In preparation for this issue’s cover story, I asked dealers what their biggest sales challenges are today. Their response: the impact that retiring baby boomers are having on their business. Boomers represent a large portion of the population. In 1999, this cohort peaked at around 78.8 million Americans. Now that the oldest boomers are 73 years old, the members of this generation are well into a mass workplace exodus. Some estimate that more than 10,000 boomers are retiring each workday. This means that very talented and knowledgeable employees are leaving the workforce at an alarming rate.

Generation Y (millennials) rival baby boomers in population, so one might think that, as boomers retire, millennials will fill the workplace void when their older colleagues retire. However, the youngest millennials are 23 years old. If your company hasn’t recruited them out of high school or college by now, it’s too late. That ship has sailed. So, from a demographic perspective, where does that leave us?

Enter Generation Z. The oldest members of this generation are 22 years old and ready to fill open positions at your company. To be fair, there’s still a lot we don’t yet know about Gen Zers. It’s a very young and developing generation and we don’t yet know how the economy, educational attainment, cultural diversity, and historical events will shape their views. But we do know a few characteristics about them.

Generation Z is the most racially and ethnically diverse generation in the United States, according to a Pew Research Center report. Nearly half (48%) of 6- to 21-year-old Gen Zers in 2018 were nonwhite, compared to only 18% of early boomers in 1968. Additionally, the same report states that 59% of 18- to 20-year-old Gen Zers who are no longer in high school are enrolled in college, compared to 53% of millennials, and 44% of Gen Xers. The report, “Early Benchmarks Show ‘Post-Millennials’ on Track to Be Most Diverse, Best-Educated Generation Yet,” does not include this educational attainment percentage for boomers, but early indicators suggest Gen Z will be the most educated generation.

So, if your company is going to recruit them, it’s essential to meet them where they are. Unfortunately, in a ProSales magazine survey conducted earlier this year, only 30.2% of dealers stated they offer an internship program. If dealers want to reach a broader spectrum of Gen Zers, more of them will have to partner with colleges and universities to offer internships for construction management, architecture, and engineering students. It’s a great way to introduce promising young talent to your company and try them out before hiring them.

When you do hire them, focus on inclusion. As more Gen Zers enter the workforce, diversity will not be a problem, but closed-mindedness to differences will be. Focus on improving employee communication, collaboration, and trust to create an inclusive culture that is both productive and can overcome complex problems.