An MBS Dev case study: Allen Impact Services works with Microsoft Dynamics AX as their Software Solution for Business Solutions Distribution

1. ALLEN IMPACT SERVICES
works with Microsoft Dynamics AX ®
as their software solution for
BUSINESS SOLUTIONS DISTRIBUTION

2. “We wanted to increase our online orders by 80% and create an environment for
customer self- service, which could increase productivity for all parties.”
Bill Ratcliffe, President of Allen Impact Services
MBS Dev Makes it Easier for AIS
to do Business with its Customers
When George W. Allen and Impact Office Products created a shared compared to the big competitors. He simply needed to maintain that
services company in 2003, both companies had a strong mid-Atlantic competitive edge at a reasonable price and with a low total cost of
presence. The partnership between George W. Allen, an office ownership (TCO). AIS initially engaged the legacy-based TSH solution
product distributor for the government sector, and Impact Office for its ERP needs; however in 2004, that solution began an
Products, a commercial accounts distributor, made perfect sense. acquisition-based sunsetting; AIS realized it needed to start shopping
The above companies and its new operations company, Allen Impact for more preferable alternatives, and fast.
Services (AIS), soon became one of the largest independent business THE STRAW THAT BROKE THE CAMEL’S BACK
solutions suppliers in the U.S. Bill Ratcliffe knew he didn’t need a system with out-of-date
Offering business solutions to their customers means more than technology that would constrain the company’s growth; rather, he
pencils and paper; in addition to technology products, jan/san, needed a system with superior advanced technology that would
breakroom supplies, electronics recycling, office furniture, and yes, easily adapt to a changing business environment. The initial system
paper, AIS had a vision of offering more to their customers in this goals of increased efficiency, ease of maintenance and support, and
highly competitive market. AIS has competed against the big-box customer-friendliness were top priorities.
suppliers, all of which put vast amounts of R&D dollars into ERP, EDI “We wanted to increase our online orders by 80% and create an
and e-commerce solutions, since their inception. environment for customer self-service, which could increase
Bill Ratcliffe, President of AIS, knew that the company’s competitive productivity for all parties. The up-sell, cross-sell and complementary
edge relied on the high levels of customer service AIS could provide selling components were also elements we lacked,” Ratcliffe recalls.
AIS purchased the new SAP hosted solution in early 2005 in hopes of
ALLEN IMPACT SERVICES reaching its goals, but as the project progressed Ratcliffe realized
that SAP was not the flexible, suitable solution AIS needed. The straw
COMPANY SNAPSHOT that broke the camel’s back came when AIS acquired a large
WWW.GWACO.COM WWW.IMPACTOFFICEPRO.COM customer which required a new website; the site simply could not be
HEADQUARTERS: Beltsville, MD delivered in a timely manner with the SAP solution.
A POWERFUL SOLUTION + A KNOWLEDGABLE PARTNER =
REVENUES: $65,000,000 AN ADDED BONUS
In the fall of 2006, with a renewed focus on increasing the company’s
EMPLOYEES: 170
competitive advantage against big-box suppliers, AIS set out to
PRODUCTS/SERVICES: Business Solutions discover a solution that had the capacity to adapt and grow with the
company. Bill Ratcliffe engaged MBS Dev, a Microsoft Dynamics AX
INDUSTRIES SERVED: Government and Commercial Entities partner with a highly specialized focus: a software solution focused
on distributors of business solutions.
ERP SYSTEM: Microsoft Dynamics AX, MBS Dev Wholesale
MBS Dev’s extensive industry knowledge and robust solutions
Distribution Suite with the Office Supplies Vertical Extension indicated they were the right choice for AIS. In line with their

