Business Strategy

The No. 1 Mistake Buyers Make in M&A

Written by Mike Marks on Monday, 26 June 2017.

The No. 1 Mistake Buyers Make in M&A

Buying a company can be an emotional experience. The closer many distributors get to completing a deal, the more they tend to fall in love with it. The reality is that M&A transactions should be based on financial return, not passion, but that’s the No. 1 mistake I’ve seen distributors make when buying another company.

Watch the video below to learn the two things you can do help keep emotion out of the equation when buying a distribution company. This video was created to address common questions we’ve received since announcing the opening of registration for the Distribution M&A Executive Workshop we’re hosting in partnership with Modern Distribution Management.

Did you enjoy listening to Mike speak about how to avoid common problems in M&A? Join us for IRCG’s and MDM’s M&A Executive Workshop. Sign up today.

What is the Future of Independents in Distribution?

Written by Mike Marks on Friday, 05 May 2017.

What is the Future of Independents in Distribution?

I moderated a panel discussion on the future of the independent distributor in the electrical channel at this week’s National Association of Electrical Distributors National Meeting in Boston.

What’s Missing in Amazon’s B2B Strategy

Written by Mike Marks on Monday, 13 March 2017.

What’s Missing in Amazon’s B2B Strategy

A lot of distributors are worried about Amazon’s growing influence in B2B markets. Despite Amazon’s replacement of AmazonSupply with the somewhat less-threatening Amazon Business in 2015, the increased competition in B2B markets created by Amazon Business still outweighs the new selling opportunities it has created.

Distributors: Take the Long-Term View

Written by Mike Marks on Thursday, 16 February 2017.

Distributors: Take the Long-Term View

On a daily basis, you can get news on mergers and acquisitions and the quarterly reports of publicly traded companies. And it seems like every week a new report comes out outlining new industry trends.

Mike Marks to Present 4 Courses at 2017 University of Innovative Distribution (UID)

on Friday, 28 October 2016.

Mike Marks to Present 4 Courses at 2017 University of Innovative Distribution (UID)

The University of Innovative Distribution (UID) has opened registration for its March 2017 program. IRCG's Mike Marks is a permanent faculty member at UID, and will be presenting four courses.

What Separates Market-Driven Distributors from the Competition

Written by Mike Marks on Friday, 07 October 2016.

What Separates Market-Driven Distributors from the Competition

One distinction stands above all others in separating market-driven distribution companies from the competition: They set internal priorities based on an external, market perspective.

How to Play to Win – Not to Not Lose

Written by Mike Marks on Wednesday, 21 September 2016.

How to Play to Win – Not to Not Lose

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 to bid. But if that’s your strategy, you’re going to be stuck competing on price.

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

on Wednesday, 24 August 2016.

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

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 on MDM.com.

What’s Your Distribution Company Really Worth? 3 Considerations

on Wednesday, 20 July 2016.

What’s Your Distribution Company Really Worth? 3 Considerations

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 succession plans, some are selling to regional or national consolidators.

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

on Tuesday, 05 July 2016.

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

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 Report from mdm.com.

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

on Wednesday, 22 June 2016.

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

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 Managing Partner Mike Marks recently discussed distributors’ options in a presentation at the Material Handling Equipment Distributors Association’s (MHEDA) annual convention.

How Distributors Should Respond to Nontraditional Competition

on Thursday, 09 June 2016.

How Distributors Should Respond to Nontraditional Competition

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, and they must respond with a fresh approach to compete effectively.

What Separates Distributors from the Pack

on Friday, 27 May 2016.

What Separates Distributors from the Pack

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 or Prey?" Panelists discussed how distributors are responding to the increasing pace of disruption in the electrical distribution industry.

When Should Distributors Invest in Analytics?

on Thursday, 26 May 2016.

When Should Distributors Invest in Analytics?

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 question and more in the recent National Association of Wholesaler-Distributors webinar “Realizing Revenue and Profit Growth for Wholesale Distributors.”

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

on Thursday, 12 May 2016.

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

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 have invested in pricing software to help them hit the right price – and not just the lowest or highest – on each transaction.

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