from emerging leaders to seasoned veterans. Register your team today!

Designed for C-suite executives, these roundtables provide actionable strategies that will increase your company's competitive advantage. Companies belonging to this community are from distribution firms between $100 million and up to $1 billion in annual sales. You'll engage in thought-provoking conversations with your peers and hear from industry experts on topics that will ultimately increase your profits! Register today.

The changes wrought by the global pandemic have been felt in every area of life. We have adapted in many areas, but are stagnant in others. Make sure that your business' credit policy is updated to reflect the changes in your company, society, and culture as well as keeping up with current legislation and new ways of doing business, by learning from NAW Trusted Partner, Creditsafe.