IRCG Insights Blog

Mike Marks to Present 4 Courses at 2017 University of Innovative Distribution (UID)

Mike Marks to Present 4 Courses at 2017 University of Innovative Distribution (UID)

on Friday, 28 October 2016.

The University of Innovative Distribution (UID) has opened registration for its March 2017 program. IRCG's Mike Marks is a permanent faculty member at UID, and will be...
What Separates Market-Driven Distributors from the Competition

What Separates Market-Driven Distributors from the Competition

Written by Mike Marks on Friday, 07 October 2016.

One distinction stands above all others in separating market-driven distribution companies from the competition: They set internal priorities based on an external, market...
How to Play to Win – Not to Not Lose

How to Play to Win – Not to Not Lose

Written by Mike Marks on Wednesday, 21 September 2016.

Every distributor says they are different because of their service and their people. But those are not differentiators: They are just the ante to play. If you have both, you get...
Changing Your Sales Comp Plan? Communication is Key

Changing Your Sales Comp Plan? Communication is Key

Written by Mike Emerson on Wednesday, 07 September 2016.

If you embark on changes to your sales compensation plan, remember: Communication is key.
Featured in MDM: Work on Your Business, Not Just In It

Featured in MDM: Work on Your Business, Not Just In It

on Wednesday, 24 August 2016.

IRCG’s Mike Marks wants distributors to be proactive, not reactive, about finding and acting on opportunities. That’s his message in two different recent articles featured...
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 undermanaged...
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 Trends...
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 analysis. IRCG...
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 Predator...
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...
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