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. 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 other issues impacting your business. Podcast Transcript: Tom Gale: Welcome to this edition of MDM's Quicktake. I'm Tom Gale. My guest [...]

The Power of Qualitative Analytics2023-06-19T10:22:25-05:00

Category & Supplier Management Strategies

Customers are experiencing price increase fatigue and looking for new ways to reduce costs in their operations. James Dorn shares thoughts on how distributors can manage their manufacturer suppliers more strategically to protect margins going forward as supply chains normalize. 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 other issues impacting your business. Podcast [...]

Category & Supplier Management Strategies2023-05-01T09:11:13-05:00

How many accounts can an account manager effectively handle?

https://youtu.be/UKZhEHJEIHM If you think hiring another salesperson is the only way to grow, watch James Dorn, Jim Perdue and John Gunderson discuss a modern approach to account selling that minimizes low-value tasks and maximizes high-value customers. Thoughts? Questions? As always, feel free to reach out to talk in greater depth about these and other issues impacting your business.

How many accounts can an account manager effectively handle?2023-02-20T08:37:51-06:00

How B2B Distributors and Manufacturers Can Gain Market Share In A Down Cycle

https://youtu.be/MQDnwdnlmP0 The best time to gain market share is when your competitors are pulling back. It's as simple as that. Watch James Dorn, John Gunderson and J Schneider discuss how to play offense without investing in greenfields or acquisitions. 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 and Manufacturers Can Gain Market Share In A Down Cycle2023-02-02T09:12:21-06:00

Pitfalls Jeopardizing The Success Of B2B New Product Introductions

https://youtu.be/LjMv3GV4Zq4 Forget the NPL/NPI checklist. The end of your stage gate process should should be the beginning of a long-term commitment to solution selling and customer adoption. Thoughts? Questions? As always, feel free to reach out to talk in greater depth about these and other issues impacting your business.

Pitfalls Jeopardizing The Success Of B2B New Product Introductions2023-02-20T08:39:23-06:00
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