Sales Archives - Page 4 of 16

Pricing Pressures Are Creating More Focus On “Sell Side” Pricing for Distributors

This article was reprinted with permission from HVACR Trends, sharing industry insights, observations and ideas to help the industry improve and grow. Check it out and sign-up for email updates at no cost: https://hvacrtrends.com It’s time to give your outside sales teams more pricing support and guidance. The supply chain issues of the past few years made it a unique time to be a distributor and manufacturer. It was a time where if you could get the product to the customer the price of the product was secondary. Please do not [...]

Pricing Pressures Are Creating More Focus On “Sell Side” Pricing for DistributorsJohn Gunderson2024-03-11T14:57:05-05:00

Catalyzing Growth: Unveiling the Strategic Pivots of Fastenal in a Digital Era

https://youtu.be/mmC2HHBK6TY Fastenal's success story is not just a case study. It's a blueprint for navigating the dynamic B2B landscape. From a B2B distributor with a branch in every city to a trailblazer in the digital era, Fastenal's strategic pivots are nothing short of revolutionary. In this episode of The MDM Podcast, John Gunderson and Tom Gale explore how Fastenal doubled sales from $3.33 billion to $6.98 billion in just a decade, defying industry norms. John Gunderson's three-part series on Fastenal's business transformation provides a captivating narrative of how the B2B distributor [...]

Catalyzing Growth: Unveiling the Strategic Pivots of Fastenal in a Digital EraJohn Gunderson2024-02-23T15:24:34-06:00

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

Fastenal’s Big Pivot, Part 3: Investments, Line Expansions & Digital Growth

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 and Part 2 of this series detailing how Fastenal made the Big Pivot, I covered how the company achieved record-setting growth through a multi-sided transformation: reconfiguring their branch network by closing branches, growing onsite embedded branches and developing new sales strategies. [...]

Fastenal’s Big Pivot, Part 3: Investments, Line Expansions & Digital GrowthJohn Gunderson2023-12-01T12:22:27-06:00

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