Riding High

1. Never Let Go

Dean Truitt, president and chief operating officer of Dayton, Ohio-based WorkflowOne has a reason to be proud. With roots dating back to 1866, the company has proven its ability to respond to technological change and customer demand—recession or not. And most recently, WorkflowOne has collected another victory by maintaining its number-one position on this year's top 100 distributors list.

Truitt attributes WorkflowOne's latest success to a comprehensive transformation plan—set in motion over the last year—that will further solidify the company's strong standing in the future. "By taking the right steps to control costs, increase efficiencies and manage our cash position, we're in a much stronger position financially to grow our business and continue providing outstanding service to customers," he said. "Clearly, the economy created challenges for our company, as it has for most of corporate America. While many of our peers experienced a significant drop in earnings performance during the first half, WorkflowOne achieved a 19 percent increase in EBITDA (Earnings Before Interest, Taxes, Depreciation and Amortization)."

Truitt went on to express his satisfaction with the momentum of new customer wins during the past quarter. For example, the company has extended its 10-year relationship with Novation, one of the largest healthcare group purchasing organizations in the nation. In order to retain such lucrative contracts, WorkflowOne relies on a great deal of personal contact.

"... We have realigned our sales organization to provide even greater support and collaboration for delivering superior print and promotional marketing solutions. We have created a dedicated healthcare group with its own sales channel to demonstrate our increased commitment to the healthcare market. WorkflowOne today handles print management for more than 700 hospitals around the country," Truitt explained. "We've also created a financial services 'community' to share best practices among our sales leaders serving that vertical market. We do business today with over half of the nation's top 25 banking systems and more than 100 regional banks."