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DECEMBER 2015

VOLUME 22 NO. 12

Atlantic, Tomorrow’s Office • DEX Imaging, Inc. • Gordon Flesch Connecting People, Ideas and Products in the Document ImagingInc. Industry 1994 Company • ImageNet Consulting, • Marco, • since RJsince Young Connecting People, Ideas and Products inLLC the Document Imaging Industry 1994 Applied Imaging • Blue Technologies • FlexPrint, Inc. • Loffle Companies • Perry proTECH • Systel Business Equipment Co., Inc. GI Office Automation • United Business Technologies (UBT) • Acces engage ‘n exchange engage ‘n exchange ystems • Advance Business Systems • Cell Business Equipmen CBE) • Centric Business Systems, Inc. • Commonwealth Digita Office Systems • Document & Network Technologies, Inc. (DNT) Donnellon McCarthy Enterprises (An ABS Technology Company) dwards Business Systems, Inc. (EBS) & Virginia Business Systems nc. (VBS) • EO Johnson Business Technologies • Fraser Advanced nformation Systems (Fraser AIS) • Impact Networking • Kelle maging Systems • Modern Office Methods (MOM) • Nauticon Imaging ystems • Northern Business Machines (NBM) • Prosource • Starge Office Solutions • United Imaging • Usherwood Office Technolog Word Processing Services, Inc. • Advanced Imaging Solutions (AIS ASI Business Solutions • Century Business Products • Coordinated Business Systems • Copy Products, Inc. • Des Plaines Offic quipment (DPOE) • Eakes Office Solutions • Fisher’s Technolog Offix, LLC • Ohio Business Machines, LLC (OBM) • OneDOC Managed Print Services, LLC • Rhyme • Stratix Systems • Woodhull, LLC ACT Group • Allen Business Machines (ABM Co. Inc.) • Bay Cop Business Copier Solutions • Copier Fax Business Technologie CFBT) Concepts, Inc. • Industry Corporate Stories BusinessofSystems The •TopCopy Document Imaging 2015 mage Matters • Imagine Technology Group • Martin Group Millennium Business Systems (MBS) • SolutionOne ENX ENXMagazine Magazine PO 729 POBox Box2240 2240Suite Suite 729 Toluca Lake, USA Toluca Lake,CA CA91610-0240 91610-0240 USA outhwest Copy Systems • Vision tel: Office Systems, Inc. • 4 th tel:818-505-0022 818-505-0022/ fax: 818-505-9972 email: enx@pacbell.net fax: 818-505-9972 Office • ABC Office Equipment • Advanced Business Solutions www.enxmag.com email: enx@pacbell.net LC • Allied Business Solutions •www.enxmag.com Barlop Business System Consolidated Copier Services • Imagine Solutions for Inc We would like to thank thoseBusiness, of you who have sent us address change information. HELP US CONSERVE NATURAL• RESOURCES Mid Ohio Strategic Technologies • On Demand, Inc. Premium To correct or delete your address from our subscription list, please call, fax or email us. Digital Office Solutions • Stone’s Office Equipment • Team Offic

CELEBRATING ENTREPRENEURSHIP


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Congratulations 2015 ENX Elite Dealer Award Winners We’re proud to serve you!

Your high achievements inspire us to provide you with the best possible customer experience and innovative offerings. Well done!

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10 Between the Lines EDITOR’S NOTE

In This

18 The Top Document Imaging Industry Stories of 2015 STATE OF THE INDUSTRY

Issue

By Scott Cullen

24 The 2015 Elite Dealers INTRODUCING

e n x

9816 In This10224

EDITOR’S NOTE DISPLAY ADVERTISERS INDEX

Staff

Issue

Between The Lines

STATE OFOF THEINDUSTRY INDUSTRY EVENTS CALENDAR

32

Trends and Trendsetters of 2015 By Scott Cullen

B E T W E E N T H E L I N E S HP Sheds More Resellers As It Implements New Qualified Supplies Program NEWS BRIEFING

Celebrating Entrepreneurship in the By Charles Brewer Document Imaging Industry

Staff Susan Neimes

Publisher & Managing Editor

40

BUSINESS PROFILE

Static Control Let’s talk entrepreneurship in the document imaging industry. After all, that’s the foundation of this industry stretching back to the earliest days. DEALER SPOTLIGHT: I’ve interviewed dozens and dozens of dealer principals in my day and what strikes me about these A focus. Conversation Justus, President of Business individuals is their These folks arewith focusedKeith on winning and sustaining a business in what we all know is a Copier Solutions competitive, evolving, and unforgiving environment. That’s why we celebrate them every year in our Elite Dealer issue. SERVICE EXCELLENCE What makes this issue so special for us here at ENX is the opportunity to acknowledge dealers of all shapes BEI Services and ENX Magazine to Acknowledge Service and sizes from across the nation. If we were to only honor the dealers with the largest revenue numbers or an Excellence in 2015 OEM’s biggest dealers, that list would be limited to the same dealerships year in and year out. We would be ignoring many ofSALES the midsize and smaller dealerships that excel in meeting their customer’s needs while also & MARKETING serving as valuable members the communities in which they operate. The YearofAhead In order to be acknowledged as an Elite Dealer, the first step has always been to fill out the nomination By Brad Roderick form that we post on our Website and include in our newsletter starting the end of April with a deadline of early September. We then review the submissions throughout the month of September and into early October, and then MANAGED IT make our selections. Weto value innovative the ability to successfully market new products and How Win Overmarketing a New programs, Prospect services as well as legacy products, community and charitable involvement, work culture, and vendor recognition By Dave Sobel and other outside recognition. As we continue to emphasize, it’s not just one trait that makes for an Elite Dealer — it’s a combinationEXIT of traits. STRATEGY this 10 issueBiggest brief profiles of this year’s honorees segmented revenue.–You might You’ll find in The Mistakes Business SellersbyMake Part 1 wonder of 3 why some worthy and notable dealers aren’t included here. That’s because they did not submit a nomination form. We By Jim Zipursky can’t force anyone to participate. It’s as simple as that. However, we are grateful for those that do. We hope you enjoy reading the profiles and seeing what your peers are doing. If you didn’t participate this Display Advertisers Index year, we’ll be doing this again next year so you’ll have another chance. of Industry Events can be found this month online at www.enxmag.com and in the ENX/The Additional Calendar Elite Dealer coverage Week in ImagingPrinter newsletterTech as eachTip of this year’s Elite Dealers identifies its biggest win(s) of the past year.

44 48 54

Susan Neimes

Publisher & Managing Editor

Scott Cullen Editorial Director

Scott Cullen

Editorial Director

Ronelle Ingram Contributing Editor

Ronelle Ingram Contributing Editor

58 60

62 65 66 By Laser Pros Thanks for reading. 68

Free Tech Help

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Xerox® 4110 Style Fuser Repairs

By Smarka!

Britt Director Horvat Scott Cullen | By Editorial

engage ‘n exchange engage ‘n exchange

engage ‘n exchange

engage ‘n exchange

ChristinaChristina Kim Kim Associate Editor Associate Editor

México & Latin America La Revista del Distribuidor Dealer Source

Corporate Office Corporate Office Editorial Office: Susan Neimes - susan@enxmag.com Susan Neimes - susan@enxmag.com Scott 10153 1/2 Riverside Drive., Suite 729, Toluca Lake, CA Cullen 91602- scott@enxmag.com 10153 1/2 Riverside Drive, Suite 21 Llanfair Lane, Ewing, NJ 08618 tel.729 818-505-0022 • fax. 818-505-9972 Toluca Lake, CA 91602 tel. 609-406-1424 Editorial Office: tel. 818-505-0022 • fax. 818-505-9972 Scott Cullen - scott@enxmag.com 21 Llanfair Lane, Ewing, NJ 08618 • tel. 609-406-1424

ENX Magazine is published monthly by Affinity Business Communications, Inc. Any inquiries should be sent to: enx@pacbell.net or mailed to the corporate office. Magazine is published monthly by Affinity Business Communications, Inc. Any inquiries should be sent to: enx@pacbell.net or mailed to the corporate office. CopyrightENX ©2015 by ENX Magazine printed in the U.S.A. All reproduction in whole or part is prohibited without written permission. Cover photo from fotolia.com Copyright ©2014 by ENX Magazine printed in the U.S.A. All reproduction in whole or part is prohibited without written permission. Cover photo from shutterstock.com

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• www.enxmag.com l January 14 www.enxmag.com | December 2015 2015

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14


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State of the Industry

The Top Document Imaging Industry Stories of 2015 Scott Cullen

B

efore we bid adieu to 2015 it’s that time again when we reflect on the top stories within the document imaging industry for the year. These are the stories that have either impacted or will impact the dealer and reseller channels in the future and encompass events, initiatives, and trends related to the OEMs and the services, solutions, and supplies vendors. There’s always room for debate with any list like this as far as what’s on it and what’s not. This list of 12 was compiled in October and as a result any major event that happened after we went to press is not included. With that in mind let’s review the top stories of the year starting in chronological order.

Epson Introduces the Replaceable Ink Pack System (RIPS) – On January 20 Epson made this announcement, describing it as “an entirely new way for workgroups and SMBs to approach color printing.” The first products with this technology were the WorkForce Pro WF-R8590 and WF-R5690 MFPs and WFR5190 printer, each producing up to 75,000 printed pages in black and color before the ink needs to be replaced. According to Charles Brewer, founder of the market research firm Actionable Intelligence, “This sets the stage for a showdown between Epson and HP. HP is going to talk about speed and the ability of their machines compared to a laser device and Epson is going to talk about total cost of ownership not 18

www.enxmag.com | December 2015

only against laser devices, but also inkjet machines and the convenience of being able to place a machine and then just forget about it. These are two totally different value propositions with emerging technologies and both of them are going to fuel interest in inkjet.”

HP Introduces Jetintelligence Color Printers and MFPs – On March 10 HP unveiled a new lineup of LaserJets with the JetIntelligence imaging system, which enable the HP LaserJets to use up to 53 percent less energy, take up to 40 percent less space and wake up, print and duplex in a fraction of the time of other printers. Meanwhile, the cartridges yield 33 percent more pages. The initial devices are entry level models, but this technology has already begun moving upstream as seen with the LaserJet 400 Series aimed at SMBs and introduced on September 10. “The technology gives HP a leg up on all the competition,” states Actionable Intelligence’s Brewer. “The way they’ve been able to reduce the form factor is a big deal. [And] the technology in those cartridges is going to give the reman industry fits.”

Lexmark Acquires Kofax – On March 24 Lexmark announced plans to acquire enterprise software manufacturer Kofax for $1 billion, representing the document imaging industry’s biggest acquisition this year. The sale closed on May 21. The acquisition bolstered Lexmark’s We Saw It In ENX Magazine

already formidable software portfolio and positioned it as an even more relevant player in the solutions arena. There was probably some hope too that a strong software portfolio would have a positive impact on its hardware portfolio as well, although the news coming out of Lexington at the end of October about a potential sale looming in the future seems to negate that.

Samsung Launches the MultiXpress MX 7 Series A3 MFPs – More than a few industry analysts are enamored with the new Samsung A3 MFPs which began shipping to select U.S. dealers on June 14. The most compelling feature of the new MFPs and the one garnering all the attention is Samsung’s Android-based Smart user interface. The new models also have dual-scan with anti-paper-jam technology, and mobile connectivity which enables them to connect to virtually any mobile device. Three monochrome configurations are available, a 40-ppm model, a 50-ppm model, and a 60-ppm model. Samsung’s document imaging dealer channel is still in its formative stages and while these devices may not be lighting it up in all markets, they represent the wave of the future in terms of the user interface and mobile connectivity. “The A3 models from Samsung are significant because they are the first new models in that category from a non-established vendor in a couple decades,” observes Brian Bissett, editor and publisher of The MFP Report. “Moreover, Samsung is one of the world’s continued on page 20


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The Top Document Imaging Industry Stories of 2015 largest and most successful electronics companies, so what they do bears watching – even if one is skeptical that they will succeed.”

