50 - Independent Dealer

Secrets of SuccessWinning theRace in theBluegrass Stateby Jim RappWhen Brian Kerr went to work for thecompany now called Kerr Office Groupin 1999, it was known as Bean PublishingCompany and was operated by the thirdgeneration of the Bean family. Annualsales back then amounted to just slightlyover $1 million.Brian bought the business in 2006 andover the past six years he has turned itinto one of the most successful independentdealers in Kentucky.From its beginning in a storefront in historicElizabethtown, Kerr Office nowserves clients throughout the state and ismoving into southern Indiana and northernTennessee.“While we are pleased with our progressto date, we are just getting started,” Briansays enthusiastically.“To say that bringing the business up towhere it is today has been a difficult taskis an understatement,” Brian continues.“When I joined the company we had nocomputer system, to give one example.“We started from scratch. K Coaching’sKrista Moore was a big help. We built anentirely new sales process, with rep specialization,installed the DDMS systemand greatly expanded our offerings.“We added carpets and blinds to our furniturelines, and on the service side, we’veadded MPS, with one- to three-year servicecontracts, as well as interior designersand installation on the furniture side.“We not only sell computers, printers andother hardware; we also maintain equipment,with a certified engineer on staff.”The company still maintains an office furnitureand copier showroom in downtownElizabethtown. “But our real showroom isour people,” Brian states. “Everyone is asalesperson. Our delivery people are wellknown to just about everyone at everycustomer location. They make a point ofgetting acquainted, making desktop deliveriesand asking how they can be helpful.”Brian, Tabitha and many of their employeesare also involved in a broad range ofcommunity activities.Brian is a member of the board of directorsof Independent Stationers and servesin volunteer positions with the local UnitedWay, Hardin County Community Foundation,Boy Scouts, Junior Achievementand the Heritage Council.“What about future plans?” I asked.Kerr Office Group, Elizabethtown, KY• Brian Kerr, President• Tabitha Kerr, Vice President• Tom Hamilton, Vice President, Operations• Supplies, furniture, janitorial, copiers, ITproducts and services, MPS• Founded: 1939• Sales: $6 million• Employees: 25• Partners: Independent Stationers, S.P.Richards• Online sales: 20%• www.kerrog.com“We are looking for larger, more profitablecustomers,” says Brian. “Independentscan get a larger share of this businessbecause they can compete on price andcertainly can offer higher service levels.“We see MPS as a great growth area, aswell as the supplies that go with it. We arealso looking at other independent dealersthat may not have a succession plan inplace, or that have an owner who wantsto retire.”I expect we will be hearing a lot more fromthe Bluegrass state in the days to come.OCTOBER 2013 INDEPENDENT DEALER PAGE 16