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Bookmark and ShareThursday December 17, 2015

Building a National Accounts Network: Following the Bread Crumbs

By Bob Johnson, NAID CEO

Unless you’ve been under a rock for the last year, you know there’s been a major shift in the market for national service providers. Any way you slice it; there are fewer options for customers looking for a one-stop shopping approach to their destruction needs.

But here’s the rub, building a network of independent service providers that can successfully attract regional and national contracts is really, really hard to do. 

...But it has been done before which means it can be done again.  All we need to do is follow the bread crumbs left behind by others.

NAID 2016 will hold a session to do exactly that. A session where people on the inside of successful national marketing efforts of independent service providers have succeeded will share those keys. 

Panelists include representatives from the leadership at The Information Protection Services Association (IPSA), who built a network of NAID Certified service providers. In addition, a member of the National Record Centers (NRC), which has provided independent box storage companies the ability to compete for national and regional business for decades. Beyond that, there are several members who have built their own network of subcontractors to serve the national needs of a local customer.

Anyone in the secure destruction industry who wants to learn what it takes to either build or be part of a national network of service providers that can effectively compete for large accounts will leave this session knowing what it takes to succeed and, just as important, how to avoid the mistakes that prevent success.

Building a Successful National Sales Network: Lessons from Industry Experience on Models that Work will be held Thursday, April 7 at 3 p.m.  I will be joining Ken Williams of Shred Authority who was instrumental in the formation of the IPSA and Eric Haas of A.R.M.S. Inc. and a current member of NRC to explore this important emerging opportunity.

Click here to learn more or to register for the event. The first, most valuable discount expires Dec. 31.

 

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