52 THE DISTRIBUTOR’S LINK Nelson Valderrama Nelson Valderrama is the CEO of Intuilize, a software Service platform that specializes in helping mid-sized distributors transform data into profits. With more than 22 years’ experience as P&L manager executive for major PE firms and industrial distributors. Nelson has dedicated his career to help business uncover hidden competitive advantages and unleash the power of data in the new Digital Economy. For more information contact by email nelson@intuilize.com or visit www.intuilize.com WHAT WILL YOUR BUSINESS LOOK LIKE AFTER COVID-19? One benefit of working in the distribution industry for decades - aside from blowing my kids’ minds when I reminisce about fax machines and pre-Internet operations - is that I’ve seen the ebbs and flows in our economy close up and learned how people respond time and time again. The question I have been asking myself this time around A yes/no as to whether there is a specific scholarship we ALREADY have permission to publicize + any requirements for is “who do we want to be after COVID-19, for our families, community and customers?” I believe the path to recovery for each team and company will be different given our different cultures, strategies, financial health and more, but what we share now is a journey through a few core phases: fear, learning, and growth. First we panic, gossip and fume; then we observe, accept and evaluate; and finally we start to proactively adapt to the new normal to start setting up frameworks for the future. For those of you ready to dive headlong into real learning and hopefully growth, I’ve put together the following framework for approaching the new normal and how your company can prepare for it, mitigate its current risks and create a platform for CONTRIBUTOR ARTICLE growth on the other side of the crisis. [1] Prioritize Revenue Opportunities A prospect of my company (Intuilize) asked me a very interesting question last week: “What are we doing different at Intuilize to capture new leads?” As a SaaS company that works directly with distributors, a lot of our leads come from our interactions are expos, industrial gatherings, events, etc. - all of which have been dormant since February. CONTINUED ON PAGE 124
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