Take Aim for the Stratosphere

We are in the midst of a huge expansion in distributor business. The economic slowdown of the past few months notwithstanding, we expect this year to top all others in terms of total distributor revenue.

The evidence we gathered for November's Top 100 Distributors report shows that although form sales increased by 6 percent, they are decreasing as a percentage of overall distributor revenue. Other areas are showing double-digit growth. Sales of commercial printing grew by 16 percent; promotional products by 26 percent; direct mail by 19 percent and labels by 16 percent.

With forms accounting for only 38.6 percent of overall sales, distributors have successfully moved from the billion-dollar forms segment into the hundred billion dollar universe of printed products and related services.

Normally our annual State of the Industry report focuses on how the current year compares with prior years. This year we interviewed several distributors who are active in growth areas to ferret out the reasons for their success and to discover how other distributors can benefit.

Customers that have downsized are now facing a renewed and expanding economy. There has never been a better time to offer clients a full range of products and services that eliminates extra expense and adds productivity.

Take advantage of this window of opportunity to carve out a successful year.

Bill Drennan

Editorial Director