Sales Archives - Page 9 of 16

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 the top performers are doing to grease the skids for their channel partners.e. Thoughts? Questions? As always, feel free to reach out to talk in greater depth about these and other issues impacting your business. Video Transcript: Jim Perdue: Because distributors are hungry for that. They're no longer interested in selling only products and components. They're looking for these solution sales because that makes their [...]

What Leading Manufacturers Are Doing To Accelerate Channel Sales TodayJames Dorn2023-03-17T08:47:54-05:00

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 evaluated distributor partnerships – even though they may not have worked closely or communicated as well as they could have with their distributors in the past. So, we’re advising them to slow down. https://youtu.be/tTA-ZsyScTc What was appropriate then may no longer be appropriate for your business today, post-pandemic. Because so much has changed, some strategies should change too. Modern Joint Planning Instead of having the same relationship [...]

Going From Transactional Joint Planning Purgatory to Channel Strategy NirvanaJames Dorn2023-01-31T15:57:55-06:00

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 of the Dorn Group joins Tom Gale on The MDM Podcast discuss thinking beyond rebates, the rise of customer self-serve, the power of segment focus and pain relief, and a call to rewrite the operating manual for distributor-supplier relationships and value creation. Listen to the full episode now: James Dorn is a regular guest on The MDM Podcast. Listen on your favorite podcast platform. Thoughts? Questions? [...]

3 Takeaways on Value CreationJames Dorn2023-01-31T15:43:02-06:00

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 role of distributors continues to change, and not necessarily for the better. The distributor business model faces bigger challenges and threats than ever before. With the growing influence of online retailers and supply chains over the last several years, relationships between consumers and manufacturers are shifting. This means that distributors are scrambling to keep up with these changes to stay in the game and stay relevant to [...]

5 Threats Facing B2B Manufacturing Distributors James Dorn2023-01-31T15:56:35-06:00

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 same way it helped the other. Take Amazon, for example. Amazon is widely successful in its strategies and would seem like a great business model. But if all you do is copy Amazon, you won’t get the result you need. Although patterning your strategy off of other successful businesses seems like a viable approach, it won’t get you where you want to go in the end. You’ll [...]

Stop Trying To Emulate Amazon, Start Listening To Your End CustomersJames Dorn2023-01-31T15:56:09-06:00