Xerox’s Services Business Stumbles – On July 24 Xerox reported profits for the current quarter were $12 million compared to $266 million during the same period last year. You don’t need to be a mathematician to see that’s not good. Meanwhile, the portion of revenue linked to the company’s services business, which accounts for a little more than half of total revenue, was $2.6 billion, down 3 percent from a year ago. The document-technology segment collected $1.9 billion in revenue, down 12 percent. As reported in the business press, for the past few quarters, Xerox reported declining installs and revenue in document technology while touting strong profits in the segment, resulting from ongoing improvements in operational areas. Meanwhile, the company remains focused on expansion, including services sector acquisitions. The question remains, however, is this a bump in the road, or will it continue to be a downward slide? The MFP Report’s Brian Bissett weighs in, “Xerox’s travails in services are important because Xerox is Xerox and is always watched as a bellwether. There is also a cautionary tale in there about the challenges and pitfalls of diversification from hardcopy into services.”

Sharp’s Financial Struggles Continue as it Exits TV Business, but Office Technology Business Remains Strong – It’s getting to be an old story; you know, Sharp Corporation’s financial performance. However, the story line changed on July 31 when the company announced it was exiting the TV business, jettisoning what had become an unprofitable business segment. Something had to go and TVs, as wonderful as some of us thought they were, took the hit. Even though Sharp Corporation has continued to take a financial licking its office technology business keeps on ticking,

remains profitable, and better yet, it doesn’t have the TV group dragging it down anymore. This turn of events could change the dynamic at Sharp with U.S. executives no longer having to be on the defensive as they have been with the dismal news coming out of Japan the past few years.

LMI Solutions Acquires Parts Now – On September 29, LMI Solutions, the provider of remanufactured print cartridges, remanufactured printers, and MPS infrastructure announced a strategic investment in Parts Now, a supplier of printer parts and related accessories as well as printer service training. eHarmony couldn’t have come up with a more perfect match with LMI’s investment enhancing the capacity of both companies. You have to love LMI President’s Gary Willert’s quote regarding the acquisition, “We are continuing to make the investments in people, technology and businesses like Parts Now to give LMI Reseller partners an unfair advantage over their competition. Parts Now has been a powerhouse in the industry for many years and we are very excited about the opportunity to leverage our synergies and expand our capabilities for existing and new customers of both organizations.” This news follows last year’s acquisitions of the printer remanufacturers Printers Direct LLC and Global Printer Services LLC, positioning LMI as the largest printer remanufacturer in the world, at least according to LMI.

HP Splits into Two Independent Companies – The news broke late last year and was discussed in the press for months afterward, but it wasn’t officially approved by HP’s Board of Directors until October 5 with the split completed on November 1. As of that date the company is now two entities, Hewlett-Packard Enterprise Co. and HP Inc. Hewlett-Packard Enterprise Co. will be responsible for technology solutions, including Software and Financial Services, Enterprise Group, and Enterprise Services while HP

Inc. will focus on printers and personal systems businesses. As a result of the split, 30,000 jobs will be cut or about 10 percent of its workforce. According to HP CEO Meg Whitman, the separation will open larger opportunities for both companies. “As two independent, industry-leading companies, Hewlett-Packard Enterprise and HP Inc. can drive more focused business strategies, innovation roadmaps, and go-to-market models,” she said. The reason for the split is the ongoing decline of its PC sales with the split better aligning its products and services according to customer demand. As far as reactions in the financial and technology analyst communities to the split, let’s just say it’s a split decision as to whether it’s a good move or a not so good move.

Wells Fargo Acquires GE Capital’s Commercial Lending Business – On April 10 General Electric announced that it was selling the majority of its GE Capital banking business in an attempt to simplify the company and concentrate on its best-performing segments. On October 13, that portion of GE’s business was acquired by Wells Fargo in what the Wall Street Journal described as “the largest divestiture yet in GE’s rapid dismantlement of its GE Capital lending unit that once contributed roughly half the parent company’s annual profits and just last year had assets that would make it the country’s seventh-largest bank.” As the document imaging industry loses a long-time major player, it gains an even larger leasing entity with the combination of the two companies’ leasing portfolios. What’s unsettled at press time is what will happen to some of the familiar faces within GE Capital who were front and center in the industry and the dealer community now that the acquisition is pretty much a done deal.

Dell Acquires EMC – This story, which hit the press on October 12 can’t be ignored, especially when the New York Times describes it as “the biggest-ever takeover in the technology continued on page 22

20

www.enxmag.com | December 2015

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The Top Document Imaging Industry Stories of 2015 industry.” This $65-billion deal is designed to keep Dell on the leading edge of the technology industry, enabling it to become more of an enterprise services company by giving them a solid alternative to their core business—personal computers. This acquisition creates a single technology powerhouse in direct contrast to HP’s split into two separate entities. EMC specializes in data storage, networking, and content management, three segments that remain poised for growth even as the price for storage has declined. The combined entities will operate under a more private structure and to quote Michael Dell from the Times story, “This creates a world-leading company. The private structure gives us a tremendous amount of flexibility.”

Buyers Laboratory, Inc. (BLI) Acquires InfoTrends – This acquisition announced on October 13 was a complete surprise to many in

22

the document imaging industry, but if you think about it long enough, you can see it makes a ton of sense. The end result is a nice mix of two complementary organizations. And from what we hear from our sources in both organizations, it is indeed a very good thing.

Lexmark May Be the Victim of a “Strategic Alternative” – The news out of Lexington on October 23 was anything but positive with the announcement and subsequent media coverage that the Board of Directors of Lexmark is looking into strategic alternatives, including a possible sale of the company as a result of declining share prices. With revenues down the company also announced that 500 jobs will be eliminated. After the excitement surrounding the Kofax acquisition earlier this year, it’s like who invited Debbie Downer to the Lexmark party? Some of the potential buyers bandied about in the press include private equity firms, Kyocera, and Xerox although with the

www.enxmag.com | December 2015

revelations of Xerox’s financial woes hitting in late October that would seem unlikely.

Marco, Inc. Acquired by Private Equity Firm – In what could be a harbinger of things to come for the independent dealer channel and the document imaging industry as a whole, Marco, Inc., a $200+ million dealership in St. Cloud, MN, was acquired by Norwest Equity Partners of Minneapolis for an undisclosed sum. The deal was announced in a press release on October 30. This deal could go down as a game changer for the industry in that a dealership was acquired by a private equity firm as opposed to another dealer or one of the OEMs. It’s not like private equity companies will now be looking into buying every dealer in sight. They’re not interested in traditional copier dealers that are simply moving boxes the old-fashioned way, but dealerships like Marco with a proven track record selling a broad range of technologies and services. ♦

We Saw It In ENX Magazine


Introducing the 2015 Dealers W

hat a blast it’s been putting together the profiles of the 2015 Elite Dealers. What you’ll find among the 70+ dealers profiled are plenty of familiar names and dealerships along with a number of companies that are making their first appearance among the Elite. We’re honored to celebrate the document imaging dealerships across the nation that make this industry so special. There’s much common ground among those we’re honoring and some uncommon ground, too. We celebrate entrepreneurship, and that’s consistent whether the dealership is doing more than $150 million in business or $1 million or less a year. We’re also recognizing innovative marketing and sales initiatives as well as company culture, corporate citizenship, and community involvement. Another consistent theme among our Elite Dealers is that many are thought of highly by their vendors and their communities and have been honored by them as well. Also common among all of the Elite is that “something different” that each dealership brings to the table. Now let’s meet the 2015 Elite Dealers.

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www.enxmag.com | December 2015

We Saw It In ENX Magazine


Elite Dealers: $100+ Million •

Larry Weiss, President

Atlantic, Tomorrow’s Office

New York, NY www.tomorrowsoffice.com

Year Founded: 1959 Owner/CEO: Larry Weiss Number of Employees: 360 Primary Vendors: Ricoh/Savin, Konica Minolta, Toshiba, Kyocera, HP Primary Solutions Offerings: Docuware, PaperCut, Drivve, NSI Autostore, Equitrac, Fiery Primary Supplies Vendors: Supplies Network, LMI, Polek & Polek Primary Leasing Partners: DLL, Wells Fargo, GE Capital Approximate Yearly Revenues: $105 million Fastest Growing Segments of Atlantic’s Business: Managed IT Services (25%), MPS (20%), Production Print (20%), Document Management (15%) Biggest Accomplishment of the Past Year: Atlantic’s Product Expo, May 14, 2015, a one-day event that starts at 8:30 a.m. and concludes at 7 p.m. This year’s event was the biggest and best event to date with 1,200 people and 650 unique companies in attendance. Why We Consider Atlantic Elite: • It has a track record of being easy to do business with and providing fast resolutions as well as a knack for

bringing the right people to the first client meeting so as not to waste the client’s time. The aforementioned Atlantic Tech Expo in May, which it holds every other year. The Atlantic team was able to put all the pieces in place for this year’s event in 75 days vs. the 120 days it traditionally takes, a significant accomplishment. Its annual December sales blitz. Last December’s blitz generated $6,696,000 and 527 machines placed. Employees who appreciate working for a fast-paced and growing company that provides opportunities for personal growth and a chance to make a better life for them and their families. Employees also appreciate the collaborative team- and family-oriented environment. Its charitable efforts (Atlantic budgets $800,000 a year in donations supporting such organizations as Make a Wish, National Kidney Foundation, Jewish Home and Hospital, St Christopher’s Inc., and the Jillian Fund, to mention a few). During last year’s Atlantic 2014 Toshiba/Kyocera Blitz it raised in excess of $5,000 for the Ascent School for Autistic Children.

DEX Imaging, Inc.

Tampa, FL www.deximaging.com Year Founded: 2002 Owner/CEO: Dan Doyle, Jr. Number of Employees: 800+ Primary Vendors: Konica Minolta, Canon, Kyocera, HP Primary Solutions Offerings: DEX’s Internal Software Development Compa-

We Saw It In ENX Magazine

ny, e-merge DEX’s Proprietary Software: PrintCounts (Managed Print Software), INDEX (Document Management Software), Canon Uniflow, Konica Minolta Dispatcher Phoenix, Prism Minolta ScanPath, Konica Minolta Page Scope Enterprise Suites, PaperCut MF, eCopy ShareScan, eCopy PDF Pro Office, Unity Suite, Kyocera AccuSender, Kyocera PinPoint Scan Primary Supplies Vendors: Konica Minolta, Canon, Kyocera, HP Primary Leasing Partners: GreatAmerica, CIT, DEX Imaging Approximate Yearly Revenues: $150+ million Fastest Growing Segments of DEX Imaging’s Business: Managed Print Biggest Accomplishment of the Past Year: DEX has dramatically expanded the campus of its corporate headquarters in Tampa by building a new IT and managed print services facility. Its e-merge division (developers of its proprietary imaging software) will be housed in this facility along with the dealership’s managed print division, PrintCounts and Total Print. The dealership is also growing its branch operations footprint rapidly through acquisition. Why We Consider DEX Imaging Elite: • DEX Imaging was founded on the concept of giving one third of its profits to charities and educational programs within the markets it serves. This is something customers appreciate because when they buy from DEX, they too are contributing to the betterment of their community. • The ability of the Doyle family to create loyalty within their organization as evidenced by DEX’s high employee retention rate. • A new customer promotion for the current NFL Season called DEX BIZ FIT, where DEX challenges customers

December 2015 | www.enxmag.com

25

Elite Dealers: $100+ Million

2015

ELITE DEALERS


Elite Dealers: $100+ Million

2015

ELITE DEALERS to get their business in better shape from an imaging standpoint. This is a custom-crafted promotion that is helping DEX customers understand how much printing is actually impacting their bottom line. • The dealership has been honored by Kyocera as a Diamond Premier Dealer for 10 consecutive years. • Its innovative use of technology; for example, a customized tablet app with Microsoft Surface that integrates all departments electronically so ordering and product distribution is streamlined.

