Business Strategy

Technology, Talent and Tenacity: What Distributors Need to Get Ahead in 2020

Written by Mike Marks on Tuesday, 11 February 2020.

Technology, Talent and Tenacity: What Distributors Need to Get Ahead in 2020

2020 is here, and we’re still hearing some rumbling of an economic slowdown. Some might consider holding back on new investments until the economic future is more certain. And yet, thriving amid disruption is a differentiator in today’s market. Put another way: Disruption creates opportunity.

You’re Invited: Sales GPS 2020 – Transform Your Distribution Sales Model

Written by Mike Marks, Mike Emerson on Tuesday, 11 February 2020.

You’re Invited: Sales GPS 2020 – Transform Your Distribution Sales Model

This May, IRCG’s Mike Marks and Mike Emerson will be participating once again in the Sales GPS conference in Chicago, Ill.

Featured in NAW: Winning in a Post-Amazon World

Written by Mike Marks on Thursday, 30 January 2020.

Featured in NAW: Winning in a Post-Amazon World

Just because Amazon is a household name doesn’t mean distributors must emulate its every move to compete.

IRCG Managing Partner Mike Marks’s latest guest post for the National Association of Wholesaler-Distributors offers up suggestions for distributors looking to succeed in the shadow of Amazon. It’s not about beating the online behemoth, but about creating more value in your own niche, for your own customers.

Gross Margin: Improving the Usefulness of a Time-Honored KPI

Written by McKinnon Shisko on Thursday, 02 January 2020.

Gross Margin: Improving the Usefulness of a Time-Honored KPI

The terms “gross profit” and “gross margin” are often used interchangeably as they are both calculated the same way: the amount for which goods or services were sold minus the amount for which they were purchased. True, the mathematical values are ultimately the same, but what many folks understand those terms to represent are quite different.

Free Webinar: Real Strategies for Distribution Success

Written by Mike Marks on Thursday, 19 December 2019.

Free Webinar: Real Strategies for Distribution Success

On January 8, 2020 at 11am PT, Indian River Consulting Group managing partner Mike Marks will join Epicor’s ongoing webinar series on Distribution Innovation and Strategy. Marks will add to the conversation about how innovating your business model can help you embrace change in 2020 and beyond.

Featured in NAW: Complacency will lead you nowhere

Written by Mike Marks on Thursday, 19 December 2019.

Featured in NAW: Complacency will lead you nowhere

According to BigCommerce, more than 197 million people visit Amazon each month to browse more than 12 million products — and those numbers go up every day. But distributors don’t need to be afraid of Amazon. Rather, they need to innovate and sell to customers the way today’s customers want to buy.

Stump the Consultant: How Can Distributors Prepare for the World of AI?

Written by Mike Marks on Tuesday, 10 December 2019.

Stump the Consultant: How Can Distributors Prepare for the World of AI?

More and more, we’re seeing industries move toward integrating artificial intelligence (AI) into operations structures.

Stump the Consultant: Should Distributors Do Private Label?

Written by Mike Marks on Tuesday, 03 December 2019.

Stump the Consultant: Should Distributors Do Private Label?

If branded manufacturer margins decline, some distributors may consider expanding their model to add private label revenue. This could be a good idea for the company, but it’s only one component within the greater plan.

Stump the Consultant: When Will Distributors Realize Their Sales Model is No Longer Relevant?

Written by Mike Marks on Tuesday, 26 November 2019.

Stump the Consultant: When Will Distributors Realize Their Sales Model is No Longer Relevant?

Margins are declining. Growth rates have become lower than the market standard. What's going wrong, and how can you fix it?

Stump the Consultant: Biggest Mistakes Made with Sales Compensation

Written by Mike Marks on Wednesday, 20 November 2019.

Stump the Consultant: Biggest Mistakes Made with Sales Compensation

The biggest mistake management teams make, when it comes to sales compensation, is using the pay plan to manage salespeople.

Webcast: Your Playbook for Growth in 2020 featuring Mike Marks

Written by Mike Marks on Tuesday, 05 November 2019.

Webcast: Your Playbook for Growth in 2020 featuring Mike Marks

Forecasters are pointing to market slowdowns in early 2020. And while things are expected to pick up again in the back half of the new year, this is no time to abandon your playbook.

Manufacturers: What’s Happened to Your Market Access?

Written by Mike Marks on Thursday, 17 October 2019.

Manufacturers: What’s Happened to Your Market Access?

We know market access starts with coverage, but do all your potential customers see you how you want to be seen?

Distributors: Want to Know Why Things Are Getting Harder?

Written by Mike Marks on Tuesday, 17 September 2019.

Distributors: Want to Know Why Things Are Getting Harder?

Back in the day, the path to distributor growth was to sell service with excellent people.

The 2 Areas of Business Distributors Must Focus On If They Want to Win

Written by Mike Marks on Tuesday, 03 September 2019.

The 2 Areas of Business Distributors Must Focus On If They Want to Win

There are two trends distributors should be paying close attention to in today’s market. One is understanding the role of technology, and the other is attracting and retaining talent.

To Thrive in a Changing Market, Know Your Customers

Written by Mike Marks on Tuesday, 27 August 2019.

To Thrive in a Changing Market, Know Your Customers

Disruption is probably the one constant in today’s market.

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