James Dorn, President

Channel Marketing Beyond the Basics: Best Practices for Driving Revenue and Profits

https://www.youtube.com/watch?v=LFx--41sm8k What does "channel marketing" really mean? James Dorn, John Gunderson and Jim Perdue define the term once and for all, including the 2 primary objectives that tend to get lost in the details of execution. Then they take a deep dive into best practices for driving revenue and profit performance in this important, but often vague and misunderstood area of B2B manufacturing product commercialization. Thoughts? Questions? Ask us about internal pricing surveys and industry benchmarking to keep your company competitive in the months ahead.

Channel Marketing Beyond the Basics: Best Practices for Driving Revenue and ProfitsJames Dorn2024-02-12T15:58:34-06:00

How to Win More Loyal Customers With Strategic Buyer Journey Mapping

https://youtu.be/ZXqxwb8S4O8?dorn=01 Industrial projects offer abundant #B2B selling opportunities. Larry Wegman, James Dorn, Jim Perdue and John Gunderson discuss how leading solution providers align their approach with the project lifecycle to increase sales and improve customer experience. Thoughts? Questions? As always, feel free to reach out to talk in greater depth about these and other issues impacting your business.

How to Win More Loyal Customers With Strategic Buyer Journey MappingJames Dorn2023-05-19T15:01:33-05:00

Supercharge Your Sales: Insights from Top Distribution Experts

https://youtu.be/uyHEK1bUkik In this insightful discussion, we dive deep into how the sales landscape is evolving in the distribution industry. Join James Dorn for a recent conversation with Tom Gale and John Gunderson, exploring: The rapid pace of leveraging data, technology, and partnerships to gain market share. Strategies for executives to maximize their suppliers, sales enablement teams, and marketing efforts. Real-world examples and best practices focusing on joint selling initiatives and segment-specific programs. The latest trends in optimizing sales performance and driving revenue growth. Whether you're a distributor looking to enhance your [...]

Supercharge Your Sales: Insights from Top Distribution ExpertsJames Dorn2024-07-23T10:04:06-05:00

Performance Playbook Workshop: Profitability

https://youtu.be/eopyzWG3-bA In our recent performance playbook workshop, we covered crucial strategies for profitability, inventory, and pricing optimization. This video provides key insights on building a comprehensive profitability playbook to enhance organizational performance, addressing the significant changes in the business landscape. The playbook emphasizes developing capabilities in data analytics, maintaining high profits, unit volume sales, and effective pricing controls. Key Takeaways: Formalizing a profitability playbook offers a holistic approach to improving profit performance. Leveraging data and analytics is essential for maintaining record-high profits and optimizing pricing. Strategic market development and active category [...]

Performance Playbook Workshop: ProfitabilityJames Dorn2024-07-12T14:32:23-05:00

Performance Playbook Workshop: Inventory

https://youtu.be/biFRVTOLHPw In this video, J Schneider, James Dorn and John Gunderson share key insights from a recent performance playbook workshop focused on profitability, inventory optimization, and pricing optimization. The discussion emphasizes strategies for managing inventory, specifically the importance of correctly allocating A, B, C, and D SKUs to maximize growth and profitability. The critical role of manufacturers and distributors working together to optimize inventory and improve service levels is also highlighted. Key Takeaways: Inventory Optimization: Properly managing and reallocating inventory can lead to a 10-30% increase in profitability. Collaborative Approach: Partnering [...]

Performance Playbook Workshop: InventoryJames Dorn2024-07-12T14:28:29-05:00