NOTE: The capitalization of the password DOES MATTER.
Written by Mike Marks on Wednesday, 18 July 2018.
Most distributors are offering customers things they really don't want or need.
Written by Mike Marks on Monday, 25 June 2018.
Leverage human resources - not just technology - to bridge the gap between raw data and actionable insights.
Written by Dan Horan on Thursday, 17 May 2018.
Dan Horan offers distributors a pragmatic way to narrow the gap between their current brand and their ideal brand.
Written by Mike Marks on Thursday, 03 May 2018.
Your outside sales reps are your most expensive resource. Here's how to increase sales productivity and ROI.
Written by Dan Horan on Wednesday, 25 April 2018.
This is the second part of a four-part series on distributor branding.
Written by Mike Marks on Tuesday, 17 April 2018.
Benchmarks help distributors identify where they're furthest behind their most innovative peers.
Written by Dan Horan on Tuesday, 03 April 2018.
IRCG Associate Consultant Dan Horan argues that a company brand is defined by much more than its logos or letterhead.
Written by Mike Marks on Wednesday, 07 March 2018.
Don't let your enthusiasm for the latetst and greatest technology outpace your understanding of what your customers want.
Written by Mike Marks on Monday, 26 February 2018.
Are you ignoring customers that have bought from you once and never came back? You may be missing out.
Written by Mike Marks on Tuesday, 20 February 2018.
There's nothing wrong with a "lifestyle" approach to management... unless you want your business to grow beyond your own contributions.
Written by Mike Marks on Wednesday, 24 January 2018.
Specialized sales roles are more efficient and effective, as the medical industry well knows.
Written by Mike Marks on Thursday, 11 January 2018.
Loyal customers will give reps the opportunity to fix problems when they arise.
Written by Mike Marks on Tuesday, 02 January 2018.
Distribution markets remain fragmented, and disruption is fueling M&A activity.
Written by Mike Marks on Wednesday, 20 December 2017.
Throughout 2017, Indian River Consulting Group's Insights blog kept you informed. Here are 2017's most-read posts.
Written by Mike Marks on Wednesday, 06 December 2017.
Distributors playing to win in 2018 – not just to not lose – must be proactive.
April 01, 2020
March 30, 2020
March 26, 2020
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