Sales Archives - Page 13 of 16

Taking Unfair Share in 2023 with improved Distributor-Manufacturer Analytic Partnerships

This article was originally published by Modern Distribution Management (MDM) and is used here with permission. For more than 50 years MDM has provided industry leading content for B2B Manufacturers and Distributors. We highly recommend becoming an MDM Premium subscriber. In my career as a distributor leader negotiating our annual agreements and getting ready for Annual Distributor-Manufacturer Planning meetings took a lot of effort. It was a season with feelings that often ranged from pure excitement to occasional dread. The planning season was dominated by an established process and company habit. Often the [...]

Taking Unfair Share in 2023 with improved Distributor-Manufacturer Analytic PartnershipsJohn Gunderson2022-09-12T16:47:21-05:00

It’s Time to Make Strategic Business Agreements More Strategic

This article was originally published by Modern Distribution Management (MDM) and is used here with permission. For more than 50 years MDM has provided industry leading content for B2B Manufacturers and Distributors. We highly recommend becoming an MDM Premium subscriber. By John Gunderson and Steve Gettleman They say a strong economy hides a lot of dysfunctionalities in a company. But when the going gets tough, it becomes easier to determine who your most valuable partners really are. With the economy potentially softening, manufacturers and distributors will need to put all their cards on [...]

It’s Time to Make Strategic Business Agreements More StrategicNeil Ruffolo2024-03-06T16:06:48-06:00

Is The Self-Service Customer Choosing Your Brand?

https://youtu.be/cyPri5xxlgI More industrial manufacturers and distributors are enabling end-users with self-serve programs like onsite vending, digital ordering, EDI, and online product training to grow and take market share from the competition. Dorn Group's J Schneider, John Gunderson, and Jim Perdue dive deeper. Video Transcript: John Gunderson: Today, we're going to talk about customer self-service and what that means to manufacturers. So recently, the three of us were talking to a CEO about customer self-serve and what that meant to them. So we're just going to have a chat here today, all three [...]

Is The Self-Service Customer Choosing Your Brand? Neil Ruffolo2022-08-11T15:24:11-05:00

What Manufacturers Can Learn from Fastenal’s Go-To-Market Strategy

This article was reprinted with permission from Modern Distribution Management (MDM) from their MDM Premium Content. It is a great publication and we highly recommend becoming an MDM Premium subscriber, for over 50 years MDM has provided industry leading content for B2B Manufacturers and Distributors. Become an MDM Premium subscriber at https://www.mdm.com/subscribe_premium/ Fastenal’s 2022 first quarter financial report shows the evolving need for manufacturers to adjust their sales plans and tactics for distributors. About 10 years ago, the B2B distribution business was simple: The more calls your outside account managers could [...]

What Manufacturers Can Learn from Fastenal’s Go-To-Market StrategyJames Dorn2022-07-22T09:15:54-05:00

Direct Selling: Manufacturers, Meet Your New Customer

https://vimeo.com/645308504 The answer to selling direct without jeopardizing growth among your existing distributors is understanding what the end-user wants and developing an evolutionary strategy that diversifies revenue streams. Are you ready for the next wave of disruption? Learn how manufacturers are diversifying their revenue streams to leverage disruption for growth: Gain insight on creating a successful direct sales strategy Lead your leadership team through the process of developing a direct sale strategy. Discover why end users are seeking to purchase directly from manufacturers. How to implement an evolutionary (crawl/walk/run) plan to [...]

Direct Selling: Manufacturers, Meet Your New CustomerJames Dorn2021-11-22T16:34:18-06:00