US Foods CEO Pietro Satriano will remain on the board but yield his chairman title to lead independent director Robert Dutkowsky. Dutkowsky has been on the board since 2017 and was formerly Tech Data's CEO.
Large deals involving Lawson Products, Motion Industries, Kaman Distribution and White Cap will create even larger players in distribution as "investors realize that these highly value-added distributors are much less exposed to disruption," says Ian Heller of Distribution Strategy Group. The deals are likely to pave the way for more small distributors to be acquired by larger ones, says Jonathan Bein.
Modern Distribution Management (tiered subscription model)
(2/11)
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Warehouse workers understand the benefits of automation, but they also worry about losing their jobs, not getting sufficient training and having to deal with poorly performing technology, according to Accenture research. Automation "training programs must go beyond simple instructional videos or classroom sessions, and instead offer hands-on practice and simulations on how to operate these machines, as well as how to reset them when they malfunction," the authors write.
Diesel will likely remain the top fuel source for trucking because of its availability, new cleaner versions that reduce emissions and the uncertainties surrounding other options, argues Allen Schaeffer of the Diesel Technology Forum. Electric and hydrogen fuel trucks have their advocates, who point to the technologies becoming more affordable and a push for net-zero vehicles.
Business-to-business marketers can foster customer loyalty and engage more meaningfully with prospects via value-based marketing, Tim Page writes. Page explains four steps to take to appeal to B2B buyers, including showing what your company stands for and demonstrating how your products and services can help prospects deliver results.
Sales conversations include more people and more channels than ever before, making it imperative for salespeople to achieve "critical mass influence," writes Colleen Francis. To do this, salespeople must understand the viewpoints that matter to customers, be proactive about defining who they are, work with multiple decision makers and reinforce relationships with previous buyers, Francis writes.
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To challenge yourself is to try something new, scale up your skill set or explore "new attitudes, behaviors, skills, and practices," writes Dan Rockwell. "Advancement begins at the point of discomfort, when you try something you haven't done," Rockwell adds.
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