TOP 50 DISTRIBUTORS: Core Values
What does it take to be a strong leader? It seems everyone has an opinion. A quick Google search yields millions of results, ranging from passion to persistence. But being trustworthy tops the list of valuable qualities. An effective communicator with a compelling vision and stellar presentation skills always falls short if there isn’t a culture of transparency. That trust, though? It goes both ways. Placing trust in employees can make them feel connected, which ultimately has a positive impact on a company’s bottom line. Just ask this year’s top three distributors. Not only did they take the time to build a staff of talented professionals, they encouraged them to do what they do best. Together, they accomplished great things, a testament to the old adage: “There’s no ‘I’ in team.” Their stories don’t end there. See what some of the industry’s biggest names had to say about accomplishments, future goals and management style.
1. InnerWorkings Inc.
Principal: Eric Belcher, CEO
Print+Promo (P+P): What was your company’s biggest accomplishment over the last year?
Eric Belcher (EB): We continue to bring innovation to the multichannel customer experience, from the retail environment right down to the external packaging that consumers receive by mail today. Owning this complete range of experiences is the future of our industry.
P+P: What is your company’s top priority for 2016?
EB: Through the use of our own data, we will predict trends that enable our clients to get ahead of the competition, build new strategies and execute global marketing campaigns with greater precision and impact.
P+P: What makes this industry so special? What does it get right?
EB: This industry is responsible for the success or failure of every major marketing campaign. I love that we are constantly evolving to make marketing happen successfully in every market around the world.
P+P: How would you say your leadership style has evolved?
EB: I’m spending even more time today with our clients than I have in recent years. The more I do, I feel as though the better my decision-making is.
2. Proforma
Principals: Greg Muzzillo, Founder, and Vera Muzzillo, CEO
Print+Promo (P+P): What was your company’s biggest accomplishment over the last year?
Greg Muzzillo (GM): Eighteen owners qualified for Inc. magazine’s prestigious list of the 5,000 fastest-growing businesses in America for 2015. [In addition:]
- 15 owners made our Million Dollar Club for the first time.
- Two owners made our Multi-Million Dollar Club for the first time.
- Six owners made our 5 Million Dollar Club for the first time.
- Two owners made our 10 Million Dollar Club for the first time.
- Two owners made our 25 Million Dollar Club for the first time.
- 12 owners closed $3 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 2016?
GM: Of course we look forward to continuing to help our print and promo distributor members dynamically grow their sales, increase their profits and have more fun in the pursuit of their dreams. That said, our top priority for 2016 is the successful development of our new division, Global Graphics Network (GGN). GGN’s unique focus is on assisting owners of commercial print shops to similarly grow their sales, increase their profits and have more fun in the pursuit of their dreams, too. One of the unique features of the GGN model is that it is not a 100 percent broker model. Many GGN members may elect to continue to own equipment and continue to produce some of their ongoing sales.
P+P: What makes this industry so special? What does it get right?
GM: Our industry is very special because virtually everything we sell is custom printed. Our customers buy print and promo because they have a unique need to communicate a message, grow a brand or incite behavior. This gives the best-of-the-best in our industry an opportunity to be true solutions providers, not just peddlers of products.
P+P: What is currently the biggest challenge a distributor faces? How can one overcome that challenge?
GM: As our supplier base continues to consolidate and tighten their terms, increasing numbers of undercapitalized distributors may experience challenges in being able to do business without providing cash advances and/or accelerating their payments to suppliers. We see a number of distributors joining Proforma because they need assistance with accelerating cash (in addition to a number of other issues, including sales and profit growth).
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.
Elise Hacking Carr is senior production editor for Print & Promo Marketing magazine, and managing editor for PRINTING United Journal.