Customized Business Models Empower Distributors
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Keith explained that IBSA looks for distributors who want to remain independent and who have no interest in selling, consolidating or buying a franchise, yet want to grow. Their common interest is servicing accounts they otherwise couldn't sell on their own.
Launched in 2002, IBSA is comprised of 58 suppliers and more than 115 affiliate companies with a combined annual purchasing volume of approximately $400 million. The reporting of that figure is another eyebrow-raising issue. "For years, the large distributorships voicing concerns had no reservations about re-
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