Gordon Flesch Company Madison, WI www.gflesch.com

Year Founded: 1956 Owners: Tom Flesch, John Flesch, Bill Flesch Number of Employees: 578 Primary Vendors: Canon, Lexmark, Sharp, Kyocera, Océ Primary Solutions Offerings: ECM, BPO, Managed IT Services Primary Supplies Vendors: Supplies Network, Katun Primary Leasing Partners: GFC Leasing Approximate Yearly Revenues: $155 million Fastest Growing Segments of Gordon Flesch Company’s Business: Over the past few years, the Gordon Flesch Company has experienced significant growth in new branch development and Professional Services. Both of its newest branches, Indianapolis and Appleton, have experienced strong growth of 12 percent in the last year. The Professional Services side of its business, including ECM, Managed Print Solutions and IT Services and Consulting Services has grown 7 percent. Biggest Accomplishment of the Past Year: Its new branch’s sales success and the success of its newer IT Services business.

26

Why We Consider Gordon Flesch Company Elite: • Starting more than a decade ago, it began differentiating its brand based on customer satisfaction results, equipment uptime, and service response times. Today, it provides business analysts to work with customers uncovering a wide variety of needs from technology to business process improvement to hardware and software. • It is brand agnostic, which helps the dealership provide the best results for its customers and truly develop strategic partnerships. • The Gordon Flesch Company Charitable Foundation donates $125,000 annually to nonprofits located in the communities where its customers live, work, and play. In all, donations have exceeded more than $1.5 million since the Foundation’s inception in 2002. Unlike most corporate giving programs, the Gordon Flesch Company Charitable Foundation is managed entirely by company associates. • It is now engaged in the social media platforms that its customers (through third party research) say they use most. Gordon Flesch develops its own content as well as leverages partnerships with channel partners, industry analysts, technology consultants, and non-profit organizations. In six months, the dealership has organically amassed an audience of more than 1,500 across all platforms and gained more than 115,000 impressions. • This year Gordon Flesch transformed its Product/Solution events into Technology Summits, a more conference-like experience. These are organized just like any other industry conference and offer online registration/confirmation, keynote speakers that are considered industry experts, breakout sessions hosted by experts in their respective fields, networking, and new this year, live Twitter streams throughout the day-long events. Its efforts on Twitter have resulted in more than 160,000 impressions, reaching nearly 10,000 unique users.

www.enxmag.com | December 2015

ImageNet’s headquarters, remodeling by the project’s architect, Elliott + Associates. Photo by Scott McDonald, Gray City Studios.

ImageNet Consulting, LLC Oklahoma City, OK www.imagenetconsulting.com

Year Founded: 1956 CEO: Pat Russell/Thomas Russell, Chairman Number of Employees: 415 Primary Vendors: Canon, HP, Konica Minolta, Ricoh, Samsung, Toshiba, Sharp Primary Solutions Offerings: Laserfiche, Uniflow, PaperCut, Drivve, eCopy Primary Supplies Vendors: Supplies Network, Canon, Ricoh, Samsung, Katun, Synnex Approximate Yearly Revenues: $111-$125 million Fastest Growing Segments of ImageNet’s Business: Hardware (24%), Service and Supplies (13%), Software (16%) Biggest Accomplishment of the Past Year: Completing four acquisitions and successfully integrating them into its culture. Why We Consider ImageNet Elite: • Its consulting services strategy, which covers the entire lifecycle of the document. These services deliver incredible value by improving employee productivity while reducing costs. • Its emphasis on honesty and integrity throughout the organization as well as its flexibility to allow associates the freedom to be creative without corporate interference.

We Saw It In ENX Magazine


Liz Charger Loving my new Multifunctional Printer. #thankyouKonicaMinolta 74 Like Reply James Jones I use them for IT Services and Cloud Hosting. Like Reply 103 Meg Thomas Hear their 3D printers rock. 111 Like Reply Mike Evans My aunt’s a radiologist. Says Konica Minolta’s Medical Imaging is top notch. 48 Like Reply Nobody Cares! Wish they had a button for that

Nobody cares what we do. (Because we do it right.) At Konica Minolta, we take pride in giving you solutions and services that you don’t really care about—because we do them right. That’s why we provide secure cloud services, expert IT support, innovative technologies like medical imaging and a host of printing capabilities. Our focus is on the process, so you can continue to focus on your business. Because as long as we care, you don’t have to.

© 2015 KONICA MINOLTA BUSINESS SOLUTIONS U.S.A., INC. All rights reserved. Reproduction in whole or in part without written permission is prohibited. KONICA MINOLTA, the KONICA MINOLTA logo, bizhub and Giving Shape to Ideas are registered trademarks or trademarks of KONICA MINOLTA, INC. All other product and brand names are trademarks or registered trademarks of their respective companies or organizations.

KONICA MINOLTA BUSINESS SOLUTIONS U.S.A., INC. 100 Williams Drive, Ramsey, New Jersey 07446

CountOnKonicaMinolta.com


Elite Dealers: $100+ Million

2015

ELITE DEALERS • Its “Green” marketing strategy that is the foundation of its MPS program along with its Electronic Document Management program, both of which are cleverly marketed to customers and prospects via educational and informative flyers and brochures. • Vendor recognition, including being twice named an HP Partner of the Year, being named Samsung Partner of the Year, and acknowledgement as a 10-Time Top Canon Volume Dealer. • Its community and charitable efforts, ranging from sponsorship of the Oklahoma City Arts Council, involvement in blood drives, and the many fund raising activities its associates are involved in within their local communities.

Jeff Gau, CEO

Marco, Inc.

St. Cloud, MN www.marconet.com Year Founded: 1973 Owner/CEO: Jeff Gau Number of Employees: 910 Primary Vendors: Microsoft, Mitel, Sharp, HP, Konica Minolta, M-Files, March, Canon, Cisco, Crestron, Tech Data, Samsung, vmware, X2O Media Primary Solutions Offerings: IT Services, Hosted/Cloud services, Managed Services, Telecom Carrier Consulting Services, Phone Systems, Document Management, Audio/Video Systems Primary Supplies Vendors: West Point Products, LMI Primary Leasing Partners: GreatAmerica, U.S. Bank Approximate Yearly Revenues: $212 million Fastest Growing Segments of Marco’s 28

Business: Managed IT and cloud services. Biggest Accomplishment of the Past Year: Managed Services offerings (Managed IT Services, Managed Print Services, Cloud Services, and Carrier Services) grew from $8 million in 2011 to $25 million in 2014. These offerings are projected to reach $32 million in 2015. It also acquired and integrated six companies in 2014, expanding its geography to include the state of Illinois. Why We Consider Marco Elite: • A focus on acquiring companies that it can overlay with Managed Services. These solutions have been designed to be portable to cover its broad geographic regions and national accounts. • Amazing growth. Marco currently has over 25,000 customers, up from 9,000 just five years ago as well as 42 offices in seven states. • Creation of a process for conducting semi-annual client business reviews, which incorporates customer facing metrics for all services Marco provides. This helps Marco define the value it provides to customers and creates an opportunity to discuss their key focus areas for the upcoming year. Customers are provided with a comprehensive report of their activity by product/service. Last year, Marco engaged roughly 250 Managed IT clients in the semi-annual client business review. • Development of an internal/external marketing communication plan to position its hosted/cloud and managed offerings. This includes two videos to outline the three types of cloud offerings available from Marco. It also created a downloadable cloud e-book and cloud infographics that are promoted through Marco’s blogs, website, and its sales reps. • Establishment of an Employee Stock Ownership Plan (ESOP) to create a premier group of employees committed to doing what’s best for the company and giving back to the community.

www.enxmag.com | December 2015

Chip Crunk, Owner

RJ Young Nashville, TN www.rjyoung.com Year Founded: 1955 Owner/CEO: Chip Crunk Number of Employees: 497 Primary Vendors: Canon, HP, Lexmark, Ricoh, Mimaki, Samsung, 3D Systems Primary Solutions Offerings: PSigen, iDatix, Square 9, SmartSearch, PaperCut, UniFlow Primary Supplies Vendors: Ricoh, Canon, HP, Lexmark, Samsung, Katun, Q2 Primary Leasing Partners: Offers its own in-house leasing program Approximate Yearly Revenues: $100+ million Fastest Growing Segments of RJ Young’s Business: Production Printing (+215% from 2012-2014), Software Solutions (+51% from 2012-2014), Managed Print Services (+40% from 2012-2014) Biggest Accomplishment of the Past Year: Growth in Production Printing, fueled by market demand and manufacturer product launches. Why We Consider RJ Young Elite: • Its focus on helping customers’ businesses become productive and successful via its ability to be product independent while providing a complete solution. • The “Make It Right” guarantee, which is the foundation of all involvement with the customer. • Its team of specialists that design custom solutions, using a portfolio of integrated solutions, including equipment, software, network support services, and outsourced printing services. This allows RJ Young to be a

We Saw It In ENX Magazine


Congratulations to the Lexmark 2015 Elite Dealer Award Winners! Creative. Innovative. Successful. Elite. You represent the best of the best. You stand out from other dealers for your exceptional growth in product, solutions and services. You have innovative marketing programs and creative strategies that are driving growth. Customers enjoy doing business with you and your employees enjoy working for you. Your community benefits because you are in it and give back in specific ways. We are proud to have you represent the Lexmark brand of products and solutions. Thank you for your excellence. }

Access Systems - Waukee, IA

}

Allied Business Solutions - Boise, ID

}

Applied Imaging - Grand Rapids, MI

}

ASI Business Solutions - Dallas, TX

}

Bay Copy - Rockland, MA

}

Blue Technologies - Cleveland, OH

}

Coordinated Business Systems - Burnsville, MN

}

Copier Fax Business Technologies - Buffalo, NY

}

Copy Concepts - Fort Myers, FL

}

Corporate Business Systems - Madison, WI

}

Document & Network Technologies, Inc. - Fenton, MO

}

Edwards Business Machines/ Virginia Business Systems - Bethlehem, PA

}

Flexprint - Mesa, AZ

}

Nauticon Imaging Systems - Gaithersburg, MD

}

Gordon Flesch Co. - Madison, WI

}

Imagine Technology Group - Phoenix, AZ

}

Kelley Imaging Systems - Kent, WA

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Loffler Companies - Bloomington, MN

}

Marco, Inc. - St. Cloud, MN

}

Perry proTECH - Lima, OH

}

Prosource - Cincinnati, OH

}

RJ Young Co. - Nashville, TN

}

SolutionOne - Omaha, NE

}

Stargel Office Solutions - Houston, TX

}

Southwest Copy Systems - Albuquerque, NM

}

Stone’s Office Equipment - Richmond, VA

}

Systel Business Equipment - Fayetteville, NC

}

TGI Office Automation - Brooklyn, NY

}

Usherwood Office Technology - Syracuse, NY

For more information on the Lexmark Business Solution Dealer Program, please call 1-855-701-1273 Š 2015 Lexmark and the Lexmark logo are trademarks of Lexmark International, Inc., registered in the United States and/or other countries. All other trademarks are the property of their respective owners.


2015

Elite Dealers: $50 - $100 Million

ELITE DEALERS true partner for its customers and their businesses. • Its culture constantly encourages employees to go beyond in effort, but also rewards the employee for their performance. The dealership has high standards and expectations, but also provides opportunities for development and encourages managers and their teams to have fun. • Its support of the local community. Sales managers have annual donation budgets that total approximately $100,000 at their discretion in support for local organizations. In addition, the annual John T. Crunk scholarship program distributes four $4,000 scholarships annually to children of RJ Young employees.

