Webinars

Access Now: Distributor Response to COVID-19 - 04/10/2020 MDM On Demand Recording

Written by Mike Marks on Thursday, 09 April 2020.

Access Now: Distributor Response to COVID-19 - 04/10/2020 MDM On Demand Recording

IRCG Managing Partner Mike Marks joins Modern Distribution Management for another live webinar event on how distributors can respond to the COVID-19 crisis.

Access Now: COVID-19 Impacts for Distributors - 04/03/2020 MDM On Demand Recording

Written by Mike Marks on Wednesday, 01 April 2020.

Access Now: COVID-19 Impacts for Distributors - 04/03/2020 MDM On Demand Recording

On April 3, 2020 IRCG Managing Partner Mike Marks and Modern Distribution Management CEO Tom Gale co-hosted an event on how COVID-19 is impacting distributors. This two-hour discussion featured an expert panel to learn about the impacts of the COVID-19 pandemic on distribution customers, suppliers, operations and teams. 

Access Now: Distributor Response to COVID-19 Pandemic - 03/27/2020 MDM On Demand Recording

Written by Mike Marks on Thursday, 26 March 2020.

Access Now: Distributor Response to COVID-19 Pandemic - 03/27/2020 MDM On Demand Recording

IRCG Managing Partner Mike Marks joined MDM CEO Tom Gale and John Gunderson for this program on March 27, 2020, now available on-demand. Guests shared their experiences and impacts of the Covid-19 pandemic on distribution customers, suppliers, operations and team. 

Free Webcast: Make 2020 Your Best Year Yet: Sales Models that Outperform

Written by Mike Marks on Wednesday, 12 February 2020.

Free Webcast: Make 2020 Your Best Year Yet: Sales Models that Outperform

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.

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.

Free Webinar w/Zilliant: Restructuring Your Sales Team When Incorporating eCommerce

Written by Mike Marks on Monday, 24 September 2018.

Free Webinar w/Zilliant: Restructuring Your Sales Team When Incorporating eCommerce

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.

 

Why Old-School Distributor-Manufacturer Meetings are a Waste of Time

Written by Mike Marks on Wednesday, 04 October 2017.

Why Old-School Distributor-Manufacturer Meetings are a Waste of Time

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.

Webinar Preview: Maximize Your Sales ROI by Focusing on 2 Simple Things

Written by Mike Marks on Monday, 11 September 2017.

Webinar Preview: Maximize Your Sales ROI by Focusing on 2 Simple Things

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.

When Should Distributors Invest in Analytics?

on Thursday, 26 May 2016.

When Should Distributors Invest in Analytics?

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.”

NAW/PROS Webinar: In Uncertain Environment, Embrace Data

on Tuesday, 03 May 2016.

NAW/PROS Webinar: In Uncertain Environment, Embrace Data

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.”

Sales Growth No Longer the Key Driver for Shareholder Value

Written by Mike Marks on Tuesday, 26 January 2016.

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.

Access Now: 6 New Pathways to Create Shareholder Value feat. Mike Marks

Written by Mike Marks on Tuesday, 19 January 2016.

Access Now: 6 New Pathways to Create Shareholder Value feat. Mike Marks

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.

NAW Webcast: Six New Pathways to Create Shareholder Value

Written by Mike Marks on Monday, 21 December 2015.

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.

When Data Tests What You Thought You Knew

Written by Mike Marks on Thursday, 22 October 2015.

When Data Tests What You Thought You Knew

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.

 

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