More Document Imaging Highlights for 2016, Expectations for 2017

We continue our series where industry leaders talk about their highlights from 2016 and their expectations for 2017. This week we hear from Compass Sales Solutions, Supplies Wholesalers, and IBPI.

Compass Sales Solutions
“Compass Sales Solutions had amazing growth and success in 2016. Our biggest excitement in 2016 was the release of Sherpa 4.0 and the great enhancements made to the Solution Configurator, Opportunities, and Sales Stages.

Troy Casper, Compass Sales Solutions

“With the constant support and feedback from our loyal customers, Compass had a successful 2016. We now have over 10,000 users around the globe and are looking to have substantial growth in 2017. In addition, we have released over 130 free enhancements to our Sherpa users this year which included greater filtering capabilities and customizability of reporting options, promotions, manage users, merge tool, the dashboard, our partnership with CEO Juice for Quarterly Business Review Reporting, and our partnership with U. S. Bank allowing our user to submit credit applications through Sherpa.

“We were also able to enhance our web-based product SherpaGo to include more account access with a duplicate search, color coding to distinguish a prospect from a current client, and clickable phone number from the activity list. Updates to the Intelligent Device Mapping Tool were made to make viewing a current vs proposed situations easier than ever!

“Our Compass support teams have had a record year assisting our customers with implementation, support, professional services, and training. 60 accounts completed implementation, and our training team alone has done over 2,600 hours of free web-based training, and 75 on-site trainings in an effort to help our users and administrators. In addition, our professional services team maintains over 65 dealers’ new equipment through the Net New Program and did a total of 700 completed projects.

“2016 has been an exciting year. We are looking forward to further success in 2017 as we continue to grow and enhance our product and remain the #1 sales automation tool in the industry.” — Troy Casper, president

Supplies Wholesalers
“Supplies Wholesalers (SW) had a record year in 2016 increasing volume and maintaining our position as the largest toner cartridge importer in America. We saw that 2016 was a big year for consolidation throughout the industry with a large number of mergers being made In the office equipment dealer and the MPS dealer channels.

Bob Willmes, Supplies Wholesalers

“At SW we expect to build on our strong momentum from 2016 throughout 2017 by launching our fourth DC located in Dallas this February and our fifth DC in the Midwest during the second half of 2017. It’s no secret the North American print market is in gradual decline which will continue.

“To force the weaker players out of the market while creating opportunity for the stronger players like SW to prosper. In the end only those wholesalers with scale and an efficient operating platform will prosper.

“Office equipment dealers will also need to embrace the newer technologies including MPS and managed services in order to survive and thrive in the coming years. SW’s senior management team has over 100 years combined aftermarket supplies industry experience and can help provide the best solution for all types of dealers in this evolving competitive market.” — Bob Willmes, CEO and founder

IBPI
“2016 was a banner year for IBPI. We now have almost 400 members with purchases of over $75 million from IBPI vendors last year. IBPI also added its newest vendor in 2016, Masterworks International out of Houston, TX. We have other new vendors on our radar so stay tuned for new additions to our group.

Mark Grice, IBPI

“2017 will be a year of big changes at IBPI. Executive Director Randy Horshok will be leaving IBPI after almost 20 years and will be replaced by Mark Grice effective February 1. Mark comes from the dealer community with 18 years of experience in the industry and is looking forward to following in the footsteps of Randy’s great success.

“We also have our annual regional meeting that will be held at the Disney Grand Floridian Resort and Spa in Orlando March 22-24. We are expecting 15 vendors and a record attendance of members at this event. If you are an IBPI member, you should have already received your registration form, but if not, you can go to ibpi.net and find the form in the member’s area or contact us at 866.738.0100. If you are not a member, please call us soon so you can participate in our vendor programs and attend this great event. Each dealer member will receive 2 free nights at the resort, free transportation to/from the airport and most of your meals will be covered. The deadline to register is February 15 so make sure you register today!” — Mark Grice, executive director