Features | July 07, 2020
2020 Top Distributors
PSDA’s largest distributors held steady in FY 2019 and accounted for more than $1.3 billion in annual sales. Here are three key stats that stand out from PSDA’s 23rd annual Top Distributor Survey.
Top Distributors Look at 2020 and Beyond
We asked a few Top Distributor companies to share their strategies for this year, ways they’re dealing with COVID-19 and more.
International Printing Solutions: Using This Time to Evaluate
International Printing Solutions is focusing on areas of growth and profitability, using this crisis to “evaluate all aspects of what we do.” The company aims to eliminate areas that are too resource-consuming and not resource-generating. It also aims to enter into more long-term contracts with clients.
Cooley Group: New Relationships With PPE
In addition to automating more processes thanks to its enterprise resource planning system conversion, Cooley Group pivoted quickly into PPE sales. Margins are slightly lower for PPE than the company’s core business, but PPE accounted for more than 50% of sales in March and April 2020. The new product line has led to new client relationships and supplier partnerships.
Midwest Single Source: Marketing Is the Top Initiative
Midwest Single Source’s Leadership Team identified “marketing and promoting our company” as the top initiative for 2020. “As we provide so many items and solutions to our customers, it is often difficult to communicate our entire spectrum in just one message. We have devised various plans to promote certain sections of our business, and focus a particular message to promote those selections.” Marketing tactics include billboards, paid Facebook ads, social media and emails. Midwest Single Source has enlisted the help of a local media firm. After only a few weeks, the distributor has seen an uptick in the number of website hits and orders from new customers.
QRG (Quality Resource Group Inc.): Executing the Plan, But Staying Nimble
“COVID-19 is accelerating the future and forcing all companies to re-evaluate their goals for the balance of 2020 and beyond,” QRG says. “The core tenets of QRG’s strategic plan remain solidly in place, but we’ve added goals around innovation and a focus on being opportunistic in 2020. We will continue to execute our plan but remain nimble enough to capitalize on opportunities and pivot where needed.”
Be sure to flip through the full 2020 Top Distributors feature in the June/July issue of PS Magazine, in mailboxes or available online in the PS Magazine Library.
Distributors/Resellers Top Distributors Top Distributor Survey