Some distributors see online retailers as a threat. Others view them as simply another channel. In this Educational Quick Clip, Mike Marks takes a look at how online retailers are affecting the role of jansan distributors. Plus, find out what services customers do—and don’t—value. 

About the Presenter

Mike Marks is managing partner of the Indian River Consulting Group, which he co-founded after working in distribution management for more than 20 years. He has written extensively and is frequently quoted on many industry issues. Marks is the co-author of What’s Your Plan? Smart Salesforce Compensation in Wholesale Distribution and Working at Cross-Purposes: How Distributors and Manufacturers Can Manage Conflict Successfully.

Additional Resources

• ISSA-TV: Strategic Pricing to Maximize Profits
• ISSA Bookstore: Win More Business, Write Better Proposals
• ISSA.com: Position Yourself With Power