James Dorn, President

Top 5 Strategic Planning Areas B2B Distributors Should Care About

https://youtu.be/u8KTB_xAK9w A lot of distributors are re-thinking their strategic plan from the ground-up. Watch James and J talk about the 5 things they should focus on for annual planning. Video Transcript: James Dorn: So J, we've been noticing an unprecedented level of distributors who are seeking to fully evaluate their strategy moving forward. I mean, I'm talking ground up. I've never seen this before. So as they go into their strategic planning process I thought we could share with them our five top tips on what they should focus on going [...]

Top 5 Strategic Planning Areas B2B Distributors Should Care AboutJames Dorn2023-01-31T15:52:20-06:00

The Benefits of B2B Voice of Audience Research

https://youtu.be/ooDf-362cAU Is your company betting on random anecdotal feedback to make big decisions? When done right, voice of audience research provides the solid foundation needed to make better strategic decisions and gain a competitive advantage. Video Transcript: James Dorn: I got to say, distributors are tired of hearing about all the threats that are facing their business. You know, the folks I talk to, John, they are just saying, "Listen, I understand all the things that are threatening our business, what I don't understand as clearly is how do I start [...]

The Benefits of B2B Voice of Audience ResearchJames Dorn2023-01-31T15:51:26-06:00

Is The Gap Between Customer Service and Customer Experience Limiting Your Market Share?

IIs customer loyalty dead? Is there any way for manufacturers and distributors to win the loyalty of their customers? Or are there simply too many competitors in the marketplace today to merit any real effort to gain and maintain loyal customers? At Dorn Group, we firmly believe that customer loyalty is not dead. The key to revitalizing this relationship is for manufacturers and distributors to understand and improve the customer experience. https://youtu.be/CG8BDOvt6K0 What is customer experience? It encompasses the entire journey a customer goes through, from pre- to post-purchase. For manufacturers [...]

Is The Gap Between Customer Service and Customer Experience Limiting Your Market Share?James Dorn2023-03-09T11:46:38-06:00

Building Better Customer Moats: How Channel Partner Collaboration Can Increase Loyalty and Share-of-Wallet

In today's fast-paced and ever-changing business environment, distributors and manufacturers must understand their customers and their needs to create a defensible market position. To protect your market share and customer base, it is critical for your business to create a system that encourages customers to repeatedly return to your product or services. https://youtu.be/-XoRSNbcJwE Keeping your customers from going to your competitors requires that you build a strong moat around them – a defensible position from which you can defend what you have already built. How do you boost customer loyalty? What [...]

Building Better Customer Moats: How Channel Partner Collaboration Can Increase Loyalty and Share-of-WalletJames Dorn2023-03-07T12:03:10-06:00

Fact or Fiction? Suppliers Are Providing Distributors More Value Today Than 5 Years Ago

Are suppliers really providing distributors with more value today than they were five years ago? We’ve heard people talking about this topic, so let’s take a look at this statement and explore if it’s fact or fiction. This statement can be argued both ways. But we believe that suppliers are, in fact, providing more value to distributors today than they have in the past. https://youtu.be/hkOWrJaEtuQ In this article, we’ll look at what suppliers are currently doing that makes that relationship better. Of course, the other side of this argument is relevant [...]

Fact or Fiction? Suppliers Are Providing Distributors More Value Today Than 5 Years AgoJames Dorn2023-03-07T11:40:45-06:00