AmerisourceBergen reports profit on higher sales | Pandemic contributes to Q2 loss for ODP | Graybar posts Q2, half-year profit
August 6, 2020
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AmerisourceBergen earned $289.4 million in its fiscal third quarter on revenue of $45.37 billion. Sales were up from a year earlier, while profit was down.
Full Story: MarketWatch (tiered subscription model) (8/5) 
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Office Depot parent company ODP reported a loss for the second quarter as sales fell by 17%. Its business solutions unit also had a sales decline.
Full Story: Seeking Alpha (free registration) (8/5),  The Associated Press (8/5) 
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Graybar posted lower sales for the second quarter and first six months of the year but still recorded positive net income attributable to the company for both periods.
Full Story: TED Magazine (8/5) 
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Operations and Technology
Security experts say industrial robots are open to hacking that could compromise data and physical safety, with the researchers finding vulnerabilities after reverse-engineering apps made available by ABB.
Full Story: BNN Bloomberg (Canada) (8/4) 
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Sales and Marketing
The coronavirus pandemic will permanently change how business-to-business distributors conduct sales, with solutions taking precedence over in-person relationship-building, writes John Gunderson. "Your customers aren't going to get excited about coming to your facility for an open house, annual golf event, or onsite training in the future," he writes.
Full Story: Modern Distribution Management (tiered subscription model) (8/3) 
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Consider who should be getting the credit and whether more than just orders and revenue should be measured when deciding upon useful sales metrics, writes David Brock. It's also important to decide how sales activity and processes will be measured, allowing for more visibility into which steps can be improved, Brock writes.
Full Story: Partners in Excellence Blog (8/3) 
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The Business Leader
Don't waste time wondering when the coronavirus pandemic will end, and instead focus on scenario planning, leveraging your strengths and searching for opportunities, writes Scott Eblin. "Create some space for the important work of reimagining the future before it becomes completely urgent," he writes.
Full Story: Eblin Group (8/4) 
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NAW Insider
Register for NAW's August webinar: "Distributors' Views on Technology Disruption and How to Respond"
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Based on original research conducted in July with wholesaler-distributors in many lines of trade across the industry, author Ian Heller of Distribution Strategy Group will reveal on this webinar how distributors evaluate and respond to emerging technologies. Is Artificial Intelligence a threat, an opportunity, or both? Find out how distributors plan to incorporate new technologies to build their competitive advantage. Register now. Research report with more intel is coming in early August. Sponsored by Unilog, SAP and Conexiom.
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"How Technology Will Transform Wholesale Distribution" - 7 reports and 7 webinars in 7 months
(NAW)
Are you ready for the technology that is transforming distribution? With the influx of new competitors and new technologies, changes are happening at warp speed. In this NAW series of seven research reports and seven accompanying webinars in seven months, distribution expert Ian Heller will help you to gain the intelligence you need to formulate new strategies and ensure that your company thrives through this era of technology transformation. You've got seven months, so let's get started. Sponsors include Unilog, SAP and Conexiom.
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Subscribe to the new NAW Podcast Series: Innovate to Dominate
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Subscribe to the new NAW Podcast Series: INNOVATE TO DOMINATE, sponsored by PROS so you don't miss a single episode. In episode 1, listeners will learn about INNOVATE TO DOMINATE and what it means in the context of COVID-19. This podcast series is centered around the findings in NAW's "Innovate to Dominate: The 12th Edition in the Facing the Forces of Change Series," which helps distributors connect the dots between the forces of change, the things that are reshaping how customers buy, and how businesses operate.
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How we handle our fears will determine where we go with the rest of our lives.
Judy Blume,
writer
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