Pick One: A Math Problem. A Math Solution.

Let me encourage you to see the math solution, not the math problem.

I am hearing lots of news and talk about what percent of industry sales are down. Some are saying industry sales are down 70%. Others are saying industry sales are down even more.

If you listen to how much industry sales are down….you have a math problem. The problem is that it can sound so negative, so hopeless, so impossible. I know there are people who are feeling that way. I see their posts on social media about how they are spending their time putting together puzzles or binging on Netflix and waiting for things to return to “normal.”

Let me encourage you to see the math solution, not the math problem.

The math solution is the flip side of the problem. If industry sales are down 70%, that means that 30% of industry sales are still happening. So, if you are primarily a promotional products distributor, that means you are in a $25 billion dollar industry. If a $25 billion dollar industry is down 70% that means that businesses are still buying 30% or $7.5 billion dollars a year. $7.5 billion is your solution.

$7.5 billion dollars a year is a lot of money. Let me encourage you to see your solution in the 30% that are still buying. See your solution in the $7.5 billion in sales that are still happening. Put away that puzzle. Turn off your television. Pick up your phone and start finding your share of the $7.5 billion.

(NOTE: Proforma and some other distributors are also in the printing and packaging industry, which is over $200 billion. I’ve written blogs in the past about getting your share of that market, too. Perhaps now is a good time to add printing and packaging to your product mix.)

Greg Muzzillo, Founder of Proforma

AboutGreg Muzzillo, Founder of Proforma

Greg Muzzillo started Proforma as an industry distributor in 1978. The company grew quickly and in the early 1980s Proforma was recognized for three consecutive years on Inc. magazine’s list of the 500 fastest growing companies in North America. In the late 1980’s Proforma introduced its membership program to enable distributors to retain their business ownership and independence, and to share in sales and marketing resources, purchasing power with industry suppliers, one back office including all billing, accounting, vendor payments, cash flow, computer systems and more. Today Proforma has more than 750 members with over $500 million in sales. Proforma has over 100 members in its Million Dollar Club and more than 40 members in its Multi-Million Dollar Club (With sales ranging from $2 million to over $26 million). In 2014, eight Proforma members were named to Inc. magazine’s Inc. 5000 List of the 5000 Fastest Growing Companies.

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