Business Strategy

How to Reduce the Cost of Sales to Thrive in a Post-Pandemic Market

Written by Mike Marks on Friday, 06 November 2020.

How to Reduce the Cost of Sales to Thrive in a Post-Pandemic Market

The world of distribution has proud roots dating back to the end of WWII. But making historical assumptions on the journey of transforming sales models can result in costly pitfalls, especially in a post-pandemic world. The market is changing too quickly.

2 Proven Ways to Add Real Value for Customers Instead of Just Cutting Prices

Written by McKinnon Shisko on Wednesday, 23 September 2020.

2 Proven Ways to Add Real Value for Customers Instead of Just Cutting Prices

When asked how you can provide them with more value, most customers will instantly suggest a price cut. After all, it is the easiest way to compare multiple vendors and as the old adage goes, “It never hurts to ask!”

The Two Areas of Business Distributors Must Focus on If They Want to Win

Written by Mike Marks, Dan Horan on Friday, 07 August 2020.

The Two Areas of Business Distributors Must Focus on If They Want to Win

As practices continue to shift, 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.

The No. 1 Mistake in Strategic Planning is Not Focusing on Customer Insight

Written by Dan Horan on Monday, 11 May 2020.

The No. 1 Mistake in Strategic Planning is Not Focusing on Customer Insight

The need for a strong strategy does not stop because of unprecedented times. If anything, troubling times should highlight the importance of a sound strategy based on customer needs and market realities.

Designing and Executing a Cost Reduction Program in a Pandemic

Written by Mike Marks on Wednesday, 29 April 2020.

Designing and Executing a Cost Reduction Program in a Pandemic

Given double-digit declines in weekly sales year over year, many distributors are evaluating how, when and where they should cut costs to protect future cash flows in these unpredictable times due to the COVID-19 pandemic.

Access Now: Distributor Response to COVID-19 - 04/17/2020 MDM On Demand Recording

Written by Mike Marks on Thursday, 16 April 2020.

Access Now: Distributor Response to COVID-19 - 04/17/2020 MDM On Demand Recording

On April 17 MDM CEO Tom Gale and IRCG Founding Partner Mike Marks held a Live webinar you can now watch on demand. Learn the latest updates on how the Covid-19 pandemic is impacting customers, suppliers, operations and teams.

Access Now: COVID-19 Impacts for Distributors - 04/03/2020 MDM On Demand Recording

Written by Mike Marks on Wednesday, 01 April 2020.

Access Now: COVID-19 Impacts for Distributors - 04/03/2020 MDM On Demand Recording

On April 3, 2020 IRCG Managing Partner Mike Marks and Modern Distribution Management CEO Tom Gale co-hosted an event on how COVID-19 is impacting distributors. This two-hour discussion featured an expert panel to learn about the impacts of the COVID-19 pandemic on distribution customers, suppliers, operations and teams. 

IRCG Publishes Free Cash Flow Modeling Spreadsheet for Distributors

Written by Mike Emerson, McKinnon Shisko on Wednesday, 01 April 2020.

IRCG Publishes Free Cash Flow Modeling Spreadsheet for Distributors

The tool has been put together as a resource for distributors who have not developed the projection tools that will allow them to act early as events unfold related to the current COVID-19 global health crisis.

Distributor Weekly Pandemic Revenue Index (PRI): March 23-27, 2020

Written by Mike Emerson on Monday, 30 March 2020.

Distributor Weekly Pandemic Revenue Index (PRI): March 23-27, 2020

Each week, we’ll be tracking a snapshot of year-over-year distributor revenue with our Pandemic Revenue Index (PRI). Here’s the latest graph.

Access Now: Distributor Response to COVID-19 Pandemic - 03/27/2020 MDM On Demand Recording

Written by Mike Marks on Thursday, 26 March 2020.

Access Now: Distributor Response to COVID-19 Pandemic - 03/27/2020 MDM On Demand Recording

IRCG Managing Partner Mike Marks joined MDM CEO Tom Gale and John Gunderson for this program on March 27, 2020, now available on-demand. Guests shared their experiences and impacts of the Covid-19 pandemic on distribution customers, suppliers, operations and team. 

Distributor Weekly Pandemic Revenue Index (PRI): March 16-20, 2020

Written by Mike Marks, Mike Emerson on Tuesday, 24 March 2020.

Distributor Weekly Pandemic Revenue Index (PRI): March 16-20, 2020

The Indian River Consulting Group Pandemic Revenue Index (PRI) of distributor sales compares sales each week with their same week in the prior year. The Index is based on data from many distributors across multiple lines of trade we have invited to participate.

Video: How to Stress Test Your Business in Times of Crisis

Written by Mike Marks, Mike Emerson on Monday, 23 March 2020.

Video: How to Stress Test Your Business in Times of Crisis

In a recent video conversation with Dirk Beveridge of UnleashWD, Indian River Consulting Group’s Managing Partner and Founder Mike Marks and Partner Mike Emerson spoke about how to manage next steps in the time of the COVID-19 pandemic.

Distributor Action Planner – Covid-19

Written by Mike Emerson on Sunday, 15 March 2020.

Distributor Action Planner – Covid-19

Coronavirus or Covid-19 has brought a level of disruption to businesses unlike many of us have ever seen. Most of us have been through natural disasters and recessions but this is a new kind of disruption. 

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 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.

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