Access Now: MDM Live on September 25, 2020: Resetting for 2021

Written by Mike Marks on Tuesday, 22 September 2020. Posted in Webinars

Distributor Response to COVID 19 September 25In this September 25 MDM LIVE MDM’s Tom Gale and IRCG’s Mike Marks discuss innovative ways distribution leaders are creating new value propositions for their customers and carving out stronger competitive differentiation for 2021.

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During this edition of MDM LIVE, we share what we are hearing from a wide range of distribution sectors, and we also talk with Scott Bebenek, Vice President of industrial buying group IBC. Their unique business model positions IBC to drive new business to its distributor members, and remove transactional costs between distributors and approved suppliers from the supply channel. Scott was formerly president of IDI, a Canadian-based purchasing co-operative dedicated to leveling the playing field for independent distributors in Canada's industrial, safety, power transmission/bearings and fluid power markets. 

This webinar is part of a series from MDM LIVE, connecting with distribution leaders to share how they are addressing the impact of COVID-19, what they are hearing from customers and how they are planning.

This event is made possible by MDM’s 2020 Sales GPS Conference: Zilliant, Conexiom, PROS, Vistex, Digi-Key and SPARXiQ.

Watch on demand now.

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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