3. “I’ve seen significant growth in business without an increase in our overhead cost”
Bill Ratcliffe, President of Allen Impact Services
commitment to their business partners’ success, MBS Dev with the help of the MBS Dev solution, AIS has moved into
successfully implemented Microsoft Dynamics AX with the MBS Dev complementary business lines such as office equipment service, jan/
Wholesale Distribution Suite and provided a host of pitch-perfect san, technology products, breakroom supplies, electronics recycling,
solutions for AIS: Office Supply Vertical Extension, Customer Connect office furniture, etc. with a focus on “going green.”
(e-Commerce) and Sales Rep Connect. Growth through Acquisition: Within the past year AIS has acquired 3
This set of solutions, combined to fulfill the competitive need and competing companies; the MBS Dev software solution helped ease
goal to provide superior customer service, opened the floodgates of the transition by quickly and accurately transitioning company data
opportunity for AIS. such as customer information into the new system. The system’s
An added bonus? MBS Dev was able to deploy that newly acquired increased productivity meant AIS did not have to add additional
customer’s website within six weeks, and AIS retained the business. system users, and therefore saved both time and money in their
acquisitions.
TOP-NOTCH CUSTOMER SERVICE AT THE READY
The MBS Dev solution optimizes distribution management for the Satisfaction and Speed: Fast delivery of new business requirements
very specific needs of the business supply industry and for AIS. enables AIS to acquire new customers quickly, satisfy existing
Features such as advanced pricing and costing capabilities; product customers, maintain low cost to delivery and efficiently deploy the
cross-referencing features; wholesaler interfaces; real-time new system functionality.
inventory stock checks; freight estimating and tracking; flexible Electronic Delivery of Billing Information: Electronic transmissions
commission calculating, and catalog management makes information of invoices, order status’ and billing have increased 50-fold and made
integration with Microsoft Dynamics AX seamless. The MBS Dev a positive impact on AIS’ bottom line with more timely customer
software solution perfectly complements AIS’ focus of offering true payments. “One of our big pushes and an enormous savings was in
business solutions to its customers. postage and paper: a paperless, electronic, environmentally
AIS has now been using their new ERP system for over a year, and concerned society has been a huge benefit for AIS.
the company has experienced a number of business-enhancing Remote Access for Outside Sales Force: Sales Rep Connect has
benefits. “I’ve seen a significant growth in business without an quickly became a critical component in AIS’ growth and competition
increase in our overhead cost,” Bill Ratcliffe states. As Ratcliffe strategy of superior customer service. It enables sales reps to
focused on the growth of AIS, the MBS Dev solution eased the manage order and billing information, customer data and their
transition of expansion through its flexible software. eCommerce capabilities, deliver customer product information,
Strong Business Relationship: The success of the AIS-MBS Dev manage customer contracts and much more, all without having to
partnership lies in the unique nature of their customer-vendor call back to the corporate office.
relationship: trust, responsiveness, dependability and commitment Increased Online Capacity and Web-Based Ordering: Customers are
form the base of their shared successes. able to independently place orders and view order data online. This
Expansion into Multiple Lines of Business: In keeping with the goal self-service ability increases efficiency for all parties, and online
of offering their customers more than just pencils and paper and orders have risen by 93%.

4. “George W. Allen and Impact Office Products would not have been able to realize their strategic
growth vision without MBS Dev and Microsoft Dynamics AX.”
Bill Ratcliffe, President of Allen Impact Services
Microsoft Dynamics AX Powered for Distributors
MBS Dev, Inc. is a gold certified VAR (value added reseller) and ISV requirements. We become an extension of your organization that
(independent software vendor) for the Microsoft Dynamics™ AX you can depend on to deliver quality products and services.
solution. MBS Dev was created to assist customers in the new
Microsoft Dynamics vertical focus, allowing them to truly MBS Dev believes in partnerships and customer service. Your
differentiate themselves with vertical solutions. continued success is our success and we want to partner with you to
achieve your company objectives and vision. Our development
MBS Dev, Inc. also provides professional services, software center is staffed with seasoned professionals that have thorough
maintenance and support to assist Microsoft Dynamics™ AX knowledge of the Microsoft Dynamics™ AX architecture,
customers with their consulting, development and technical service
development tools and many different business industries. This adds
requirements. MBS Dev prides itself on its World Class technical
capabilities and solutions. You can depend on fast, professional value to our customers and allows us to achieve the highest quality
deliverables that meet your company’s methodologies and of service possible.
telephone: 303.469.2346 MBS Dev, Inc.
fax: 303.450.8267 9800 Mount. Pyramid Court
email: info@mbsdev.com Suite 150
www.mbsdev.com Englewood, CO 80112
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