FRI 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

BFL&S talks to distributors about being compensated for their contributions to the value chain. Forget religion and politics. Money is the subject for stirring things up, especially when salesmanship is the source of that money. Consider the reader response to Editorial Director Bill Drennan's editorial in the April issue of BFL&S, which looked at Landy Chase's views on the questionable contributions of seasoned sales professionals. Comments ranged from relief that it was being addressed to outrage that it was even an issue. This is proof that sales is an elusive and hard-to-define craft. Not surprisingly, deciding how to compensate for the skill

Influencing People Why the Web will never replace face-to-face "To Ben Harris, selling is a way of life!" That's how an article in The Counselor started some 20 years ago. It was Charley Pahl's appraisal of a Selling Seminar Harris conducted for the Rocky Mountain Region's 6th Annual Sales Seminar. Pahl titled the article Ben Harris: The Fine Art Of Selling, and there was no more fitting description of the man or his message. I was privileged to attend a recent Selling Seminar, once again sponsored by the RMR and hosted by Harris. It was a testament to the Fine Art of Selling and Harris' message was