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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 Webinars, 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.

Nature vs. Nurture in Sales Management

Written by Steve Deist on Monday, 22 June 2015. Posted in Distribution, Manufacturing

The skills needed to excel as a wholesale distribution sales rep are different than those needed to lead as a sales manager.

Kelly Carter Joins Indian River Consulting Group

on Thursday, 11 June 2015. Posted in Distribution, Manufacturing

Kelly Carter Joins Indian River Consulting Group

Kelly Carter, with more than 15 years of experience in industrial and other B2B markets, has joined the Indian River Consulting Group team as consultant.

Steve Deist's Insight on Profit Improvement Plans Featured in MDM's Tip of the Week

on Thursday, 11 June 2015. Posted in Distribution

IRCG's Steve Deist was recently featured by MDM in its weekly Management Tip of the Week for distributors.

The Value of Data in Aligning Resources to Market Opportunities

on Wednesday, 10 June 2015. Posted in Distribution

IRCG's Steve Deist featured in latest MDM Executive Briefing program

"Analytics are important for every business. You want to base your decisions on facts, on data, rather than anecdotes." That’s the message Indian River Consulting Group’s Steve Deist presents in the latest Executive Briefing program from Modern Distribution Management.

NAED Future of the Industry Panel: What will the industry look like in 2025?

Written by Mike Marks on Thursday, 28 May 2015. Posted in Distribution

NAED Future of the Industry Panel: What will the industry look like in 2025?

Indian River Consulting Group's Mike Marks facilitated an engaging panel of electrical distribution industry leaders and an electrical contractor during the annual National Association of Electrical Distributors meeting in Chicago in May 2015.

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.

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