GBS Filing Systems

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

Six distributors share the secrets and strategies that put them on top. Workflow What makes the same distributor retain the No. 1 spot on the BFL&S Top 100 Distributors list for four consecutive years? According to Rick Wesley, president of Workflow (formerly SFI), a Norfolk, Virginia-based distributor, the formula for success lies in managing customer supply chains effectively. "Our strategy for the past three years has been to do an analysis of potential customers' supply chain needs, propose a better solution than what they have, and then begin managing their products on the iGetSmart e-commerce platform," said Wesley. The iGetSmart system is the

Quality, service and sound strategic planning put these suppliers on top. Rising from third place in last year's BFL&S Top 100 Manufacturers list, Ennis Business Forms, DeSoto, Texas, has achieved top honors this year. The successful company reported $240.8 million in sales for the latest fiscal year completed. When asked about the company's formula for success, Keith Walters, president and CEO, said that a combination of tried-and-true principles coupled with new ideas and acquisitions have proven to be the winning ticket. "Ennis continues to concentrate on basics, including customer service, cost control and e-commerce developments," Walters said. He also identified the integration of

Shaky times did not disturb these top distributors. Lead by CEO Tom D'Agostino, Jr. and President Rick Wesley, Norfolk, Virginia-based SFI has captured the coveted No. 1 spot in BFL&S' Top 100 Distributors ranking for the third year in a row. Proactive thinking and hands-on involvement by SFI management has been at the heart of its success, for as D'Agostino observed, "When the decisions are made by an organizations' bankers or people in ivory towers it loses it competitiveness and esprit de corps." And the rate of obsolescence of printing needs has inspired SFI to move its market share forward to provide supply

Slow changes are sure to bring greater efficiency. For a long time, distributors that tended the health-care market doled out many a traditional form. Carbonized and unit set configurations were as basic to medical professionals as antiseptics and aspirin. It seemed that the dawn of the Internet and electronic options had little effect, if any, on good old hospital procedure. But the prognosis for health-care forms systems is changing as medical professionals begin to move into the electronic age. At least this is the opinion of Charles Graham, president of Graham Data Supplies, Amarillo, Texas. "In the past five to eight years,

Five who thrive by tempering technology with the personal touch At Glenwood, Minnesota-based American Business Forms, technological changes in the industry present both opportunities and challenges. Because of its ability to buy back time, President Larry Zavadil believes that Internet technology is one of his company's biggest assets. "The Internet gives customers the ability research and order products without having to be personally guided, face-to-face, through the process," Zavadil said. "With the extra time, sales associates can again prospect during the day, and write orders in the off hours." When used improperly, however, Zavadil stressed that e-commerce can be as much of a

Product diversification spurs continued growth By Bill Drennan, Maggie DeWitt and Danielle Litka DIstributors are experiencing another strong year as total sales for the Top 100 Distributors has reached $1.92 billion, compared to $1.76 billion last year—an increase of nine percent. The reason appears to be product diversification as form sales for the Top 100 declined slightly to $780 million, a five percent drop from last year's $822 million. Form sales accounted for only 40.6 percent of total sales this year, down from 46.8 percent a year ago. Label sales increased by five percent to $177 million this year. However labels as a percentage of total sales

Independents Forge Ahead Top distributors embrace technology as revenue continues to soar by Bill Drennan and Maggie DeWitt The independent forms industry juggernaut shows no indication of slowing its pace of growth. Last issue, we reported on the gains made by manufacturers and suppliers. This month, it is the distributors' turn to shine. Distributors had another strong year as sales for the Top 100 reached $1.756 billion, an 8.4 percent increase over last year's $1.620 billion. And productivity, as measured by sales per employee, increased by 2.6 percent to $294,737. This year the Top 100 reported that 46.8 percent of their revenue came from forms sales, with 9.6 percent

Riding High New growth results in record sales By Laura D'Alessandro Distributors had a great year. A strong economy resulted in fantastic growth that placed distributors on the threshhold of abundance as they round the corner into the millennium. According to figures supplied by this year's participants in Business Forms, Labels & Systems Top 200 Distributors, 1998 sales have reached an outstanding 17.8 percent growth over 1997 sales from $1.519 billion to $1.789 billion--a $270 million increase. These figures are based on sales provided by those companies listed. Not only is the amount of growth significant, but the areas in which distributors saw growth

Top 200 Distributors Precept Reigns Supreme 1997 Rank Company 97 Sales ($000) 1996 Rank 96 Sales ($000) Principal Officer 1 Precept Business Forms 159,335 1 110,574 David L. Neely 2 American Business Forms 136,000 3 101,000 Larry A. Zavadil 3 SFI 127,000 4 97,500 Tom D'Agostino Sr. 4 GBS 103,150 2 102,125 Larry Merriman 5 ProForma 79,700 5 74,600 Gregory P. Muzzillo 6 Data Supplies 66,516 6 62,048 James E. Combee 7 FGI Print Management 56,860 7 44,000 David A. Walters 8 Bank and Business Forms 27,956 10 26,695 Jerry M. Spears 9 Jerome Group 24,200 13 20,400 Gunther Kohn 10 FMC Resource