Motion Industries' recent acquisition of Kaman Distribution Group adds capabilities in command industrial technology, command fluid power and command automation, says President Randy Breaux. Combining sales forces, distribution centers and inventory will improve customer service, Breaux says.

In 2022, distributors can expect less reliance on just-in-time inventory but continuing labor shortages and a need for workers who understand data and new technology, writes Chris Blaylock of business consulting firm Wipfli. Distributors should also be aware of "wild cards" such as inflation, consumer demand and regulation, Blaylock writes.

East Coast ports are experiencing ship backups similar to those afflicting their West Coast counterparts, with average wait times at the Port of New York and New Jersey increasing from 1.6 days in January 2021 to 4.2 days this month and 19 container ships waiting to dock Thursday at the Port of Charleston in South Carolina. Importers are frustrated, according to Flexport's Nathan Strang, who adds, "Everybody wants to find a relief valve and all of the relief valves have been plugged."

Global Industrial is spending more to increase brand awareness and build relationships with customers through humorous marketing messages, says Chief Marketing Officer Klaus Werner. The company has also sponsored NASCAR driver Sheldon Creed and a NASCAR vehicle, which "provided numerous digital and in-person marketing opportunities," Werner says.

Latane Conant, chief marketing officer at 6sense, outlines three ways business-to-business technology marketing will adapt in 2022. Net revenue retention will be an increasingly important metric as marketers seek to improve relationships with existing customers, the "walled gardens" of platforms like Facebook and LinkedIn should be a priority in preparing for a cookie-free future, and product-led growth approaches will become common even for enterprise marketing, Conant writes.

One way to listen better is to practice reflective listening -- a focused, engaged way to hear what the other person is saying and indicate that you understand their points, writes Robert Whipple. "When you encounter a situation where the other person is emotional or highly worked up, that is the time to put on the hat and listen with greater care," Whipple writes.

Shani Magosky averted a rock climbing crisis by not panicking, in part because she was mentally prepared and had the right equipment to make it to safety. That preparation applies in the workplace, where leaders need necessary training to be tactically and cognitively ready for difficult situations.