International coronavirus stay-at-home orders have accelerated the imperative for distributors to improve virtual sales tactics. MDM’s most-read blogs of May continued to focus on COVID-19 and its long-term effects for the distribution industry, particularly the sales process.

4 Lessons on Inventory Management During the COVID-19 Pandemic 

By: Jon Schreibfeder

Four procedures distributors can implement now to adjust your forecast of future demand and address the effects of COVID-19, from inventory management expert Jon Schreibfeder. Read More.

Is Amazon Business Becoming the No. 1 Industrial Distributor in the U.S.?

By: Nick Johnson

Amazon Business’s growth is not equally distributed. It has excelled in certain areas of B2B and struggled in others. Platform consultancy Applico shares the top verticals for Amazon Business, including number of products listed and category sellers. Read More.

Support Your Customers: Don’t Stop Selling Because of Coronavirus, Part 2

By: John Gunderson

COVID-19 has sped up the digital evolution of the sales department. MDM’s John Gunderson explains how to keep your sales people selling using the effective tactics they have picked up during coronavirus distancing, put an end to ineffective practices of the past, and use data to take share from competitors — even in a down market. Read More.

Managing Sales through COVID-19: Immediate Actions and Long-Term Tactics

By: Andrew Horvath

There is an escalating response to the economic impact of the coronavirus among distributors, increasing furloughs and hiring freezes, management consulting firm Alexander Group finds. However, forward-looking distributors are also putting plans into place to convert competitors’ customers and grow digitally. Read More.

Fastenal Provides Detail on Shifting Sales Growth Rates 

By: Elizabeth Galentine

A follow-up phone call to the industrial distributor’s mid-April 1Q report provides detail behind dramatic shifts in growth rate, with EVP and CFO Holden Lewis highlighting how the company is pivoting to meet changing customer demands. Read More.