The fun doesn't stop at 50. Additional suppliers responded to this year's Top Distributors survey, but just missed this year's list.
Advent Print Resources
1 WorkflowOne Headquarters: Dayton, Ohio Annual Sales $(000): 1,200,000 Principal Officer(s): Greg Mosher, Chairman; Mike Zawalski, President, CEO Locations: 140 2 Proforma Headquarters: Cleveland Annual Sales $(000): 293,933 Principal Officer(s): Greg Muzzillo, Founder, Co-CEO; Vera Muzzillo, Co-CEO Locations: 600 3 American Solutions for Business Headquarters: Glenwood, Minn. Annual Sales $(000): 249,022 Principal Officer(s): Larry Zavadil, President, CEO Locations: 455 4 InnerWorkings Headquarters: Chicago Annual Sales $(000): 160,515 Principal Officer(s): Steven E. Zuccarini, CEO
Rank: 1 Company: WorkflowOne, Dayton, Ohio Sales $(000): 1,000,000 Principal Officer(s): Greg Mosher, Chairman, CEO Locations: 150 Rank: 2 Company: Proforma, Cleveland Sales $(000): 293,000 Principal Officer(s): Greg Muzzillo, Founder, Co-CEO; Vera Muzzillo, Co-CEO Locations: 650 Rank: 3 Company: American Solutions for Business, Glenwood, Minn. Sales $(000): 239,776 Principal Officer(s): Larry Zavadil, President Locations: 410 Rank: 4 Company: GBS, North Canton, Ohio Sales $(000): 90,143 Principal Officer(s): Eugene Calabria, President, CEO Locations: 12 Rank: 5 Company: Merrill Corp., Monroe, Wash. Sales $(000): 83,950 Principal Officer(s): Mark Rossi, President Locations: 6 Rank: 6 Company: The Shamrock Companies, Westlake, Ohio Sales
Distributors talk about evaluating and compensating their sales representatives' job performances. These are penny-pinching times and, more than ever, sales professionals must go the extra mile to edge out competitors and convince customers to expend precious financial resources. So, just what is it that keeps printed products distributors going day after day? Here, 12 company executives—identified in the chart below— share their views on compensating, training and hiring. New Blood When it comes to hiring sales representatives, the consensus is that industry experience is a definite plus, although both Sherie Bartlett and Walt Smith observed that it isn't always easy to come by. Mark
Distributors contemplate the present and future state of the industry. Has this year's economy had an adverse affect on the forms business? And with endless possibilities for print popping up via ad-vanced online technology, do distributors stand a chance to stay in the forms business in the years to come? Whether or not the recent fiscal slump gives way to major changes within the in-dustry, or simply serves as an opportunity for industry professionals to refocus their efforts, remains to be seen. To gain better insight into the concerns distributors have been facing of late, how they are handling them and where they see
Outsourcing printed products is a popular trend among end-users. Outsourcing has become a premium among distributors. Not only is it a major part of the distribution business, but for some resellers it represents all of their business. The reason is that end-users just don't have the time and money to handle the inventory, delivery and maintenance of printed products in-house. A justifiable conclusion, considering that most companies want to allocate a majority of their time to handling the business in which they specialize. Distributors, on the other hand, do specialize in printed products. "I think that end-users realize how consuming it is