Heroic loot distribution in Icecrown Citadel is slightly different than in the three previous tiers.
In Naxx, Ulduar, and Trial of the Crusader, heroic loot dropped in addition to regular loot.
In Icecrown Citade, heroic loot drops instead of regular loot.
This small change has some subtle ramifications for guilds doing heroic content. It's now a lot slower to gear up new players to the heroic standard.
The new players can get to the i245 level fairly easily. But since you're doing hard modes, i264 loot is actually somewhat scarce. In the past, new people would be geared up very quickly with all the regular loot that the established raiders had already acquired.
But when you're working on hard modes, that regular loot doesn't drop anymore. You get mostly i277 gear, which the established raiders want, and the new people have to compete against them.
The only item that this doesn't apply to is class tokens. i277 tokens drop in addition to i264 tokens. As a result, it's really easy for a new raider to get all their tokens in short time period. However, then she's blocked on Emblems.
I guess the solution is to try and recruit more people who are already in i264 gear.