Elite Dealers: $50 - $100 Million

John Lowery, President

Applied Imaging

Grand Rapids, MI www.appliedimaging.com Year Founded: 1987 President/Owner: John Lowery Number of Employees: 247 Primary Vendors: Ricoh, Canon, Océ, Samsung Primary Solutions Offerings: OnBase, Microsoft, Square 9 Primary Leasing Partners: GreatAmerica Approximate Yearly Revenues: $58 million Fastest Growing Segments of Applied 30

Imaging’s Business: PrintSmart, its MPS group; DocSmart, its electronic document management group; and NetSmart, Applied’s Managed Network Support group. Biggest Accomplishment of the Past Year: Solidifying its culture. The company has been working to put into words what it means to be a part of Applied Imaging, leading to the development of Applied Chemistry and the 12 Elements of Success. In addition, Applied creates a Culture Book every year as a keepsake for all employees with quotes from every employee about what Applied Imaging means to them as well as photos from events throughout the year. Why We Consider Applied Imaging Elite: • Its geographic expansion, especially in the more populated eastern part of Michigan, including the opening of an Ann Arbor branch earlier this year as well as the acquisition of Hi-Tech in Petoskey in the northern part of Michigan. This also has been a boon for attracting large clients with branches statewide. • Its marketing philosophy of frequency, consistency, and living up to and delivering on its positioning theme: Fast. Friendly. Amazing. Applied has been aggressive in communicating its brand and differentiating the dealership from competitors. • As part of its brand, Applied labels everything it does, which helps position the Applied brand as unique and apart from any competition. In addition to labeling all its solutions groups, Applied labeled its off-site service center the Customer Loyalty Center and its training center, Get Smart University, playing off its solutions groups’ names. • Applied Imaging added the 2015 Ricoh Service Excellence Certified Dealer award and continued its string of being named one of the best companies to work for in both western Michigan and Detroit Metro by the National Association of Business Resources. • Its Applied Chemistry culture. Applied Chemistry focuses employees on making decisions that benefit the customer and understanding their role in the bigger picture. Within Applied Chemistry there are 12 Elements of Success, including BTU (Build Team Unity), HTN

www.enxmag.com | December 2015

(Hit the Number), Fun, Community, Creativity, Knowledge, Dream, Family, Humility, Integrity, SBS (Success by Selection), and Service.

Blue’s partners, from left to right: David Morrill (sales manager), Keith Stump (VP of Sales), Paul Hanna (founder and president) and Bill Nelson (VP of Cleveland Sales).

Blue Technologies Cleveland, OH www.btohio.com

Year Founded: 1995 President/Owner: Paul Hanna Number of Employees: 150-200 Primary Vendors: Konica Minolta, Lexmark, HP, KIP Primary Solutions Offerings: AnyDoc, Bluebeam, eCopy, Equitrac, FileBound, OnBase by Hyland, iManage, BlueDocX by Intellinetics, Objectif Lune PlanetPress and Print Shop Mail, PageScope Net Care, Print Audit, Printgroove, Prism DocRecord, Software Shelf Print Manager Plus Primary Supplies Vendors: Konica Minolta, Lexmark, Hyland Software, HP Primary Leasing Partners: DLL, U.S. Bank, GE Capital, CIT Financial Approximate Yearly Revenues: $50 million Fastest Growing Segments of Blue Technologies’ Business: Professional Services, including MPS, IT Solutions, and Productivity solutions. Biggest Accomplishment of the Past Year: Continuing to evolve its IT business to run smoothly and profitably, following the integration of wholly-owned subsidiary Smart Solutions Inc. Acquired in September 1, 2013 to add additional IT and document management capabilities – and renamed Blue Technologies

We Saw It In ENX Magazine


2015

Elite Dealers: $50 - $100 Million

ELITE DEALERS Smart Solutions (BTSS) – the dealership worked hard last year to merge cultures, update internal processes, leadership, and department structures. Why We Consider Blue Technologies Elite: • Its commitment to excellence. Blue implements a five-point pledge that protects each customer after an acquisition is complete, guaranteeing quality product performance, product service, supplies, easy acquisition, and complete customer satisfaction. • The enhancement of Blue’s IT solutions and productivity solutions business, which include Managed Services, comprehensive IT infrastructure consulting, document management solutions, and optimization by the successful integration of an acquisition into Blue Technologies Smart Solutions (BTSS), which is a fully-owned subsidiary. BTSS is now a premier IT and productivity solutions provider to clients with experts in the education, legal, professional services, government, and corporate sectors. • Its Customer Care Program, which includes a quarterly company e-newsletter; weekly industry-specific e-mail campaigns; and a secure online customer portal, BlueNET, a self-service customer portal, that allows customers to connect with Blue to request service, send in meter reads, order supplies, and much more directly from the portal link on Blue’s website. • The redesign and refocusing of its Insight articles with Smart Business magazine to provide industry expertise on a variety of topics – without pushing a specific brand or product. Whether the reader has a Konica Minolta, Canon, Ricoh, Xerox, or Toshiba, they are able to get useful, cutting-edge information from the articles on technology or office management to better their business. • Its annual media calendar that ties together Blue’s social media, blog, e-mail, Insights, and advertisement marketing strategies. Each month focuses on a specific topic that is featured in Blue’s Smart Business Insights article – such as accounting, IT, or education. All other content efforts

32

then center on this same theme, to unify Blue’s marketing outreach and tie its various efforts together cohesively.

FlexPrint’s Linchpins and sales team enjoy a fun trip to Chicago as a reward for their hard work earlier this year.

FlexPrint, Inc.

Mesa, AZ www.flexprintinc.com Year Founded: 2005 President/Owner: Frank Gaspari Number of Employees: 150 Primary Vendors: Hewlett-Packard Advanced Print Certified Partner, Brother Authorized Partner, Dell Authorized Partner, Lexmark Authorized Partner, OKI Authorized Partner, Ricoh Family (Lanier, Ricoh, Savin, Gestetner) Authorized Partner, Sharp Authorized Partner, Xerox XPPS Partner Primary Solutions Offerings: Nuance NSI AutoStore, eCopy, eCopy PDF Pro; PaperCut MF; Print Manager Plus; ROI Print Manager; nQueue Billback; HP Web Jetadmin; HP Access Control; Device Manager NX; FollowMe Printing; Card Authentication Package (CAP); KwikTag; DocRecord; Intellinetics; Planet Press Suite; PrinterLogic Primary Supplies Vendors: West Point Products, Katun, LMI, Supplies Network Primary Leasing Partners: U.S. Bank, Wells Fargo, GreatAmerica, GE Capital Approximate Yearly Revenues: $50-$75 million Fastest Growing Segments of FlexPrint’s Business: Its National Account portfolio Biggest Accomplishment of the Past Year: Securing some large customers, which has helped expand its national footprint. FlexPrint’s business model, employees, and business partners enable it to support national Fortune 1000

www.enxmag.com | December 2015

companies with multiple locations with consistent service. Why We Consider FlexPrint Elite: • Its unique business model for providing national managed print solutions, which allows FlexPrint to bring complete visibility to document technology at an enterprise level. Consistent service, consistent processes, and consistent reporting/business reviews provide stability that its customers love. • It has initiated a number of 1-to-1 marketing programs focused on niche verticals. This is a perpetual program with many touches that include e-mail, purl campaigns, custom mailings, etc. When FlexPrint account executives attempt to make contact, brand recognition has been heightened, easing the cold call into a warm call. • It offers employees unique, peer-based employee incentives that get everyone involved and recognize going above and beyond. • Its team of enthusiastic employees provides service with a smile and a positive customer experience at every touch point, making FlexPrint the partner of choice for customers. • It’s a great place to work and has been recognized nine times as a Best Place to Work and the Best & Brightest in Chicago. • Its Annual Charity Golf Tournament that supports a local non-profit in the community each year along with sponsorship of many non-profit activities with which its customers are involved.

Jim Loffler, President

Loffler Companies Bloomington, MN www.loffler.com

Year Founded: 1986 President/Owner: Jim Loffler Number of Employees: 395

We Saw It In ENX Magazine


EQUIPABILITY Deep expertise and experience from CIT in equipment finance.

CIT provides lending and leasing services to businesses that manufacture — and use — the equipment that powers the economy. Our customized financial solutions for small and middle market businesses, as well as transportation companies, deliver the capital and ideas they need to grow.

Learn more about our lending and leasing services. Visit cit.com/equipability. BUSINESS AIRCRAFT • COMMUNICATIONS • ENERGY HEALTHCARE • MANUFACTURING • MARINE OFFICE PRODUCTS • RAIL • TECHNOLOGY • TRUCKING

© 2015 CIT Group Inc. CIT and the CIT logo are registered service marks of CIT Group Inc.


2015

Elite Dealers: $50 - $100 Million

ELITE DEALERS Primary Vendors: Canon, Konica Minolta, Toshiba, Océ, HP, Lexmark, NEC, ShoreTel Primary Solutions Offerings: MPS, IT Solutions, Software & Workflow Technologies, VoIP Phones & Voice Solutions, On-Site Managed People-Based Services Primary Supplies Vendors: West Point, Ingram, Tech Data, Supplies Network, Anchor Paper Primary Leasing Partners: U.S. Bank, GreatAmerica Approximate Yearly Revenues: $80 million Fastest Growing Segments of Loffler’s Business: MPS: 2012-2014 (123% growth), Loffler Management Solutions 2012-2014 (30% growth), Phone & Voice Systems 2012-2014 (30% growth) Biggest Accomplishment of the Past Year: Completing its largest acquisition ever, a $15 million/year Twin Cities marketplace competitor, purchasing all of their assets as well as hiring 75% of their workforce. Why We Consider Loffler Elite: • It builds and maintains the Loffler brand from all possible angles, including its website, sales collaterals, radio ads, signage on its building and service vehicles, to the strong recognition it receives for its contribution to the community. The Loffler brand is also visible on the scoreboards at multiple Twin Cities area sporting events, including the Minnesota Timberwolves, Vikings, and Wild. • It has stepped up its efforts working with its partners and suppliers running multi-phase marketing campaigns involving e-mail, webinars, and sales calls. It has seen these e-mails have the best response rates of any campaigns in the past. • It hires, reviews, and evaluates employees as well as conducts all of its business according to its Core Values. Loffler maintains that when it has people in “the right seats on the bus” who believe in and live its values, its workplace is positive, professional, trustworthy, and always driving for success. • It has been named a Star Tribune Top

34

Workplace for five years in a row, and one of the “100 Best Places to Work in Minnesota” by Minnesota Business magazine for four consecutive years. • When co-workers experience tragic circumstances such as illness, death in the family, or considerable financial burdens, the Loffler team rallies with donations, silent auctions, bake sales, cards, and whatever is appropriate to support and show their community spirit. This has also included care packages for deployed military employees.

Perry proTECH

Lima, OH www.perryprotech.com Year Founded: 1965 CEO: Barry Clark Number of Employees: 232 Primary Vendors: Konica Minolta, Muratec, RISO, KIP, Lexmark, Samsung, Sharp, Cisco, HP, VMware, EMC, Citrix, Microsoft, Emerson, Time Warner, Lifesize, Fortinet, Aerohive, ShoreTel Primary Solutions Offerings: Contentverse, OpenText, Alchemy, NSI AutoStore, Mi-Co, Artsyl, DocAlpha, VirtualWorks Primary Supplies Vendors: Ingram Micro, Tech Data, Synnex Primary Leasing Partners: GreatAmerica Approximate Yearly Revenues: $60-$65 million Fastest Growing Segments of Perry proTECH’s Business: Security (223.1%) Managed IT Services, (200.2%), MPS (142.6%) Biggest Accomplishment of the Past Year: The leadership team is focusing on the unique value of the dealership’s employee ownership and working on leaving the company better than when they originally took over. The first step was mapping out potential leaders and developing a succession plan. According to Jeff Boate, President, “As we work

www.enxmag.com | December 2015

towards future-scaping PERRY, the strategy team has already identified eight people in their early 30s with potential for grooming towards the 30-year strategy. A survey will be going out shortly to every employee to ask, ‘What does leadership mean to our organization’s development?’” The second step in this program will be a 360 degree review to ask hard questions such as what are Perry’s managers good at, what areas need improvement, how does Perry take its bench strength and position the company for future growth, and how does it align its corporate values with results values and remember that innovation happens at the periphery? Why We Consider Perry proTECH Elite: • The enhancement of its lead process to an automated nurturing program with a greater understanding of the importance of continued touch no matter the buying cycle. The program combines direct mail, e-mail, and calls to remind customers and prospects alike of the depth of the services offered. • Its Welcome Package program. Management team members have delivered nearly 200 packages in person to net new clients this year. This face-to-face meeting gives the client a chance to speak openly to a manager as they follow up on the first implementation. • The success of its physical security division, Digital C.O.P.S. This division brings a holistic solution that starts with documents and data, moves through the network, and is closed through the protection of life and property. • Industry recognition. In 2015, PERRY has been awarded CRN MSP Elite 150 dealer, MSP Mentor, Pro-Tech Dealer service, and BEI National Leader Platinum award. • Its Paid-Time-Off program encourages and allows employees to participate with area 501.c.3 non-profits.

