Collins Distributing, Inc - Ombe.com Featured Seller
Collins Distributing has expanded its territory into the Western United States.
Recognized recently by Sharp Electronics
Corp. with the Certified Channel Reseller Distributor award, Memphis, (Tenn.) based Collins Distributing has expanded its territory into the Western United States. "This addition means we now reach more than 100,000 customers that we didn't before," said Bruce Collins, president and owner of Collins Distributing. "This is a long term com- mitment. We are doing the same thing on the West Coast that we've done here in Memphis," citing that distance was a problem previously for doing business in the region. Although the synergy of the Memphis loca-
tion with its huge FedEx hub, and large Sharp and Toshiba distribution warehouses has contributed, success didn't happen overnight. When Collins acquired the com- pany from his father in 1995, the company was in a precarious position. He imple- mented a turnaround that far exceeded his expectations in less than six months. "Previously our best years were about $4 million, primarily in regional sales," Collins said. "Since then, we have expanded our product lines and territory sig- nificantly, and now we do over $20 million." Collins attributed the success to rehiring of former employees, redefining sales responsibilities, and streamlining operations.
"Our sales reps are on a first name basis with their customers," Collins said.
"We are an extension of the manufacturer (and) can do everything (they can) except we are quicker about it and more accessible." Collins added these employees are seasoned professionals who know their products, can help with equipment configurations and technical support especial- ly in the smaller markets. "We deliver new technology the old fashioned way. We can be as automated as anybody, and are, if that is the way you want to do business," Collins said in closing. "But what we pride ourselves is the personal touch. While we are a big company, we like to think of ourselves as a small company."
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52 May 2011 Locator Magazine
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