Business Strategy

When Data Tests What You Thought You Knew

When Data Tests What You Thought You Knew

Written by Mike Marks on Thursday, 22 October 2015.

In a recent webinar with Modern Distribution Management Publisher Tom Gale, IRCG’s Mike Marks joined Julia Klein, CEO of specialty building materials distributor CH Briggs to...
Is Yours a Lifestyle Business or Professionally Managed?

Is Yours a Lifestyle Business or Professionally Managed?

Written by Mike Marks on Tuesday, 25 August 2015.

Many distributors have faced or are facing the challenge of deciding whether they want to transition from the classic lifestyle business management that evolved from the...
Distributors: A Goal is NOT a Strategy

Distributors: A Goal is NOT a Strategy

on Wednesday, 29 July 2015.

Spreadsheets can’t give you a strategy for market differentiation and increased profits.
Competitive Differentiation: A Matter of Perspective

Competitive Differentiation: A Matter of Perspective

on Monday, 20 July 2015.

We’re all familiar with the SWOT analysis and what that “S” represents: your company’s strengths. Common answers to the question of what a company’s strengths often...

Steve Deist's Insight on Profit Improvement Plans Featured in MDM's Tip of the Week

on Thursday, 11 June 2015.

IRCG's Steve Deist was recently featured by MDM in its weekly Management Tip of the Week for distributors.

The Value of Data in Aligning Resources to Market Opportunities

on Wednesday, 10 June 2015.

"Analytics are important for every business. You want to base your decisions on facts, on data, rather than anecdotes." That’s the message Indian River Consulting Group’s...
NAED Future of the Industry Panel: What will the industry look like in 2025?

NAED Future of the Industry Panel: What will the industry look like in 2025?

Written by Mike Marks on Thursday, 28 May 2015.

Indian River Consulting Group's Mike Marks facilitated an engaging panel of electrical distribution industry leaders and an electrical contractor during the annual National...
Keys to Market Access, Part 5: Invest in New Capabilities

Keys to Market Access, Part 5: Invest in New Capabilities

Written by Steve Deist, Mike Marks on Wednesday, 29 April 2015.

This blog is the final of five looking at the five keys to unlocking profitable growth. The final key to a successful market access strategy is to invest in new capabilities.

My Price or Yours?

Written by Steve Deist on Thursday, 23 April 2015.

This blog summarizes the most important lessons that our consulting firm has learned about effective pricing in wholesale distribution.

Keys to Market Access, Part 4: Understand True Market Potential

Written by Steve Deist, Mike Marks on Wednesday, 15 April 2015.

This blog is the fourth of five in a series looking at the five keys to unlocking profitable growth. The fourth key to a successful market access strategy is to understand true...
Keys to Market Access, Part 3: Measure the Right Things

Keys to Market Access, Part 3: Measure the Right Things

Written by Steve Deist, Mike Marks on Wednesday, 08 April 2015.

This blog is the third of five looking at the five keys to unlocking profitable growth. The third key to a successful market access strategy is to measure the right things.

Keys to Market Access, Part 2: What Are Your Customers Buying?

Written by Steve Deist, Mike Marks on Tuesday, 31 March 2015.

This blog is the second of five looking at the five keys to unlocking profitable growth. The second key to a successful market access strategy is to provide different levels of...
Now Available - Myths and Misperceptions: How Markets Are Really Made in HVACR

Now Available - Myths and Misperceptions: How Markets Are Really Made in HVACR

on Wednesday, 25 March 2015.

Indian River Consulting Group Partners Mike Marks and Steve Deist partnered with the Heating, Air-conditioning and Refrigeration Distributors International to publish a book...
Keys to Market Access, Part 1: Understand How Demand is Created

Keys to Market Access, Part 1: Understand How Demand is Created

Written by Steve Deist, Mike Marks on Saturday, 21 March 2015.

This blog is the first of five looking at the five keys to unlocking profitable growth. The first key to building a successful market access strategy is to understand how...

The Use and Abuse of Customer Profitability Analytics

on Friday, 13 March 2015.

Over the past couple of months, a series of IRCG articles on the use and abuse of customer profitability analytics has appeared in Modern Distribution Management’s premium...
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