This customer story breaks down what changed: how reps started walking into meetings already
knowing a customer’s rebate status and spend history, how managers started coaching in real
time instead of after the fact, and how one canceled appointment turned into a $250K account
nobody knew was down the street.
Labor shortages, rising complexity and constant disruption are forcing
distributors to rethink how work gets done. Based on the March 2026 NAW webinar, this executive summary captures an Epicor industry expert’s practical, proven strategies for helping distribution companies adapt faster, train smarter, and build a more resilient workforce—without compromising productivity.
Artificial intelligence has moved quickly from an interesting possibility to operating near-requirement across wholesale distribution. Yet for all the attention AI receives, most distributors are still trying to answer a more basic question: Are we actually ready to use it, and use it well? In this NAW MDM whitepaper, written in collaboration with Epicor, we examine what AI readiness really looks like and how organizations can move from experimentation to scalable business results.
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