Dorn

Don't miss James Dorn and John Gunderson at the upcoming SHIFT conference, September 11-13 in Denver, Colorado: https://lnkd.in/gUm2VjGE In a recent episode of The MDM Podcast with Tom Gale they discuss ways distributors can leverage data, technology, and strong partnerships to create competitive advantages. Key Takeaways: - Importance of targeted strategies to achieve preferential treatment from manufacturers. - Role of data and technology in driving demand and market differentiation. - Need for robust distributor networks to effectively serve end customers. #SalesPerformance #RevenueGrowth #DistributorSuccess #IndustrialSupply #MarketStrategy Modern Distribution Management (MDM) National Association of Wholesaler-Distributors

In today's dynamic market, industrial distributors are shifting away from traditional product-focused sales strategies towards solution-based approaches. According to James Dorn, Jim Perdue, MBA and John Gunderson, manufacturers who adapt to this change by providing comprehensive support and value-added services to their distributor partners are seeing greater success compared to those sticking to legacy tactics. Key Takeaways: - Distributors are evolving their sales teams to focus more on inside sales and digital channels, necessitating manufacturers to reassess their support strategies. - Top-performing manufacturers segment their distributors effectively and prioritize value-added services over legacy rebate approaches. - Manufacturers need to provide robust market data and tailored support programs to help distributors succeed in the modern landscape. #IndustrialDistribution #Manufacturing #ChannelMarketing #SalesEvolution #ValueAddedServices

Manufacturers should push for more collaborative distributor relationships that integrate customer insights and data-driven decision-making. Watch James Dorn, J Schneider and John Gunderson delve into the shift from traditional transactional relationships to modern joint planning strategies. Key Takeaways: - Manufacturers are advised to reassess their distributor partnerships and transition to modern joint planning to adapt to post-pandemic market dynamics. - Modern joint planning fosters collaboration between manufacturers and distributors, enabling them to leverage customer insights and data for strategic growth. - Embracing innovative tools and approaches, such as leveraging website traffic data and seamless order processing, can enhance the efficiency and effectiveness of distributor-manufacturer partnerships. #ManufacturingStrategy #DistributorPartnerships #PostPandemicBusiness #DataDrivenDecisions #JointPlanningStrategy

Check out this lineup of industry experts taking the stage during the Channel Pros track at Fall Summit! ⬇️ Designed to help you navigate the future of the industrial channel landscape, this value-packed track will cover topics like: 💡 Mergers and acquisitions 💡 Technology partnerships 💡 Profitability & inventory strategies 💡 Cybersecurity culture 💡 The future of work 💡 And more! View the full agenda: https://lnkd.in/ePxMvz37 Register now: https://lnkd.in/gb4u_Yea #ISAPartners #ISAFallSummit #IndustrialSupplyAssociation #IndustrialSupplyChannel #MROP #ChannelPros #IndustrialSupply

In the past few years, industrial customers have increasingly relied on self-service and direct sourcing, bypassing distributors for information and purchases. James Dorn and J Schneider highlight significant threats facing traditional distributor business model, including direct selling, marketplace expansion, supply chain vulnerability, and market consolidation. Key Takeaways: - Changing buyer behavior, characterized by self-service and direct sourcing, is reshaping traditional distributor business models. - Direct selling by manufacturers and the proliferation of marketplaces pose significant threats to distributors' market share. - Supply chain disruptions, including logistics companies encroaching on distributor spaces, further exacerbate challenges. - Market consolidation, with larger players gaining dominance, presents additional hurdles for smaller distributors. - To survive and thrive, distributors must adopt modern strategies focused on understanding and serving end customers while evolving to meet changing market dynamics. #DistributionIndustry #SupplyChainDisruption #DirectSelling #MarketplaceExpansion #BusinessStrategy

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Industrial distributors and manufacturers should not simply mimic the strategies of competitors like Amazon, but rather carve out unique value propositions. According to James Dorn and J Schneider, by focusing on building teams that listen and leveraging collaborative partnerships, distributors and manufacturers can deliver innovative solutions tailored to their customers' evolving needs. Key Takeaways: - Avoid imitating competitors like Amazon; instead, focus on developing a unique value proposition tailored to your end customers. - Organize your business around understanding and meeting the specific needs of your customers, rather than following industry trends blindly. - Build teams that prioritize listening and develop collaborative partnerships with manufacturers or distributors to leverage collective intelligence for innovation. #IndustrialInnovation #CustomerCentricStrategy #CollaborativePartnerships #UniqueValueProposition #MarketLeadership

In today's rapidly changing environment, relying solely on traditional channels for brand building and demand generation is no longer sufficient. James Dorn and J Schneider emphasize the critical need for manufacturers to invest in understanding their end-users and effectively engaging with them. Manufacturers must adopt a balanced approach that includes both push and pull strategies to stay competitive. Key Takeaways: - Manufacturers must invest in knowing their end-users and how to interact with them effectively. - Building brand awareness and preference directly with end-users is essential for long-term success. - An integrated approach that combines digital and traditional engagement strategies is necessary to adapt to evolving customer preferences. #ManufacturingStrategy #CustomerEngagement #BrandBuilding #DistributionChannels #DigitalTransformation

In this video James Dorn and J Schneider discuss the evolving landscape of distributor and manufacturer strategies, focusing in particular on reallocation within selling teams and the rise of digital integration. Key Takeaways: - Reallocation of Resources: Distributors are undergoing a significant shift in resource allocation, particularly in field sales, inside sales, and digital teams. This realignment is driven by changes in market dynamics and customer expectations. - Strategic Collaboration: Manufacturers can support distributors by providing tools, knowledge, and resources to adapt to market shifts and enhance their competitive edge. Collaboration between manufacturers and distributors is crucial for mutual success in the evolving marketplace. #DistributionStrategy #ManufacturingIndustry #DigitalTransformation #MarketDynamics #StrategicPartnerships

Rather than solely relying on point-of-sale (POS) data, James Dorn and John Gunderson advocate for a strategic shift towards leveraging comprehensive market intelligence to identify untapped opportunities at various levels, from national to individual customer accounts. By harnessing this data, businesses can tailor their sales and marketing strategies, foster stronger partnerships, and gain a competitive edge in their respective markets. KEY TAKEAWAYS: - Market intelligence data offers a quantified view of demand for manufacturers' products, enabling targeted market development efforts. - Manufacturers and distributors can collaborate more effectively by focusing on market intelligence rather than solely relying on POS data. - Understanding market potential at different levels allows businesses to make informed decisions and prioritize resources accordingly. - Data-driven insights empower sales teams to identify growth opportunities and develop tailored strategies for specific markets and customers. - Market intelligence data enhances manufacturers' ability to differentiate themselves and gain preference from distributors by offering actionable insights and targeted programs. For more insights like this, visit https://lnkd.in/gC7k-MWk #MarketIntelligence #ManufacturingGrowth #DistributionStrategy #DataDrivenDecisions #BusinessPartnerships