IRCG Insights Blog

Sales Compensation

Business Strategy

  • Gross Margin: Improving the Usefulness of a Time-Honored KPI

    Gross Margin: Improving the Usefulness of a Time-Honored KPI

    McKinnon Shisko, Thursday, 02 January 2020

    The terms “gross profit” and “gross margin” are often used interchangeably as they are both calculated the same way: the amount for which goods or services were sold minus the amount for which they were purchased. True, the mathematical values are ultimately the same, but what many folks understand those terms to represent are quite different.

  • Free Webinar: Real Strategies for Distribution Success

    Free Webinar: Real Strategies for Distribution Success

    Mike Marks, Thursday, 19 December 2019

    On January 8, 2020 at 11am PT, Indian River Consulting Group managing partner Mike Marks will join Epicor’s ongoing webinar series on Distribution Innovation and Strategy. Marks will add to the conversation about how innovating your business model can help you embrace change in 2020 and beyond.

  • Featured in NAW: Complacency will lead you nowhere

    Featured in NAW: Complacency will lead you nowhere

    Mike Marks, Thursday, 19 December 2019

    According to BigCommerce, more than 197 million people visit Amazon each month to browse more than 12 million products — and those numbers go up every day. But distributors don’t need to be afraid of Amazon. Rather, they need to innovate and sell to customers the way today’s customers want to buy.

Sales Management

Channel Management

Digital Distribution

B2B Marketing

  • UID Sneak Peek: Dan Horan on Building an Intentional Brand

    UID Sneak Peek: Dan Horan on Building an Intentional Brand

    Dan Horan, Thursday, 19 December 2019

    Of the 56 sessions offered at the University of Innovative Distribution in 2020, IRCG consultants will lead eight. Senior Associate Consultant Dan Horan will be presenting as a faculty member for the first time at the 2020 University of Industrial Distribution (UID). With a background in marketing and advertising, Dan will dissect the four aspects of an effective and profitable branding strategy in his session, “B2B Branding Strategies for the 2020s.”

  • In Today’s Market, Branding Must Go Beyond Your Logo

    In Today’s Market, Branding Must Go Beyond Your Logo

    Mike Marks, Tuesday, 30 July 2019

    In the digital age, branding is no longer just advertising, or logos and slogans. Now, successful branding requires a comprehensive strategy and it has to include the entire customer experience. 

  • 7 Strategies to Make Your B2B Marketing More Effective

    7 Strategies to Make Your B2B Marketing More Effective

    Dan Horan, Tuesday, 30 July 2019

    Your customers are used to making purchases online in their daily lives. And, more and more, they expect ecommerce in the working world, too. Too many distributors don’t focus enough on their B2B ecommerce – in some cases because they believe in-person field sales is their one and only go-to sales method, or because they feel they can’t compete with Amazon, so it’s pointless to invest in ecommerce.

Webinars

Distribution

  • Gross Margin: Improving the Usefulness of a Time-Honored KPI

    Gross Margin: Improving the Usefulness of a Time-Honored KPI

    McKinnon Shisko, Thursday, 02 January 2020

    The terms “gross profit” and “gross margin” are often used interchangeably as they are both calculated the same way: the amount for which goods or services were sold minus the amount for which they were purchased. True, the mathematical values are ultimately the same, but what many folks understand those terms to represent are quite different.

  • Free Webinar: Real Strategies for Distribution Success

    Free Webinar: Real Strategies for Distribution Success

    Mike Marks, Thursday, 19 December 2019

    On January 8, 2020 at 11am PT, Indian River Consulting Group managing partner Mike Marks will join Epicor’s ongoing webinar series on Distribution Innovation and Strategy. Marks will add to the conversation about how innovating your business model can help you embrace change in 2020 and beyond.

  • UID Sneak Peek: Mike Marks on the New Digital Reality of Distribution

    UID Sneak Peek: Mike Marks on the New Digital Reality of Distribution

    Mike Marks, Thursday, 19 December 2019

    Indian River Consulting Group Managing Partner Mike Marks is one of the permanent faculty members at the University of Innovative Distribution (UID). He helps define and lead courses in operations, executive management, sales, marketing and more. The program is tailored to wholesale distributors and manufacturers selling through wholesale distribution, and focused on developing actionable plans.

Manufacturing