Sales Archives - Page 10 of 16

3 Takeaways on Value Creation

Spreading resources too thin in a downcycle is a common trap. In a discussion on threats, themes and strategic planning for 2023, James Dorn of the Dorn Group joins Tom Gale on The MDM Podcast discuss thinking beyond rebates, the rise of customer self-serve, the power of segment focus and pain relief, and a call to rewrite the operating manual for distributor-supplier relationships and value creation. Listen to the full episode now: James Dorn is a regular guest on The MDM Podcast. Listen on your favorite podcast platform. Thoughts? Questions? [...]

3 Takeaways on Value CreationJames Dorn2023-01-31T15:43:02-06:00

5 Threats Facing B2B Manufacturing Distributors

The role of distributors has changed drastically over time. It has gone from representing manufacturers to representing buyers, and it’s still shifting. Today, the role of distributors continues to change, and not necessarily for the better. The distributor business model faces bigger challenges and threats than ever before. With the growing influence of online retailers and supply chains over the last several years, relationships between consumers and manufacturers are shifting. This means that distributors are scrambling to keep up with these changes to stay in the game and stay relevant to [...]

5 Threats Facing B2B Manufacturing Distributors James Dorn2023-01-31T15:56:35-06:00

Stop Trying To Emulate Amazon, Start Listening To Your End Customers

Too many companies today are trying to emulate, or even copy, the strategies of their competitors thinking it will help their business in the same way it helped the other. Take Amazon, for example. Amazon is widely successful in its strategies and would seem like a great business model. But if all you do is copy Amazon, you won’t get the result you need. Although patterning your strategy off of other successful businesses seems like a viable approach, it won’t get you where you want to go in the end. You’ll [...]

Stop Trying To Emulate Amazon, Start Listening To Your End CustomersJames Dorn2023-01-31T15:56:09-06:00

Why An All Push No Pull B2B Channel Strategy Is No Longer Viable

How can manufacturers balance the push-pull investments they need to have to make it in today’s rapidly changing environment? A major problem today is that those who have relied solely (or put the majority of their investments) on the push side of things are now being superseded and left behind by manufacturers who have invested in both the push and pull and are doing it more effectively. So much is changing, and these manufacturers don’t have the resources or the interactions with end customers to build brands anymore. They’re still running [...]

Why An All Push No Pull B2B Channel Strategy Is No Longer ViableJames Dorn2023-01-31T15:55:39-06:00

Rethinking B2B Go-To-Market Strategy and Resource Allocation

You need a go-to-market strategy to successfully bring in repeated and dependable business. To create this plan, distributors have different teams in charge of certain aspects of the strategy. Over time, though, that strategy will likely need to change to stay competitive and successful. Because of this, here at Dorn Group, we’re seeing a large shift in the way distributors are doing their B2B go-to-market strategies and resource allocation. As a result, manufacturers are coming to us with questions about whether they should be redesigning their programs or changing the way [...]

Rethinking B2B Go-To-Market Strategy and Resource AllocationJames Dorn2023-01-31T15:55:02-06:00