The IMR Business Model–Strategic Alternatives & Pathways to Intentional Growth

Available at the IMR Summit 2018

The IMR Business Model–Strategic Alternatives & Pathways to Intentional Growth

Monday, February 19, 1:30 pm – 3:00 pm, IMR Summit 2018
Speakers: Mike Marks, Indian River Consulting Group, and Abram Walton, PhD, Ivory Bridge Group & Florida Institute of Technology

All rep firms know how to sell or they would not survive. This session is much more about how to value a rep firm for a sale or acquisition and create shareholder value over the full ownership lifecycle. This session is about using analytics to define priorities and investments that create shareholder value. It is about understanding market opportunities from three perspectives: cost to grow, potential to grow, and latency. For a rep firm, latency is critical as this measures how hard or likely is it that a factory principal will terminate the relationship. Part of this session is criteria for effective contractual agreement and managing the infamous 30-day notice practice.

This session is part of the educational programming planned for the IMR Summit 2018. To attend or learn more about this session, visit the IMR Summit 2018 page.

About the Speakers

Mike Marks
Mike Marks co-founded Indian River Consulting Group (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 health care.

Abram Walton, Phd
Dr. Abram Walton is the Senior Partner at Ivory Bridge Group, a strategy and innovation Management consulting firm. He is also the Director for the Center for Innovation and professor of management and innovation at Florida Institute of Technology. He is an author, consultant, and researcher actively speaking on topics related to innovation, product and service strategy, and product lifecycle management. He was previously the Director for the Center for Ethics and Leadership.

To learn more about these speaker and this session, visit the IMR Summit 2018 page.

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