PPB June 2021

Our technology and logistics experience has been extremely valuable over the last 12 months. Many of our clients in industries such as CPG, beverage and technology have done very well during the pandemic and that has translated into opportunities for us. How do your sales in Q1 2021 compare with sales in Q1 2020? Our first quarter of this year was not quite as strong as it was in 2020 although we met expectations. We are seeing activity increase through the beginning of Q2. What are the biggest issues or trends that are influencing your sales right now? We are still seeing a variety of issues as we work our way through the COVID pandemic. For example, one of our largest clients has had moratorium on swag spend since March 2020 and it probably won’t end until September. So much of it is out of our control. Secondly, and more important, the supply chain issues facing us all are at an all-time high. Whether it’s stock issues with vendors, increased prices of goods, shipping delays, etc., we are having to spend more time and energy on every transaction. It seems these challenges may take most of 2021 before we start seeing real improvements. Lastly, a lot of the efforts will not result in business right away. Most companies are still on the sidelines as they figure what their new normal will look like. Events, travel and hospitality events will hopefully begin happening in Q3 which should help drive new business efforts. So, currently, there’s a lot of communication, coordination, presentations and demos but companies may not be ready to spend just yet. In general terms, what are your revenue expectations for the company by year-end? We were up in 2020 due to PPE, so my goal would be to match it. That would require a strong second half of the year and we are seeing activity and sales increase; so I feel it’s doable. 2020 was such an anomaly that you can’t use it as a benchmark. I feel the industry right now has some headwinds that will continue for the next two to three months [so we’re] keeping a very close eye on overhead, all of our expenses, and how we can go to market as efficiently as possible. Tina Berres Filipski is editor of PPB. FEATURE | What Distributor Principals Are Saying About Sales P O W E R E D B Y F O R I U S 52 | JUNE 2021 |