IRCG has provided substantial consulting services for many of the world’s top-tier distribution and manufacturing organizations. Over the past 10 years we have completed over 120 major engagements for more than 70 clients. The following is a partial listing:
|Private Equity Firms
|Associations and Service Providers
Distributor Client Results
The company now has a proactive process for reviewing performance and adjusting to market conditions each month. It identifies and prioritizes initiatives objectively, based on strategy and financial impact. It has established a budgeting process that is far more efficient and based on market potential rather than sales history. There is a far higher level of accountability throughout the organization. According to the CFO “This entire process has been a huge success. It has made a significant financial impact very quickly and set us up for sustained success. Great results so far and we’ve probably only grabbed a third of the opportunity.”
Re-aligned resources increase both revenue and sales productivity by over 30%.
An industrial automation distributor is a serial acquirer, with a strategy of increasing the “route density” of its field sales force. By offering a broader basket of products the reps can sell more to each customer, enabling the company to afford more reps in any given geography. Ideally, this creates a virtuous cycle in which more rep density increases customer intimacy, which leads to more revenue per rep, which in turn finances higher rep density. It’s hardly an original concept, but few distributors have been able to pull it off. The biggest challenge with this strategy is the difficulty that the field sales force faces in supporting the wide range of products. As the basket broadens, reps can no longer be technical experts on everything they sell. They are naturally uncomfortable in risking key accounts by trying to sell them something new and unknown.
Manufacturer Client Results
11 Latin American distributors grow sales and improve customer satisfaction
In the fall of 2017, Indian River Consulting Group completed a three-year channel maturity acceleration project for 11 distributors in Latin America. Sponsored by Rockwell Automation, the project was a success for all involved. View the video below to hear what project leaders and participants had to say about the project’s impact.