International Business Solutions Alliance

Doors open wide for independent distributors probing this industry. To say that there have been a few changes within the independent channel in relation to the health-care industry would be a bit of an understatement. It is now well-known that in October of last year, American Solutions for Business, Glenwood, Minn., and International Business Solutions Alliance (IBSA), Bowling Green, Ky., pulled off a major coup by snagging Novation—the largest-volume group purchasing organization (GPO) in the health-care field. (Novation formerly contracted with major direct Moore Wallace, owned by RR Donnelley, Chicago, Ill.) This spells opportunity for manufacturers and independents affiliated with American Solutions for

Sales revenue exceeded $2.5 billion for the 2004 BFL&S Top 100 Distributors. The total of BFL&S' Top 100 Distributors revenue was $2.78 billion—18 percent higher than last year's $2.35 billion. The $430 million increase in revenue was led by the largest distributors, with the top five companies increasing sales by $129 million. But, increases can be found throughout the entire Top 100 list. IBSA (International Business Solutions Alliance) took the lead this year by increasing its number of affiliated distributorships from 61 last year to more than 100. Among the top five, Proforma, American Solutions for Business and Global DocuGraphix all reported healthy revenue increases, while

Here's how the Top 5 Distributors view their success. IBSA Targets Its Growth With a second year almost under its belt, International Business Solutions Alliance (IBSA) has grown from 61 to 119 distributor affiliates, reported $337.1 million in sales for the last fiscal year completed, and netted the No. 1 spot on the BFL&S Top 100 Distributors list. "IBSA was designed to be a team effort, not a top-down corporate structure," said Paul Keith, president and CEO. "Whatever success we have at IBSA, it will come first to our suppliers and affiliates. Our job is to help them get what they want, and only

Printed products bring profitable returns for distributors in the education market. Whether it is forms, commercial printing or promotional products, the education market offers distributors a variety of avenues that will ensure outstanding profits. "On the university level, I have sold everything from cut-sheets and application forms to en-velopes and letterhead," said Greg Linhardt, senior account representative at Best Business Systems (BBS), Bowling Green, Ky. When it comes to this market, however, BBS—part of the International Business Solutions Alliance (IBSA) network of distributors headquartered in Bowling Green and headed by President Paul Keith—has found its niche in commercial printing. The company provides catalog, invitation

It's official—IBSA is ready to rumble with the major directs for national account business. Affiliation with Bowling Green, Kentucky-based International Business Solutions Alliance (IBSA) involves a whole lot more than simply signing up. "We are not a passive organization," Paul Keith, president and CEO, stressed. "Our success depends on the active participation of suppliers and affiliates all pulling in the same direction to accomplish our collective goals." Because of the organization's vision to bring change and new opportunity to the industry and its determination to succeed, IBSA has been chosen as the BFL&S distributor of the year. Keith and the IBSA management

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

Sales increased in almost every category in 2003. Distributors had a healthy year in 2003, with a total BFL&S Top 100 revenue of $2.35 billion, which was 8.8 percent higher than last year's $2.16 billion. The main reason for the $190 million increase in sales is the rapid incursion of promotional products into distributors' product portfolios. Led by Proforma, which more than doubled its promotional product sales, the category increased by 45 percent overall. All other categories, except forms, also showed sales increases this year. Form sales for the Top 100 decreased to $774 million from $793 million last year. Forms accounted