IRCG Insights Blog

Why You Should View Sales Calls as Investments

Why You Should View Sales Calls as Investments

Written by Mike Marks on Thursday, 05 November 2015.

Are your salespeople spending time with customers where there is real opportunity for growth? IRCG has found that many salespeople spend more time with customers based on...
When Data Tests What You Thought You Knew

When Data Tests What You Thought You Knew

Written by Mike Marks on Thursday, 22 October 2015.

In a recent webinar with Modern Distribution Management Publisher Tom Gale, IRCG’s Mike Marks joined Julia Klein, CEO of specialty building materials distributor CH Briggs to...
Is Yours a Lifestyle Business or Professionally Managed?

Is Yours a Lifestyle Business or Professionally Managed?

Written by Mike Marks on Tuesday, 25 August 2015.

Many distributors have faced or are facing the challenge of deciding whether they want to transition from the classic lifestyle business management that evolved from the...
Distributors: A Goal is NOT a Strategy

Distributors: A Goal is NOT a Strategy

on Wednesday, 29 July 2015.

Spreadsheets can’t give you a strategy for market differentiation and increased profits.
Competitive Differentiation: A Matter of Perspective

Competitive Differentiation: A Matter of Perspective

on Monday, 20 July 2015.

We’re all familiar with the SWOT analysis and what that “S” represents: your company’s strengths. Common answers to the question of what a company’s strengths often...
What Really Drives Sales Rep Retention?

What Really Drives Sales Rep Retention?

Written by Steve Deist on Monday, 29 June 2015.

Sales retention is critical for wholesaler-distributors. But plans to retain top talent are usually not as effective as leaders think. This blog looks at one of the most...

Nature vs. Nurture in Sales Management

Written by Steve Deist on Monday, 22 June 2015.

The skills needed to excel as a wholesale distribution sales rep are different than those needed to lead as a sales manager.

Steve Deist's Insight on Profit Improvement Plans Featured in MDM's Tip of the Week

on Thursday, 11 June 2015.

IRCG's Steve Deist was recently featured by MDM in its weekly Management Tip of the Week for distributors.

The Value of Data in Aligning Resources to Market Opportunities

on Wednesday, 10 June 2015.

"Analytics are important for every business. You want to base your decisions on facts, on data, rather than anecdotes." That’s the message Indian River Consulting Group’s...
NAED Future of the Industry Panel: What will the industry look like in 2025?

NAED Future of the Industry Panel: What will the industry look like in 2025?

Written by Mike Marks on Thursday, 28 May 2015.

Indian River Consulting Group's Mike Marks facilitated an engaging panel of electrical distribution industry leaders and an electrical contractor during the annual National...
Keys to Market Access, Part 5: Invest in New Capabilities

Keys to Market Access, Part 5: Invest in New Capabilities

Written by Steve Deist, Mike Marks on Wednesday, 29 April 2015.

This blog is the final of five looking at the five keys to unlocking profitable growth. The final key to a successful market access strategy is to invest in new capabilities.

My Price or Yours?

Written by Steve Deist on Thursday, 23 April 2015.

This blog summarizes the most important lessons that our consulting firm has learned about effective pricing in wholesale distribution.
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