Business Strategy

What Separates Market-Driven Distributors from the Competition

What Separates Market-Driven Distributors from the Competition

Written by Mike Marks on Friday, 07 October 2016.

One distinction stands above all others in separating market-driven distribution companies from the competition: They set internal priorities based on an external, market...
How to Play to Win – Not to Not Lose

How to Play to Win – Not to Not Lose

Written by Mike Marks on Wednesday, 21 September 2016.

Every distributor says they are different because of their service and their people. But those are not differentiators: They are just the ante to play. If you have both, you get...
Featured in MDM: Work on Your Business, Not Just In It

Featured in MDM: Work on Your Business, Not Just In It

on Wednesday, 24 August 2016.

IRCG’s Mike Marks wants distributors to be proactive, not reactive, about finding and acting on opportunities. That’s his message in two different recent articles featured...
What’s Your Distribution Company Really Worth? 3 Considerations

What’s Your Distribution Company Really Worth? 3 Considerations

on Wednesday, 20 July 2016.

Consolidation in wholesale distribution has remained strong in part due to a wave of owner-operators wanting to move on to the next stages of their lives. As part of their...
Featured in MDM: Do New Things, Not Old Things Better

Featured in MDM: Do New Things, Not Old Things Better

on Tuesday, 05 July 2016.

IRCG Managing Partner Mike Marks recently contributed his insight on how distributors can succeed in today’s up-and-down climate in the newly released 2016 Distribution Trends...
Now is the Time to Plan for Your Company’s Future

Now is the Time to Plan for Your Company’s Future

on Wednesday, 22 June 2016.

Don’t wait to set up a succession plan. Now is the time to determine what you want next for your distribution business by conducting a strategic alternatives analysis. IRCG...
How Distributors Should Respond to Nontraditional Competition

How Distributors Should Respond to Nontraditional Competition

on Thursday, 09 June 2016.

Distributors are fighting wars on multiple fronts, according to a recent panel moderated by IRCG at the National Association of Electrical Distributors (NAED) annual meeting,...
What Separates Distributors from the Pack

What Separates Distributors from the Pack

on Friday, 27 May 2016.

IRCG’s Mike Marks recently moderated a panel discussion at the 2016 National Association of Electrical Distributors (NAED) annual convention. The topic was "Are You Predator...
When Should Distributors Invest in Analytics?

When Should Distributors Invest in Analytics?

on Thursday, 26 May 2016.

In which part of the business cycle should distributors invest in analytics? IRCG Managing Partner Mike Marks and PROS Director of Industry Marketing Sean Duclaux addressed this...
It’s Not About the High Price, It’s About the Right Price

It’s Not About the High Price, It’s About the Right Price

on Thursday, 12 May 2016.

For many distributors, the last price paid is the go-to price. Salespeople know it worked last time, so they use it again. But over the past several years, more distributors...
NAW/PROS Webinar: In Uncertain Environment, Embrace Data

NAW/PROS Webinar: In Uncertain Environment, Embrace Data

on Tuesday, 03 May 2016.

IRCG Managing Partner Mike Marks joined PROS Director of Industry Marketing Sean Duclaux in a recent National Association of Wholesaler-Distributors webinar, “Realizing...
NAW/PROS Webinar Examines How Analytics Can Drive Growth Despite a Tough Market

NAW/PROS Webinar Examines How Analytics Can Drive Growth Despite a Tough Market

on Tuesday, 26 April 2016.

Despite the C-suite's focus on growth this year, the market is painting a different picture for the rest of 2016. But it is still possible to drive top- and bottom-line growth...
From Forbes: Hisco's Secret to Competing in a Changing Distribution Industry

From Forbes: Hisco's Secret to Competing in a Changing Distribution Industry

on Monday, 28 March 2016.

Industrial distributor Hisco has grown to sales of $265 million by giving its employees true autonomy to meet its customers’ needs at dozens of local branches. Mike Marks,...
Succession 101 for Distributors

Succession 101 for Distributors

Written by Mike Marks on Monday, 22 February 2016.

You’ve put years into growing your business, so you need to find the right answer for the next phase of your business’s life.

Sales Growth No Longer the Key Driver for Shareholder Value

Written by Mike Marks on Tuesday, 26 January 2016.

How will you chart your path for growth to grow shareholder value? There’s not a magic answer, or everyone would be doing it. I recently presented a webinar with the National...
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