Michael Marks

Biography

Mike Marks co-founded the Indian River Consulting Group in April 1987. Mike began his consulting practice after working in distribution management for more than 20 years. He has written extensively, and is frequently quoted on many industry issues.

In February of 2001, the Distribution Research and Education Foundation (DREF) of the National Association of Wholesaler-Distributors (NAW) named Mike its second Research Fellow. In 2005, he accepted their invitation to serve another four-year term. The Fellows program recognizes individuals who have made and continue to make significant intellectual contributions to the field of wholesale distribution. Mike is the co-author of DREF's book, "What's Your Plan? Smart Salesforce Compensation in Wholesale Distribution". He developed DREF's audio-CD series "Profiles in Wholesale Distribution Leadership" and is working on a new research project on distributor/supplier relationships, set for release as a DREF book in late 2005.

Mike is recognized for his expertise in one- and two-step distribution channel strategies, supply chain management, and the practical application of real world technology. In addition to consulting, his experience includes sitting on the Boards of several public and private distribution firms, being an expert witness, and being an Arbitrator.

He takes a lot of pride in his business and the people who work with him. "We're an experience-driven company," he says. "All of this company's employees had real jobs before coming here. We gained industry experience first, then went into consulting." Prior to forming IRCG, Mike held the position of Executive Vice President at Lex Electronics, an $800 million vertically integrated electronics distributor in Stamford, CT. Before joining Lex, he was Director of Corporate Training and Development at Ducommon Inc., Los Angeles, a $400 million industrial distribution company. Prior to his distribution career, Mike did a tour of duty as a manufacturer's representative in the automotive aftermarket.

Titles

Facing the Forces of Change

Personal Implications of Scenario Planning

Rationalizing the Distributor Network Post-Acquisition

Validating Channel-Related Acquisition Synergies

Managing in a Down Economy

Sales Techniques that Grow Wholesale Distribution Businesses

The Changing Buying Habits of Your Customers The New Choices Created by Technology Improving Manufacturer-Distributor Business Processes Looking Forward in the Supply Chain