Delivering for Best-in-Class Wholesaler-Distributors
J. Michael Marks, NAW Institute for Distribution Excellence Fellow J. Michael Marks is Managing Partner of Indian River Consulting Group (IRCG). He became a NAW Institute for Distribution Excellence Fellow in 2002. IRCG is an experience-driven firm that continues to focus on the wholesale distribution channel. Prior to forming IRCG, Mike held the position of Executive Vice President at Lex Electronics, a vertically integrated electronics distributor. Prior to that, he was Director of Corporate Training and Development at Ducommon Inc., an industrial distribution company.

New Technology and New Thinking Can Help Your Team Sell Smarter – Value Creation Strategy #2

Last month, I talked about how often outside sales reps should call on existing customers. The answer largely depends on two things: whether there is opportunity for increasing sales to that customer, and how often that customer wants to see a sales rep. Both of those factors are evolving along with our rapidly changing marketplace. [...]

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How Often Should Sales Reps Call on Customers? – Value Creation Strategy #1

How frequently should sales reps call on existing customers? It's a good question, because most distributors we've worked with are investing $75 or $80 per sales call once they account for all expenses associated with hiring, training, managing, transporting, supporting and compensating an outside sales rep. hbspt.forms.create({ portalId: "474413", formId: "6981f1fd-8ca8-4071-9214-23714a1e3d4e" }); In some ways, [...]

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