Customized Business Models Empower Distributors
With regard to daily operations and target markets, they exhibit some features more often associated with the majors than with traditional independent distributorships. For example, Greg Muzzillo pointed out that Proforma enjoys a $2 million marketing budget, while most distributors struggle just to find a little time and money to say that they even engage in marketing activities. Both American Solutions for Business and Proforma provide centralized support of accounts payable, accounts receivable, reporting functions and technology tools. And, by now, anyone with a pulse knows that IBSA and American Solutions for Business signed multi-million-dollar supplier agreements with the group purchasing organization Novation, muscling in on national account territory—once the exclusive domain of the major directs.