Maximize the profitability of your strategic business agreements (SBAs) with manufacturer partners through expert negotiation and management. SBAs are often the linchpin of success in the distribution channel, yet they often receive insufficient attention. At Dorn, we specialize in delivering best practices honed by our experienced team, who have spearheaded SBA programs and category management initiatives for some of North America’s largest distributors. Whether you’re a distributor or manufacturer, our tailored strategies and processes empower your team to optimize SBA programs and drive mutual growth.

Building Capability Around Using Active Category Management to Drive Profitability

Watch James Dorn outline ways to leverage manufacturer incentives, create strategic tiered suppliers at a product category level, and capture every single dollar available.:

How to Tame “Suppliers Gone Wild”

Distributors must become more important to fewer customers. Watch James Dorn and John Gunderson share 3 ways to optimize supplier relationships and preserve gross margins.

“Dorn helped us align our teams and activities to effectively change the conversation with our channel partners and end-users. It is no small coincidence we are experiencing our best year ever.”
— Ben Wulf
CEO, Portacool

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“We set out to redefine new product launches at an organizational level to more effectively capture return on invested capital. The results set a new standard for our product, marketing and sales teams.”
— Robert Varzino
GM, JPW Industries

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