Distributors Raise the Bar

Here's how the Top 5 Distributors view their success.

IBSA Targets Its Growth

With a second year almost under its belt, International Business Solutions Alliance (IBSA) has grown from 61 to 119 distributor affiliates, reported $337.1 million in sales for the last fiscal year completed, and netted the No. 1 spot on the BFL&S Top 100 Distributors list.

"IBSA was designed to be a team effort, not a top-down corporate structure," said Paul Keith, president and CEO. "Whatever success we have at IBSA, it will come first to our suppliers and affiliates. Our job is to help them get what they want, and only if we do it well do we get what we want."

In just one year, IBSA moved from No. 4 to No. 1 on BFL&S' Top 100 list. "Our first year was more about organizing and planning," said Keith. "Establishing systems and processes that allow us to operate as an organization was more of the agenda the second year."

The Xetex ASP software solution was one system that helped elevate IBSA to where it is today. "Without this solution, our progress would have been much different and much more difficult," said Keith. "We will continue to rely on the software and the support that Xetex provides. We intend to move forward together."

People also made a major difference in IBSA's newfound success. "I have four other managers and a projects coordinator who make IBSA run day to day," noted Keith. "Without their 'whatever it takes' attitude, I am not sure that IBSA would be a reality."

Keith singled out Mark McKinney, executive vice president, Mike Luckett, vice president in charge of affiliates, John Heybach, vice president of suppliers and national account sales, Mark Musgrave, vice president of finance, and James Burchett, projects coordinator, as key players. "There are many others who have been helpful, and they know who they are and that we are very proud of them," he added. "It would take more pages to give them all the credit they deserve."