Some two-thirds of digital washouts are management’s failure to change the culture of the firm or acquire the skills to make e-commerce work.  

Group also promoted its HR Services program and honored industry leaders at its Spirit of Independence Awards.

Distributors are getting better at e-commerce, albeit slowly, and not fast enough to head off difficultly with manufacturers.

Executives who understand the need for the sales culture to change and support online technology are less apt to waste their software investment, avoid a digital washout and maintain vendor support.