IRCG Insights Blog

Distribution

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.

Nature vs. Nurture in Sales Management

Written by Steve Deist on Monday, 22 June 2015.

The skills needed to excel as a wholesale distribution sales rep are different than those needed to lead as a sales manager.

The Value of Data in Aligning Resources to Market Opportunities

on Wednesday, 10 June 2015.

"Analytics are important for every business. You want to base your decisions on facts, on data, rather than anecdotes." That’s the message Indian River Consulting...

My Price or Yours?

Written by Steve Deist on Thursday, 23 April 2015.

This blog summarizes the most important lessons that our consulting firm has learned about effective pricing in wholesale distribution.

Keys to Market Access, Part 2: What Are Your Customers Buying?

Written by Steve Deist, Mike Marks on Tuesday, 31 March 2015.

This blog is the second of five looking at the five keys to unlocking profitable growth. The second key to a successful market access strategy is to provide different levels of...
Competitive Differentiation: A Matter of Perspective

Competitive Differentiation: A Matter of Perspective

on Monday, 20 July 2015.

We’re all familiar with the SWOT analysis and what that “S” represents: your company’s strengths. Common answers to the question of what a...
Kelly Carter Joins Indian River Consulting Group

Kelly Carter Joins Indian River Consulting Group

on Thursday, 11 June 2015.

Kelly Carter, with more than 15 years of experience in industrial and other B2B markets, has joined the Indian River Consulting Group team as consultant.
NAED Future of the Industry Panel: What will the industry look like in 2025?

NAED Future of the Industry Panel: What will the industry look like in 2025?

Written by Mike Marks on Thursday, 28 May 2015.

Indian River Consulting Group's Mike Marks facilitated an engaging panel of electrical distribution industry leaders and an electrical contractor during the annual National...

Keys to Market Access, Part 4: Understand True Market Potential

Written by Steve Deist, Mike Marks on Wednesday, 15 April 2015.

This blog is the fourth of five in a series looking at the five keys to unlocking profitable growth. The fourth key to a successful market access strategy is to understand true...

Featured in Industrial Distribution: Is Your Sales Force on the Right Track?

on Friday, 27 March 2015.

Is Your Sales Force on the Right Track? was published this week on trade magazine Industrial Distribution’s website and featured in the magazine’s daily...

What Really Drives Sales Rep Retention?

Written by Steve Deist on Monday, 29 June 2015.

Sales retention is critical for wholesaler-distributors. But plans to retain top talent are usually not as effective as leaders think. This blog looks at one of the most...

Steve Deist's Insight on Profit Improvement Plans Featured in MDM's Tip of the Week

on Thursday, 11 June 2015.

IRCG's Steve Deist was recently featured by MDM in its weekly Management Tip of the Week for distributors.
Keys to Market Access, Part 5: Invest in New Capabilities

Keys to Market Access, Part 5: Invest in New Capabilities

Written by Steve Deist, Mike Marks on Wednesday, 29 April 2015.

This blog is the final of five looking at the five keys to unlocking profitable growth. The final key to a successful market access strategy is to invest in new capabilities.
Keys to Market Access, Part 3: Measure the Right Things

Keys to Market Access, Part 3: Measure the Right Things

Written by Steve Deist, Mike Marks on Wednesday, 08 April 2015.

This blog is the third of five looking at the five keys to unlocking profitable growth. The third key to a successful market access strategy is to measure the right things.
Now Available - Myths and Misperceptions: How Markets Are Really Made in HVACR

Now Available - Myths and Misperceptions: How Markets Are Really Made in HVACR

on Wednesday, 25 March 2015.

Indian River Consulting Group Partners Mike Marks and Steve Deist partnered with the Heating, Air-conditioning and Refrigeration Distributors International to publish a book...
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