IRCG Insights Blog

IRCG's Top 5 Most-Read Blogs of 2017

IRCG's Top 5 Most-Read Blogs of 2017

Written by Mike Marks on Wednesday, 20 December 2017.

Throughout 2017, Indian River Consulting Group's Insights blog kept you informed. Here are 2017's most-read posts.
In the News: Marks Compares Lighting Distribution to the 'Wild West'

In the News: Marks Compares Lighting Distribution to the 'Wild West'

on Monday, 06 November 2017.

The lighting distribution market is rife with change. In a recent interview with LightED Magazine, Indian River Consulting Group's Mike Marks called the market “the wild, wild...
Webinar Preview: Maximize Your Sales ROI by Focusing on 2 Simple Things

Webinar Preview: Maximize Your Sales ROI by Focusing on 2 Simple Things

Written by Mike Marks on Monday, 11 September 2017.

During the Sales GPS executive workshop earlier this year, I covered why and how field sales must evolve to meet the changing needs of today’s buyers. During my presentation,...
3 Distribution Trends to Take Advantage of in 2018

3 Distribution Trends to Take Advantage of in 2018

Written by Mike Marks on Wednesday, 06 December 2017.

Distributors playing to win in 2018 – not just to not lose – must be proactive.
What Is the Best Inside-To-Outside Sales Ratio?

What Is the Best Inside-To-Outside Sales Ratio?

Written by Mike Marks on Wednesday, 25 October 2017.

The ideal ratio for inside sales to outside sales ranges from 1:1 to around 10:1. To find your ideal ratio, consider the current reality inside your company and that of others...
Responsible for M&A Deal Success? Start Planning Early

Responsible for M&A Deal Success? Start Planning Early

Written by Mike Marks on Wednesday, 30 August 2017.

Company CEOs and board members are facing increasing financial accountability for the success of M&A deals, according to a 2017 survey by PWC of Fortune 1,000...
Indian River Consulting Group Expands Distribution and Events Team

Indian River Consulting Group Expands Distribution and Events Team

on Monday, 07 August 2017.

Indian River Consulting Group (IRCG), a consulting firm focused on the distribution and manufacturing industries, has grown its team to meet increasing demand for its strategic...
In the News: How (Not) to Respond to Amazon

In the News: How (Not) to Respond to Amazon

Written by Mike Marks on Wednesday, 22 November 2017.

In the wake of Amazon's announcement that it will offer a Prime option with unlimited free two-day shipping to Amazon Business customers, some distributors may react...
Why Old-School Distributor-Manufacturer Meetings are a Waste of Time

Why Old-School Distributor-Manufacturer Meetings are a Waste of Time

Written by Mike Marks on Wednesday, 04 October 2017.

If you’re a distributor, you’re going to disagree with your suppliers from time to time. If you’re starting to deploy your sales force more strategically (See: 3 Reasons...
Charley Hale, Former CEO of FCX Performance, to Keynote Distribution M&A Executive Workshop

Charley Hale, Former CEO of FCX Performance, to Keynote Distribution M&A Executive Workshop

on Friday, 25 August 2017.

Charley Hale, former CEO of industrial distributor FCX Performance, will be the keynote speaker at the Distribution M&A Executive Workshop, to be held Oct. 9-11, 2017, in...
Overinvested in Sales, Underinvested in Marketing

Overinvested in Sales, Underinvested in Marketing

Written by Mike Marks on Tuesday, 01 August 2017.

Today’s buyer takes a much more active role in the buying process. These customers – who would much rather do their own research than be interrupted by a salesperson – are...
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