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.”

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 with a perfect blend of simplicity and data science. Mike Marks is the featured speaker in this webinar.

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.

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.

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.

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.

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.

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 Association of Wholesaler-Distributors (NAW), sponsored by Epicor.

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 on-demand link is now available.

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 Shareholder Value.

Indian River Consulting Group’s Mike Marks was recently featured in an article from Modern Distribution Management, Integrated Supply’s Next Phase, by Associate Editor Eric Smith.

Are your salespeople spending time with customers where there is real opportunity for growth? IRCG has found that many salespeople spend more time with customers based on geography or comfort level vs. real opportunity.

In a recent webinar with Modern Distribution Management Publisher Tom Gale, IRCG’s Mike Marks joined Julia Klein, CEO of specialty building materials distributor CH Briggs to talk about analytics in wholesale distribution.

Many distributors have faced or are facing the challenge of deciding whether they want to transition from the classic lifestyle business management that evolved from the entrepreneurial roots of their companies to professional management.

Spreadsheets can’t give you a strategy for market differentiation and increased profits.