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Specialize and Support Your Sales Team

Written by Mike Marks on Wednesday, 19 September 2018.

Mike Marks was recently featured by Modern Distribution Management talking about the importance of specialization in sales.

He writes: “In many respects, the healthcare industry is hardly a business model to be emulated. But in one way they get it right: Think back to your last doctor's visit. Did your primary physician set up your appointment, check you in, take your blood pressure, process lab tests, code your bill and mail it to you? Of course not. In the healthcare industry, there is a different person for every function, with lower-paid workers performing the most menial tasks. This frees up the most expensive workers, the doctors, to perform the organization's most expensive function as cheaply as possible.”

Read how this applies to distribution over on mdm.com: Specialize and Support Your Sales Team

About the Author

Mike Marks

Mike Marks

Mike Marks co-founded IRCG in April 1987. He began his consulting practice after working in distribution management for more than 20 years. Over the years, his narrow focus in B2B channel-driven markets has created an extensive number of deep executive relationships within virtually every business vertical in construction, industrial, OEM, agricultural, and healthcare.

Mike has led project teams that improve market access by aligning resources to growth opportunities serving manufacturers, dealers, and distributors. Clients have ranged from small privately owned firms to many of the industry’s market share leaders. Ownership structures have included owner-operators, private equity, ESOPs, and publically traded firms. Mike is proud of the teams work and the confidence clients have shown with additional project work.

He has written extensively, and is frequently quoted on many industry issues. He has substantial board experience on both public and private distribution firms. His contributions to the field include serving multiple terms as a Research Fellow with the National Association of Wholesaler-Distributors, permanent faculty at Purdue University’s University of Industrial Distribution, eight years as Graduate Adjunct Faculty in the Industrial Distribution Program at Texas A & M University, and rendering several precedent-setting expert opinions in contract disputes between manufacturers and distributors.

Prior to forming IRCG, Mike held the position of Executive Vice President at Lex Electronics, an $800 million vertically integrated electronics distributor in Stamford, CT. Mike’s path to management in his early career was through increasing responsibilities in sales and sales management. He also completed a tour of duty as a manufacturer’s representative.

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