Distribution

Mike Marks to Present 4 Courses at 2017 University of Innovative Distribution (UID)

on Friday, 28 October 2016.

Mike Marks to Present 4 Courses at 2017 University of Innovative Distribution (UID)

The University of Innovative Distribution (UID) has opened registration for its March 2017 program. IRCG's Mike Marks is a permanent faculty member at UID, and will be presenting four courses.

What Separates Market-Driven Distributors from the Competition

Written by Mike Marks on Friday, 07 October 2016.

What Separates Market-Driven Distributors from the Competition

One distinction stands above all others in separating market-driven distribution companies from the competition: They set internal priorities based on an external, market perspective.

How to Play to Win – Not to Not Lose

Written by Mike Marks on Wednesday, 21 September 2016.

How to Play to Win – Not to Not Lose

Every distributor says they are different because of their service and their people. But those are not differentiators: They are just the ante to play. If you have both, you get to bid. But if that’s your strategy, you’re going to be stuck competing on price.

Changing Your Sales Comp Plan? Communication is Key

Written by Mike Emerson on Wednesday, 07 September 2016.

Changing Your Sales Comp Plan? Communication is Key

If you embark on changes to your sales compensation plan, remember: Communication is key.

Featured in MDM: Work on Your Business, Not Just In It

on Wednesday, 24 August 2016.

Featured in MDM: Work on Your Business, Not Just In It

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 on MDM.com.

How Distributors Should Respond to Nontraditional Competition

on Thursday, 09 June 2016.

How Distributors Should Respond to Nontraditional Competition

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, and they must respond with a fresh approach to compete effectively.

What Separates Distributors from the Pack

on Friday, 27 May 2016.

What Separates Distributors from the Pack

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 or Prey?" Panelists discussed how distributors are responding to the increasing pace of disruption in the electrical distribution industry.

When Should Distributors Invest in Analytics?

on Thursday, 26 May 2016.

When Should Distributors Invest in Analytics?

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 question and more in the recent National Association of Wholesaler-Distributors webinar “Realizing Revenue and Profit Growth for Wholesale Distributors.”

It’s Not About the High Price, It’s About the Right Price

on Thursday, 12 May 2016.

It’s Not About the High Price, It’s About the Right Price

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 have invested in pricing software to help them hit the right price – and not just the lowest or highest – on each transaction.

NAW/PROS Webinar: In Uncertain Environment, Embrace Data

on Tuesday, 03 May 2016.

NAW/PROS Webinar: In Uncertain Environment, Embrace Data

IRCG Managing Partner Mike Marks joined PROS Director of Industry Marketing Sean Duclaux in a recent National Association of Wholesaler-Distributors webinar, “Realizing Revenue and Profit Growth for Wholesale Distributors.”

How Do Millennials Really Feel About Sales Compensation?

Written by Mike Emerson on Tuesday, 19 April 2016.

How Do Millennials Really Feel About Sales Compensation?

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 red flag. But it’s time to question this old way of thinking.

From Forbes: Hisco's Secret to Competing in a Changing Distribution Industry

on Monday, 28 March 2016.

From Forbes: Hisco's Secret to Competing in a Changing Distribution Industry

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, IRCG managing partner, serves on the distributor's Board of Directors. It was recently featured in an article by Forbes.

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

Written by Mike Marks on Wednesday, 23 March 2016.

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

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

on Monday, 07 March 2016.

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

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 latest issue of Industrial Distribution magazine.

Succession 101 for Distributors

Written by Mike Marks on Monday, 22 February 2016.

Succession 101 for Distributors

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.

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