Business Strategy

Stump the Consultant: Should Distributors Do Private Label?

Stump the Consultant: Should Distributors Do Private Label?

Written by Mike Marks on Tuesday, 03 December 2019.

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

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

Written by Mike Marks on Tuesday, 26 November 2019.

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

Stump the Consultant: Biggest Mistakes Made with Sales Compensation

Written by Mike Marks on Wednesday, 20 November 2019.

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

Webcast: Your Playbook for Growth in 2020 featuring Mike Marks

Written by Mike Marks on Tuesday, 05 November 2019.

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...
Manufacturers: What’s Happened to Your Market Access?

Manufacturers: What’s Happened to Your Market Access?

Written by Mike Marks on Thursday, 17 October 2019.

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?

Distributors: Want to Know Why Things Are Getting Harder?

Written by Mike Marks on Tuesday, 17 September 2019.

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

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

Written by Mike Marks on Tuesday, 03 September 2019.

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...
To Thrive in a Changing Market, Know Your Customers

To Thrive in a Changing Market, Know Your Customers

Written by Mike Marks on Tuesday, 27 August 2019.

Disruption is probably the one constant in today’s market.
Think you know your customers? Think again.

Think you know your customers? Think again.

Written by Mike Marks on Thursday, 20 June 2019.

Most distributors think they know their customers. Until they actually talk to those customers. Often, when distributors think about value propositions or differentiating...
5 Areas of Your Business to Examine if You Want to Stay Relevant in 2020

5 Areas of Your Business to Examine if You Want to Stay Relevant in 2020

Written by Mike Marks on Thursday, 18 April 2019.

When the ball drops, and 2019 flips to 2020, will you have closed some of the gap between you and your most innovative distributor competitors, or will that gap have widened so...
The Value of Data is in How You Use It

The Value of Data is in How You Use It

Written by Mike Marks on Thursday, 04 April 2019.

Distributors who are thriving – and there are many -- in today’s digitally driven market are those who play to win and not to lose. But adopting a winning strategy doesn’t...
Set Yourself Up Now to Beat the Next Recession

Set Yourself Up Now to Beat the Next Recession

Written by Mike Marks on Monday, 07 January 2019.

Digital transformation. Consolidation. Growing concerns over manufacturers’ going direct. With all the shiny objects in front of distributors right now, it’s easy to ignore...
3 Ways to Minimize Risk in Your Business Investments

3 Ways to Minimize Risk in Your Business Investments

Written by Mike Marks on Monday, 12 November 2018.

A strong economy has provided distributors with more investment capital in 2018 than they've seen in over a decade. Even small, independent distributors are making investments,...
5 Value Drivers That Don't Involve Cutting Prices

5 Value Drivers That Don't Involve Cutting Prices

Written by Mike Marks on Monday, 29 October 2018.

Most customers will ask for a price cut if you ask them how you can provide more value. But discounts are the surest way to erode margins and start a race to the bottom.
Distributors: Get Out of Your Echo Chamber

Distributors: Get Out of Your Echo Chamber

Written by Mike Marks on Monday, 06 August 2018.

A lot of distributors have been operating in an echo chamber without realizing it. Distributors in an echo chamber don't measure anything, so they don't understand what's...
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