Every year when we ask distributors their biggest concerns, recruiting and retaining workers is at or near the top of the list. It's a problem for many industries, but is particularly acute for distributors and manufacturers

The average age of an employee in a distribution firm today is 46. The average age of an employee in a manufacturing company is 56, just about the same age as the typical purchasing professional. The marketplace will continue to shift dramatically in the years ahead as baby boomers retire and young professionals take their place selling to a new generation of buyers.

Where are these workers going to come from? In this month's issue (p. 24), we examine the challenges and opportunities for distributors in recruiting new talent.

Talking with distributors over the years, they have often mentioned the problem of attracting talent to the distribution sector, but few are doing anything about it. In our special report we detail what some distributors are doing to recruit workers.

Here are some suggestions we've heard in the last few years:

• Establish an internship program. One distributor we talked to has made three hires from its internship program. It was a low-cost venture and gave the company an up-close look at potential employees.
• Work with your local community college. Offer to speak to a class about distribution and career opportunities. Get to know some of the business teachers at the school. They can be an important resource.
• Spread the word. Distribution is the world's best-kept career secret. It may not be a sexy, glamorous business, but it's an excellent career opportunity. Promote your company and your business.
• Network. Always be on the lookout for potential employees. Maybe you're not looking to hire just yet, but keep names of good candidates on file. One distributor we know recently discovered a good candidate who was working at a hotel.

You can't count on just getting employees from the competition. Being creative and proactive in finding and keeping employees might be the best long-term policy.

jkeough@reedbusiness.com