Indian River Consulting Group specializes in helping distributors and manufacturers accurately diagnose problems and identify risk-bound alternatives.

Manufacturers have many valid reasons to change channels in an updated go-to-market strategy. Read our 7 deadly sins of channel management.

Demand creation comes down to who is spending the money. With that foundation, Indian River Consulting Group explored how customers in the HVACR industry choose both their brands and suppliers. And they uncovered why customers ultimately switch. Their answer – based on in-depth research commissioned by Heating, Air-conditioning and Refrigeration Distributors International – challenges many ...

Discover the five levels of data analytics competency for manufacturing and distribution companies, from basic data silos to achieving a best-in-class strategy.

Mike Marks writes that the question how frequently sales reps should call on customers misses the mark.

Indian River Consulting Group brings deep industry knowledge and innovative consulting work to our content-rich presentations. Whether you’re a distributor, manufacturer, trade association or service provider, we add decades of expertise to your keynotes, panels, meetings or workshops.

Discover how distributors can leverage data to recognize patterns, predict trends, and take action. Learn strategies to reduce friction and improve sales.

At Indian River Consulting Group we recommend a four-step process to help manufacturers properly evaluate and optimize their distributor network.

Company culture isn’t pizza and foosball. It’s all about how people are treated. Throw out the old handbook and create a more egalitarian and engaged culture.

The role of Independent Manufacturer’s Reps (IMRs) is going through a sea change. Founders are aging out, and new priorities have emerged, including leveraging data better and building a talent pipeline. Innovative technologies such as AI are also changing the game. Some distributors are growing their private-label offerings and have become, in effect, manufacturers. And when manufacturers ...