On Friday, April 3, from 2-4 p.m. ET, IRCG Managing Partner Mike Marks and Modern Distribution Management CEO Tom Gale will co-host another live event on how COVID-19 is impacting distributors. This two-hour discussion will feature an expert panel to learn about the impacts of the COVID-19 pandemic on distribution customers, suppliers, operations and teams. 

IRCG Managing Partner Mike Marks joined MDM CEO Tom Gale and John Gunderson for this program March 27, now available on-demand. Guests shared their experiences and impacts of the Covid-19 pandemic on distribution customers, suppliers, operations and team. 

Indian River Consulting Group Managing Partner Mike Marks presented a free webcast on how to make 2020 your best year yet, focused on sales models that perform better than ever.

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.

Are your direct and inside sales teams structured to embrace or resist an e-commerce channel? If you're grappling with this very challenge, Zilliant and IRCG invite you to watch our free webinar: Restructuring Your Sales Team When Incorporating eCommerce.

If you’re a distributor, you’re going to disagree with your suppliers from time to time. If you’re starting to deploy your sales force more strategically (See: 3 Reasons the Field Sales Role Must Change), these disagreements are even more likely to come up. If you’re reducing your cost to serve by moving some customers to an inside sales model, for example, suppliers with mandates on outside sales representation may take issue.

Regardless of the reason for disagreement, the No. 1 tool at your disposal is to change the dynamic of the distributor-manufacturer meeting.

During the Sales GPS executive workshop, I covered why and how field sales must evolve to meet the changing needs of today’s buyers. During my presentation, I talked about research IRCG conducted for HARDI, and I also talk about it during my webcast on The Changing Role of Field Sales. I’ve shared this research many times, and I’ll keep sharing it until people take the key takeaway to heart: that a salesperson’s ability to disrupt the current supplier of a product through their own determination is extremely low.

In which part of the business cycle should distributors invest in analytics? IRCG Managing Partner Mike Marks and PROS Director of Industry Marketing Sean Duclaux addressed this question and more in the recent National Association of Wholesaler-Distributors webinar “Realizing Revenue and Profit Growth for Wholesale Distributors.”

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.”

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 is featured in a webinar from the National Association of Wholesaler-Distributors (NAW): Six New Pathways to Create Shareholder Value.

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.