Out-Source The Right Thing!
By Bob Boyles, President, Smarter Distribution

To quote Dave Letterman, "There is no business like show business, but there are several like accounting." I like to say that I have no competition for my services because there are very few companies that do what I do and we are so spread out around the country that we rarely run into each other. In reality my competition does not come from other consultants that want to specialize in distribution technology services (several have tried and gone out of business) rather it comes from two main sources, accountants and people that want to try this themselves.

What's Wrong With Hiring An Accountant? - At first it might seem like a bright idea to hire someone to help you that you have known for years and have an established business relationship with. After all they helped the owner of shoe store down the street buy a new "system". The problem is that he didn't help them buy a new system! He helped them buy a new accounting package.

They Don't Know The Industry - When it comes to the distribution business the accountants of the world just don't know this industry, they know debits and credits and tax law. And if you don't know the industry then you're going to be guessing when it comes to which features are important to the company looking of a true 'business solution'.

They Don't Know The Players - Since the selecting software isn't what they do for a living the accountants don't know the players in this market. At most, they have worked with one or two other companies similar to yours and are aware of the names of software packages they use. So when it comes time to select some packages to look at they are going to do the most scientific thing they know how to do, open up a copy of your trade magazine and look at the software companies that are advertising there. That's what you're getting for your money.

They Don't Know The Prices - Because it's not what they do for a living the accountants of the world have very little knowledge about what the prices are in the market. They are only going to be able to tell you if the quoted price fits in your budget or not.

Every accountant I've ever met has been honest and hard working. But you should be wary when someone attempts to step outside their area of expertise. I've worked with companies that bought systems that fit the designs of their accountants and what I have typically found is that the rest of the company was left high and dry and begging for software that meet their needs.

Do-It-Your-Selfers - The other place I get competition from are people that want to do it themselves. You may be asking what's wrong with doing this selection process my self? The answer is nothing. Just like child birth humans have been doing it alone and some how the human race has survived. But ask yourself, would you want to have a baby alone when an experienced doctor is available to assist in the process?

We save you time - I get calls from companies in various stages of their software searches. If the potential customer decides not to avail themselves of my services I'll often follow up a few months later just to check in on how their search is progressing. It's not unusual to call back and find that they are still sitting in the same spot several months later. Saving you time is one advantage that a consultant can bring to your process. By employing a structured and proven selection methodology we can walk your company through a full selection process in a relatively short period of time. That's less time for you to be distracted away from your business!

We save you money - Because working with technology and computers for distributors is all we do we have become adept at knowing where the price breaks are, which companies are being aggressive in the market and which ones sit back and let the business come to them.

We are the cheapest insurance you'll ever buy - Picking the right software is one of the most important decisions that you as a business manager will make. We help you make the right decision because we are experienced.

Summary - I specialize in one thing, technology for distribution companies. I will never ask you if you need help with your taxes and I will always help you select the right system for your business. And just remember, how many accountants it takes to replace a light bulb? The answer is two, one to change the light bulb and one to file the paperwork.

About Bob Boyles and Smarter Distribution:
Bob Boyles is the principal of Smarter Distribution in Coppell, Texas, a strategic coaching business focusing on assisting distributors in using technology. He is also the author of "Succeeding With Distribution Technology" a practical how-to guide for selecting and implementing the right technology. You may reach him at (972) 304-1180, via e-mail at bob@smarterdistribution.com or on the Web at www.smarterdistribution.com

© Copyright 2003, Robert S. Boyles Jr. All rights reserved. This article cannot be reprinted or reproduced in whole or in part, without the express written permission of Robert S. Boyles Jr.