IRCG Insights Blog

Distribution

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...
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.

Upcoming NAW Webcast: Six New Pathways to Create Shareholder Value

Written by Mike Marks on Monday, 21 December 2015.

Indian River Consulting Group’s Mike Marks will be featured in an upcoming webinar from the National Association of Wholesaler-Distributors (NAW): Six New Pathways to Create...
When Data Tests What You Thought You Knew

When Data Tests What You Thought You Knew

Written by Mike Marks on Thursday, 22 October 2015.

In a recent webinar with Modern Distribution Management Publisher Tom Gale, IRCG’s Mike Marks joined Julia Klein, CEO of specialty building materials distributor CH Briggs to...
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 ISSA TV: Winning the Distribution Game in the Era of Online Retail

From ISSA TV: Winning the Distribution Game in the Era of Online Retail

Written by Mike Marks on Wednesday, 23 March 2016.

Don’t be afraid of Amazon; instead find a way to add value to your customers and keep them coming back to you because what you’re offering is in their best interests.

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...
Integrated Supply's Next Phase: MDM Article

Integrated Supply's Next Phase: MDM Article

Written by Mike Marks on Thursday, 10 December 2015.

Indian River Consulting Group’s Mike Marks was recently featured in an article from Modern Distribution Management, Integrated Supply’s Next Phase, by Associate...
Is Yours a Lifestyle Business or Professionally Managed?

Is Yours a Lifestyle Business or Professionally Managed?

Written by Mike Marks on Tuesday, 25 August 2015.

Many distributors have faced or are facing the challenge of deciding whether they want to transition from the classic lifestyle business management that evolved from the...
How Do Millennials Really Feel About Sales Compensation?

How Do Millennials Really Feel About Sales Compensation?

Written by Mike Emerson on Tuesday, 19 April 2016.

The traditional view this industry has taken was that successful field sales reps needed enough confidence to have some skin in the game, and that wanting a higher salary was a...
Featured in Industrial Distribution: Selling Less, Making More Too Good to Be True

Featured in Industrial Distribution: Selling Less, Making More Too Good to Be True

on Monday, 07 March 2016.

IRCG Partner Mike Emerson’s article on the downsides of using Activity Based Costing (ABC) as the basis for a net profit-driven sales compensation plan is featured in the...
Access Now: 6 New Pathways to Create Shareholder Value feat. Mike Marks

Access Now: 6 New Pathways to Create Shareholder Value feat. Mike Marks

Written by Mike Marks on Tuesday, 19 January 2016.

Indian River Consulting Group's Mike Marks was featured in a National Association of Wholesaler-Distributors webcast last week: Six New Pathways to Create Shareholder Value. The...
Why You Should View Sales Calls as Investments

Why You Should View Sales Calls as Investments

Written by Mike Marks on Thursday, 05 November 2015.

Are your salespeople spending time with customers where there is real opportunity for growth? IRCG has found that many salespeople spend more time with customers based on...
Distributors: A Goal is NOT a Strategy

Distributors: A Goal is NOT a Strategy

on Wednesday, 29 July 2015.

Spreadsheets can’t give you a strategy for market differentiation and increased profits.
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