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IRCG is an experience-driven firm that specializes in distribution channels. We help our clients achieve a clear line of sight to their customers. Our services include:

Strategic planning to ensure proper market positioning
Channel management to select and align partners with the strategy
Sales effectiveness and incentive design to drive full execution

We offer a unique combination of innovative insight, deep industry expertise and proven implementation. As a large boutique firm, we are well positioned for companies that want project expertise to effect large scale change but also seek the specific industry knowledge to get there quickly. Our clients include industry leading distributors, manufacturers and private equity firms such as those listed below.

Featured Articles

Value Creation Strategies for Wholesaler-Distributors

Written by Steve Deist

In Value Creation Strategies for Wholesaler-Distributors, authors Steve Deist, Mike Marks, and Mike Emerson provide highly actionable insights about how wholesaler-distributors can use a market-driven strategy to increase enterprise value for customers and shareholders.

Buy this book from NAW

PTDA Annual Report

Written by Mike Marks
Is It The Time To Move? By J. Michael Marks “When people are free to do as they please, they usually imitate each other” - Eric Hoffer This quotation has a great deal to do with how executives handled risk in the past. From 2002 until 2008, capital was easy to obtain, growth rates were consistently up and the best way to predict the future was to look at the past. Those making decisions about business risk and investment behaved as Eric Hoffer described in the quote above. There was a lot of discussion about risk but there was a clear herd mentality at play. Imitating others seemed like the right path to take.
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Spending Less, Getting More

Written by Mike Emerson
Most distributors have already eliminated the under-performers within their organizations and slashed truly non-essential costs in reaction to today’s economy. Now reductions to the sales force carry with them the legitimate concern that as personnel is eliminated revenues will be as well. The question many distributors are asking is, “How can I reduce costs without losing sales?” For many distributors it is challenging to even understand how to look at the risks.
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Working at Cross-Purposes II: Teaching the Rep a Thing or Two

Written by Tim Horan
Excerpt: If the local factory or supplier rep is more effective in the job, the distributor will sell more of the rep's product. Effectively managing the relationship is the quickest way to improving distributor productivity. The keys to understanding and improving effectiveness are: understanding the distribution business; recognizing that distributors and manufacturers often work at legitimate cross purposes; and being sensitive to those irritating "MBAs" that can make or break a relationship.
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2210 Front Street, Suite 308, Melbourne, FL 32901
Phone (321) 956-8617 Fax (321) 956-8620