Distribution

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...
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,...
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 Predator...
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...
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...
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...
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...
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...
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,...
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.
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...
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.

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...
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...

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...
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