Distribution

Stump the Consultant: Should Distributors Do Private Label?

Stump the Consultant: Should Distributors Do Private Label?

Written by Mike Marks on Tuesday, 03 December 2019.

If branded manufacturer margins decline, some distributors may consider expanding their model to add private label revenue. This could be a good idea for the company, but it’s...
Stump the Consultant: When Will Distributors Realize Their Sales Model is No Longer Relevant?

Stump the Consultant: When Will Distributors Realize Their Sales Model is No Longer Relevant?

Written by Mike Marks on Tuesday, 26 November 2019.

Margins are declining. Growth rates have become lower than the market standard. What's going wrong, and how can you fix it?
4 IRCG firm members to present at Purdue’s University of Innovative Distribution program in 2020

4 IRCG firm members to present at Purdue’s University of Innovative Distribution program in 2020

on Wednesday, 06 November 2019.

In cooperation with Purdue University, the University of Innovative Distribution has released upcoming coursework for the 2020 academic year.
Webcast: Your Playbook for Growth in 2020 featuring Mike Marks

Webcast: Your Playbook for Growth in 2020 featuring Mike Marks

Written by Mike Marks on Tuesday, 05 November 2019.

Forecasters are pointing to market slowdowns in early 2020. And while things are expected to pick up again in the back half of the new year, this is no time to abandon your...
Distributors: Want to Know Why Things Are Getting Harder?

Distributors: Want to Know Why Things Are Getting Harder?

Written by Mike Marks on Tuesday, 17 September 2019.

Back in the day, the path to distributor growth was to sell service with excellent people.
Think you know your customers? Think again.

Think you know your customers? Think again.

Written by Mike Marks on Thursday, 20 June 2019.

Most distributors think they know their customers. Until they actually talk to those customers. Often, when distributors think about value propositions or differentiating...
Your Channel Partners Are Talking … Are You Listening?

Your Channel Partners Are Talking … Are You Listening?

Written by Mike Marks on Thursday, 23 May 2019.

Just as with any other relationship, when distributors and manufacturers break up, poor communication is often to blame.
5 Areas of Your Business to Examine if You Want to Stay Relevant in 2020

5 Areas of Your Business to Examine if You Want to Stay Relevant in 2020

Written by Mike Marks on Thursday, 18 April 2019.

When the ball drops, and 2019 flips to 2020, will you have closed some of the gap between you and your most innovative distributor competitors, or will that gap have widened so...
The Value of Data is in How You Use It

The Value of Data is in How You Use It

Written by Mike Marks on Thursday, 04 April 2019.

Distributors who are thriving – and there are many -- in today’s digitally driven market are those who play to win and not to lose. But adopting a winning strategy doesn’t...
Are Scorecards Upping Your Game, or Sidelining Your Supplier Relationships?

Are Scorecards Upping Your Game, or Sidelining Your Supplier Relationships?

Written by Mike Marks on Thursday, 21 February 2019.

Supplier scorecards can be a highly useful tool that directly drive profitability. Or they can spark friction and permanently fray relationships between distributors and...
Set Yourself Up Now to Beat the Next Recession

Set Yourself Up Now to Beat the Next Recession

Written by Mike Marks on Monday, 07 January 2019.

Digital transformation. Consolidation. Growing concerns over manufacturers’ going direct. With all the shiny objects in front of distributors right now, it’s easy to ignore...
3 Ways to Minimize Risk in Your Business Investments

3 Ways to Minimize Risk in Your Business Investments

Written by Mike Marks on Monday, 12 November 2018.

A strong economy has provided distributors with more investment capital in 2018 than they've seen in over a decade. Even small, independent distributors are making investments,...
5 Value Drivers That Don't Involve Cutting Prices

5 Value Drivers That Don't Involve Cutting Prices

Written by Mike Marks on Monday, 29 October 2018.

Most customers will ask for a price cut if you ask them how you can provide more value. But discounts are the surest way to erode margins and start a race to the bottom.
How Often Should Sales Reps Call on Customers?

How Often Should Sales Reps Call on Customers?

Written by Mike Marks on Monday, 01 October 2018.

Mike Marks writes that the question how frequently sales reps should call on customers misses the mark. It assumes, he says, that outside sales reps should regularly be visiting...
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