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Every distributor is faced with major change due to the rising gap between the B2C customer experience created through Internet resellers and traditional B2B ones. Every distributor is also faced with rising margin pressures and manufacturers going direct. It is one thing to worry about it and it is quite another to take action. There are a proven set of practices that can be used to determine how to participate in this set of disruptive changes and perhaps even get ahead of them. This workshop will share that set of practices and be very interactive for the participants. It will answer questions that include:
- How to assess the competitive threats in your specific market?
- How to determine how much money or resource to invest in the short term?
- Should your focus be split between external or internal efforts?
- How to determine the first few areas that produce the largest improvement at the least cost?
- How to actually start and manage the project?
About the Speaker
Mike Marks co-founded IRCG in April 1987. He began his consulting practice after working in distribution management for more than 20 years. Over the years, his narrow focus in B2B channel-driven markets has created an extensive number of deep executive relationships within virtually every business vertical in construction, industrial, OEM, agricultural, and healthcare.
Mike has led project teams that improve market access by aligning resources to growth opportunities serving manufacturers, dealers, and distributors. Clients have ranged from small privately owned firms to many of the industry’s market share leaders. Ownership structures have included owner-operators, private equity, ESOPs, and publically traded firms. Mike is proud of the teams work and the confidence clients have shown with additional project work.
He has written extensively, and is frequently quoted on many industry issues. He has substantial board experience on both public and private distribution firms. His contributions to the field include serving multiple terms as a Research Fellow with the National Association of Wholesaler-Distributors, permanent faculty at Purdue University’s University of Industrial Distribution, eight years as Graduate Adjunct Faculty in the Industrial Distribution Program at Texas A & M University, and rendering several precedent-setting expert opinions in contract disputes between manufacturers and distributors.