Sales Archives - Page 5 of 16

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

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

Profitability Playbook: Using Enterprise Pricing Controls

https://www.youtube.com/watch?v=3ePOwP23L1s With softening demand trends ahead, James Dorn and Tom Gale bust the myths of not being able to grow both top-line revenue and margin in challenging market conditions. Deeper customer-product segmentation and full leverage of your internal and external data resources are key to winning share today. 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 [...]

Profitability Playbook: Using Enterprise Pricing ControlsJames Dorn2023-10-18T16:17:25-05:00

Why Now Is The Moment To Invest In New Product Introductions

https://www.youtube.com/watch?v=QIqyFfTdPZQ Our data suggests there is a window of opportunity to gain a competitive advantage through NPIs. Watch James Dorn and J Schneider discuss success factors relating to line extensions versus new-to-the-market innovations. Thoughts? Questions? As always, feel free to reach out to talk in greater depth about these and other issues impacting your business.

Why Now Is The Moment To Invest In New Product IntroductionsJames Dorn2023-09-27T08:59:16-05:00