There is no doubt that small business retailers have adjusted to the new normal of ordering online and participating in meetings through Zoom and the like.
While back in March this felt unusual, now, it feels normal. That is what retailers say. They like the more efficient approach to business.
I think you will see most (but not all) retailers preference suppliers who make doing business in this new remote world easy. They will like tech solutions that help them easily see what they can buy and to place orders. They are adept at using apps and websites.
They like visual and they like easy. This means websites with good images and videos.
I have seen some suppliers already offering smart tech platforms and facilitating a smooth tech connection between their businesses and retailers. Not enough, though.
Now, more than ever, you should be investing in smart technology so that you can sell more efficiently (and faster) to indie retailers – because on the other side (most) retailers will not switch back to welcoming all reps since they have adjusted rosters and themselves spending more time working in their businesses.