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.

We’re all familiar with the SWOT analysis and what that “S” represents: your company’s strengths. Common answers to the question of what a company’s strengths often come from the perspective of sales managers or fellow employees, such as how great people are to work with or how experienced sales reps are.

Sales retention is critical for wholesaler-distributors. But plans to retain top talent are usually not as effective as leaders think. This blog looks at one of the most critical factors in retaining your front line.

The skills needed to excel as a wholesale distribution sales rep are different than those needed to lead as a sales manager.

Kelly Carter, with more than 15 years of experience in industrial and other B2B markets, has joined the Indian River Consulting Group team as consultant.

IRCG's Steve Deist was recently featured by MDM in its weekly Management Tip of the Week for distributors.

"Analytics are important for every business. You want to base your decisions on facts, on data, rather than anecdotes." That’s the message Indian River Consulting Group’s Steve Deist presents in the latest Executive Briefing program from Modern Distribution Management.

Indian River Consulting Group's Mike Marks facilitated an engaging panel of electrical distribution industry leaders and an electrical contractor during the annual National Association of Electrical Distributors meeting in Chicago in May 2015.

This blog is the final of five looking at the five keys to unlocking profitable growth.

The final key to a successful market access strategy is to invest in new capabilities.

This blog summarizes the most important lessons that our consulting firm has learned about effective pricing in wholesale distribution.

This blog is the fourth of five in a series looking at the five keys to unlocking profitable growth.

The fourth key to a successful market access strategy is to understand true market potential.

This blog is the third of five looking at the five keys to unlocking profitable growth.

The third key to a successful market access strategy is to measure the right things.