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How Distributors Should Respond to Nontraditional Competition

on Thursday, 09 June 2016. Posted in Distribution

How Distributors Should Respond to Nontraditional Competition

Distributors are fighting wars on multiple fronts, according to a recent panel moderated by IRCG at the National Association of Electrical Distributors (NAED) annual meeting, and they must respond with a fresh approach to compete effectively.

What Separates Distributors from the Pack

on Friday, 27 May 2016. Posted in Distribution

What Separates Distributors from the Pack

IRCG’s Mike Marks recently moderated a panel discussion at the 2016 National Association of Electrical Distributors (NAED) annual convention. The topic was "Are You Predator or Prey?" Panelists discussed how distributors are responding to the increasing pace of disruption in the electrical distribution industry.

When Should Distributors Invest in Analytics?

on Thursday, 26 May 2016. Posted in Webinars, Distribution

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.”

It’s Not About the High Price, It’s About the Right Price

on Thursday, 12 May 2016. Posted in Distribution

It’s Not About the High Price, It’s About the Right Price

For many distributors, the last price paid is the go-to price. Salespeople know it worked last time, so they use it again. But over the past several years, more distributors have invested in pricing software to help them hit the right price – and not just the lowest or highest – on each transaction.

NAW/PROS Webinar: In Uncertain Environment, Embrace Data

on Tuesday, 03 May 2016. Posted in Webinars, Distribution

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.”

NAW/PROS Webinar Examines How Analytics Can Drive Growth Despite a Tough Market

on Tuesday, 26 April 2016. Posted in Webinars, Distribution

NAW/PROS Webinar Examines How Analytics Can Drive Growth Despite a Tough Market

Despite the C-suite's focus on growth this year, the market is painting a different picture for the rest of 2016. But it is still possible to drive top- and bottom-line growth with a perfect blend of simplicity and data science. Mike Marks is the featured speaker in this webinar.

How Do Millennials Really Feel About Sales Compensation?

Written by Mike Emerson on Tuesday, 19 April 2016. Posted in Distribution

How Do Millennials Really Feel About Sales Compensation?

The traditional view this industry has taken was that successful field sales reps needed enough confidence to have some skin in the game, and that wanting a higher salary was a red flag. But it’s time to question this old way of thinking.

From Forbes: Hisco's Secret to Competing in a Changing Distribution Industry

on Monday, 28 March 2016. Posted in Distribution

From Forbes: Hisco's Secret to Competing in a Changing Distribution Industry

Industrial distributor Hisco has grown to sales of $265 million by giving its employees true autonomy to meet its customers’ needs at dozens of local branches. Mike Marks, IRCG managing partner, serves on the distributor's Board of Directors. It was recently featured in an article by Forbes.

From ISSA TV: Winning the Distribution Game in the Era of Online Retail

Written by Mike Marks on Wednesday, 23 March 2016. Posted in Distribution

From ISSA TV: Winning the Distribution Game in the Era of Online Retail

Don’t be afraid of Amazon; instead find a way to add value to your customers and keep them coming back to you because what you’re offering is in their best interests.

Featured in Industrial Distribution: Selling Less, Making More Too Good to Be True

on Monday, 07 March 2016. Posted in Distribution

Featured in Industrial Distribution: Selling Less, Making More Too Good to Be True

IRCG Partner Mike Emerson’s article on the downsides of using Activity Based Costing (ABC) as the basis for a net profit-driven sales compensation plan is featured in the latest issue of Industrial Distribution magazine.

Succession 101 for Distributors

Written by Mike Marks on Monday, 22 February 2016. Posted in Distribution

Succession 101 for Distributors

You’ve put years into growing your business, so you need to find the right answer for the next phase of your business’s life.

Sales Growth No Longer the Key Driver for Shareholder Value

Written by Mike Marks on Tuesday, 26 January 2016. Posted in Webinars, Distribution

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. Posted in Webinars, Distribution

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.

Upcoming NAW Webcast: Six New Pathways to Create Shareholder Value

Written by Mike Marks on Monday, 21 December 2015. Posted in Webinars, Distribution

Indian River Consulting Group’s Mike Marks will be featured in an upcoming webinar from the National Association of Wholesaler-Distributors (NAW): Six New Pathways to Create Shareholder Value.

Integrated Supply's Next Phase: MDM Article

Written by Mike Marks on Thursday, 10 December 2015. Posted in Distribution

Integrated Supply's Next Phase: MDM Article

Indian River Consulting Group’s Mike Marks was recently featured in an article from Modern Distribution Management, Integrated Supply’s Next Phase, by Associate Editor Eric Smith.

 

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