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07State of the Industry 36 State of the Industry 2007 Our how-to guide gives you all the information you need to drive your business. 41 Profitable Business How Companies Measure Profi tability BY SHANE DALE 46 Top Markets How To Penetrate The Pharmaceutical Market BY KEN HEIN 50 Recruiting/Retaining Salespeople How To Hire And Retain Salespeople BY SHANE DALE 54 Client Payment How To Get Reluctant Clients To Pay Up BY BETSY CUMMINGS 58 Sales Volumes How To Sell A Business BY KEN HEIN 24 STATE OF THE INDUSTRY 2007 www.counselormag.com Counselor State of the Industry 2007 Volume 54, No. 8, July 2007 62 New Clients How I Nabbed A $2 Million Account BY BETSY CUMMINGS 66 Incentive Programs How To Jump Into Incentive Programs BY SHANE DALE 70 Creative Selling How I Use Creativity To Close Deals BY BETSY CUMMINGS 76 Web-Based Business How To Increase Business On The Internet BY ELAINE WONG 81 Purchasing Habits Why I Buy Products From Outsiders BY KEN HEIN 84 Top Products How To Be An Apparel Sales Pro BY ELAINE WONG continued on page 30 WWW.COUNSELORMAG.COM PUBLISHER, SR. VICE PRESIDENT Richard Fairfield, rfairfield@asicentral.com EDITOR IN CHIEF Melinda Ligos, mligos@asicentral.com EDITOR Andy Cohen, acohen@asicentral.com MANAGING EDITOR Joe Haley, jhaley@asicentral.com SENIOR EDITORS Michele Bell, mbell@asicentral.com Matthew Histand, mhistand@asicentral.com AWARDS EDITOR Karen Akers, kakers@asicentral.com ASSISTANT MANAGING EDITOR Joan Chaykin, jchaykin@asicentral.com SENIOR WRITER Betsy Cummings, bcummings23@nyc.rr.com EDITORIAL INTERN Elaine Wong CONTRIBUTING WRITERS Kenneth Hein, Shane Dale CREATIVE DIRECTOR Jim Lang SR. DESIGNER Pierre Schnog DESIGNERS Hillary Braubitz, Tim Dupnak, Monica Fisher PHOTOGRAPHER Mark Pricskett PHOTOGRAPHY ASSISTANT Christine Beaver EDITORIAL ASSISTANT Carole Seymour, cseymour@asicentral.com PRODUCTION DIRECTOR Haitham Barakat ASSISTANT PRODUCTION DIRECTOR Jodi Tashman PRODUCTION COORDINATOR Denise Iavecchia AUDIENCE DEVELOPMENT & ANALYSIS DIRECTOR Debra Brill E DITO RIAL ADVISO RY BO ARD DISTRIBUTORS Jo-an Lantz, Geiger Jack Levine, CorpLogoWare Robert Ross, Evigna Marc Simon, Halo Branded Solutions David Woods, Adventures In <strong>Advertising</strong> SUPPLIERS Carol Constantino, Noteworthy Mary Ann Farmer, Magna-Tel Brandon Mackay, SnugZ USA Lon McGowan, iClick Promos Inc. Tom Riordan, Maple Ridge Farms COUNSELOR (ISSN 0011-0027) is published monthly, except semi-monthly in July. Subscription rates $75 per year in the United States and Canada; $90 per year in all other foreign countries. Publication offices are located at ASI • 4800 Street Road • Trevose PA 19053-6698. Periodical Postage Paid at Langhorne, PA and additional offices. POSTMASTER: Send address changes to: Counselor, 4800 Street Road, Trevose PA 19053-6698. Imprints, logos or trademarks displayed on products in this magazine are for illustrating purposes only; are not available for sale and do not represent implied or actual endorsement of the products on which they appear by the companies these logos and trademarks represent. Views expressed by columnists or interviewees are not necessarily those of Counselor or ASI.
07State of the Industry 32 Contributors Catch The Fever 34 Editor’s Letter The Road to Greatness 89 Top 40 Distributor Charts & Stats The 2007 edition of Counselor’s exclusive listing of the distributors with the most industry revenues during 2006. 97 Top 40 Supplier Charts & Stats The 2007 edition of Counselor’s exclusive listing of the suppliers with the most industry revenues during 2006. 105 Top 40 Distributor Profiles Sales history and comments from the industry’s largest distributors. BY KAREN AKERS, ANDY COHEN, MATT HISTAND, SHANE DALE 134 Top 40 Supplier Profiles Sales history and comments from the industry’s largest suppliers. BY KAREN AKERS, ANDY COHEN, MATT HISTAND, JAMES STURDIVANT 169 Multimillion Dollar Roundtable – Distributors Complete listing of distributor companies with more than $2 million in sales. 192 Multimillion Dollar Roundtable – Suppliers Complete listing of supplier companies with more than $5 million in sales. 200 Quotables A selection of this issue’s sources. 30 STATE OF THE INDUSTRY 2007 www.counselormag.com WWW.COUNSELORMAG.COM VICE PRESIDENT/SUPPLIER SALES Ron Ball, MAS (800) 546-1430 rball@asicentral.com ADVERTISING DIRECTOR Edwin Koehler (800) 546-1261 ekoehler@asicentral.com BUSINESS DEVELOPMENT DIRECTOR Judi Cavaliere, jcavaliere@asicentral.com ADVERTISING SALES Suzanne Bahnatka, sbahnatka@asicentral.com Vincent Deissroth, vdeissroth@asicentral.com Daniel Dienna, ddienna@asicentral.com Alice Higgins, ahiggins@asicentral.com Cindi Mann, cmann@asicentral.com Barry Melito, bmelito@asicentral.com Phyllis Mutnick, pmutnick@asicentral.com Henry Nagel, hnagel@asicentral.com Craig O’Connor, coconnor@asicentral.com James Padilla, CAS, jpadilla@asicentral.com Mary Sells, msells@asicentral.com Barbara Tepper, CAS, btepper@asicentral.com A DVERTISING SPEC IALTY INSTITUTE CHAIRMAN Norman Cohn PRESIDENT & CEO Timothy M. Andrews PRESIDENT OF ASI SHOW Matthew Cohn EXECUTIVE VICE PRESIDENT/ GENERAL COUNSEL Steve Bright VICE PRESIDENT, SR. COUNSEL Charles Machion SR. VICE PRESIDENT OF SALES Christine Lovell, MAS (800) 546-1478 SR. VICE PRESIDENT Vincent Bucolo Jr. SR. VICE PRESIDENT Dale Denham CHIEF FINANCIAL OFFICER Vincent Mendola VICE PRESIDENT OF HUMAN RESOURCES Carol Albright SR. VICE PRESIDENT OF DISTRIBUTOR & INTERNET SALES Dan O’Halloran VICE PRESIDENT OF MARKETING Susanne Curry
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