Corporate Archives - Page 2 of 10

Why Your Brand Stalls in Distribution (And How to Fix It)

I talk to manufacturers, IMRs, distributors, and end users almost every day, and one challenge keeps coming up: “We’re in distribution, but sales aren’t moving like they should.” Distributors carry thousands of SKUs. Even if your product has been in the system for years, that doesn’t mean it’s a priority today. The hard truth? Most distributors aren’t in the business of creating demand—they focus on fulfilling it. And for the few that do, your product is likely competing with bigger priorities in their revenue and profit strategy. That’s why the manufacturers [...]

Why Your Brand Stalls in Distribution (And How to Fix It)James Dorn2025-03-06T17:11:08-06:00

Heavy-Duty Commercial Operating Model: How an Industrial Machinery Manufacturer Grows Sales and Profit

In the competitive landscape of industrial equipment sales and marketing, achieving sustainable growth and profitability requires more than just innovation in products or services. It demands a strategic evolution that aligns vision, operations, and sales processes to meet the dynamic needs of customers while maximizing internal efficiencies. The story of Compass Systems and Sales, a leading provider of engineered material handling solutions, exemplifies this journey of transformation and success. https://youtu.be/soUBVLUoB0k Crafting the Blueprint: Strategic Vision and Foundational Framework At the heart of Compass Systems and Sales' journey was a strategic vision [...]

Heavy-Duty Commercial Operating Model: How an Industrial Machinery Manufacturer Grows Sales and ProfitJames Dorn2025-03-06T17:12:11-06:00

How To Harness Brand Power to Expand Market Share and Inspire Loyalty

https://youtu.be/ePLryAht8x8 In a market where loyalty is fleeting, brand strategy can be the secret weapon for businesses looking to elevate their performance. Watch James Dorn and Jim Perdue explore the potential power rooted in your brand. Start with a clear and customer-centric value proposition. Evaluate and optimize the overall brand portfolio for maximum impact. Use the brand strategically to steal market share from competitors. Leverage the brand to enhance customer loyalty and maintain share of wallet. Address internal challenges related to cultural fit and employee alignment for effective brand representation. Thoughts? Questions? Ask us about [...]

How To Harness Brand Power to Expand Market Share and Inspire LoyaltyJames Dorn2024-02-12T16:09:43-06:00

Go Big or Go Home: How (and When) to Use Big Bets to Achieve Aggressive Growth

CEOs of manufacturing companies spend a lot of time thinking about growth and how best to pursue it. Is it wiser to play it safe with smaller initiatives that achieve modest growth with less risk? Or is it smarter to focus on fewer and bigger bets with higher levels of risk and reward? The answer to this question depends on your firm’s specific situation as well as what's happening in the marketplace. PE-backed firms and emerging firms seek aggressive growth by nature. These firms are accustomed to taking bigger bets in [...]

Go Big or Go Home: How (and When) to Use Big Bets to Achieve Aggressive GrowthJames Dorn2021-11-17T09:01:51-06:00

Executive Briefing: State of the Channel 2024

https://youtu.be/DGljeKapVSY Our 2024 State of the Channel Executive Briefing dives into key trends and challenges in distribution and manufacturing, drawing on surveys across both sectors to underscore the importance of understanding market dynamics. From pricing pressures to talent shortages, the presentation urges adaptation to changing conditions, while also exploring growth opportunities like infrastructure investment. It concludes with strategic insights on sales, inventory management, and digital enablement, equipping participants with actionable recommendations for staying competitive in today's evolving landscape. Key Takeaways: The Dorn 2024 briefing addresses key trends and challenges in the [...]

Executive Briefing: State of the Channel 2024James Dorn2024-02-20T11:20:17-06:00