Last Updated on Thursday, 17 March 2011 02:46 Written by Peter Frost Wednesday, 16 March 2011 22:20

Double-digit D y n a m o s

Independents are go! 20 resellers to watch in 2011

16 Mar 11 (Completed 1800ET))

We have just completed a 12 city tour of US/Canada, meeting 100+ independent resellers. We highlight and profile 20 who will achieve double-digit sales growth in 2010/11.

Here are just 20 we met with exemplary growth plans

1. Advantage Supply, Fort Worth, TX – Kevin Kirkpatrick

Advantage is a stockless dealer focused clearly on government business in the DFW region. With sales of $7m and specialists in government agency business we expect Kevin’s lean team to take full advantage of the US Communities business and reach $10m within 2 years.

2. COS, Chattanooga, TN – Skip Ireland

Highly respected chief Skip and his VP sales Jamie Dye are planning and implementing all the right things to drive strong growth at COS. With sales of $17m and a powerful productivity ratio of $400,000 sales/employee COS is well on course to reach $20m in 2011. COS has redeveloped its webstore experience and is now working on its CRM systems and email marketing programs to maximize user traffic and sales.

3. Complete, Seattle, WA – Rick Israel

Rick’s team of senior professionals in Seattle and LA will take a major share of the US Communities contracts iin the Pacific states. Sales in 2010 were $60m up 20% on 2009 with plans to grow organically and through acquisition.

4. First Call, Galthesburg, MD – Scott Labore

We met with Scott and his team in Baltimore. This is a dynamic sales and marketing company using all the latest technology with a great webstore. Expect them to reach $10m in the next 2 years.

5. Frohwein, Coralville, IA – Dave Parsons

Dave Parsons has embraced the inDiGo marketing program which has started to kick-in with sales up 12% in 2010. Attention to reaching the CFO, building a CRM user database, personalized emarketing and open webstores are expected to propel sales to $8M in 2011.

6. Give Something Back, Oakland, CA – Sean Marx

Cause related marketing kings continued drive double-digit sales growth up to $30m in 2010. Founders Sean and Mike Hannigan will this year celebrate 20 years since GSB was founded. Apart from running a progressive dealership committed to employing people with a great giving attitude; providing an excellent and soulful service; raising $millions for great causes involving children and the homeless.

7. Guernsey OP, Dulles, VA – Dave Guernsey

One of the top US dealers with $70m in sales, GOP has grown rapidly in recent years by extending its single source coverage of the Washington, Baltimore and Richmond crescent region. GOP has grown organically by 20% in addition to adding government agency business including US Communities Fairfax County volume since October

8. Hummels, Mohawk, NY – Chip Hummel

This progressive NY State reseller is the personification of determined family business planning to succeed in the face of heavy competition from Staples and WBMason. With sales of $17m, we expect its focus to sharpen with an increased commitment to building its CRM database, personalized emarketing and an open user-friendly webstore. We can see sales exceeding $20m in 2011.

9. Hurst, Lexington, KY – Tom Gormley and Randy Wheeler

Sales of $10.5m and a powerful productivity ratio of $400,000/employeee this progressive dealer is committed to ramp up its marketing activity by increasing its user database to 5000 and personalized emarketing driving them to an open webstore.

10. Innovative, Minneapolis, MN – Jennifer Smith

Jennifer, CFO husband Brooks, marketing chief Jason Player and sales chief Greg have enjoyed a tremendous couple of years of growth. Sales topped $32m in 2010 almost double sales in 2007; with plans to reach $40m in 2011. Innovative is the very best example of a stockless dealer investing in a highly effective sales, marketing and service force.

11. Interstate, Sioux Falls, SD – Sheila Casiello

Interstate has recovered strongly after a tough couple of years and is on the fast tack with furniture and supplies picking up strongly. Interstate is one of the most productive dealers in he country with sales/employee running at $500,000.

12. Keeney’s, Redmond, WA – Lisa Keeney McCarthy

Lisa and general manager Steven Sterne are another positive symbol of how progressive dealers should organize its growth efforts. In 2009, Keeney’s refreshed its brand look and feel by championing its service team and management. Over the past 2 years Keeney’s have made relentless progress in productivity with sales now topping $10m; productivity $400,000+ sales/employee and a user database of emails 4x its customer base. Expect this top-notch dealer to grow rapidly as it develops the user webstore experience

13. Mills, Vancouver, Canada – Brad Mills

Brad Mills, brother/operations chief Blair and marketer Jenny Garden lead this progressive dealer that is committed to being the leader in the valuable Vancouver market. Mills is one of the greenest resellers on the planet…it recently invested in an electric (zero emissions) truck for city deliveries; and supports the local community with its sustainability projects. We expect sales to top $20m in 2011 from its emarketing and webstore development programs.

14. Nickerson, Cincinnati, OH – Chuck Inman

Chuck leads one of the most progressive smaller dealers in the Midwest and is expected to grow sales to $5m in 2011 with a sales and distribution team of 12 serving the Cincinnati and Dayton markets. Expect sales growth to accelerate when the new CRM and personalized emarketing programs drive users to an excellent webstore.

15. Office Essentials, St. Louis, MI – Jim Porter and Kate Dougherty

Jim and sales/marketing chief Kate Dougherty have enjoyed 2 years of rapid growth through an irresistible combination of creative marketing, a highly capable sales force, building a powerful user database of emails; and adding to its print management service portfoilio. Sales have grown from $22m to $30m+ inside 2 years and this year OE will organize its second Productivity Show for decision makers and users in St. Louis.

16. Palace, Santa Cruz, CA – Gary Trowbridge

Gary in many ways is the best practice model of a modern OPS reseller. With sales of $16m and a rapidly growing user database Palace is readying itself for a frequent personalized emarketing campaigns driving users to a renewed webstore experience thast complements its physical retail store presence in art and office supply.

17. Sun Supply, Winchester, VA – Steve Maclin

Steve runs a small, fast growing dealership that has great ambitions to reach $5m. A complete source for business supplies with a good webstore

18. Supreme, Calgary, Canada – Brennan Thomson

Brennan Thomson is the marketing chief for Canada’s leading independent dealer. With bases in Calgary, Regina, Edmonton and Winnipeg, Supreme recently acquired Dye Durham, the legal stationer in Toronto. Sales are now running at $100m with plands for double-digit sales growth in 2011.

19. Wardens, Modesto, CA – Jennifer Viss

Jennifer has just taken over the reins at Warden’s from long time leader Chris Peterson, who recently left the company. Ably supported by sales chief Mo Heath we expect Wardens to build on Chris’ foundations and grow strongly towards $10m in the next 2/3 years.

20. Loys, LaGrange, GA – Chad Williams

Chad is totally committed to driving sales using the very latest CRM, emarketing and webstore development tools. With sales of $10m and a productivity ratio of $400,000 sales/employee, we expect sales to top $11m in 2011.