Uncategorized Archives

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

Panel: Build First-Cost Position to Create Win-Win Supplier Relationships

https://youtu.be/v0Oh2WV9wec In this 2023 Profitability Summit panel discussion, James Dorn and John Gunderson host industry experts sharing insights and experiences on how wholesale distributors and their supplier partners can create win-win relationships through first-cost advantage and customer stratification. They discuss the importance of collaboration, communication and transparency in building strong partnerships, as well as practical tips for identifying and segmenting customers to maximize profitability. Learn how to build successful and sustainable relationships that benefit manufacturers and distributors from Jim Biel, VP Category Management, Blackhawk Industrial, Marty Rossman, Director of Marketing, R.S. [...]

Panel: Build First-Cost Position to Create Win-Win Supplier RelationshipsJames Dorn2023-09-13T11:57:09-05:00

The Data Analytics Journey in Industrial B2B Distribution

https://youtu.be/rmWoXxW-ycE The power of AI as a competitive differentiator is far from being defined. In this conversation, James Dorn and Tom Gale look at the bigger picture of data analytics in distribution, the stages of competency, building blocks and ways organizations are building world-class capability. 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 about these and [...]

The Data Analytics Journey in Industrial B2B DistributionJames Dorn2023-09-25T09:22:08-05:00

How B2B Distributors Can Win Rock Fights Over Price

https://youtu.be/mzrQl7Kqta4 End customers are pushing back hard on price increases. James Dorn and John Gunderson share 3 ways distributors can cut costs, delivery more value and protect profitably. Thoughts? Questions? As always, feel free to reach out to talk in greater depth about these and other issues impacting your business.

How B2B Distributors Can Win Rock Fights Over PriceJames Dorn2023-06-26T11:08:52-05:00

How to Tame ‘Suppliers Gone Wild’ Heading Into A Down Cycle

https://youtu.be/Y9Wdwra6uqY Distributors must become more important to fewer customers in the coming months. Watch James Dorn and John Gunderson share 3 ways to optimize supplier relationships and preserve gross margins. Thoughts? Questions? As always, feel free to reach out to talk in greater depth about these and other issues impacting your business.

How to Tame ‘Suppliers Gone Wild’ Heading Into A Down CycleJames Dorn2023-06-26T11:08:19-05:00