The Roadblocks We Face Let’s be honest: We’re not quite there yet. A few suppliers are experimenting, and some solutions providers are building the tools, but predictive selling isn’t woven into most distributors’ daily work. The challenges are familiar. Data is often siloed across multiple systems. The technology can be expensive to implement. And many salespeople trust their gut more than an algorithm’s suggestion. Still, that’s where other industries started, too. Over time, those barriers came down. Ours will soon enough. Technology never waits for us to feel ready. Costs come down, systems get easier to use and adoption spreads. It’s not far-fetched to imagine walking The PPAI Expo floor in 2027 or 2028 and seeing predictive selling baked into the standard platforms we all use. That’s why it matters to pay attention this year. Even if the tools aren’t dazzling yet, you’ll start to see the direction we’re heading. And by the time it becomes mainstream, you’ll already have a head start. A Final Thought Predictive selling isn’t about replacing relationships and experience; it’s about enhancing them. The distributors who lean in first won’t just be order-takers. They’ll be the ones showing up with solutions before the client even knew there was a need. That kind of service builds loyalty. It builds credibility. And it positions you not just as someone who sells products, but as a true partner in your clients’ success. So when you’re in Vegas this January, keep your ear out. Predictive selling may sound like a buzzword today, but soon enough, it’s going to feel like common sense. Dunbarger is project management lead at PPAI. How To Prepare Today You don’t need a crystal ball to start building toward the future of selling. A few practical steps can put you in position now: 1. Clean Up Your Data – Make sure your client order histories are accurate and easy to pull. 2. Spot The Patterns – Pay attention to recurring cycles in your clients’ buying habits. 3. Experiment With Automation – Even simple CRM reminders or scheduled emails will get you used to the rhythm. 4. Stay Curious – Attend educational sessions and demos on AI and digital transformation. See what sparks. missionimprintables.com slcactivewear.com mccrearystees.com carolinamade.com ssactivewear.com katisportcap.com or visit infinityforher.com With patented* features that include a concealed ponytail opening, make-up resistant sweatband, beautiful colors and patterns, there is a style for every occasion of the season. * #US-2023-0035442-A1, #US-2023-0031337-A1 & 12,048,345 PPAI • NOVEMBER 2025 • 31 Innovation | Voices
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