Associate Biographies 

Michael Marks hspace= Michael Marks TOP

Mike Marks is widely recognized for his expertise in one- and two-step distribution channel strategies, compensation systems, sales & marketing management, strategic planning, organization design, and the practical application of technology for distribution companies. Mike began his consulting practice following more than 20 years in distribution management and as a manufacturer's representative.

Prior to forming Indian River Consulting Group in 1987, Mike was Executive Vice President with Lex Electronics in Stamford, Connecticut, an $800-million vertically integrated electronics distributor with high technology product offerings that range from components and custom logic to medium-scale computer systems.

As part of the senior team for Lex, Mike formulated strategies at the Board level, directed policy implementation, directed the integration of several acquisitions, and developed many of the corporation's operating control and review systems. Major projects during this period included: incentivising more than 70 percent of the employees, major recruiting and geographical expansion, downsizing in a major recession, inventory consolidation from branches to central warehouses, implementing automated quoting systems, entry into major value-added activities.

Before joining Lex, Mike was Director of Corporate Training and Development for Ducommon Inc., Los Angeles., a $400-million industrial distribution company. He was responsible for the development and delivery of sales training and management training systems for all subsidiary companies. This included development of territory review systems, program materials, sales aids, and individual performance measurement systems.

Tim Durbin TOP

Tim Durbin brings a fresh new approach to the problems of information technology management within the distribution channel by using a unique, process oriented methodology that aligns information technology with corporate strategic goals. Hes one of the few techies who can talk both business and techno-babble and has the ability to communicate highly technical information in terms that non-technical people can understand.

Tim has experience working with distributors and manufacturers of a variety of sizes, from small, family-owned businesses to Fortune 1000 companies. His expertise and experience lies in information system strategic design, knowledge management systems, electronic commerce solutions, operations management, sales force automation, system implementation, and training. His academic background includes an undergraduate degree in Industrial Distribution and a graduate degree in Management Information Systems, both from Texas A&M University. The combination of his academia and hands-on experience makes him a valuable asset to the industry.

He can be reached at (972)671-0873 or

E-mail questions or comments to
Copyright © Michael E. Workman Associates LTD. All Rights Reserved.