Paul Keith Tells It Like It Is
It's official—IBSA is ready to rumble with the major directs for national account business.
Affiliation with Bowling Green, Kentucky-based International Business Solutions Alliance (IBSA) involves a whole lot more than simply signing up. "We are not a passive organization," Paul Keith, president and CEO, stressed. "Our success depends on the active participation of suppliers and affiliates all pulling in the same direction to accomplish our collective goals."
Because of the organization's vision to bring change and new opportunity to the industry and its determination to succeed, IBSA has been chosen as the BFL&S distributor of the year.
Keith and the IBSA management team—which includes former employees from each of the major directs—project that IBSA will move more than $500 million from the direct channel to the IBSA independent channel over the next five years. And, right on schedule to coincide with the organization's national conference—taking place July 23 to 25 in its home state—Keith and his nine principal associates will officially roll out IBSA's national account campaign and, hopefully, announce the successful signing of the first contract with a major health-care provider.
By now, many in the industry are familiar with IBSA's mission to go head-to-head with the major directs to win national account business. Here, Keith talks about how the organization intends to get the job done.
Stones in the Road
"The greatest challenge in creating IBSA has been working out the technology that will tie everything together for overall accounting and reporting purposes," said Keith. "Aside from that, recruiting and orienting distributor affiliates and selling products is pretty straightforward."
The problem is one of obtaining data, rather than using it. Issues such as invoicing and commission splits have already been sorted out, and IBSA's Xetex program is in place and fully capable of handling central billing.