What Really Drives Sales Rep Retention?
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...
Nature vs. Nurture in Sales Management
The skills needed to excel as a wholesale distribution sales rep are different than those needed to lead as a sales manager.
Steve Deist’s Insight on Profit Improvement Plans Featured in MDM’s Tip of the Week
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
"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...
My Price or Yours?
This blog summarizes the most important lessons that our consulting firm has learned about effective pricing in wholesale distribution.
The Use and Abuse of Customer Profitability Analytics
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...
Distributor’s Guide to Analytics Now Available
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...
Prepare for 2015 by Deciding What Not to Do
Indian River Consulting Group Partner Steve Deist was recently interviewed by Modern Distribution Management for its monthly Executive Briefing.
How to Go from Too Many Distributors to Just Right
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...