Insights
Tariffs Are Today’s Headline—But Main Street Is Tomorrow’s Movement
Tariffs are shaking up pricing and supply chains—but the real opportunity is how brands lead, serve, and stay. Learn why companies embracing a Main Street mindset will be the ones that win hearts, minds, and market share in 2025.
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If a Product Launches in Distribution and No One Notices, Did It Even Happen?
MFG: This is a game changer—why aren't you selling more... DIST: Because customers don't know they need it yet Your R&D team spent years [...]
Demand, Not Just Distribution: The Missing Investment in Growth
Whoa—what logo was on that car? Moving too fast to see. Kind of like big co-op spends… instead of smarter programs that drive sales [...]
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 [...]
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. [...]
New Market Entry: How to Fuel Growth by Penetrating New Markets
Your manufacturing firm is constantly in pursuit of growth. But if there’s one thing that can derail your plans for advancement, it’s down cycles [...]
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 [...]
Driving Demand with an Enterprise-Wide, End-User Segmentation Strategy
Manufacturing companies exist because of their customers. Yet companies that sell their products through distributors can all too easily forget about their end-users. After [...]
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 [...]
Why Switch? How to Convert the Modern B2B End-User To Your Industrial Brand
https://vimeo.com/704676278 Why should an end-user switch to your brand over what they’re currently using? If your response draws attention to an innovative product feature [...]
Navigating the Profit vs. Growth Dilemma in Manufacturing and Distribution
https://youtu.be/e9HALu1S_6U James Dorn and J Schneider discuss the pivotal choice between profit and growth in manufacturing and distribution. The key to success lies in [...]
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 [...]
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 [...]
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 [...]
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 [...]
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 [...]
Performance Playbook Workshop: Pricing
https://youtu.be/0x2wTOZY0Wk During our recent Performance Playbook Workshop, John Gunderson, James Dorn and J Schneider delved into strategies for enhancing profitability through inventory and pricing [...]
The 3 Most Overlooked and Costly E-Commerce Success Factors
https://youtu.be/_op79grZ1DU Are you like the 70% of companies we surveyed who are struggling with e-commerce? Watch James Dorn, Jason Capshaw and John Gunderson reveal [...]
Unlocking Distributor Success: Building Actionable Scorecards for Manufacturers
https://youtu.be/y0V4dQ3Xi7Y In this video, we delve into the crucial topic of creating actionable scorecards for manufacturers to strengthen their partnerships with distributors. Join us [...]