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 [...]
Pricing for Digital Commerce
One of the biggest factors limiting the success of B2B distributor eCommerce is pricing. James Dorn looks at pricing strategy and two schools [...]
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 [...]
Profit Levers For a Tightening Year
One quarter through 2023 the pricing pendulum appears to be reversing with volume moderating across most distribution sectors. Dorn Group’s James Dorn and [...]
How Legacy Commercial Team Silos Hurt Customer Experience and Hinder Sales
https://youtu.be/sDhrPhmEjT4 Customers don't care about your legacy silos. They want a seamless experience throughout the buyer journey. Watch Larry Wegner, Jim Perdue, John [...]