IRCG Insights Blog

Are Scorecards Upping Your Game, or Sidelining Your Supplier Relationships?

Are Scorecards Upping Your Game, or Sidelining Your Supplier Relationships?

Written by Mike Marks on Thursday, 21 February 2019.

Supplier scorecards can be a highly useful tool that directly drive profitability. Or they can spark friction and permanently fray relationships between distributors and...
Set Yourself Up Now to Beat the Next Recession

Set Yourself Up Now to Beat the Next Recession

Written by Mike Marks on Monday, 07 January 2019.

Digital transformation. Consolidation. Growing concerns over manufacturers’ going direct. With all the shiny objects in front of distributors right now, it’s easy to ignore...
How Often Should Sales Reps Call on Customers?

How Often Should Sales Reps Call on Customers?

Written by Mike Marks on Monday, 01 October 2018.

Mike Marks writes that the question how frequently sales reps should call on customers misses the mark. It assumes, he says, that outside sales reps should regularly be visiting...
Distributors: Get Out of Your Echo Chamber

Distributors: Get Out of Your Echo Chamber

Written by Mike Marks on Monday, 06 August 2018.

A lot of distributors have been operating in an echo chamber without realizing it. Distributors in an echo chamber don't measure anything, so they don't understand what's...
Sales GPS 2019 Preview: Transform Your Sales Force

Sales GPS 2019 Preview: Transform Your Sales Force

Written by Mike Marks on Friday, 25 January 2019.

IRCG Managing Partner Mike Marks will be talking about how distributors can transition their sales models in the face of this constant change at the upcoming Sales GPS...
3 Ways to Minimize Risk in Your Business Investments

3 Ways to Minimize Risk in Your Business Investments

Written by Mike Marks on Monday, 12 November 2018.

A strong economy has provided distributors with more investment capital in 2018 than they've seen in over a decade. Even small, independent distributors are making investments,...
Free Webinar w/Zilliant: Restructuring Your Sales Team When Incorporating eCommerce

Free Webinar w/Zilliant: Restructuring Your Sales Team When Incorporating eCommerce

Written by Mike Marks on Monday, 24 September 2018.

Are your direct and inside sales teams structured to embrace or resist an e-commerce channel? If you're grappling with this very challenge, Zilliant and IRCG invite you to a...
In the News: 5 Things Your Customers Need Less Of

In the News: 5 Things Your Customers Need Less Of

Written by Mike Marks on Wednesday, 18 July 2018.

Most distributors are offering customers things they really don't want or need.
5 Value Drivers That Don't Involve Cutting Prices

5 Value Drivers That Don't Involve Cutting Prices

Written by Mike Marks on Monday, 29 October 2018.

Most customers will ask for a price cut if you ask them how you can provide more value. But discounts are the surest way to erode margins and start a race to the bottom.
Specialize and Support Your Sales Team

Specialize and Support Your Sales Team

Written by Mike Marks on Wednesday, 19 September 2018.

Mike Marks was recently featured by Modern Distribution Management talking about the importance of specialization in sales.
In the News: To Successfully Leverage Data Think People, Not Technology

In the News: To Successfully Leverage Data Think People, Not Technology

Written by Mike Marks on Monday, 25 June 2018.

Leverage human resources - not just technology - to bridge the gap between raw data and actionable insights.
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