Distributors must build the skills and capabilities necessary to use IT as a tool to push strategy forward, according to the book, "Facing the Foces of Change: Decisive Actions for an Uncertain Economy." MDM spoke with Guy Blissett, the author, about his research on the topic and how distributors can position themselves to wield IT as a competitive weapon. This is the second part of a two-part series based on an interview with Blissett.

About one-third of distributors say they would like to view IT as a competitive weapon, but just 8 percent say they actually do compete on the "cutting edge of innovation," according to survey results from the new book from the National Association of Wholesaler-Distributors, "Facing the Forces of Change: Decisive Actions for an Uncertain Economy."

So what does it take to bridge the gap between those who wish they did and those that actually do view IT as a competitive opportunity? …