Transcript Document
Business Partners Presentation March 5, 2014 Coral Gables, FL Introduction – Business Partner Presenters The “Quattro Amigos” • Mike Wilbur –(Navitor/ Cosco - 4 year members) • Bill Cardone - (ACCO – 20+ year members) • Terry Marquardt – (3M – members since 1979) • Barry Lane - (Avery – members since 1980) Proud Partners • AOPD Legacy -commitment • Long term relationships • We’re in this together –”who’s got your back?” • Partnership building • Learning from history • Business Partner’s perspective Business Partners Perspective • Our Companies – “ROI is King” • Pressure to justify budgets and expenses • Need to align with “brand centric” partners Product training • Seek partners who take advantage of marketing plans • Maximize buying group affiliations Pricing and programs Business Partners Perspective • Optimize field strength via factory and manufacturers reps Local end user calling and sampling National contract support • BPs need data supporting AOPD contracts and overall results A Little History Lesson – Bill Cardone • January 14, 1998 USOP stock was $20.56 per share • May, 1998, Office Depot acquired Viking for $2.7B • In 1998 there were 7 National Contract Dealers o o o o o o o USOP BT Office Products Corporate Express Boise Cascade Staples Office Depot Office Max – yes they did have a contract business A little History Lesson – continued • In 1997 there were two National Buying Groups – IS and TriMega. Office Partners didn’t exist. NPA had merged with TriMega and Office Network had merged with IS. • AOPD was struggling in 8th position, competing for National contracts “Gee, Bill …so what?” • It’s 2014 and “we are still here”…. That’s’ good news! • There are now 2 National Contract Dealers o Staples o Office Depot • AOPD – is now a vibrant, strong organization positioned to compete for National contracts as number 3 or some would argue number 2 • AOPD dealers are loyal to brand name products in support of the Business Partners Gee Bill….. Cont • The elephant in the room.. There are now 6 buying groups or sub groups o o o o TriMega, TriMega DSC Independent Stationers, Pinnacle Affiliates DPCG Office Partners • In 2014 there are less than half the independent dealers in the US than existed in 1998. • There is only one soccer ball, we must find a way to look outside the buying group affiliations to succeed in the fast changing business we play in… or our own demise will follow that of the others Ideas to Strengthen Our Partnerships Barry Lane Scale up AOPD’s experience and knowledge to win together • Transparency to bids and contracts • Data analysis for call to action • Market intelligence – leverage to understand trends • Post bid debrief Relevancy Going Forward Barry Lane • New Leaders = different mindset • Legacy and status quo are challenged • Institutionalize the importance & value of AOPD • Selling National Brands = a great motivator • New forum for 1:1s? Summary • • • • AOPD Legacy Partnership building Learning from history Financial support from the BPs o Resource restraints o Resource commitments o Need for supporting data • Buying Group relevance Summary – cont. • • • • Market Intelligence and trend awareness New Leaders = different mindset Support the BPs as true partners Drive National Brands • Value the strength of AOPD!!