IBPI’s Outstanding Opportunities: Savings to Independent Copier Dealers26 Feb, 2008 By: Editorial Staff imageSource
IBPI’s Outstanding Opportunities: Savings to Independent Copier Dealers
Who has annual sales exceeding $2 billion per year? Who has locations
throughout the United States?
Chances are you guessed wrong! International Business Products, Inc. (IBPI)
has grown to become the industry’s leading dealer buying group with over 235
members in 50 states and collective annual sales volume in excess of $2.4
Twenty years ago, a dedicated group of independent office equipment dealers
from across the United States gathered to find a way they could work together to
leverage their collective buying power and strengthen their position in an
increasingly challenging market.
“While nobody could have anticipated the dramatic changes that have
transformed the office equipment industry over the past twenty years, IBPI has
given dealers the ability to take those changes and convert them into new growth
opportunities,” commented Randy Horshok, IBPI Executive Director for the past
“IBPI is very much a dealer-driven organization and the volunteers who have
served on our Board of Directors over the years have helped ensure our programs
provide exceptional value and support for members in key areas,” says Horshok.
Increased buying power is one of the strongest benefits IBPI offers through
exclusive, member-only discounts from nearly 30 different industry vendors.
Members benefit from advantageous pricing as much as 30 percent beyond
end-column on purchases of parts, accessories and supplies, marketing support,
leasing programs, equipment repair and exchange services and more.
Case in Point
One IBPI member summed up their benefit of belonging to the largest buying group
by stating, “In reviewing our orders for the first three quarters of 2007–from
just one of our IBPI suppliers–we purchased $253,887.28 in parts and supplies.
The OEM cost for these same items would have been $489,848.45 for a savings of
$235,961.37 or 51.8% savings! This does not include the free shipping and any
other reimbursements we receive by being a member of IBPI.”
In addition, IBPI does all of this without charging its members any annual
dues. Every purchase made by an IBPI member not only provides a tremendous
savings to the dealer, but also generates a rebate back to IBPI. These rebates
cover the annual operating costs of the organization. And, there is an added
benefit to the members of IBPI–in its 20-year history, rebates have exceeded
expenses each year allowing the organization to provide generous annual rebate
payments to its dealers, enhancing the value of membership even further.
IBPI does not stray too far from its focus on providing great savings to the
members. An additional benefit the IBPI members enjoy is the opportunity to meet
with other IBPI members and vendors. “Soon after ITEX was created, we decided to
move our Annual Meeting and hold it in conjunction with ITEX each year. Why
should we try to compete with great educational programming and extensive
exhibits?” says Horshok. The IBPI Annual Meeting is now held at the convention
center and drew over 225 attendees to the 2007 event.
IBPI will conduct its 4th annual “Regional Meeting” in 2008. “We call it our
Regional Meeting because that was the original intent—draw members from within
driving distance or a short airplane trip to a convenient location,” stated
Horshok. “However, we noticed with our very first event in 2005 that the members
were willing to travel longer distances for an event that has great ROI.” Last
June, the Regional Meeting was held in Costa Mesa (CA), and drew 42 dealers and
15 vendors—with dealers traveling from as far away as South Carolina, Kentucky,
The event is held over 1 1/2 days, and the first day is akin to
“speed-dating,” where groups of dealers (with the same OEM affiliation) meet for
20 minutes with each participating vendor. At the end of 20 minutes, the groups
of members move to the next table to meet with yet another IBPI vendor. The
process is continued throughout the day with time allocated for networking
opportunities with other dealers (and vendors) in attendance. One attendee
summed up their experience by saying: “I learned several ways to save money and
keep us on the leading edge of technology.”
IBPI experienced explosive growth in 2007—24 new members joined, which
provides the group even greater bargaining power and leverage with vendors, and
results in increased savings for each member. Many of the new members are the
result of referrals by other IBPI members and vendors—a great testimonial to the
benefits provided to both sides of the business transaction!
The vision provided by the founding members 20 years ago, is just as
important and valuable today, says Horshok. “IBPI has developed a model that
gives members all the benefits of mega-corporation buying power while still
allowing them to maintain their independence as entrepreneurs—and, of course,
they couldn’t be more pleased!”