Business Strategy

3 Ways to Minimize Risk in Your Business Investments

Written by Mike Marks on Monday, 12 November 2018.

3 Ways to Minimize Risk in Your Business Investments

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, adding ecommerce and other technologies to reduce their cost to serve, create frictionless buying experiences and strengthen their value proposition. The most successful investments will be based on long-term goals. 

Distributors: Get Out of Your Echo Chamber

Written by Mike Marks on Monday, 06 August 2018.

Distributors: Get Out of Your Echo Chamber

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 working and what isn't. They also focus a lot on the day-to-day minutia without seeing the big picture.

In the News: 5 Things Your Customers Need Less Of

Written by Mike Marks on Wednesday, 18 July 2018.

In the News: 5 Things Your Customers Need Less Of

Most distributors are offering customers things they really don't want or need.

In the News: To Successfully Leverage Data Think People, Not Technology

Written by Mike Marks on Monday, 25 June 2018.

In the News: To Successfully Leverage Data Think People, Not Technology

Leverage human resources - not just technology - to bridge the gap between raw data and actionable insights.

How to Turn Spot Buys into Repeat (and Profitable) Customers

Written by Mike Marks on Monday, 26 February 2018.

How to Turn Spot Buys into Repeat (and Profitable) Customers

Are you ignoring customers that have bought from you once and never came back? You may be missing out.

In the News: The Risks of a Stagnant Management Style

Written by Mike Marks on Tuesday, 20 February 2018.

In the News: The Risks of a Stagnant Management Style

There's nothing wrong with a "lifestyle" approach to management... unless you want your business to grow beyond your own contributions.

A Lesson in Role Specialization from Your Doctor’s Office

Written by Mike Marks on Wednesday, 24 January 2018.

A Lesson in Role Specialization from Your Doctor’s Office

Specialized sales roles are more efficient and effective, as the medical industry well knows.

The Economic Value of Customer Trust

Written by Mike Marks on Thursday, 11 January 2018.

The Economic Value of Customer Trust

Loyal customers will give reps the opportunity to fix problems when they arise.

3 Distribution Trends to Take Advantage of in 2018

Written by Mike Marks on Wednesday, 06 December 2017.

3 Distribution Trends to Take Advantage of in 2018

Distributors playing to win in 2018 – not just to not lose – must be proactive.

In the News: How (Not) to Respond to Amazon

Written by Mike Marks on Wednesday, 22 November 2017.

In the News: How (Not) to Respond to Amazon

In the wake of Amazon's announcement that it will offer a Prime option with unlimited free two-day shipping to Amazon Business customers, some distributors may react impulsively, which can lead to poor decisions.

In the News: Marks Compares Lighting Distribution to the 'Wild West'

on Monday, 06 November 2017.

In the News: Marks Compares Lighting Distribution to the 'Wild West'

The lighting distribution market is rife with change. In a recent interview with LightED Magazine, Indian River Consulting Group's Mike Marks called the market “the wild, wild west.” Read Welcome To The Wild, Wild West! in LightED Magazine for Marks' take on who the winners will be in this "frothy" market.

Responsible for M&A Deal Success? Start Planning Early

Written by Mike Marks on Wednesday, 30 August 2017.

Responsible for M&A Deal Success? Start Planning Early

Company CEOs and board members are facing increasing financial accountability for the success of M&A deals, according to a 2017 survey by PWC of Fortune 1,000 executives and senior management recently active in M&A. Are you responsible for an upcoming deal? Early planning can increase the odds of successfully creating value and meeting deal goals.

Charley Hale, Former CEO of FCX Performance, to Keynote Distribution M&A Executive Workshop

on Friday, 25 August 2017.

Charley Hale, Former CEO of FCX Performance, to Keynote Distribution M&A Executive Workshop

Charley Hale, former CEO of industrial distributor FCX Performance, will be the keynote speaker at the Distribution M&A Executive Workshop, to be held Oct. 9-11, 2017, in Austin, Texas.

With M&A Integration, What You Don’t Know Will Hurt You

on Tuesday, 11 July 2017.

With M&A Integration, What You Don’t Know Will Hurt You

Some distributors think that when they buy a company that the integration will go smoothly without their having to invest time getting to know current employees. Unfortunately, it’s more complicated than that.

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