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Innovative technology and old-fashioned service give independents an advantage. Just try telling Tom Tabor that direct-selling manufacturers have the upper hand in the forms industry. With today's innovative technology allowing distributors to tap into high-tech capabilities, while still maintaining custom-ized service, the attempt would be futile. Said Tabor, vice president of Duluth, Georgia-based Data Supplies, "With the e-commerce applications that are available today, there is no account that is safe for a direct." In the past, direct-selling manufacturers were able to wow customers with their large size and mass-producing machinery. Their ability to handle heftier accounts and eliminate the proverbial middleman was

Distributor of the Year shows that independents can thrive in a dynamic marketplace By Carol Katarsky If you had to pick the one thing that has most enabled Workflow/SFI to remain successful, it would have to be the company's continuing ability to forsee—and act upon—changes in the industry. As market changes squeezed small- and mid-size distributors, Workflow/SFI expanded by leveraging its iGetSmart technology and through an aggressive acquisition plan. New product lines in lucrative areas such as promotional products, commercial printing and direct mail have been added as well as less traditional offerings such as office products. Because of its continued growth and ability to stay on top of

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