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Keys to Market Access, Part 5: Invest in New Capabilities

Written by Steve Deist, Mike Marks on Wednesday, 29 April 2015. Posted in Distribution, Manufacturing

Keys to Market Access, Part 5: Invest in New Capabilities

This blog is the final of five looking at the five keys to unlocking profitable growth.

The final key to a successful market access strategy is to invest in new capabilities.

My Price or Yours?

Written by Steve Deist on Thursday, 23 April 2015. Posted in Distribution, Manufacturing

Best practices in pricing for wholesaler-distributors

This blog summarizes the most important lessons that our consulting firm has learned about effective pricing in wholesale distribution.

Keys to Market Access, Part 4: Understand True Market Potential

Written by Steve Deist, Mike Marks on Wednesday, 15 April 2015. Posted in Distribution, Manufacturing

This blog is the fourth of five in a series looking at the five keys to unlocking profitable growth.

The fourth key to a successful market access strategy is to understand true market potential.

Keys to Market Access, Part 3: Measure the Right Things

Written by Steve Deist, Mike Marks on Wednesday, 08 April 2015. Posted in Distribution, Manufacturing

Keys to Market Access, Part 3: Measure the Right Things

This blog is the third of five looking at the five keys to unlocking profitable growth.

The third key to a successful market access strategy is to measure the right things.

Keys to Market Access, Part 2: What Are Your Customers Buying?

Written by Steve Deist, Mike Marks on Tuesday, 31 March 2015. Posted in Distribution

This blog is the second of five looking at the five keys to unlocking profitable growth.

The second key to a successful market access strategy is to provide different levels of service to different customer segments.

Featured in Industrial Distribution: Is Your Sales Force on the Right Track?

on Friday, 27 March 2015. Posted in Distribution

Is Your Sales Force on the Right Track? was published this week on trade magazine Industrial Distribution’s website and featured in the magazine’s daily e-newsletter.

Now Available - Myths and Misperceptions: How Markets Are Really Made in HVACR

on Wednesday, 25 March 2015. Posted in Distribution

Now Available - Myths and Misperceptions: How Markets Are Really Made in HVACR

Indian River Consulting Group Partners Mike Marks and Steve Deist partnered with the Heating, Air-conditioning and Refrigeration Distributors International to publish a book based on the research they conducted for the association: Myths and Misperceptions: How Markets Are Really Made in HVACR.

 

Keys to Market Access, Part 1: Understand How Demand is Created

Written by Steve Deist, Mike Marks on Saturday, 21 March 2015. Posted in Distribution

Keys to Market Access, Part 1: Understand How Demand is Created

This blog is the first of five looking at the five keys to unlocking profitable growth.

The first key to building a successful market access strategy is to understand how demand is created.

The Use and Abuse of Customer Profitability Analytics

on Friday, 13 March 2015. Posted in Distribution

Over the past couple of months, a series of IRCG articles on the use and abuse of customer profitability analytics has appeared in Modern Distribution Management’s premium newsletter for wholesale distribution executives.

 

IRCG Featured in Electrical Wholesaling Magazine

on Friday, 13 March 2015. Posted in Distribution

Indian River Consulting Group Partners Mike Marks and Steve Deist were recently featured in an article in Electrical Wholesaling on the keys to unlocking profitable growth.

 

Distributor's Guide to Analytics Now Available

on Monday, 09 March 2015. Posted in Distribution

Indian River Consulting Group Partner Steve Deist is featured in the new MDM compendium, The Distributor’s Guide to Analytics.

In his chapter, Steve helps readers understand the impact that data can have on a wholesale distribution company when it deploys the sales team more effectively and properly aligns resources with market opportunities.

Prepare for 2015 by Deciding What Not to Do

on Tuesday, 16 December 2014. Posted in Distribution

Indian River Consulting Group Partner Steve Deist was recently interviewed by Modern Distribution Management for its monthly Executive Briefing.

 

Avoid the CRM Trap

Written by Steve Deist on Thursday, 06 November 2014. Posted in Distribution, Manufacturing

How to reduce the risk of failure and increase chances of success with CRM

Customer relationship management (CRM) software is only a tool and only one piece of the “sales fitness” equation. Successful people have good habits and the tools make goals easier to accomplish. The best tools in the world will not make up for bad behavior.

Align Selling Resources to the Market

Written by Mike Emerson on Thursday, 06 November 2014. Posted in Distribution, Manufacturing

Segment customers, use effective sales management practices, and ensure incentives are aligned

Align Selling Resources to the Market

For distributors who have had to implement reductions to their sales force, there is a legitimate concern that, as the number of salespeople goes down, so will revenues. This article outlines a three-step process exists to help mitigate these potential effects.

The Sales Manager’s Best Friend

Written by Steve Deist on Tuesday, 30 September 2014. Posted in Distribution, Manufacturing

Many companies fail to provide sales managers with clear objectives, processes

Steve Deist

Sales management practices largely determine whether your company will thrive or dive. Crucially, many companies fail to provide sales managers with the clear sales objectives or management processes that are critical. In short, they don’t have the tools to get the job done. Start with your foundation: set clear sales objectives, apply uniform measurements for accountability and institute a baseline sales management structure.

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