2007’s Top Distributors
Over the past year, BD&A installed a next-generation upgrade to its order management system. Deutsch said the primary upper hand the company has on its peers is “our people, our suppliers and our collective can-do spirit.” In that same spirit, he said it is important for today’s distributors to master the three ‘Ps’ that comprise business—people, process and products—if they want to thrive. “[It is important to have] an ability to look critically at one’s own company operations and make ongoing improvements,” he concluded.
4. American Identity (www.americanidentity.com), Overland Park, KS
“In any business-to-business environment, you must understand each customer’s contribution to profitability. Not doing so will surely cause demise.”
These poignant words come from a man who knows customer service all too well. David Krumbholz, president/COO of American Identity said it is his company’s commitment to building strong relationships with customers of every size that brings about its success. “We succeed by our ability to service small, mid-tier and large corporations while understanding the economics of all three,” he said.
Under the leadership of Roger Henry, CEO, this year, American Identity reported $191 million in promotional product sales, a 6.1 increase from last year, or a dollar amount of $11 million. As part of its success story, Krumbholz said American Identity employs “quality back-end support that allows our sales force to stay in front of the customer and build strong, intimate relationships.”
The thing that makes American Identity stand out from other distributorships is the fact that the company “services all sizes of companies and large corporations with quality products and an understanding of how to be profitable along the customer continuum,” said Krumbholz. To that end, Krumbholz said he foresees the company being “a strong, global supplier to many of the Fortune 500 companies, as well as the premier service provider to the small and mid-tier companies” in the near future.