We Saw It In ENX Magazine


Congratulations to our 2015 Elite Dealer Award Winners Samsung Electronics America would like to congratulate the Samsung Dealers winning this year’s 2015 Elite Dealer Award. Advance Business Systems

Cockeysville, MD

Impact Networking LLC

Waukegan, IL

Applied Imaging

Grand Rapids, MI

Marco, Inc

St. Cloud, MN

Barlop Business Systems

Miami, FL

Modern Office Methods

Cincinnati, OH

Cell Business Equipment

Irvine, CA

Offix LC

Gainesville, VA

Commonwealth Digital Office Solutions

Sterling, VA

Perry proTECH

Lima, OH

Copy Products

Springfield, MO

RJ Young Co

Nashville, TN

Corporate Business Systems

Madison, WI

Stratix Systems

Wyomissing, PA

Des Plaines Office Equipment

Elk Grove Village, IL

Usherwood Office Technology

Syracuse, NY

Document & Network Technologies, Inc

Fenton, MO

Vision Office Systems

Charlotte, NC

EO Johnson Business Technologies

Wausau, WI

Word Processing Services, Inc

Hagerstown, MD

ImageNet Consulting, LLC

Oklahoma City, OK

Yuma Office Equipment

Yuma, AZ

Imagine Solutions For Business, Inc

Portland, OR

To learn about joining the winning team of Samsung Authorized Dealers Call: 201-807-3194 Take a virtual tour today at samsung.com/b2bprinters

Š2015 Samsung Electronics America, Inc. All rights reserved. Samsung is a registered trademark of Samsung Electronics Co., Ltd. All products, logos and brand names are trademarks or registered trademarks of their respective companies. Screen images simulated.


2015

Elite Dealers: $50 - $100 Million

ELITE DEALERS

President/CEO Keith Allison with Systel’s sales professionals companywide at its new 125,000 sq. ft Distribution and Service Center in Fayetteville, NC.

Systel Business Equipment Co., Inc. Fayetteville, NC www.systeloa.com

Year Founded: 1981 CEO: Keith Allison Number of Employees: 257 Primary Vendors: Konica Minolta, Ricoh, HP, Lexmark Primary Solutions Offerings: DocRecord, PaperCut, Nuance AutoStore and Equitrac Primary Supplies Vendors: Konica Minolta, Ricoh, HP, Lexmark Primary Leasing Partners: DLL, U.S. Bank Approximate Yearly Revenues: $51 million Fastest Growing Segments of Systel’s Business: Local and federal government accounts. Being the only NC State Contract vendor that provides onsite service to all 100 NC counties has been a large reason for this growth. Biggest Accomplishment of the Past Year: Successfully launching a new sales compensation plan that has been in the development and testing phase for over two years. Why We Consider Systel Elite: • Its aforementioned new sales compensation plan. The plan is simple, but complex to the point of incentivizing reps for new business, picking up printer service, selling stocked primary manufacturer equipment, and more, with quarterly and annual bonuses for obtaining quota numbers. The new plan allows the regional vice

36

www.enxmag.com | December 2015

presidents to recruit better talent and retain producing sales reps. After tracking the plan for more than a year, sales have increased, turnover has decreased, and the company was able to purchase inventory based on what items reps are finding most profitable to sell. It has invested in various tools and technology such as GPS tracking as well as updated phone systems for monitoring and tracking wait times to ensure customer support and service staff upholds its published metrics of service and customer satisfaction. For the last five years, Systel has continued to earn a spot on the list of North Carolina’s Top 100 Private companies. Systel also recently earned a spot on the Inc. 500 | 5000 list for fast growing companies in the US. Besides earning the top service achievements from its manufacturer partners every year, Systel was recently named HP’s “Best in Class” for being an HP Managed Print Service Partner. Only 10 companies in the country received this award, Systel being the only company not specializing in only MPS. It continues to focus on improving employee benefits each year. One of the most anticipated benefits is Systel’s annual holiday event, which after overnight accommodations, dining, and prizes, equates to about a $350-$400 bonus/incentive for each attending employee and their guest. It’s a solid corporate citizen and continues to provide scholarship endowments to local colleges and universities for underprivileged students. It also has very discounted CPC programs and ongoing promotions in place for local non-profit companies.

Frank Grasso, CEO

TGI Office Automation Brooklyn, NY www.tgioa.com

Year Founded: 1964 CEO: Frank Grasso Number of Employees: 400 Primary Vendors: Toshiba, Lanier/Ricoh, Lexmark, KIP, Kyocera, RISO, HP, Franco Postalia, Pitney Bowes Primary Solutions Offerings: DocuWare, Square 9 (TGI Docs Pro), Drivve Print (TGI Mobile Print), Drivve/ eCopy ShareScan Elements (TGI Scan), PPDM/ Re-Rite (TGI Convert), ecoprintQ, PaperCut MF (TGI Control), EcoprintQ, PaperCut NG (TGI Track), FM Audit (TGI Monitor); Security Solutions - Device, Access, Document and End-of-Life; Green Solutions; Contango - Managed IT Services; Managed Backup and Disaster Recovery; FabSoft; LinkWare; GoFormz Primary Supplies Vendors: Supplies Network, LMI, Arlington, Image Star, Diversified Computer Supplies Primary Leasing Partners: DLL, CIT, GE, EverBank, Wells Fargo Approximate Yearly Revenues: $80 million Fastest Growing Segments of TGI’s Business: Major accounts. TGI has become the exclusive office equipment and solutions provider to many large organizations with locations nationwide. It has developed a customized VIP Account Program aimed at serving its regional and national client base. This program attracts large corporate and governmental organizations by offering customized solutions. Biggest Accomplishment of the Past Year: By adding three locations in the past year, TGI has grown to 10 locations, allowing it to serve a larger area in the Northeast.

We Saw It In ENX Magazine


ELITE DEALERS HAVE THE RIGHT STUFF

It takes hard work, expertise, and leadership to win an Elite Dealer award. That’s why EFITM is so proud of all our Elite Dealer award winners. Congratulations and many thanks to all. Visit efi.com © 2015 Electronics For Imaging, Inc. All rights reserved.


2015

Elite Dealers: $20 - $50 Million

ELITE DEALERS Why We Consider TGI Elite: • The way it brands the third-party solutions it sells as a TGI offering. • Its ability to successfully grow through acquisitions. The addition this past year of Tri-State Business Solutions and Century Business Solutions gave TGI the expanded ability to service customers throughout New York City and the surrounding areas. TGI currently has 10 locations in Brooklyn, NY; New York, NY; Melville, NY; West Caldwell, NJ; Woodbridge, NJ; Red Bank, NJ; Pennsauken, NJ; Shelton, CT; Boca Raton, FL; and Pompano Beach, FL. • It has installed Toshiba’s Virtuoso Digital Signage in its Brooklyn, NY, and West Caldwell, NJ, locations. This tool is an impactful solution designed to inform, educate, entertain, and influence by leveraging new content and existing media. • Its use of Click Dimensions, an e-mail marketing tool that ties in with TGI’s Microsoft Dynamics CRM so it can learn more about its prospects by seeing what interests them on its website and e-mails as well as easily capture valuable information through web forms, surveys, and more. • TGI’s leadership recognizes a large part of its success is due to the contributions of its employees who function as a team. The dealership also celebrates the contributions of its employees during Family Fun Days and other events throughout the year.

United Business Technologies (UBT) McLean, VA www.ubti.com

Year Founded: 1977 Owner/CEO: Armen Manoogian Number of Employees: 102 Primary Vendors: Canon, Océ, Toshiba, HP Primary Solutions Offerings: Uniflow, PaperCut, Equitrac, eCopy, Re-Rite, Drivve 38

Primary Supplies Vendors: Supplies Network Primary Leasing Partners: CIT, CFS Approximate Yearly Revenues: $60 million Fastest Growing Segments of UBT’s Business: Solutions sales. In 2013, UBT was the top Uniflow dealer in the nation and currently has one of the largest Uniflow customer bases of independent dealers. In addition, its Managed Services Division, the AR Group, has grown exponentially over the past three years. Biggest Accomplishment of the Past Year: Earning the business of one of the top ten law firms in Washington, DC, as a national account and implementing Uniflow software as a cost recovery solution, which is rare in such a large firm. Why We Consider UBT Elite: • Its unique to the industry, 12-month unconditional money back or exchange guarantee. This is recognized by UBT’s leasing partners as well as UBT customers. It allows any customer, whether they lease or purchase, to return their equipment for any reason up to $1 million, to be released from a lease if applicable, and also to be refunded any lease payments they’ve made or the full purchase price. • Its young, vibrant work culture. There is a family feel to the company. • It has done a terrific job of maximizing its market share within key vertical markets and now has 30 percent of the top 100 law firms in Washington, DC, as clients. • Its marketing strategy is focused on landing a large account within a specific vertical and then using that account as a reference and case study to add similar clients. • It hires only inexperienced sales reps and only promotes from within so UBT has a young sales staff as well as young sales management. This fosters an atmosphere of success when reps know that UBT won’t hire anyone from the outside and advancement is theirs for the taking as long as they prove themselves.

www.enxmag.com | December 2015

Elite Dealers: $20 - $50 Million

Access Systems

Waukee, IA www.accesssystems.com Year Founded: 1986 President/Owner: Shane Sloan Number of Employees: 130 Primary Vendors: Sharp, Ricoh, Konica Minolta, HP, Lexmark, Dell, Lenovo, Unifi, SonicWall, Avaya Primary Solutions Offerings: Microsoft, VMWare, Notable Solutions, PaperCut, Drivve, and Square 9 Primary Supplies Vendors: Sharp, Ricoh, Konica Minolta, HP, Lexmark Primary Leasing Partners: GreatAmerica, DLL Approximate Yearly Revenues: $32 million Fastest Growing Segments of Access Systems’ Business: IT Solutions and Services, Telecommunications, Print Solutions Biggest Accomplishment of the Past Year: Revenue growth of more than $10 million in 2015 Why We Consider Access Systems Elite: • Its astounding growth over the past year. • The dealership’s Print and Information Technology teams provide a comprehensive assessment early in the sales process to analyze the client’s current

We Saw It In ENX Magazine


Congratulations to Our 2015 Elite Dealer Award Winners! Your selection places you among the industry’s best, and underscores your outstanding dedication and leadership in the communities you serve. We are proud to have you represent the Sharp brand in your local markets. Cell Business Equipment Irvine, CA

Gordon Flesch Co. Madison, WI

Ohio Business Machines Holland, OH

Centric Business Systems Owing Mills, MD

ImageNet Consulting Vero Beach, FL

On Demand Houston, TX

Coordinated Business Systems Burnsville, MN

Imagine Technology Group Phoenix, AZ

Perry proTECH Lima, OH

Des Plaines Office Equipment Elk Grove Village, IL

Kelley Imaging Systems Kent, WA

Rhyme Portage, WI

Eakes Office Solutions Grand Island, NE

Marco, Inc. St. Cloud, MN

Stone’s Office Equipment Richmond, VA

FlexPrint Mesa, AZ

Northern Business Machines Burlington, MA

Word Processing Services, Inc. Part of Doing Better Business in PA

Fraser Advanced Imaging Systems West Reading, PA

Offix Gainesville, VA

Yuma Office Equipment Yuma, AZ

To learn more about Sharp’s award-winning products and exceptional dealer network, visit us at SIICA.SharpUSA.com © Copyright 2015 Sharp Electronics Corporation. All rights reserved.


