Sales Archives - Page 13 of 16

Is The Self-Service Customer Choosing Your Brand?

https://youtu.be/cyPri5xxlgI More industrial manufacturers and distributors are enabling end-users with self-serve programs like onsite vending, digital ordering, EDI, and online product training to grow and take market share from the competition. Dorn Group's J Schneider, John Gunderson, and Jim Perdue dive deeper. Video Transcript: John Gunderson: Today, we're going to talk about customer self-service and what that means to manufacturers. So recently, the three of us were talking to a CEO about customer self-serve and what that meant to them. So we're just going to have a chat here today, all three [...]

Is The Self-Service Customer Choosing Your Brand? Neil Ruffolo2022-08-11T15:24:11-05:00

What Manufacturers Can Learn from Fastenal’s Go-To-Market Strategy

This article was reprinted with permission from Modern Distribution Management (MDM) from their MDM Premium Content. 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/ Fastenal’s 2022 first quarter financial report shows the evolving need for manufacturers to adjust their sales plans and tactics for distributors. About 10 years ago, the B2B distribution business was simple: The more calls your outside account managers could [...]

What Manufacturers Can Learn from Fastenal’s Go-To-Market StrategyJames Dorn2022-07-22T09:15:54-05:00

Direct Selling: Manufacturers, Meet Your New Customer

https://vimeo.com/645308504 The answer to selling direct without jeopardizing growth among your existing distributors is understanding what the end-user wants and developing an evolutionary strategy that diversifies revenue streams. Are you ready for the next wave of disruption? Learn how manufacturers are diversifying their revenue streams to leverage disruption for growth: Gain insight on creating a successful direct sales strategy Lead your leadership team through the process of developing a direct sale strategy. Discover why end users are seeking to purchase directly from manufacturers. How to implement an evolutionary (crawl/walk/run) plan to [...]

Direct Selling: Manufacturers, Meet Your New CustomerJames Dorn2021-11-22T16:34:18-06:00

Up Your Manufacturing Company’s Marketing Game with Point-of-Sale Data

Your manufacturing company recently launched a new marketing campaign. Naturally, your next step is to measure the success of your campaign by tracking the ROI on your investment. You know how much you spent. Now you just need to follow your customers’ trails to see how that spend relates to sales. You can see that users are following a pay-per-click (PPC) search ad to your website, then navigating to a where-to-buy listing of your distributors. You can even see that they clicked-through to a dealer like Grainger, or Acme, or Amazon. [...]

Up Your Manufacturing Company’s Marketing Game with Point-of-Sale DataJim Perdue2021-11-15T11:06:42-06:00

Drive Growth and Outmaneuver the Competition with a Holistic Go-to-Market Strategy

In the business world, “go-to-market strategy” is a bit of a buzzword. If you’ve been in the manufacturing industry for any length of time, you’ve no doubt heard it mentioned countless times. And pretty much all manufacturers accept that they should have a go-to-market strategy. Yet there still isn’t a common understanding of what that actually entails. The fact is, your go-to-market plan isn’t a comprehensive strategy if it only addresses your route to market or where you sell your products. Instead, your go-to-market strategy should act as a holistic blueprint [...]

Drive Growth and Outmaneuver the Competition with a Holistic Go-to-Market StrategyJames Dorn2021-11-15T11:38:47-06:00