IRCG Insights Blog

What’s Your Distribution Company Really Worth? 3 Considerations

What’s Your Distribution Company Really Worth? 3 Considerations

on Wednesday, 20 July 2016.

Consolidation in wholesale distribution has remained strong in part due to a wave of owner-operators wanting to move on to the next stages of their lives. As part of their...
Rethink Your Approach to Sales Incentives

Rethink Your Approach to Sales Incentives

on Wednesday, 20 July 2016.

Effective sales performance is and will continue to be critical to a wholesale distribution company’s long-term success. But the sales function continues to be...
Featured in MDM: Do New Things, Not Old Things Better

Featured in MDM: Do New Things, Not Old Things Better

on Tuesday, 05 July 2016.

IRCG Managing Partner Mike Marks recently contributed his insight on how distributors can succeed in today’s up-and-down climate in the newly released 2016 Distribution...
Now is the Time to Plan for Your Company’s Future

Now is the Time to Plan for Your Company’s Future

on Wednesday, 22 June 2016.

Don’t wait to set up a succession plan. Now is the time to determine what you want next for your distribution business by conducting a strategic alternatives...
How Distributors Should Respond to Nontraditional Competition

How Distributors Should Respond to Nontraditional Competition

on Thursday, 09 June 2016.

Distributors are fighting wars on multiple fronts, according to a recent panel moderated by IRCG at the National Association of Electrical Distributors (NAED) annual meeting,...
What Separates Distributors from the Pack

What Separates Distributors from the Pack

on Friday, 27 May 2016.

IRCG’s Mike Marks recently moderated a panel discussion at the 2016 National Association of Electrical Distributors (NAED) annual convention. The topic was "Are You...
When Should Distributors Invest in Analytics?

When Should Distributors Invest in Analytics?

on Thursday, 26 May 2016.

In which part of the business cycle should distributors invest in analytics? IRCG Managing Partner Mike Marks and PROS Director of Industry Marketing Sean Duclaux addressed this...
It’s Not About the High Price, It’s About the Right Price

It’s Not About the High Price, It’s About the Right Price

on Thursday, 12 May 2016.

For many distributors, the last price paid is the go-to price. Salespeople know it worked last time, so they use it again. But over the past several years, more distributors...
NAW/PROS Webinar: In Uncertain Environment, Embrace Data

NAW/PROS Webinar: In Uncertain Environment, Embrace Data

on Tuesday, 03 May 2016.

IRCG Managing Partner Mike Marks joined PROS Director of Industry Marketing Sean Duclaux in a recent National Association of Wholesaler-Distributors webinar, “Realizing...
NAW/PROS Webinar Examines How Analytics Can Drive Growth Despite a Tough Market

NAW/PROS Webinar Examines How Analytics Can Drive Growth Despite a Tough Market

on Tuesday, 26 April 2016.

Despite the C-suite's focus on growth this year, the market is painting a different picture for the rest of 2016. But it is still possible to drive top- and bottom-line growth...
How Do Millennials Really Feel About Sales Compensation?

How Do Millennials Really Feel About Sales Compensation?

Written by Mike Emerson on Tuesday, 19 April 2016.

The traditional view this industry has taken was that successful field sales reps needed enough confidence to have some skin in the game, and that wanting a higher salary was a...
From Forbes: Hisco's Secret to Competing in a Changing Distribution Industry

From Forbes: Hisco's Secret to Competing in a Changing Distribution Industry

on Monday, 28 March 2016.

Industrial distributor Hisco has grown to sales of $265 million by giving its employees true autonomy to meet its customers’ needs at dozens of local branches. Mike Marks,...
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