THINKING DIFFERENTLY - Ussco.com

A Word From The EditorThe Importance of Business ModelsBusiness models might not sound like an exciting editorial topic. Once you peek beneath the surface, however, thereis definitely a great deal for you to think about.There was a time when dealers basically all approached the market similarly. A warehouse and retail store were oftenintegral to their approach, but for many dealers today, neither remains a viable alternative. Those that continue witha retail model have refined their approaches to out-maneuver their big box competitors.When it comes to maintaining inventory, independent dealers adopt various plans starting with the need to maintainMichael Chazinas full a supply as possible to meet customer needs including same day delivery. Other dealers like the flexibility ofrunning stockless; they’re free to concentrate on sales and marketing, rely on United Stationers for next-day delivery and reapply inventory carryingcosts to underwrite sales and marketing expenses.In between, there are any number of “right stocking” approaches, where dealers hold inventories of the biggest sellers or maintain inventory for specificcustomers. What’s right for one operation won’t necessarily work for anyone else; the approach must be modified to meet the needs of the localmarket and customers. What succeeds in a secondary market might prove tough going in a major metro area. It’s important to review inventoryand turn ratios frequently and leverage your wholesaler to help free capital to invest in income generating programs.The structure of your business model is important but don’t lose sight of the underlying principles that drive model selection. Typically, so-calledstockless dealers will maintain some inventory; how much is a question every independent with this model needs to determine on its own. Thereisn’t one right answer.Much of the selection process is driven by what your big box competitors are doing. Yet, at the end of the day it’s about growing sales while keepinga rein on expenses. That’s part of the success that independent dealers have had with telesales and Internet-based businesses. These are the latestincarnations in an array of business model approaches that continues to evolve.What form will business models take in the years to come? Approaches will definitely evolve and you can be sure that any new models that developwill be led by the consumer and how she wants to do business. For more on this topic, see “Evolving Business Models Keep Dealers Competitive”starting on page 6.You’ll be surprised by what you might learn.Michael ChazinUnited Stationers Marketingmchazin@ussco.comCONTENTSThe news, information and perspectivesyou’ll find in this issue of OfficeLineCover story 6Sure you need all the right piecesto build a great business model, butyou’ll find that the glue that holdsit all together is up-front planning.What’s Going on 2The latest news and developments of interestto the partners of United Stationers.start with an impressive lead 12It takes a systematic approach to generating leadsfor any business to get ahead — and stay ahead.HOT PROGRAMS 18With United’s Cover Studio, you can create catalog coversthat are as exciting and unique as your own brand.RECOGNIZING SUCCESS 36A look at the milestones, rewards and successes ofindependent office products dealers around the country.OUTSOURCING 14It can cut costs, provide expertise and allow youto focus on your core business — but is outsourcingright for your business?©2008, United Stationers Supply Co.THE FINAL WORD 40Pat Collins, senior vice president of sales for United,looks forward to another great Vision Conference.