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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.

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.

How to Go from Too Many Distributors to Just Right

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

How manufacturers can evaluate and optimize their distributor networks

Manufacturers are always struggling with whether or not they have the right distribution plan. They want to understand if they have the right number of distributors and if the distributors that they have can meet their needs. At Indian River Consulting Group we recommend a four-step process to help manufacturers properly evaluate and optimize their distributor network.

 

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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