The annual IBPI meeting came marching in to the InterContinental Hotel in New Orleans on Wednesday, March 16 and ended on a good note on Friday morning of March 18. Just like in 2015, it partnered with the BTA Southeast Spring Break event.
The IBPI bills itself as the largest buying group in the industry, providing savings and benefits to over 390 independent commercial copier, print, and IT dealers across North America.
Randy Horshok
Each year, IBPI conducts an event for its membership and vendors. Randy Horshok, Executive Director of IBPI, says that it is a combination of their annual meeting of shareholders and what they have termed their regional meeting because it is moved to various regions around the country.
The meeting format, which has groups of dealers moving from table to table, keeps the action going at a brisk pace. Unlike traditional tradeshows, there is no idle time.
“Our regional meeting has been equated to speed-dating because we set up 15 of our vendors in a large ballroom, and then group the registered dealers into small groups with focus on common primary OEMs,” said Horshok. “Each dealer group – four to seven people – spends 20 minutes at each vendor table before moving to the next table.”
This year 86 dealers attended.
Angela Noble
Angela Noble from Hogland Office Equipment of Lubbock, Texas, said that this was her third IBPI event. She couldn’t make it last year because she was sick, but nothing was going to stop her from attending this year.
“I almost got sick this year, but I said, ‘I don’t care; I’m coming!’” she laughed.
For many dealers, the chance to network with other dealers is the most valuable aspect of the meeting.
“Sometimes you feel like you’re in your own little world,” said Noble. “[At the IBPI meeting] you get to branch out and meet other people to see how they do it. Sometimes you get a different perspective.”
Randy Anglin, Operations Manager of WJS Enterprises Inc. in Jefferson, Louisiana, and a seven-year IBPI member agreed.
“It’s not only beneficial because of the vendors who are here, but you get to interact with others who are using the same manufacturers as you,” he said. “You can exchange ideas there too.”
Each IBPI vendor that participates pays a sponsorship fee. That entire fee is used to pay for the event, including providing each member dealer with two nights of free accommodation at the resort or hotel, airport transportation to and from the hotel and virtually all their meals.
“For the vendors, the cost of the sponsorship is far less than they would spend to visit a handful of their customers or potential clients,” said Horshok. “It’s a win-win.”
At the shareholders reception on Thursday, rebate checks were distributed to the dealers. The amount was based on purchases from the previous calendar year.
“In addition to our members receiving the industry-best pricing from our vendors, they receive a year-end rebate,” said Horshok. “This year, rebates ranged from $100 to over $30,000.”
There was plenty of fun too. As the dealers moved from table to table they held cards that were stamped by the vendors. On Friday at breakfast, the cards were drawn at a raffle and prizes – sponsored by the vendors – were given out. The prizes included American Express and Amazon gift cards, a Samsung tablet and over $2,000 in product credit. In addition, drinks were served every evening at the receptions.
John Eckstrom
“It’s a good group – the people who are represented here,” said John Eckstrom, owner of Carolina Business Equipment in Columbia, South Carolina, and member of IBPI Board of Directors. “I’m happy that we worked it again because I’m on the BTA board as well.”
What was the most important take-away from the meeting? According to Anglin, you get something different every time you attend, but some benefits are guaranteed.
“I think one of the most important things for me is the relationships you build with the people who are here with you, and the ideas you share and the questions you can ask can be carried on throughout the year by exchanging contact information,” he said. “The benefits of the program are huge just through IBPI alone because of the rebates you get and the deals that they are able to negotiate.”
Jon Balter
Jon Balter, COO of Seamless Solutions from Houston, Texas, was even more emphatic.
“Each IBPI meeting leads to new ideas that are actionable and able to make a real impact on our business,” he said. “Being a member of IBPI is a requirement for any company I would ever work for.”
The 2017 IBPI meeting will take place in Orlando, Florida, at the Disney Grand Floridian Resort & Spa from March 22-24, 2017. Once again, it will partner with the BTA Southeast Spring Break meeting.
