With many distributors recently restructuring their sales teams, James Dorn and John Gunderson discuss how to optimize and align them toward high-level revenue performance.
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As customers continue to work down inventory levels into 2024, James Dorn and John Gunderson outline action items for optimizing inventory levels in partnership with suppliers to stay nimble and gain share.
Following his three-part article series, we had John Gunderson on the podcast for a deeper dive into Fastenal’s move from a company dependent on a nationwide branch network to one that emphasizes embedded customer service.
John Gunderson puts a bow on 2024 business planning with advice on how to ensure your strategy is more sound than your assumptions.
AI is already fueling next-gen sales models, but data analytics are the foundation to better engage, sell and service customer needs. Here’s the growth roadmap MDM is exploring at our Data Analytics Summit.
James Dorn summarizes Dorn Group’s latest survey results that hold some surprising insights for distributors on the pricing front.
James Dorn and Tom Gale outline ways to leverage manufacturer incentives, create strategic tiered suppliers at a product category level and capture every available dollar before year-end.
James Dorn joins MDM's Tom Gale to bust the myth of not being able to grow both top-line revenue and margin in challenging market conditions.
James Dorn and Tom Gale discuss distributors’ use of data analytics to inform profitability decisions in the year ahead, which figures to involve more strategy as firms can't lean on inflation.
Many distributors can build the strong data teams, but most distributors really struggle to use that data muscle effectively to move the business forward. Here's how to make it stick.
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.
Missed MDM's free Virtual Profitability Summit? It's now available on-demand. Here, find a quick recap of some final thoughts from the event.
James Dorn shares insights on leveraging voice of customer, associate and supplier research to inform strategy, make better decisions and build winning playbooks.
One of the biggest factors limiting the success of B2B distributor eCommerce is pricing. James Dorn looks at pricing strategy and two schools of thought on how distributors look at the ROI equation for their eCommerce revenue.
In our latest QuickTake Podcast, Dorn Group's James Dorn shares how he sees a perfect storm brewing for private label investment as softening inflation and supply chain pressures add tailwinds to its equation.
