Paul Keith Tells It Like It Is
Keith was surprised to encounter some resistance among the affiliates regarding switching their local business to the IBSA vendor pool. "It was too much to assume that everyone would immediately understand and cooperate with leveraging our volume to grow," he observed.
He went on to comment that the bulk of affiliates' local business, in fact, remains outside of the pool, but the gap is narrowing more and more each month. "Understandably, distributors have strong relationships with their suppliers, but we believe that what we are offering creates new relationships that are becoming much stronger. There is also the issue of getting the word out that procedures have changed across an entire organization," added Keith. "It will come in time, but it involves an educational process."
- People:
- Paul Keith
- Places:
- Bowling Green, Kentucky