Customer Retention Archives - Page 2 of 7

Fastenal’s Big Pivot, Part 2: Sales Specialization & Realignment

This article was reprinted with permission from Modern Distribution Management (MDM). It is a great publication and we highly recommend becoming an MDM Premium subscriber, for over 50 years MDM has provided industry leading content for B2B Manufacturers and Distributors. Become an MDM Premium subscriber at https://www.mdm.com/subscribe_premium/ In Part 1 of this detective series on how Fastenal made the “Big Pivot,” we covered how the distributor achieved record-setting growth while resetting its brick-and-mortar network by closing 1,000-plus branches over a decade. This move to fewer locations while adding more Onsite resources at [...]

Fastenal’s Big Pivot, Part 2: Sales Specialization & RealignmentJohn Gunderson2023-11-27T11:08:19-06:00

How Fastenal Made the ‘Big Pivot’ that Paid Big Dividends

This article was reprinted with permission from Modern Distribution Management (MDM). It is a great publication and we highly recommend becoming an MDM Premium subscriber, for over 50 years MDM has provided industry leading content for B2B Manufacturers and Distributors. Become an MDM Premium subscriber at https://www.mdm.com/subscribe_premium/ A decade ago I worked for a large B2B distributor 151 miles down the Mississippi River from a B2B distributor in Winona, Minnesota that you might know… named Fastenal. We were not in the same channel, but we operated our businesses in a similar [...]

How Fastenal Made the ‘Big Pivot’ that Paid Big DividendsJohn Gunderson2023-11-20T12:07:58-06:00

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

Panel: Build First-Cost Position to Create Win-Win Supplier Relationships

https://youtu.be/v0Oh2WV9wec In this 2023 Profitability Summit panel discussion, James Dorn and John Gunderson host industry experts sharing insights and experiences on how wholesale distributors and their supplier partners can create win-win relationships through first-cost advantage and customer stratification. They discuss the importance of collaboration, communication and transparency in building strong partnerships, as well as practical tips for identifying and segmenting customers to maximize profitability. Learn how to build successful and sustainable relationships that benefit manufacturers and distributors from Jim Biel, VP Category Management, Blackhawk Industrial, Marty Rossman, Director of Marketing, R.S. [...]

Panel: Build First-Cost Position to Create Win-Win Supplier RelationshipsJames Dorn2023-09-13T11:57:09-05:00

The Data Analytics Journey in Industrial B2B Distribution

https://youtu.be/rmWoXxW-ycE The power of AI as a competitive differentiator is far from being defined. In this conversation, James Dorn and Tom Gale look at the bigger picture of data analytics in distribution, the stages of competency, building blocks and ways organizations are building world-class capability. You can also listen to this episode of The MDM Podcast now: James Dorn is a regular guest on The MDM Podcast. Listen on your favorite podcast platform. Thoughts? Questions? As always, feel free to reach out to talk in greater depth about these and [...]

The Data Analytics Journey in Industrial B2B DistributionJames Dorn2023-09-25T09:22:08-05:00