Office Depot parent ODP Corp. announced it will spin off its distribution businesses into a separate company. The company also announced first-quarter earnings of $53 million on revenue of $2.37 billion.

Systemax reported first-quarter sales of $251.1 million, a 10.5% year-over-year increase, although profit of $5.5 million declined 33.7% from a year earlier. Global Industrial sales helped the overall increase, says CEO Barry Litwin.

Now Inc. reported a first-quarter loss of $10 million, but that was an improvement from the preceding quarter and Q1 2020. Q1 sales declined from a year earlier but were up 13% from Q4, reflecting the distributor's deliberate reduction in size over the past year.

Systems that automate lead nurturing, email campaigns and other marketing functions can help distributors improve sales productivity and conversion rates, writes Debbie Paul of Distribution Strategy Group. Marketing automation also aids in educating customers and tracking what they are interested in, Paul writes.

Salespeople often focus on the challenges they face, but it's important to acknowledge that buyers deal with difficulties too, including choosing from seemingly endless options, writes Yuval Shalev. Salespeople can help by providing helpful comparisons with competitors' options, being honest about pricing and focusing on features that specifically address their buyers' challenges.

To take the awkwardness out of meetings designed to hold team members accountable, use a five-step approach for a constructive conversation that will help all parties succeed, suggests business consultant Michael Canic. Among other things, clearly state the purpose of the meeting, be curious -- not judgmental -- and emphasize your own sense of responsibility for the situation, Canic writes.

If company culture is slipping, the cause is usually a change in leadership behavior, writes Lolly Daskal. "It's imperative to keep close tabs on your own leadership, because others are certain to follow your lead, one by one, until your entire team is affected," she writes.

It's decision time: If you plan to attend or send your leaders, please register by May 6. This program is not a full 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. 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!

Please help NAW and participate by May 10 in a 5- to 7-minute survey, "Post-Pandemic Leadership Strategies for Distributors," conducted by Distribution Strategy Group. Your participation in this completely confidential survey will make you eligible for a chance to win one of five $100 gift cards. Join with hundreds of other distribution executives in ensuring that the industry learns as much as possible from the unique experiences of 2020 and 2021. Please make your voice be heard. Take the NAW survey.

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