Real-time delivery updates from distributors is a priority for 61% of contractors surveyed, while websites were the most common channel for online purchasers, Lincoln Smith writes. "Distributors' digital ecosystems will likely need to expand beyond basic e-commerce functions to meet the expectations of contractors in 2021 and beyond," Smith writes.

Changes in distribution have led some small and midsized distributors to focus on providing systems and services instead of parts, writes Frank Hurtte. Others have gone further by focusing on a single technology or category, with expertise being their value add, Hurtte writes.

Executives at UPS and US Xpress say demand for shipping is outpacing supply, which could cause bumps in the road for the trucking industry. Companies are recruiting both younger drivers and drivers from other countries to meet demand.

Consumer demand has resulted in more trucks traveling from the ports of Los Angeles and Long Beach to East Coast destinations, creating an imbalance of freight capacity and leading to higher rates. Since May 2020, costs for loads going from Los Angeles to Dallas have jumped more than $2 per mile, compared with an increase of 40 cents per mile for return loads, and West Coast load rejection rates have also climbed.

Distributors that think they need to hire more salespeople may actually just need to help the ones they have become more efficient and effective, writes Mark Allen Roberts. Among the questions to ask: "Do your people have the right skills, motivations and beliefs for the role there are in?"

FedTech's Vic Vaswani explains how business-to-business marketers can harness creativity and data to emotionally engage with customers. Vaswani describes how to use data to inform educational content and digital experiences, and emphasizes the power of creative storytelling and social listening to engage with prospects via Clubhouse events, Twitter chats or LinkedIn Live.

Performance suffers under too much pressure, whether because of anxiety over the outcome, too many demands or something being vitally important to us, says Third Factor CEO Dane Jensen, who recommends letting go of your ego and finding a silver lining. "For instance, your family is still going to be waiting for you at home when you get out of this thing an hour from now, regardless of how it goes," Jensen says.

Too many managers exist "because they've managed to not get fired, and manage other people as a means of exerting power and shifting blame," while others can't effectively lead because they don't understand the work being done, argues EZPR CEO Ed Zitron. "What we need -- and will likely see -- are more organizations opening a different track for people who are very good at their specific job, where these people are compensated for being great at what they do and mentoring others," Zitron argues.

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