Business Services Industry
Web delivers big results for Staples; Contract division rings up double-digit Sales growth despite sluggish economy.(E-Commerce)
B to B, November, 2002 by Karpinski, Richard
Byline: RICHARD KARPINSKI
For many b-to-b companies, the past year has been all about cutting costs and keeping revenues from dropping too precipitously. But the downturn hasn't stopped the momentum of the Contract Division of office supplies retailer Staples Inc., the company's main b-to-b arm. The unit has annual sales of $1 billion, and even as the economy has slowed, it has managed double-digit quarterly growth for more than three years. In the past quarter alone, it was able to add 2,600 new business accounts.
Driving Staples Contract's business forward is outspoken senior VP Jay Baitler. Like the Formula Ford racecars he drives in his spare time, Baitler keeps the unit moving with a precise vision-and at breakneck speed.
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