Despite the struggles, market disruptions, and supply chain issues that have plagued the distribution sector over the last two years, it’s not all that hard for those in the industry to look towards the future with optimism. After all, many businesses in distribution have seen steady business or even positive growth since March of 2020. But the reality is, many distributors (even the ones who were successful over the past two years) may soon find themselves in a precarious position — one that places a tremendous weight onto account managers and sales reps. Challenges in fulfillment have put relationships to the test; businesses need more effective communication and inventory management strategies to keep customers happy. And, as a result, the need for effective digital tools has become more pressing than ever.

On this episode of Transformation @ Work, we look at how digital tools can help businesses navigate the market shifts brought on by the pandemic and maintain stellar relationships long after things have shifted back to “normal” — whatever that might look like.

Key Ideas
03:06: Specific challenges distributors have faced in the past two years, and how they’ve reacted to those hurdles
10:23: Why positive growth during the pandemic isn’t necessarily a sign of long-term success for distributors
12:50: How supply chain issues impacted customer relationships post-pandemic
16:55: Examples of how high-achieving distributors set themselves apart during the pandemic
23:36: The essential role digital tools play in helping businesses maintain stability and control during uncertain times
26:42: Where team leaders should focus when putting digital tools in place to support their customer relationships

Nicholas Holbik-Siu
Director of Distribution, Gerent

Nick brings a wide range of distribution experience to his current role at Gerent, including 13 years at a large plumbing and HVAC company. There, he did everything from driving a truck to working in a warehouse to managing distribution and overseeing new technology. While in that role, he saw firsthand what Salesforce could offer the business in terms of empowering employees to cut through the clutter and focus on what matters: building lasting relationships with customers.

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