The Bigger Picture
Change can be challenging and scary. It certainly isn’t for the weak of heart. But, change can also be rewarding—this year’s top three distributors are proof. See what some of the industry’s biggest names had to say about slow responders, big thinkers and everything in between.
1. InnerWorkings Inc.
Principal: Eric D. Belcher, CEO
www.inwk.com
Print+Promo (P+P): What was your company’s greatest
success over the last year
Eric D. Belcher (EDB): We are more adept at thinking about our customers’ customers these days, particularly from a shopper marketing and retail environments standpoint, which allows us to bring innovations in concert with great sourcing practices.
P+P: What is your company’s top priority for 2015?
EDB: We will further integrate our business globally, which is no small task. We’ve structured our organization to support the global marketplace, which we did largely in response to the opportunity to expand with some of our long-term North American clients. We have made big strides, but there is more to do from a systems, communications and cultural standpoint.
P+P: What is your favorite part about working in this
industry? Why?
EDB: It’s new and evolving. I love being a part of the change and helping to shape it.
P+P: What is the industry’s biggest struggle and can it
be fixed?
EDB: This is an industry that is slow to make decisions and slow to change in response to new developments in the marketing supply chain. I’d like to see our industry recruit new talent that’s more capable, creative and driven than the current leaders.
P+P: What is the best piece of business advice you ever received?
EDB: You’ll either be a disrupter or you’ll be disrupted. There is no in-between.
2. Proforma
Principals: Greg Muzzillo, Founder,
and Vera Muzzillo, CEO
www.proforma.com
Print+Promo (P+P): What was your company’s greatest success over the
last year?
Greg Muzzillo (GM): At Proforma, we are proud of our million-dollar owners and our ability to help drive million-dollar success. Last year:
- 15 owners qualified for Inc. magazine’s prestigious list of the 5,000 fastest-growing businesses.
- 18 owners made our Million Dollar Club for the first time.
- 10 owners made our Multi-Million Dollar Club for the first time.
- One owner made our 10 Million Dollar Club for the first time.
- Five owners closed $1 million-plus acquisitions with the help of Proforma’s acquisitions team.
- 14 owners closed $1 million-plus programs with the help of Proforma’s global major accounts team.
- Eight owners hired $1 million-plus sales reps with the help of Proforma’s recruiting team.
P+P: What is your company’s top priority for 2015?
GM: At Proforma, together with our owners and their sales reps, we have more than $900 million in our active pipeline. It’s our priority to win as many of these opportunities as possible and to help our owners continue to grow their pipelines.
P+P: What is your favorite part about working in this industry? Why?
GM: My favorite part of working in this industry is helping make our owners’ dreams come true by helping them grow their businesses and have more fun in their lives.
P+P: What is the industry’s biggest struggle, and can it be fixed?
GM: In my humble opinion, our industry has a branding challenge. We are not viewed by many—in both the industry and government—as a valuable resource the way other advertising and branding solutions (e.g., television, Internet, newspaper, magazine and billboard advertising) are viewed. In order to fix it, we may want to look at another product that had a branding problem: the Patagonian toothfish. The Patagonian toothfish is a species of codfish. It was available in abundant supply, but not much in demand. In 1977, a fish distributor renamed the fish “Chilean Sea Bass.” Sales took off. Today the Chilean Sea Bass is one of the most expensive and over-fished species in the world. The Patagonian toothfish had a name problem. Perhaps, the “promotional product”/“advertising specialty” industry has a name problem. I think we need to consider rebranding our industry.
P+P: What is the best piece of business advice you ever received?
GM: God gave us two ears and one mouth for a reason. Listen more. Talk less.
3. American Solutions for Business (ASB)
Principal: Justin Zavadil, Executive Vice President
www.americanbus.com
Print+Promo (P+P): What was your company’s greatest success over the last year?
Justin Zavadil (JZ): We continue to grow, both financially and professionally. As a company our national presence is getting larger and more widespread and due to that, we have seen significant sales growth.
P+P: What is your company’s top priority for 2015?
JZ: Continue to drive operational efficiency to better support rapid growth. We see strong sales in our immediate future, and our No. 1 goal is to be positioned to handle those sales in a streamlined and profitable manner.
P+P: What is your favorite part about working in this industry? Why?
JZ: Working with customers, sales and vendors and solving their problems. We are in a unique position to help all of our three customers (sales, vendors and customers) live their “American Dream.” We get to be the best problem solvers in the industry and make their lives easier. It’s what keeps us coming to work every day.
P+P: What is the industry’s biggest struggle, and can it be fixed?
JZ: The technology impact on core business and lack of training for young, new-to-the-industry associates. We need to continue to develop and improve our technology both in the home office and with our vendors. The last company standing will be the one that makes the customer experience the easiest and friendliest. It can be fixed, and we are committed to developing the best technology and training in the industry.
P+P: What is the best piece of business advice you ever received?
JZ: Always do the right thing for the right reasons.