Virtual Engagement Archives

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 or specification, then your selling proposition needs some retooling. Today’s buyer doesn’t care about your brand. They don’t care about your latest innovative product either. What they care about is in their facility. They care about the problems that their teams are experiencing. End-user buying behavior has changed through the COVID era and is continuing to evolve. Manufacturers and distributors need to evolve their sales and marketing [...]

Why Switch? How to Convert the Modern B2B End-User To Your Industrial BrandNeil Ruffolo2022-05-03T10:16:26-05:00

Profitability Playbook: Data & Analytics

https://www.youtube.com/watch?v=8SovBK9GYFM This conversation between Dorn Group President & CEO James Dorn and MDM CEO Tom Gale centers on how data analytics will prove crucial to distributors’ profitability in the year ahead, as the inflation tide that lifted all boats has now left. Here are the elements of a distributor profitability playbook. You can also listen to this episode of The MDM Podcast now: James Dorn is a regular guest on The MDM Podcast. Listen on your favorite podcast platform. Thoughts? Questions? As always, feel free to reach out to talk [...]

Profitability Playbook: Data & AnalyticsJames Dorn2023-10-16T09:20:38-05:00

Panel: Build First-Cost Position to Create Win-Win Supplier Relationships

https://youtu.be/v0Oh2WV9wec In this 2023 Profitability Summit panel discussion, James Dorn and John Gunderson host industry experts sharing insights and experiences on how wholesale distributors and their supplier partners can create win-win relationships through first-cost advantage and customer stratification. They discuss the importance of collaboration, communication and transparency in building strong partnerships, as well as practical tips for identifying and segmenting customers to maximize profitability. Learn how to build successful and sustainable relationships that benefit manufacturers and distributors from Jim Biel, VP Category Management, Blackhawk Industrial, Marty Rossman, Director of Marketing, R.S. [...]

Panel: Build First-Cost Position to Create Win-Win Supplier RelationshipsJames Dorn2023-09-13T11:57:09-05:00

The Data Analytics Journey in Industrial B2B Distribution

https://youtu.be/rmWoXxW-ycE The power of AI as a competitive differentiator is far from being defined. In this conversation, James Dorn and Tom Gale look at the bigger picture of data analytics in distribution, the stages of competency, building blocks and ways organizations are building world-class capability. You can also listen to this episode of The MDM Podcast now: James Dorn is a regular guest on The MDM Podcast. Listen on your favorite podcast platform. Thoughts? Questions? As always, feel free to reach out to talk in greater depth about these and [...]

The Data Analytics Journey in Industrial B2B DistributionJames Dorn2023-09-25T09:22:08-05:00

How IIoT and AI Spell Opportunity for Non-Connected Products Too

https://youtu.be/yrRkGyobj2g Even low-tech products are part of a connected ecosystem. James Dorn and J Schneider describe how the pervasiveness of IIoT and AI / Machine Learning is a competitive opportunity for all distributors and suppliers. Thoughts? Questions? As always, feel free to reach out to talk in greater depth about these and other issues impacting your business.

How IIoT and AI Spell Opportunity for Non-Connected Products TooJames Dorn2023-07-06T09:01:33-05:00