AOPD's New Focus: The group takes aim at NATIONAL ACCOUNTS through DEALER TRAINING PROGRAMS

Office World News, May/Jun 2005

there have been only three executive directors at AOPD in its 28-year history. The first was Tom Trafals, who held the position for over two decades. He was followed by Mark Lcazcr, who has filled the position since October 2001 as interim director. And in March, the AOPD Board of Directors appointed M.C. (Bud) Mundtasthe next successor. Office World News spoke with Mundt on his new position and the new direction for the independent group.

OFFICE WORLD NEWS: How have the first few months gone?

BUO MUISIOT: I've been working at AOPD since April 2004 as vice president of sales and marketing. So although new to the executive director position, I have been with AOPD for one year. WIy focus has been dealer recruiting, dealer training and new dealer sales development programs. Currently, we have 59 active dealers in the group and I'm still involved with adding dealers to further compliment our national footprint. In fact, we will be announcing several new dealers shortly.We can effectively compete with anyone on regional and national contracts with our servicing locations. The "Big Box" guys have no advantages over AOPD, especially in the area of national coverage.

OWN: What has been your primary objective since taking the helm?

BM: In the short term, my primary objective as executive director will still be recruiting and training. As far as running AOPD, I've been blessed with a wonderful staff headed by our National Operations Manager Sharon Stepien. Sharon runs the day-to-day operations at our office in St. Charles, IL, and she does a marvelous job. The entire staff is amazing. This allows me to remain in the Dallas area and commute to St. Charles on an as needed basis, which is about twice per month. Seventy-five percent of my time is spent on the road interfacing with our dealers and our business partners.

OWN: You came to AOPD as a consultant. How does your experience fit in with your current initiatives?

BM: Primarily, I bring my expertise in training, but I have been in the industry for 36 years-21 years with 3M, nine years as a dealer and five years as an industry sales consultant. Everything I have been doing for 36 years has been sales and marketing-oriented. That is what the AOPD Board wanted. When I was first approached about the position, the board emphasized they were looking for someone who has more sales and marketing than operational experience. That description fits me like a glove. If someone was to ask me to describe the perfect job, I would describe the job I have right now.

OWN: What can your dealer members expect to see?

BMs The dealers will see a paradigm shift to a more aggressive AOPD sales culture that starts with dealer training and a clear understanding of how our national competitors go to market. They will see more frequent regional training programs and new and different ways to work together in developing regional and national contracts. We will have quarterly meetings to discuss mutual ways to go to market, best business practices, pricing, and strategic alliances. AOPD will also be a major player in government sales. In 2004, AOPD was awarded a Blank Purchase Agreement from the U.S. Army and this award is a major step forward in receiving other military contracts in the future. We would like to thank NOPA's Director of Government Affairs Paul Miller for his lobbying efforts.

OWN: Explain AOPD's recent arrangement with OPMA and other initiatives being implemented?

OM: We have entered into a strategic partnership with Office Products Marketing & Advertising Inc. to assist us in developing new branding initiatives and working closely with me on developing new sales and marketing collateral. Dealers will also see more aggressive AOPD branding on our capabilities and successes. We need to let people know that AOPD is the only alternative to the Big Box players for regional and national contracts. Big companies need to know that every dollar they spend with AOPD and the local dealer stays in that community. It helps pay taxes, build roads, support charitable organizations, and build hospitals and schools in their community. If you are an independent dealer and do not belong to AOPD, you cannot go after national and regional contracts effectively. We are the only group that can do it for you. Our tag line says it all, "Local Service, Nationwide."