Industry Expertise for Distributors
Our real world experience fosters an understanding and empathy that makes our partnership invaluable when clients are facing challenges to improve. These include scenarios such as downsizing in a recession, changing major suppliers, integrating an acquisition, changing out managers from "C" players to "A" players, and even learning to make a profit on five fewer points of gross margin.
IRCG participates in each phase of the consulting assignment with responsibility for the quality of the results. We stand shoulder to shoulder with our clients to make the changes work. Simply put, we spend more time with rolled-up sleeves working late nights to accomplish our goals than we spend making presentations.
Call us for a free phone consultation, or email info@ircg.com
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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
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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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Good diagnostics are essential for improving financial performance. Generally, a client contacts us with a specific issue in mind (i.e., "we have an incentive issue or a competitive issue…"). Our assessment process provides a structure for identifying, prioritizing and evaluating issues. Our industry experience enables us to quickly cut to the key areas and root causes.
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Your company’s sales force is its most potent weapon in the battle for market share. It is also the most expensive. Having an effective sales force is absolutely essential for success.
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Indian River's experiences throughout all aspects of Wholesale Distribution allow us to bring a strategic perspective to compensation and incentives. Although attracting and retaining high performing individuals is a big part of the equation, it is imperative that these issues be viewed in the context of the contemporary distribution industry.
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IRCG’s strategy development services produce real results. The President of one client organization called our engagement “The best money we ever spent.” The CEO of another reported that “Our management group is now a team. The change has been incredible.”
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Smarter pricing can be one of the quickest ways to improve the bottom line. But the right approach for distributors is fundamentally different from those used in other industries such as manufacturing. There are specific risks and opportunities that distributors should not ignore.
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Does your company consistently deliver great customer service? Are you using your human and financial assets as effectively as possible? IRCG can help you answer "yes" to these questions. We have extensive, practical experience in inventory management, business process improvement and customer service.
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Information technology can be a key weapon in your competitive arsenal. It’s much too important to be delegated to programmers. Your IT spending should be driven by business strategy, not technology fads.
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For Distributors 
