According to a recent McKinsey report, more than 90% of B2B companies have shifted to a virtual or hybridized sales model due to COVID-19. Though dramatic, this shift reveals an emerging trend away from face-to-face sales.

When it comes to digital presence — e-Commerce, ERP software, social media, websites, etc. — the wholesale-distribution sector is somewhat all over the map. A recent survey conducted by Supply House Times asked several industrial PVF distributors to anonymously comment on their company’s utilization of and plans for adopting e-Commerce.

Eastern Industrial Supplies announced the eighth annual Eastern Cares Charity Classic has been scheduled for October 11 at the Furman University Golf Course. All proceeds from the golf tournament will benefit Daily Bread Life Children’s Home and Bread of Life Secondary School in Tanzania, Africa.

After you get done reading the flurry of activity occurring at ASA as we head into the late summer/early fall part of the calendar, I want to direct your attention to two other ASA-related expertly written pieces in this issue that all companies in this supply chain should read.

Each year, ASA honors members in recognition of their outstanding performance in safety excellence with the ASA Safety Award.

Yes, I want to give back to the industry. Yes, I want to have my voice heard on the “big” issues. But probably the biggest reason is that through ASA, I have the opportunity to interact with other distributors, and I get to learn what sets highly successful business owners apart from everyone else.

AD reported its member sales in the first six months of 2021 were $28.1 billion, an increase of 30% across its 13 divisions and three countries. Same-store sales were up 17%. Purchases by member companies from AD supplier partners were up 34%. Net distributions to its members were up 37%.

Matthew Baranuk has joined Watts as product specialist for backflow preventers and risers.

In the early 1980s, I bought a multi-location, contractor-supply distributor. The employees were panicked about a new owner from outside the industry. But — thanks to Customer Advisory Boards (CABs) — we all won big.

I recently came across an interesting webinar that caused me to think about the mindset of running your business as if you were preparing to sell it. That’s probably controversial to some readers! Some owners might initially take a defensive posture, “I’m not selling. Why would I think that way?”