2015

Elite Dealers: $20 - $50 Million

ELITE DEALERS configuration and discover the health and proficiency of its output strategy or network. This is a co-authored process between Access and the client and the foundation to the proposed solution – meeting their needs today and providing growth options that align with business goals. It is a hugely positive experience for the customer and has increased Access’ close ratio to 50-85 percent. • Employees are rewarded multiple times throughout the year for their hard work either through department outings to sporting events or trips to exotic locations for the President’s Club. • In September 2015 it was named by The Des Moines Register as one of the Top 100 Best Places to Work. • It has earned numerous awards from Sharp (Hyakuman Kai Dealer 20072014 and Hyakuman Kai Elite Dealer 2015) as well as Ricoh (Mid-Market Revenue Growth Award 2015).

Advance Business Systems Cockeysville, MD www.advancestuff.com

Year Founded: 1964 President: Jeff Elkin Number of Employees: 170 Primary Vendors: Ricoh, Savin, Canon, KIP, Kyocera, Samsung, Panasonic Primary Solutions Offerings: Treeno, DocuWare, eCopy, Lincware, MBM, PaperCut, Dell, EFi, Objectif Lune Primary Supplies Vendors: Savin, Ricoh, Canon Primary Leasing Partners: ABSSCO (Advance Business Systems & Supply Company) Approximate Yearly Revenues: $35-$40 million Fastest Growing Segments of Advance’s Business: Managed IT Services (200%), Mobile Print, and Document Management Tools Biggest Accomplishment of the Past Year: Finalizing the building plans for its new Network Operations Center (NOC), which 40

will function as a state-of-the-art command center for the dealership’s network services and Managed IT Services teams. Why We Consider Advance Business Systems Elite: • Its holistic marketing strategy aimed at increasing awareness among customers and prospects of all the offerings available, from the latest hardware technology to Managed IT Services. • Its thought leadership events that provide added value and education to customers and prospects. These include panel discussions featuring industry experts, new technology showcases, and workshops. • It was honored by Ricoh with a 20142015 Service Excellence Award in recognition of its technical and service operational efficiency. • To ensure its tradition of a positive work culture, recruitment and retention is a primary focus. All candidates go through a rigorous interview process to ensure a good fit and once on board, Advance is committed to developing each employee. • Its manufacturer certified on-site training center allows technical staff to train on site rather than scheduling time to travel to manufacturer training centers.

The CBE team celebrates the L.A. Clippers new logo with t-shirts in front of CBE’s headquarters

Cell Business Equipment (CBE) Irvine, CA www.kopiers.com

Samsung, FP Primary Solutions Offerings: Nuance, Equitrac, eCopy, Notable Solutions, Print Audit, Webiplex, DocuPeak, Laserfiche, Prism Software, UniFlow, PaperCut Primary Supplies Vendors: Clover, LMI, Imagestar Primary Leasing Partners: DLL, Wells Fargo, Canon Finance Approximate Yearly Revenues: $30+ million Fastest Growing Segments of CBE’s Business: Production equipment and government contracts have become its fastest area of growth as has MPS. Biggest Accomplishment of the Past Year: Hiring a production specialist, two seasoned mailing equipment reps, and effectively expanding its IT services has enabled CBE to maintain double digit machine population growth. Why We Consider Cell Business Equipment Elite: • Last year annual revenue averaged $272,000 per employee. Overall, the company increased its total revenue by $5 million with a net add of only three new employees. • CBE has successfully become a onestop solutions provider of front and back office business needs. In most cases, a client only has to provide CBE with an end desired resolution or the base problem. The CBE sales and/or integration staff is able to offer a labor-saving solution that will normally pay for itself in 6 to 12 months of usage. • CBE allows its sales staff to customize client enticements. Long-term clients know CBE has a history of offering special sales promotions that can be used at home or in the office. This can include gift cards, entertainment tickets, or a CBE-sponsored event of the client’s choice. CBE’s most popular client sales incentive is the CBE logoed Apple iWatch. • The rich mixture of socio-economical background, race, religion, ethnicity, age, culture, and country of birth among CBE’s employees.

Year Founded: 1992 Owner/President: Tarek Hafiz Number of Employees: 110 Primary Vendors: Sharp, Ricoh, Canon,

www.enxmag.com | December 2015

We Saw It In ENX Magazine


Growth. Innovation. Excellence. These are just a few of the qualities that can make an independent dealer stand apart from the rest.

U.S. Bank Equipment Finance is proud to congratulate the 2015 Elite Dealers.

usbank.com/oevs Member FDIC. Š2015 U.S. Bank. MMWR 78493 SF1505 (11/15)


2015

Elite Dealers: $20 - $50 Million

ELITE DEALERS • Five percent of all profits are donated back into the local community, including Angels on the Frontline, Arch of Southern California, Habitat for Humanity, Share for SELVES, Orange County Mission, and the Southern California chapter of Easter Seals. CBE also aggressively supports youth sports teams, community endeavors, local food banks, and donates equipment to non-profit organizations.

Centric Showroom

Centric Business Systems, Inc. Owings Mills, MD www.centricbiz.com

Year Founded: 1990 President/Owner: Rick Bastinelli Number of Employees: 200 Primary Vendors: Sharp, Ricoh, Kyocera, HP Primary Solutions Offerings: Nuance eCopy, AutoStore, and Equitrac, PaperCut, HotSpot; PPDM, Lantronix, RightFax, and Sharp AIP, Sharp Desk, and SmartSearch Primary Supplies Vendors: Ricoh, Sharp, West Point Primary Leasing Partners: DLL, U.S. Bank Approximate Yearly Revenues: $45-$50 million Fastest Growing Segments of Centric’s Business: When combining organic growth, new products and services, geographic expansion, and acquisitions, Centric has experienced a 37.6 percent increase in revenue over the past three years. Biggest Accomplishment of the Past Year: Its ability to maintain significant growth in all aspects of its dealership as well as finalizing its fourth acquisition. In addition, its geographic expansion as a result of the acquisition, allowing Centric to blanket the Mid-Atlantic region as a 42

sole source provider. Why We Consider Centric Business Systems Elite: • Its total rebranding project. Centric committed more than $250,000 to repositioning the dealership as the leading document management and workflow technology solutions company in the Mid-Atlantic region. Additionally, it wanted to reinforce, in a new and exciting way, the solutions-based approach and outstanding support offered to clients. As part of this process, it developed a new logo, new website, new collateral materials, and new advertising campaigns. • Its vertical market approach to developing net new business in the marketplace. Centric has recruited, hired, and trained members of its sales staff to become experts and focus on specific vertical markets. All their efforts are directed to prospecting, presenting, supporting, and building business relationships in their vertical assignments. Key areas of vertical market focus are health care, legal, religious, government, education, and production. • The Centric Help Desk located in its high-tech Call Center. This program allows all customers to receive immediate service and support. A Centric Help Desk technician can remotely access a customer’s network for real-time support sessions over the web (via WebEX). It also enables the company to view and remotely control a customer’s application to analyze and resolve issues. This latest service greatly reduces downtime for the customers. • A company culture based on commitment to customer satisfaction. Named the CustomerFIRST program, it consists of three major principles: responsiveness, communication, and ownership. This program has been very successful because Centric employees are motivated by them and they benefit customers with outstanding service. • Its “Quick View” Process within its MPS program. This process walks the customer through an eight-step, consultative approach to gather information and effectively present recommendations to maximize efficiency in a print environment.

www.enxmag.com | December 2015

Commonwealth Digital Office Solutions

Sterling, VA www.commonwealthdigital.com Year Founded: 1977 President: Michael Sarelson Number of Employees: 74 Primary Vendors: Konica Minolta Primary Solutions Offerings: Konica Minolta, Square 9, All Covered Primary Supplies Vendors: Konica Minolta Primary Leasing Partners: First Fidelity (Company Owned), DLL, EverBank Approximate Yearly Revenues: $20+ million Fastest Growing Segments of Commonwealth’s Business: Production Print (up 124%) Biggest Accomplishment of the Past Year: In July, Commonwealth was awarded a Top Workplace 2015 by the Washington Post. Why We Consider Commonwealth Digital Office Solutions Elite: • Its amazing success in selling Konica Minolta production print devices, including a commitment to two-hour service response time for these customer-critical devices. • Its quarterly Production Print Shows. • It openly and routinely reviews financial results with employees during quarterly corporate meetings so that everyone understands the extent of Commonwealth’s profitability and how it generates income. • After a minimal amount of profit is earned, profits are shared by tenure with employees, management excluded. • Its annual sales incentive cruise trips that also include administrative and service employees who have been with the company for more than 20 years.

We Saw It In ENX Magazine


ABC Office Equipment • Access Systems • Bay Copy • Business Copier Solutions • Consolidated Copier Services • Coordinated Business Systems • Copier Fax Business Technologies • Eakes Office Solutions • Edwards Business Machines/Virginia Business Systems • Fraser-AIS • Image Matters • Imagine Technology Group • Impact Networking LLC • Kelley Imaging Systems • Martin Group • Mid Ohio Strategic Technologies • OneDOC Managed Print Services LLC • Perry proTECH • Premium Digital Office Solutions • Prosource • SolutionOne • Southwest Copy Systems • Vision Office Systems Congratulations to the following Muratec dealers for achieving 2015 Elite Dealer status: ABC Office Equipment – Spokane Valley, WA Access Systems – Waukee, IA Bay Copy – Rockland, MA Business Copier Solutions – Poway, CA Consolidated Copier Services – McDonough, GA Coordinated Business Systems – Burnsville, MN Copier Fax Business Technologies – Buffalo, NY Eakes Office Solutions – Grand Islands, NE Edwards Business Machines/Virginia Business Systems – Bethlehem, PA Fraser-AIS – West Reading, PA Image Matters – Knoxville, TN Imagine Technology Group – Phoenix, AZ

Impact Networking LLC – Waukegan, IL Kelley Imaging Systems – Kent, WA Martin Group – Lake Geneva, WI Mid Ohio Strategic Technologies – Columbus, OH OneDOC Managed Print Services LLC – Oklahoma City, OK Perry proTECH – Lima, OH Premium Digital Office Solutions – Pine Brook, NJ Prosource – Cincinnati, OH SolutionOne – Omaha, NE Southwest Copy Systems – Albuquerque, NM Vision Office Systems – Charlotte, NC

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For more information on joining this elite group, please visit www.muratec.com or call 469-429-3377.

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Muratec America, Inc. 3301 East Plano Parkway • Suite 100 • Plano, Texas 75074 • www.muratec.com • 469.429.3300 ©2015 Muratec America, Inc. All rights reserved. P P O R T, S E C O

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2015

Elite Dealers: $20 - $50 Million

ELITE DEALERS

Document & Network Technologies, Inc. (DNT) Fenton, MO www.dntstl.com

Year Founded: 2000 President/Owner: Mike Golinvaux, Dave Wilson Number of Employees: 90 Primary Vendors: Toshiba, Konica Minolta, Lexmark, Dell, Microsoft, VMWare, Fortinet, HP Primary Solutions Offerings: Managed IT Services, Managed Print Services, Document Management, Production Services, Document Destruction, Digital Signage, Facilities Management Primary Supplies Vendors: United Stationers, Supplies Network, Ink Cycle Primary Leasing Partners: DLL, GE Capital, U.S. Bank Approximate Yearly Revenues: $20 million Fastest Growing Segments of DNT’s Business: IT Services, Facilities Management, Document Destruction Biggest Accomplishment of the Past Year: To provide a high-quality offering of Managed IT services to an expanding customer base, DNT needed to pursue additional internal resources and vendor partnerships. After an extensive vetting process, the company chose a Managed Services provider featuring a robust platform of products to serve as the foundation for a comprehensive customer offering. DNT also completed a vast personnel search, which culminated in hiring additional personnel with considerable IT experience. Once these pieces were in place, DNT then executed several large capital projects to upgrade its internal IT infrastructure. With all these components now integrated with DNT’s operations, the Managed IT Services division continues to grow with each passing month. Why We Consider DNT Elite: • Its aforementioned commitment to growing its Managed IT Services division. • Its ability to provide customers with assessments that detail holistic views of the customer’s current workflows 44

and cash outlay. DNT then collaboratively develops tailored, flexible solutions that make sense economically as well as logistically. • Its focus on re-engaging and leveraging social media as a tool, not just a digital/online presence. • Training and cross-team building is a priority at DNT as the company continues to successfully maintain relevance in the ever-changing needs of its industry. • It has cultivated an environment that supports, encourages, and provides mentorship for the personal and professional growth of every member of its team. Every morning, a daily motivational message is distributed to all employees.

