Customized Business Models Empower Distributors
By continuing to evolve, Zavadil believes that American can end up being the new major. "The majors will just shrink up and go away, and American will become the new model for our industry in terms of how to build marketing organizations," he concluded.
Independent, Not Alone
Paul Keith readily acknowledged that the IBSA model is greatly misunderstood by many outside of the organization. As to criticisms that the company is no more than an association not unlike the DMIA, he countered that IBSA is indeed a sales association, while the DMIA is a trade association. "The DMIA has never sold an account in its life," said Keith. "The DMIA is about teaching, education and trade shows—activities, by the way, that most distributorships offer to their sales staff. DMIA members also compete against one another; IBSA affiliates support a common goal."