Insights
If a Product Launches in Distribution and No One Notices, Did It Even Happen?
Most new products don’t fail because they’re bad—they fail because they’re ignored. Learn the six proven strategies top manufacturers use to maximize ROI, drive distributor adoption, and make new product launches impossible to overlook.
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Category & Supplier Management Strategies
Customers are experiencing price increase fatigue and looking for new ways to reduce costs in their operations. James Dorn shares thoughts on how distributors [...]
Profit Levers For a Tightening Year
One quarter through 2023 the pricing pendulum appears to be reversing with volume moderating across most distribution sectors. Dorn Group’s James Dorn and Tom [...]
How Legacy Commercial Team Silos Hurt Customer Experience and Hinder Sales
https://youtu.be/sDhrPhmEjT4 Customers don't care about your legacy silos. They want a seamless experience throughout the buyer journey. Watch Larry Wegner, Jim Perdue, John Gunderson [...]
3 Essential Components of a Successful E-Commerce Strategy
https://youtu.be/C-TLtHQjsPw An exceptional digital buyer experience takes more than just the right software. Watch James Dorn, Jason Capshaw and John Gunderson discuss the intersection [...]
Levers to Increase Enterprise Value
Dorn Group’s James Dorn and Tom Gale recap some of the key themes from MDM’s recent Distribution M&A Summit and outline the most pertinent [...]
3 Barriers To A Successful E-Commerce Strategy Implementation
https://www.youtube.com/watch?v=4CFpDQiYJtQ The B2B e-commerce customer experience should be at least as easy as contacting an account manager. Watch James Dorn, Jason Capshaw and John [...]
2023 Distribution Trends: B2B Distribution Voice-of-Audience Insights
https://youtu.be/tvDw3i7Lbxw After double-digit growth years for distributors, consensus forecasts indicate a slowdown in 2023. This presentation will help better prepare your team for what's [...]
How many accounts can an account manager effectively handle?
https://youtu.be/UKZhEHJEIHM If you think hiring another salesperson is the only way to grow, watch James Dorn, Jim Perdue and John Gunderson discuss a modern [...]
How B2B Distributors and Manufacturers Can Gain Market Share In A Down Cycle
https://youtu.be/MQDnwdnlmP0 The best time to gain market share is when your competitors are pulling back. It's as simple as that. Watch James Dorn, John [...]
Private Label Outlook for 2023
Private label market share traditionally increases in a downturn. Dorn Group President and CEO, James Dorn, sees a perfect storm brewing as softening inflation [...]
Pitfalls Jeopardizing The Success Of B2B New Product Introductions
https://youtu.be/LjMv3GV4Zq4 Forget the NPL/NPI checklist. The end of your stage gate process should should be the beginning of a long-term commitment to solution selling [...]
What Leading Manufacturers Are Doing To Accelerate Channel Sales Today
https://youtu.be/EktOAeiSjAE Things have changed for distributors, but many suppliers are using the same old playbook. James Dorn, John Gunderson and Jim Perdue discuss what [...]
Going From Transactional Joint Planning Purgatory to Channel Strategy Nirvana
Recently, manufacturers have been resurrecting the strategies they developed two to three years ago. However, some elements of those strategies included how they actually [...]
5 Ways To Minimize Ongoing Supply Chain and Inventory Problems
Product availability is a huge issue in today’s economy. Distributors have been hit hard by the dilemma, which has been far worse in the [...]
3 Takeaways on Value Creation
Spreading resources too thin in a downcycle is a common trap. In a discussion on threats, themes and strategic planning for 2023, James Dorn [...]
5 Threats Facing B2B Manufacturing Distributors
The role of distributors has changed drastically over time. It has gone from representing manufacturers to representing buyers, and it’s still shifting. Today, the [...]
Stop Trying To Emulate Amazon, Start Listening To Your End Customers
Too many companies today are trying to emulate, or even copy, the strategies of their competitors thinking it will help their business in the [...]
Why An All Push No Pull B2B Channel Strategy Is No Longer Viable
How can manufacturers balance the push-pull investments they need to have to make it in today’s rapidly changing environment? A major problem today is [...]