Distributors Stay Strong Despite a Weak Economy

However, the ability to serve as a fulfillment partner to these large Fortune 2000 accounts rides on the fully integrated igetsmart platform. D'Agostino and Wesley discussed one large account worth more than $10 million in business which has 1,000 different branch offices between Mexico and Canada. SFI was able to get the customer up and running on the system within 90 days—including foreign language and currency customizations.

Wesley explained that in some special cases, upcharges may be involved for customizations but for the most part, customers are not charged. "We see these additions and modifications as strengthening our system not only for that account, but future accounts as well," he said.

SFI has been able to successfully broaden its customer base by listening to wants and needs, "But the days of conducting business with purchasing agents during long lunches and golf games are over," said Wesley.

While some in the industry may believe that "mystery is margin" and have a tendency to confuse a customer into a sale, SFI believes that success for itself and its customers lies in education. "We see a real void out there and are attempting to fill it by offering customers a thorough quantitative analysis of their existing supply chain solutions," said Wesley.

SFI also sees this as a wonderful way to reinvest in its own sales force by orienting representatives to systems selling.

By Maggie DeWitt

#2 Proforma, Cleveland

Rather than fall under the pressure of the past year's economic uncertainty, Proforma—a network of independent distributors—grew strong. The reason, said Greg Muzzillo, owner and CEO of the Cleveland-based company, is because the shaky times of 2002 actually served as a catalyst for many distributors to seek to grow their profits and sales. In that search, he added, they found Proforma.

"We believe that the Proforma network is perfectly positioned to offer distributors dynamic ways through which to grow their sales, increase their profits and have more fun," said Muzzillo. "Basically, Proforma's formula for such success is that it empowers its independent distributors."