Donnellon McCarthy Enterprises (An ABS Technology Company)

Cincinnati, OH www.donnellonmccarthy.com www.absproducts.com Year Founded: 1980 Owner/President: James W. Donnellon Number of Employees: 125 Primary Vendors: Toshiba, Ricoh/Savin, Sharp Primary Solutions Offerings: Toshiba (Re-Rite), ACDI, Equitrac, Intact, Smart Search, Ricoh Solutions, Toshiba (Drivve) Primary Supplies Vendors: Toshiba, Ricoh, Sharp Primary Leasing Partners: DLL, U.S. Bank, Wells Fargo, EverBank Approximate Yearly Revenues: $20+ million Fastest Growing Segments of Donnellon McCarthy’s Business: Color-enabled devices have seen significant growth over the past three years while software solutions, including tracking software, workflow, and document management have seen a steep double-digit growth. MPS is also growing.

www.enxmag.com | December 2015

Biggest Accomplishment of the Past Year: After merging its two operations, the dealership enjoyed a 20 percent yearover-year revenue increase. Why We Consider Donnellon McCarthy Enterprises Elite: • The successful merger of Donnellon McCarthy Enterprises, Inc. and ABS Business Products, which has resulted in an organization that now leverages each company’s best practices enabling ABS Business Products to handle large projects yet still remain competitively nimble enough to react quickly to its customers’ special needs and requests. • Its quarterly lottery sales promotion that includes a drawing for cash, laptops, electronic devices, weekend getaways, ballgames, and dinners to winning recipients. • It has developed a “War Chest” of funds that it strategically uses to target the replacement of competitive equipment. • It has been honored by U.S. Bank with a 2014 Elite Dollar Gold Award; by DLL with a 2012, 2013, 2014 Preferred Vendor Award; by Ricoh/Savin with a Top Percentage of Growth Elite Dealer Award, Northeast Region 2014-2015; and as a Toshiba ProMaster Service Award Winner for the past 10 years. • Its amazing success in driving software solutions sales.

We Saw It In ENX Magazine

Ray Fuentes, President, EBS


YOU’RE THE BEST IN THE BUSINESS,

AND WE APPLAUD YOUR EXCELLENCE

CONGRATULATIONS 2015 ELITE DEALER AWARD WINNERS

EverBank Commercial Finance, Inc. is a subsidiary of EverBank and is not itself a bank or a member of the FDIC. © 2014 EverBank. All rights reserved. 14ECF0171.01


2015

ELITE DEALERS

Elite Dealers: $20 - $50 Million

Edwards Business Systems, Inc. (EBS) & Virginia Business Systems, Inc. (VBS) Bethlehem, PA www.edwardsbusiness.com

Year Founded: 1954 President/Owners: James B. Edwards, Chairman of EBS and VBS; Raymond Fuentes, President of EBS; James Dotter, President of VBS Number of Employees: 172 Primary Vendors: Konica Minolta, Xerox, Ricoh, Muratec, Lexmark Primary Solutions Offerings: Square 9, Objectif Lune, Adobe Systems, Nuance Equitrac and AutoStore Primary Supplies Vendors: Supplies Network Approximate Yearly Revenues: $38 million Fastest Growing Segments of EBS’s & VBS’s Business: MPS, Solutions Software + Professional Services that accompany the software sale, and Production Print Biggest Accomplishment of the Past Year: Continued growth and profitability. Each year, EBS/VBS has grown its business. Why We Consider Edwards Business Systems and Virginia Business Systems Elite: • This year, it is celebrating its 60th year in business. The EBS/VBS leadership has always valued the family approach to building careers and opportunities for its employees. Jim Edwards, Chairman of EBS and VBS has made sure the year has been full of surprises and celebrations for the employees and also for its clients. • It grew 10 percent over the past year. • EBS and VBS are committed to making the communities in which it operates successful, vibrant, and caring. Each office undertakes different initiatives to fulfill this mission. Some of the endeavors are sponsorships, underwriting, and participating in events in the community. Employees also volunteer at various events and for charitable causes. Additionally, it has sponsored the VCU Massey Cancer Center Concert; the EBS Annual Derby Day event, which benefits the Boy Scouts of America camping program; 46

Historic Bethlehem’s Rooms to View House Tour; and PBS Ch. 39’s new building, among many other events and charitable campaigns. • EBS/VBS staff is divided into three core groups – service/implementation, administration, and sales/marketing – all of which work together as a team to move the business of its clients forward. The focus is on selling process improvement, security and compliance, cost of ownership, and sustainability. Once it determines what processes need to be improved, it crafts a solution. • In September, Edwards Business Systems was named an official approved partner in the Xerox Authorized Dealer Program, joining Virginia Business Systems in the handling of Xerox products and services. Within the first year of being a Xerox Dealer, Virginia Business Systems was presented the Dealer of the Year Award at Xerox’s 2014 Channel Partner of the Year Awards. EBS has also won the 2015 Pro-Tech Service Award from Konica Minolta for the 10th consecutive year.

Roger King, President/COO and Mary Jo Johnson, CEO/Owner of EO Johnson Business Technologies

EO Johnson Business Technologies Wausau, WI www.eojohnson.com

Year Founded: 1957 CEO/President: Mary Jo Johnson, Owner/CEO; Roger King, President/ COO Number of Employees: 260 Primary Vendors: Canon, Destroy It, Duplo, Fortinet, HP, Kodak, Lanier, Océ,

www.enxmag.com | December 2015

Ricoh, RISO, PHSI, PSI, Samsung, Standard, Toshiba Primary Solutions Offerings: eCopy, EFI, Fabsoft, Fusion Pro, MBM, MSI, Nuance, Objectif Lune, Paper Cut, Print Fleet, PSigen, RF IDeas, Square 9 Primary Supplies Vendors: Canon, Lanier, Océ, Ricoh, RISO, Samsung, Toshiba, LMI Primary Leasing Partners: GreatAmerica, Gordon Flesch Approximate Yearly Revenues: $45-$50 million Fastest Growing Segments of EO Johnson’s Business: Managed IT Services has increased sales by more than 20 percent each year since 2012 (when the company advanced its presence in this space through an acquisition); Production Printing has consistently grown 25-30 percent every year since 2007; EO Johnson Business Technologies software solutions business has averaged 24 percent growth in the last three years; service business increased 7 percent in 2014. Biggest Accomplishment of the Past Year: “100% sold,” which has been a major focus and accomplishment for EO Johnson in 2014. This means deepening the relationships the dealership has with its current customers by introducing and providing additional products and services. Deepening the relationship and attaining this achievement was accomplished through sales representatives making focused efforts to talk to customers about product offerings (employing a very successful marketing tool they call the Product Wheel) and then generating sales leads for the product specialists. The result was a record number (631) of “sold” leads by sales representatives in 2014. Also, special efforts to get service technicians to turn in sales leads produced results. A contest in the second half of the year contributed to “sold” leads by service technicians that totaled $1.5 million. During the contest period, leads increased by 50 percent. Why We Consider EO Johnson Elite: • It is a forward thinking and innovative dealership that has consistently been at the front end of taking new products/services to market and meeting customer needs. • Its marketing tool Product Wheel,

We Saw It In ENX Magazine


2015

Elite Dealers: $20 - $50 Million

ELITE DEALERS which was designed to support the company’s strategic sales goal of 100% sold. This tool provides a talk track where sales representatives can confidently introduce each of EO Johnson’s product offerings and raise “pain point” questions that uncover lead opportunities. • The acquisition of a back file scanning business established EO Johnson as a credible service provider in this arena. • The longevity of EO Johnson Business Technologies employees. Customers work with the same people year after year and get to know them, which helps build long-term relationships. • Ownership and management’s appreciation of its employees, treating them as the most important part of its culture. Owner Mary Jo Johnson states, “We hire good people with the right qualifications, provide training, and then get out of the way and let them become leaders in their position. Regardless of what place in our company, employees own their position, and each and every one of them make a difference in our business to both our customers and their co-workers.”

Bill Fraser, owner of Fraser Advanced Imaging Systems with Melissa Confalone, general sales manager.

Fraser Advanced Information Systems (Fraser AIS) West Reading, PA www.fraser-ais.com

Year Founded: 1971 President/Owner: Bill Fraser Number of Employees: 150+ Primary Vendors: Sharp, Canon, Muratec, HP, 3D Systems Primary Solutions Offerings: Axcient, Intact, Océ Prisma, N-Able, ConnectWise, VMWare, MaaS360, Equitrac, PaperCut, Kodak Capture 48

Pro, ScanShare, PrintFleet, PDF Pro, Sharpdesk Mobile, SharePlus, Fingerprint, Sharp OSA Primary Supplies Vendors: Sharp, Canon, West Point Products, Muratec, HP Primary Leasing Partners: Wells Fargo, U.S. Bank, DLL Approximate Yearly Revenues: $33+ million Fastest Growing Segments of Fraser’s Business: Managed Network Services Biggest Accomplishment of the Past Year: Fraser’s 3D Printing Pavilion at INTERPHEX 2015 in New York City, one of the premier global pharmaceutical and biotechnology events in the world with more than 12,000 professionals in attendance. Fraser set up and staffed a 50’ x 60’ first-of-its kind 3D Printing Pavilion at the trade show and provided 12 industry leading experts to introduce attendees to 3D printing equipment, materials, and applications. Why We Consider Fraser Elite: • Its Global Support Center that allows Fraser to provide customers with some of the highest quality support in the industry. • Its willingness to evolve the business into new segments such as IT and Managed Services, including disaster recovery and backup solutions as well as 3D printing. • Its annual customer appreciation and networking events, which are often co-sponsored by Fraser’s vendors. These events represent a great opportunity for Fraser staff to enjoy more face time with customers who use its products every day, but more importantly the events are critical for building personal and professional relationships. • Its emphasis on promoting the internal growth of its employees. No matter what department or position, the first 90 days at Fraser has each new employee following the same process. Once employees are established in their role, Fraser helps employees

www.enxmag.com | December 2015

develop a career path that allows them to meet with their supervisors and the dealership’s HR manager to set goals for where they would like to go within the company and action plans to help them reach their goal. • Each year Fraser budgets dollars from revenue toward the Educational Improvement Tax Credit Program. Through these significant donations, Fraser handpicks educational institutions to support within the community.

Frank Cucco, President

Impact Networking Waukegan, IL www.impactmybiz.com

Year Founded: 1999 President/CEO: Frank Cucco Number of Employees: 220 Primary Vendors: Konica Minolta, Kyocera, Muratec, KIP America, Bowe Bell & Howell Primary Solutions Offerings: DocuWare, Objectif Lune, Nuance, Smart Search, PaperCut, Darwin VDP Software, Planet Press Suite, Printshop Mail, ViaWorks, Square 9, Kofax Primary Supplies Vendors: Kyocera, Konica Minolta Primary Leasing Partners: GE Capital, Key Leasing, EverBank Approximate Yearly Revenues: $45-$50 million Fastest Growing Segments of Impact Networking’s Business: MPS (80% year over year growth), Managed IT (Projected 72% year over year growth) Biggest Accomplishment of the Past Year: The acquisition of Northshore Business Technology, a Konica Minolta dealership headquartered in Kenosha, WI. The Northshore acquisition adds

We Saw It In ENX Magazine


Congratulations to the 2015 Elite Dealers! Innovolt wishes you continued success and appreciates your partnership.

