Distributors Stay Strong Despite a Weak Economy
With more than 150 sales executives in 40 offices, Global DocuGraphix has a very diverse product line which essentially divides the company into five main divisions. The largest division consists of distributorships supplying the more traditional printed products. Then there is the imaging and document management division, as well as the relatively new and rapidly growing department that specializes in print-to-mail services utilizing pressure-seal mailing equipment. In addition, there is a program which allows companies to affiliate with Global DocuGraphix's name and resources while maintaining their own legal identity.
"We handle their payables and receivables and they have the benefit of our e-commerce and order management resource capabilities," noted McClean. "This reduces their investment risks while enabling them to better compete against the major directs."
The fifth division is TopForm Software, with Global DocuGraphix being TopForm's largest customer. Said McClean, "This allows us to make sure that the software is delivering what is needed in the marketplace for ourselves and everyone else," including links to e-commerce and electronic invoicing. While approximately 15 percent of Global DocuGraphix's business is currently conducted over the Web, McClean said, "Face-to-face selling will never go out of style. It's still the primary vehicle for getting business."
By Maggie DeWitt
#5 GBS, Noth Canton, Ohio
If one were to ask John "Skip" Dragoiu, president and CEO of North Canton, Ohio-based GBS, what has kept his company at the top of the BFL&S distributor charts, he would say it is something very plain and simple—the need to help customers succeed.
Maintaining its status as the fifth-ranked distributor two years running, GBS continues its commitment to exceeding customer expectations while also offering expertise in information technologies and management. "This method has proven itself to be the most effective way to assist customers in meeting their objectives," said Dragoiu.