Evolving Partnerships: Distributors & Manufacturers (James Dorn, President & CEO of The Dorn Group)
Demonstrating unique value has never been more difficult for distributors in an era of an increasing marketplace and manufacturers selling direct. The channel is changing and in need of a new infrastructure.
James Dorn (President & CEO, The Dorn Group) joins Mike Vitiello (National VP and Sales …
Quicktake 05.19.23: Pricing for Digital Commerce
One of the biggest factors limiting the success of B2B distributor eCommerce is pricing. James Dorn looks at pricing strategy and two schools of thought on how distributors look at the ROI equation for their eCommerce revenues.
QuickTake 06.09.23: The Power of Qualitative Analytics
James Dorn and Tom Gale explore how to collect qualitative data to ensure distribution associates are in tune with what their end customers most value.
Quicktake 08.11.23: The Data Analytics Journey in Distribution
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.
Quicktake 09.29.23: A Profitability Playbook for Distributors
This conversation between Dorn Group President & CEO James Dorn and MDM CEO Tom Gale centers on how data analytics will prove crucial to distributors' profitability in the year ahead, as the inflation tide that lifted all boats has now left. Here are the elements of a distributor profitability play…
Quicktake 10.13.23: Protect Your Pricing & Profit
With softening demand trends going into Q4, my conversation with James Dorn of Dorn Group busts 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 …
Quicktake 10.27.23: Drive Profit with Active Category Management
In this continuing series on executing a Profitability Playbook, James Dorn outlines ways to leverage manufacturer incentives, create strategic tiered suppliers at a product category level, and capture every single dollar available before year end.
Quicktake 11.17.23: Price is Now Priority for Customers
The relative importance customers assign to the equation of price, availability and support has shifted in Q3, with important implications for distributors. And now digital is in the mix. James Dorn summarizes Dorn Group's latest survey results with some surprising insights.
S10E7: Inventory Opportunities in Slower-Demand Markets
Customers continue to work down inventory levels into 2024. James Dorn and John Gunderson outline action items for optimizing inventory levels – in partnership with suppliers – to stay nimble and gain share as competitors stumble on A and B items.
S10E18: Finding Focused Direction for Your Sales Team
Many distributors have spent the past several years re-structuring, re-sizing and re-tooling their sales teams.
Here, Dorn Group's James Dorn and John Gunderson discuss how to optimize these refreshed sales teams and align them in a single direction toward high-level revenue performance.
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