By: Dan Mangan, Vice President, Distribution and Logistics, Infor

As executives from America’s leading wholesale distributors gather at the 2026 NAW Executive Summit under the theme “Building a Lasting Legacy,” James Madison’s timeless wisdom sets the stage: “Knowledge will forever govern ignorance, and a people who mean to be their own governors must arm themselves with the power which knowledge gives.” 

For distribution leaders, this isn’t an abstract philosophy; it is a strategic imperative. In an industry facing margin compression, supply chain volatility, AI uncertainty, and evolving customer demands, those who harness real-time data, predictive insights, and operational intelligence will be poised for success and future growth. Legacy technology systems, once reliable workhorses, now create dangerous blind spots: siloed data, slow reporting, manual processes, and missed opportunities in a market that moves at digital speed.​

At the Summit, NAW’s Commercial Growth and Operational Excellence communities will dive deep into these challenges.

• Commercial Growth attendees will explore sales innovation, pricing strategies, and customer experience enhancements.
• Operational Excellence sessions will tackle technology modernization, supply chain agility, and workforce optimization.

Both tracks emphasize the business strategies that provide a competitive edge, making this the perfect forum to discuss how modern solutions like Infor CloudSuite for Distribution deliver the knowledge power Madison envisioned.​

The Hidden Costs of Legacy Systems in Distribution

Wholesale distributors have built amazing companies on ERP systems designed for a different era. But as competition intensifies from e-commerce giants to disintermediated supply chains, outdated technology erodes competitive advantage. Consider these realities:

• Slow Visibility: Reports provided on a weekly or even monthly basis leave leaders reacting to yesterday’s data, unable to adjust pricing or inventory in real time amid tariff shifts or demand surges.

• Integration Nightmares: Legacy systems resist modern tools like AI forecasting, e-commerce platforms, or telematics, forcing costly custom workarounds.

•  Limits: Manual processes can’t properly support omnichannel fulfillment or value-added services that differentiate distributors that need to expand.

• Talent Drain: Younger teams expect intuitive, mobile-first tools—not green-screen interfaces that slow onboarding and productivity.​

Infor has seen this firsthand with NAW members. Porter Pipe & Supply, a multi-decade Infor customer, recently upgraded to Infor CloudSuite Distribution, gaining the scalability to handle complex growth while maintaining precision across branches. Similarly, First Supply transformed its hub-and-spoke model with Infor WMS, building a high-efficiency DC that delivers real-time visibility and data-driven decisions—from the warehouse floor to C-suite.​​

Cloud ERP: The Foundation for Your Lasting Legacy

Modern cloud ERP is more than a nice-to-have; it is the foundation that turns operational data into a long-lasting competitive edge that rivals cannot easily copy. Infor CloudSuite for Distribution, purpose-built for wholesale distributors, combines industry-specific workflows with embedded AI, automation, and analytics.

Here’s how it aligns with NAW Summit priorities:

For Commercial Growth

• AI-Powered Pricing & Forecasting: Dynamic tools analyze market trends, competitor data, and customer behavior to optimize margins and win bids—critical as buyers demand transparency and speed.

• Omnichannel Fulfillment: Seamless e-commerce, B2B portals, and field sales integration support new revenue streams like VMI or subscription models.

• Customer 360 Insights: Unified views of orders, service history, and profitability enable better decision making, personalized experiences and smarter selling, helping sales grow share of wallet identify cross-sell and even anticipate the next order.

Turtle, a leading distributor, leveraged Infor CloudSuite’s AI for inventory optimization and pricing, achieving faster scaling than fragmented legacy systems allowed.​

For Operational Excellence

• Embedded GenAI: Infor CloudSuite for Distribution continues to expand its AI capabilities, including note summarization, CEO dashboards, and automated invoice flows—saving hours on manual reviews and approvals.

• Warehouse Automation: RPA digitizespacking slips and bulk attributes, while WMS optimizes picking paths for 30% faster throughput and enables robotic pick and putaway . 

• Supply Chain Resilience: Real-time visibility across suppliers, inventory, and carriers helps navigate disruptions proactively.​

First Supply’s story exemplifies this: Infor WMS revamped SOPs from receiving to shipping, enabling scalable M&A and organic expansion after 127 years in business.​

Arm Yourself with Knowledge—Build Your Legacy

James Madison knew informed leaders shape history. Today’s distribution executives face the same imperative: replace ignorance (siloed data, reactive decisions) with knowledge (real-time insights, AI-powered predictions). Infor CloudSuite for Distribution delivers that edge, unlocking 65% faster parts matching, 30% revenue growth per transaction, and streamlined operations that scale with ambition.​

NAW Executive Summit 2026 isn’t just an event; it’s where lasting legacies take shape for the future. Infor looks forward to partnering with you there, helping turn strategic vision into operational excellence.

Register now and join the conversation. Connect with Infor to explore your modernization roadmap.

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