IRCG Insights Blog

Distribution

Distributors: Take the Long-Term View

Distributors: Take the Long-Term View

Written by Mike Marks on Thursday, 16 February 2017.

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...
3 Reasons the Field Sales Role Must Change

3 Reasons the Field Sales Role Must Change

Written by Mike Marks on Thursday, 01 December 2016.

Historically, the distribution sales process has been largely artisan – with field salespeople making their own decisions about how they go to market with little oversight...
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...
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...
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...
Are Your Salespeople Market-Makers or Market-Servers?

Are Your Salespeople Market-Makers or Market-Servers?

Written by Mike Marks on Monday, 16 January 2017.

Is your field sales team filled with market-makers or market-servers? Most distributors would answer that question with “market-makers.” But they would be wrong.
Distribution Executives: You're Invited to Sales GPS

Distribution Executives: You're Invited to Sales GPS

on Tuesday, 15 November 2016.

Join IRCG, Modern Distribution Management and your peers at Sales GPS on March 1-2 in Austin, TX, to reimagine the distribution sales model, and get the tools you need to...
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...
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,...
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...
Management- vs. Self-Directed Sales Reps – What’s the Difference?

Management- vs. Self-Directed Sales Reps – What’s the Difference?

Written by Mike Marks on Tuesday, 13 December 2016.

The field sales function has been largely self-directed, with salespeople typically making their own decisions about how and where they go to market. Distributors must shift to...
Mike Marks to Present 4 Courses at 2017 University of Innovative Distribution (UID)

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

on Friday, 28 October 2016.

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...
Changing Your Sales Comp Plan? Communication is Key

Changing Your Sales Comp Plan? Communication is Key

Written by Mike Emerson on Wednesday, 07 September 2016.

If you embark on changes to your sales compensation plan, remember: Communication is key.
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...
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...
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