Driven to Succeed

How distributors choose to navigate today’s complicated business landscape can put them either on the road to success or the highway to hell. American Solutions for Business (ASB), Glenwood, Minn., appears to be mapping out profitable routes through vertical market sales.

Currently celebrating the company’s 25th anniversary, President Larry Zavadil recalled ASB’s first few years in business when some in his small group of sales associates were focused on particular industries, including government, health-care and banking. “Everyone quickly learned to call upon their peer specialist to secure a new client, and sharing became part of ASB’s unique culture,” he said. “We learned that we could draw upon our successes with one client to benefit others, and reproduce effective solutions and apply them to other situations.”