A lot of people in this industry are quietly nervous about AI. I get it. The concern is understandable.

But after 25 years in chemical distribution, I have seen this pattern before.

New technology does not replace people. It frees them up to operate at a higher level. The reps I know who are using AI to prep for calls and organize their pipeline are not being replaced. They are outperforming everyone around them because they have more time to actually sell and serve customers.

The people who lean into these tools first tend to become the most valuable people in the building. That has been true with every technology shift I’ve seen in this industry.