IRCG Insights Blog

With M&A Integration, What You Don’t Know Will Hurt You

With M&A Integration, What You Don’t Know Will Hurt You

on Tuesday, 11 July 2017.

Some distributors think that when they buy a company that the integration will go smoothly without their having to invest time getting to know current employees. Unfortunately,...
Have Your Salespeople Hit the Compensation ‘Point of Diminishing Returns’?

Have Your Salespeople Hit the Compensation ‘Point of Diminishing Returns’?

Written by Mike Marks on Tuesday, 30 May 2017.

I’ve worked with dozens and dozens of distributors and manufacturers over the past couple of decades, and in that time, I’ve heard more times than I can count that the field...
3 Questions to Ask Before Changing Your Sales Compensation Plan

3 Questions to Ask Before Changing Your Sales Compensation Plan

Written by Mike Marks on Monday, 17 April 2017.

At IRCG’s recent executive workshop, Sales GPS, we spoke with wholesale distribution executives about the need to rethink their distribution sales models to adapt to new...
What’s Missing in Amazon’s B2B Strategy

What’s Missing in Amazon’s B2B Strategy

Written by Mike Marks on Monday, 13 March 2017.

A lot of distributors are worried about Amazon’s growing influence in B2B markets. Despite Amazon’s replacement of AmazonSupply with the somewhat less-threatening Amazon...
The No. 1 Mistake Buyers Make in M&A

The No. 1 Mistake Buyers Make in M&A

Written by Mike Marks on Monday, 26 June 2017.

Buying a company can be an emotional experience. The closer many distributors get to completing a deal, the more they tend to fall in love with it. The reality is that M&A...
What is the Future of Independents in Distribution?

What is the Future of Independents in Distribution?

Written by Mike Marks on Friday, 05 May 2017.

I moderated a panel discussion on the future of the independent distributor in the electrical channel at this week’s National Association of Electrical Distributors National...
Bridge the Disconnect Between Tech and Culture in the Use of Big Data

Bridge the Disconnect Between Tech and Culture in the Use of Big Data

Written by Mike Marks on Tuesday, 04 April 2017.

Only 1 in 5 e-commerce executives across industries rate their organizations as having a “world-class” data-driven culture, according to Clearhead’s 2016 Digital...
New Download: The Distribution Sales Rep of the Future

New Download: The Distribution Sales Rep of the Future

Written by Mike Marks on Thursday, 23 February 2017.

To give you a taste of of our upcoming Sales GPS event, we’ve put together a new whitepaper: The Sales Rep of the Future, now available for free download.
The No. 1 Reason Distributors Fail to Make the Digital Transition

The No. 1 Reason Distributors Fail to Make the Digital Transition

Written by Mike Marks on Tuesday, 06 June 2017.

At the Industrial Supply Association’s annual convention this year, I spoke about the transition distributors must make to digital. This goes beyond just selling products...
When It Comes to Digital, Don’t Be the Monkey Holding On to the Mango

When It Comes to Digital, Don’t Be the Monkey Holding On to the Mango

on Wednesday, 03 May 2017.

Have you heard the story about how to catch a monkey? Tie a jar with a mango inside to a tree. When the monkey tries to get the mango, his hand gets caught. Don’t be the...
Study: Field Sales Roles Still Key Despite E-Commerce Shift

Study: Field Sales Roles Still Key Despite E-Commerce Shift

on Tuesday, 21 March 2017.

Sales roles today are becoming less transactional as more customers move ordering activity online. In a recent survey we conducted with MDM, distributors have predicted that as...
Distributors: Take the Long-Term View

Distributors: Take the Long-Term View

Written by Mike Marks on Thursday, 16 February 2017.

On a daily basis, you can get news on mergers and acquisitions and the quarterly reports of publicly traded companies. And it seems like every week a new report comes out...
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