TOP 50 DISTRIBUTORS: Core Values
P+P: How would you say your leadership style has evolved?
GM: I am far more calm and inclusive today. Thirty years ago, I was a far more intense and dictatorial leader. That said, I remain passionate about our industry, our mission and my own personal life vision.
P+P: Is there anything you would like to add?
GM: I would love to add my deep, personal gratitude for the many wonderful people who have believed in me over the years and are part of our great Proforma family: the great distributor members of Proforma, amazing support team associates and valuable supplier partners. When people ask how I grew Proforma my answer is always, “Proforma is a ‘we’ thing. We have grown Proforma one great person at a time. Great members. Great support associates. Great supplier partners.”
3. American Solutions for Business
Principal: Justin Zavadil, Executive Vice President
Print+Promo (P+P): What was your company’s biggest accomplishment over the last year?
Justin Zavadil (JZ): ASB had double-digit, year-over-year sales growth. Due to a number of investments in the company, our sales have grown 10 percent this past year. The industry average seems to be about 5 percent, so we’re proud of this accomplishment.
P+P: What is your company’s top priority for 2016?
JZ: Our goal is to achieve top-line sales growth above that of 2015. We want to continue the growth we’ve achieved in the past year and expand on it. In order to obtain this objective, we have created a number of strategic initiatives that support this sort of volume. Many of these other initiatives are centered on streamlining and constantly improving business processes.
P+P: What makes this industry so special? What does it get right?
JZ: Our industry is one of very few that allows people to have the flexibility to enjoy their careers and their chosen lifestyles while making a very comfortable living. The people that do what we do correctly are problem solvers. They are ‘solutions people’ who help their customers with points of pain. If you want to be successful in our business, you need to work hard for your customers.
Our associates have the flexibility to choose the customers and the industries with which they work. We have many highly successful sales associates at ASB who work tirelessly for their customers, but find balance in their lives by taking time for family, friends and other interests. You can do this job from anywhere.
P+P: What is currently the biggest challenge a distributor faces? How can one overcome that challenge?
JZ: My dad has a favorite saying, “Everything begins and ends with the face in the mirror.” Our most successful sales associates are self-motivated. We, as a company, will provide every resource necessary to help associates achieve success. If they don’t have the drive to get out in front of customers and sell, we will never be able to give them what they need. The best way to avoid that problem is to make sure we are recruiting and hiring the right people. As a company, our biggest challenge is to continue to provide the best products and services to attract larger groups of sales associates and those with large enterprise accounts. There are plenty of companies like ASB competing for these people. We believe we are the most proactive, non-threatening partner out there. We need to ensure that we provide the tools associates need to retain and grow their respective businesses.
P+P: How would you say your leadership style has evolved?
JZ: Prior to being with ASB, I primarily worked for myself or with an equal partner. I was accustomed to just getting things done by digging in on my own. Here at ASB, I believe we have the best management/home office team in all of the industry. I would be a fool not to utilize the expertise and vast knowledge of my coworkers. Our recent success is due to our tremendous sales associates and home office employees. ASB is 100 percent employee-owned, and the buy-in from the owners really shines true. My management style has evolved into one of collaboration. Teamwork between our sales force and the staff at the home office is what shapes the future of this company.