Distributors are facing "a candidate-driven market" for talent, and they need to invest in detailed hiring strategies to attract the best people, said Alex Chausovsky of Miller Resource Group at the recent National Association of Wholesaler-Distributors Executive Summit. Chausovsky also discussed the importance of good managers and company culture, as well as the effective use of data and interviews in hiring.
Distributors developing e-commerce sites need to include convenient functionality, such as shopping carts and recommendation systems, and get buy-in from sales, IT and other departments, writes Benj Cohen of Proton.ai. Distributors should also consider integration requirements and how to make the business case, Cohen writes.
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Major US trucking companies such as J.B. Hunt Transport Services and Old Dominion Freight Line plan significant increases in capital spending this year after reporting strong earnings in 2021, but many are hitting roadblocks due to reduced truck and trailer manufacturing. Manufacturers could fail to meet North American demand for heavy-duty trucks by 85,000 units this year, according to Don Ake, FTR Transportation Intelligence's vice president of commercial vehicles.
Distributors can reduce the cost of material handling in the warehouse through technology, lean techniques, and reduced errors and waste, writes Luke Goodwin of FlexQube. "Continuous staff training, provision of appropriate material handling equipment and documentation of material handling procedures are crucial in preventing damage," Goodwin writes.
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Historical engagement data is a must-have for business-to-business marketers but is too often overlooked, writes Vin Turk, co-founder and chief operating officer of Madison Logic. Turk explains how to combine data related to historical engagement with data on intent, technographics and historical purchases to target B2B buyers at the right time.
Price increases are easier for customers to accept when they understand the business' total cost, which helps show the fairness of your increase, writes sales trainer Paul Reilly. "Our internal research shows that the number-one reason buyers object to price is a perceived lack of equity; buyers feel they are being charged too much for the value they receive," Reilly writes.
"Hope is an active process" that leaders must believe for themselves and display for their teams, writes Jim Dittmar, president and CEO of 3Rivers Leadership Institute. Hope requires setting goals, "taking responsibility for what you wish to achieve and planning the way to get there," and persevering during difficult times, Dittmar writes.
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