James Dorn, President

The 3 Most Overlooked and Costly E-Commerce Success Factors

https://youtu.be/_op79grZ1DU Are you like the 70% of companies we surveyed who are struggling with e-commerce? Watch James Dorn, Jason Capshaw and John Gunderson reveal why only 3 out of 10 are getting it right and achieving positive ROI. They emphasize the importance of engaging your existing sales force to understand how digital tools can enhance their effectiveness. Key Takeaways Only 3 out of 10 companies have successfully implemented e-commerce with positive ROI, indicating widespread struggles in this area. A minimum viable product (MVP) approach can prevent costly mistakes by quickly gathering [...]

The 3 Most Overlooked and Costly E-Commerce Success FactorsJames Dorn2024-06-12T08:18:21-05:00

Unlocking Distributor Success: Building Actionable Scorecards for Manufacturers

https://youtu.be/y0V4dQ3Xi7Y In this video, we delve into the crucial topic of creating actionable scorecards for manufacturers to strengthen their partnerships with distributors. Join us as we explore the key factors driving this need for actionable insights, including strategies for growth, resetting expectations in a changing landscape, and understanding the significance of deliverable programs. Discover how manufacturers can effectively develop and utilize scorecards to evaluate distributor performance, identify gaps, and focus their investments for maximum impact. Thoughts? Questions? Ask us about internal pricing surveys and industry benchmarking to keep your company competitive [...]

Unlocking Distributor Success: Building Actionable Scorecards for ManufacturersJames Dorn2024-03-13T14:22:45-05:00

Executive Briefing: State of the Channel 2024

https://youtu.be/DGljeKapVSY Our 2024 State of the Channel Executive Briefing dives into key trends and challenges in distribution and manufacturing, drawing on surveys across both sectors to underscore the importance of understanding market dynamics. From pricing pressures to talent shortages, the presentation urges adaptation to changing conditions, while also exploring growth opportunities like infrastructure investment. It concludes with strategic insights on sales, inventory management, and digital enablement, equipping participants with actionable recommendations for staying competitive in today's evolving landscape. Key Takeaways: The Dorn 2024 briefing addresses key trends and challenges in the [...]

Executive Briefing: State of the Channel 2024James Dorn2024-02-20T11:20:17-06:00

Using Active Category Management to Drive Profitability

https://www.youtube.com/watch?v=f8hcQLIK118 Many distributors have seen double-digit growth with historic profit levels over the past three years that are now moderating. So they are largely focused on shoring up profitability. Manufacturers have weathered severe supply chain challenges over the same period, have invested in automation and other efficiencies, and now are growth-oriented. How do you reconcile these opposing mindsets and goals? In a cycle with slowing demand and increased pricing pressure, James Dorn and Tom Gale outline Active Category Management as a timely year-end strategy. You can also listen to this episode [...]

Using Active Category Management to Drive ProfitabilityJames Dorn2023-11-27T11:26:55-06:00

How B2B Manufacturers and Distributors Can Stay Competitive and Continue To Grow When Price Matters The Most

https://youtu.be/HbwoqO0csAE Not long ago you won the sale if you had inventory -- no matter the price. Those days are gone. Customers are price shopping again. James Dorn and John Gunderson explain how leading distributors use pricing surveys to defend and gain market share when competition is ratcheting up. Thoughts? Questions? Ask us about internal pricing surveys and industry benchmarking to keep your company competitive in the months ahead.

How B2B Manufacturers and Distributors Can Stay Competitive and Continue To Grow When Price Matters The MostJames Dorn2023-11-02T08:20:15-05:00