Manufacturing

Stump the Consultant: Should Distributors Do Private Label?

Written by Mike Marks on Tuesday, 03 December 2019.

Stump the Consultant: Should Distributors Do Private Label?

If branded manufacturer margins decline, some distributors may consider expanding their model to add private label revenue. This could be a good idea for the company, but it’s only one component within the greater plan.

Webcast: Your Playbook for Growth in 2020 featuring Mike Marks

Written by Mike Marks on Tuesday, 05 November 2019.

Webcast: Your Playbook for Growth in 2020 featuring Mike Marks

Forecasters are pointing to market slowdowns in early 2020. And while things are expected to pick up again in the back half of the new year, this is no time to abandon your playbook.

Manufacturers: What’s Happened to Your Market Access?

Written by Mike Marks on Thursday, 17 October 2019.

Manufacturers: What’s Happened to Your Market Access?

We know market access starts with coverage, but do all your potential customers see you how you want to be seen?

Set Yourself Up Now to Beat the Next Recession

Written by Mike Marks on Monday, 07 January 2019.

Set Yourself Up Now to Beat the Next Recession

Digital transformation. Consolidation. Growing concerns over manufacturers’ going direct. With all the shiny objects in front of distributors right now, it’s easy to ignore (and not plan for) the next big thing: the next recession.

Students of history recognize that there are two things we know about the economy. One is that cycles of growth and recession are inevitable. The second is that we rarely see the downturn coming, and we can’t always rely on economic indicators to warn us.

Competitive Differentiation: A Matter of Perspective

on Monday, 20 July 2015.

Competitive Differentiation: A Matter of Perspective

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.

 

 

What Really Drives Sales Rep Retention?

Written by Steve Deist on Monday, 29 June 2015.

What Really Drives Sales Rep Retention?

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.

Nature vs. Nurture in Sales Management

Written by Steve Deist on Monday, 22 June 2015.

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

Kelly Carter Joins Indian River Consulting Group

on Thursday, 11 June 2015.

Kelly Carter Joins Indian River Consulting Group

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.

Keys to Market Access, Part 5: Invest in New Capabilities

Written by Steve Deist, Mike Marks on Wednesday, 29 April 2015.

Keys to Market Access, Part 5: Invest in New Capabilities

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.

My Price or Yours?

Written by Steve Deist on Thursday, 23 April 2015.

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

Keys to Market Access, Part 4: Understand True Market Potential

Written by Steve Deist, Mike Marks on Wednesday, 15 April 2015.

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.

Keys to Market Access, Part 3: Measure the Right Things

Written by Steve Deist, Mike Marks on Wednesday, 08 April 2015.

Keys to Market Access, Part 3: Measure the Right Things

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.

How to Go from Too Many Distributors to Just Right

Written by Steve Deist, Tim Horan on Thursday, 06 November 2014.

Manufacturers are always struggling with whether or not they have the right distribution plan. They want to understand if they have the right number of distributors and if the distributors that they have can meet their needs. At Indian River Consulting Group we recommend a four-step process to help manufacturers properly evaluate and optimize their distributor network.

 

Avoid the CRM Trap

Written by Steve Deist on Thursday, 06 November 2014.

Customer relationship management (CRM) software is only a tool and only one piece of the “sales fitness” equation. Successful people have good habits and the tools make goals easier to accomplish. The best tools in the world will not make up for bad behavior.

Align Selling Resources to the Market

Written by Mike Emerson on Thursday, 06 November 2014.

Align Selling Resources to the Market

For distributors who have had to implement reductions to their sales force, there is a legitimate concern that, as the number of salespeople goes down, so will revenues. This article outlines a three-step process exists to help mitigate these potential effects.

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