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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 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 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 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.

 

Why You Should View Sales Calls as Investments

Written by Mike Marks on Thursday, 05 November 2015. Posted in Distribution

Why You Should View Sales Calls as Investments

Are your salespeople spending time with customers where there is real opportunity for growth? IRCG has found that many salespeople spend more time with customers based on geography or comfort level vs. real opportunity.

When Data Tests What You Thought You Knew

Written by Mike Marks on Thursday, 22 October 2015. Posted in Distribution

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.

 

Is Yours a Lifestyle Business or Professionally Managed?

Written by Mike Marks on Tuesday, 25 August 2015. Posted in Distribution

Is Yours a Lifestyle Business or Professionally Managed?

Many distributors have faced or are facing the challenge of deciding whether they want to transition from the classic lifestyle business management that evolved from the entrepreneurial roots of their companies to professional management.

Distributors: A Goal is NOT a Strategy

on Wednesday, 29 July 2015. Posted in Distribution

Sales goals and budgets should be the result of a strategic planning process, not a replacement.

Distributors: A Goal is NOT a Strategy

Spreadsheets can’t give you a strategy for market differentiation and increased profits.

Competitive Differentiation: A Matter of Perspective

on Monday, 20 July 2015. Posted in Distribution, Manufacturing

The question of a company's strengths must be viewed from a customer's perspective.

Competitive Differentiation: A Matter of Perspective

We’re all familiar with the SWOT analysis and what that “S” represents: your company’s strengths. Common answers to the question of what a company’s strengths often come from the perspective of sales managers or fellow employees, such as how great people are to work with or how experienced sales reps are.

 

 

What Really Drives Sales Rep Retention?

Written by Steve Deist on Monday, 29 June 2015. Posted in Distribution, Manufacturing

Sales retention is critical for wholesaler-distributors. But plans to retain top talent are usually not as effective as leaders think. This blog looks at one of the most critical factors in retaining your front line.

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