404.467.6368

www.innovolt.com

49 sales@innovolt.com


2015

Elite Dealers: $20 - $50 Million

ELITE DEALERS about $5 million of annual revenue for Impact, and three additional branches located in Kenosha, WI, Rockford, IL and Peru, IL. These additions bring Impact’s branch total to 11 locations. Why We Consider Impact Networking Elite: • Its successful transition into a ‘one source’ company, offering services from business automation to marketing, to web development as well as its ambitious plan to grow Managed IT Services so that it’s overall business is at $100 million by 2017, with $5 million organic growth and $15 million of small IT business acquisitions by the end of 2015. • Its employee perks and recognition programs that provides employees with incentives to strive while encouraging them to challenge and outperform themselves. The primary company-wide incentive is based on its All Company Revenue Goal. If Impact surpasses this goal, the entire company travels to a certain location for an all expenses paid vacation. In addition, during Quarterly Meetings gift cards are handed out to employees who have been exceptionally outstanding and have received compliments from clients and other coworkers. • All of its entrepreneurial-minded employees receive ongoing training when hired so they can make important decisions on the spot. This has lead to multiple certifications, honors and awards that Impact has received from its partners, such as Konica Minolta’s Technician of the Month. • Its sustainable technology venture. After a successful trial run at one of its previous technology showcases, Impact has partnered with Tesla Motors for select Fall Technology Showcases at each of its branches. Impact’s Technology Showcases will showcase not only its solutions and technology, but also a select amount of Tesla vehicles for clients to test drive. • Impact has been involved with Letters to Santa since 2005, and eventually ‘adopted’ an entire school in 2009. This charity uses deductions from voluntary employees in order to support Impact’s adopted Chicago

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Public School, Pickard Elementary, during the holiday season. During a three-month span, select employees use the contributions in order to buy a personalized ‘want’ and ‘need’ gift for each student and wrapping paper. After holding a wrapping party to organize each student’s gifts, employees volunteer to dress up as Santa and his elves to hand them out at the school, where there will also be an annual pizza party.

Aric Manion, President

Kelley Imaging Systems Kent, WA www.kelleyimaging.com

Year Founded: 1974 President/Owner: Aric Manion Number of Employees: 85 Primary Vendors: Toshiba, Pitney Bowes, Sharp, Lexmark, Muratec, Formax, Kyocera Primary Solutions Offerings: DocuWare, Square 9, Re-Rite, PaperCut, Adobe Lean Print, Satori, Flex Systems Primary Supplies Vendors: Toshiba, Supplies Network Primary Leasing Partners: Great America, U.S. Bank, EverBank Approximate Yearly Revenues: $20-$25 million Fastest Growing Segments of Kelley Imaging Systems’ Business: Managed Print Services, Managed Network Services, Major Account Sales, Mailing Equipment and Solutions Biggest Accomplishment of the Past Year: Increasing equipment and solutions revenues with a smaller sales force than the previous year. Focusing on training and working with customers for their

www.enxmag.com | December 2015

benefit resulted in higher revenue per rep than at any time in Kelley history. Why We Consider Kelley Imaging Systems Elite: • It has implemented an in-house customer service team that provides a hands-on approach to customer service. Their objective is to measure customer satisfaction through quarterly, semi-annual, and annual reviews, allowing Kelley to proactively address any concerns before they result in an unhappy customer. • It has invested in its sales force to standardize the sales process, providing formal persuasive sales skills training to all sales personnel. • Its Customer Communication Strategy (CCS). Defining and working with customers on their CCS has resulted in many companies understanding that print is a part of an overall solution, not a standalone solution. As part of an overall strategy, it makes more sense to see how their print strategy fits in with the overall communication spectrum, and the result is a consistent message to the customer base, lower overall print and distribution costs, and more engaged customers. More importantly, this also allows clients to more easily measure their customer engagements to see what is working. • Since becoming an authorized Pitney Bowes dealership, Kelley has started offering other solutions in document distribution. • It was named one of Washington’s Top Corporate Philanthropists for 20142015. The program honors 75 companies that make the expanded Corporate Philanthropist lists based on cash giving to charities.

We Saw It In ENX Magazine


2015

ELITE DEALERS

Modern Office Methods (MOM)

Elite Dealers: $20 - $50 Million

Cincinnati, OH www.momnet.com

Year Founded: 1957 President/Owner: Kevin McCarthy Number of Employees: 192 Primary Vendors: Canon, Lanier/Ricoh, Samsung, HP Primary Solutions Offerings: MPS, Document Management, Mobile Workforce & Cloud Printing, Production Print Environment Solutions, Document Capture Solutions, Cost Recovery & Security Software, and Electronic Form Solutions Primary Supplies Vendors: Supplies Network, LMI Primary Leasing Partners: U.S. Bank, Wells Fargo, DLL Approximate Yearly Revenues: $40+ million Fastest Growing Segments of MOM’s Business: Document Solutions, Production Print, MOM’s FleetCare™ MPS program (growing between 110-145%) Biggest Accomplishment of the Past Year: In 2014, MOM was awarded the 2014 Corporate Community Service Award at the Blue Ash Awards. Most recently, at the beginning of 2015, MOM was awarded the Pillar Award for Community Service from Medical Mutual, and Kevin McCarthy was awarded the CEO Leadership Award. Why We Consider MOM Elite: • Its ability to manage accounts and provide clients with a document strategy. MOM reps follow a four-step process when they become engaged with a new prospect. The four key words that are associated with this consultative process are “Clarify, Simplify, Implement, Review.” • Its Jump START Your Nonprofit program, which is not only MOM’s largest yearly marketing campaign, but its largest community involvement program. Jump START is a contest in which area nonprofits in Cincinnati, Columbus, and Dayton, OH apply for a chance to win one of three office technology makeovers worth up to $10,000. • Its client events that help educate clients that MOM is more than just a company that sells office equipment, but that it’s a company that can manage every aspect 52

of their document lifecycle. • Its focus on social media, which has been a part of MOM’s marketing and branding effort since early 2008 when it joined Facebook. During the past seven years the dealership has added Twitter, LinkedIn, YouTube, Google+, Pinterest, and a company blog on Blogger to its efforts. • Its work culture. MOM is a great place to work because of its family-owned feel and sense of camaraderie among all its employees. MOM has developed this culture through years of Casual/ Fun Fridays, Carnival Days, community involvement projects, corporate days at Kings Island or Reds games, and close out cookouts.

Nauticon Imaging Systems Gaithersburg, MD www.nauticon.com

Year Founded: 1997 Owners: Tom Cunningham & Gary Scokel Number of Employees: 110 Primary Vendors: Toshiba, Lexmark, KIP, HP, Dell Primary Solutions Offerings: Square 9, PaperCut, Drivve Primary Supplies Vendors: LMI, Toshiba Primary Leasing Partners: DLL, U.S. Bank, EverBank Approximate Yearly Revenues: $20-$25 million Fastest Growing Segments of Nauticon’s Business: MNS continues to grow year over year. Biggest Accomplishment of the Past Year: A $240K sale to a government agency. Why We Consider Nauticon Imaging Systems Elite:

www.enxmag.com | December 2015

• With an average employee tenure of over 10 years, Nauticon’s customers experience outstanding service from its professional sales staff, factory trained technicians, and support staff. Plus owners are involved in the day-to-day operations and insist on a live friendly voice answering all incoming calls. • Its successful Managed Network Services offerings, including Help Desk, hosted e-mail/file-sharing, BDR (backup + disaster recovery), unified threat management, as well as managed antivirus and automated patching/update service, which is selected by nearly all clients. • Its Door Hanger Program. The main idea behind the program is to deliver Nauticon’s message to either a decision maker or influencer who has a key to the business. The most effective times for distribution are prior to opening or after they have left for the day. Door hangers have proven to be an effective way to reach the people who have the ability to say yes. Of the last 10 calls one rep received from this program, eight were from door hangers placed after hours. • It is actively involved in social media, including Tweeting often and proactively searching for followers who would directly benefit from Nauticon’s services. Twitter has resulted in more web views while keeping Nauticon’s name in front of the local business community • The open door policy between the owners and staff creates a sense of employee ownership.

The executive team of Northern Business Machines: (L-R) John Pietragallo, Director of Service; Laura Bray, Vice President; Vern Hydorn, Vice President of Sales; and William Tracia, President.

Northern Business Machines (NBM) Burlington, MA www.nbminc.com

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2015

Elite Dealers: $20 - $50 Million

ELITE DEALERS Year Founded: 1985 Owner/President: William Tracia Number of Employees: 75 Primary Vendors: Sharp, Konica Minolta, HP, OKI, KIP, FP Mailing, Dell Primary Solutions Offerings: Infodynamics, Equitrac, FM Audit, LabTech, PaperCut Primary Supplies Vendors: Katun, Densi, Synnex Primary Leasing Partners: CIT, GreatAmerica Approximate Yearly Revenues: $21+ million Fastest Growing Segments of NBM’s Business: Mailing Solutions, Managed IT (up 150% year over year), MPS Biggest Accomplishment of the Past Year: Celebrating its 30th year in business under the same ownership. Why We Consider Northern Business Machines Elite: • In a market dominated by direct branches, NBM has found it can successfully compete and differentiate itself by targeting SMBs and leveraging its ability to provide better service than the direct branches. • It successfully added a new product line, mailing equipment, in early 2015. • The 18th Annual NBM Open Golf Tournament in May, which clients describe as “the finest event of its kind that they attend all year.” • It has been recognized by Sharp as a Hyakuman Kai Elite Dealer, is a Sharp Platinum Service Dealer, and has earned a Pro-Tech service award from Konica Minolta. • Individual employee accomplishments are routinely noticed and rewarded. NBM recognizes a salesperson of the month, technician of the month, and administrative employee of the month. The salesperson gets a commission bonus while the technician and administrative employee can either choose a cash bonus or an extra paid personal day.

Stay Connected Stay Informed.

ange

hange 54

• Brad Cates, President

Prosource

Cincinnati, OH www.totalprosource.com Year Founded: 1985 President/CEO: Brad Cates/Owner: Ben Russert Number of Employees: 250 Primary Vendors: Konica Minolta, Lexmark Primary Solutions Offerings: Hyland, Equitrac, OpenText, Kofax, Nuance AutoStore Primary Supplies Vendors: Supplies Network, Densi, Pinnacle, LMI, Katun, Carolina Wholesale Primary Leasing Partners: U.S. Bank, GE Capital, DLL Approximate Yearly Revenues: $40-$50 million Fastest Growing Segments of Prosource’s Business: Since the beginning of 2015, Prosource has experienced 32 percent growth in office equipment, 47 percent growth in document automation, and 92 percent growth in technology solutions, contributing to an overall company growth of 25 percent. Biggest Accomplishment of the Past Year: Winning three major local and national awards, including imageSource Dealer of the Year, Award of Excellence from Konica Minolta, and a Finalist for the Cincinnati Business Courier’s Best Places to Work Award. Why We Consider Prosource Elite: • Its aggressive acquisition strategy, encompassing other dealerships as well as the 2013 acquisition of an IT solutions

www.enxmag.com | December 2015

company that expanded Prosource’s portfolio to providing information technology services to customers. The revamping of its Managed Services offerings and the 2014 launch of CompleteIT, an individually tailored technology approach that fits any business strategy. This comprehensive offering gives customers access to resources that help their businesses excel. Its “You Know the Companies We Keep” marketing campaign for driving sales in Louisville and Lexington. This campaign included a flyer, direct mail postcard, a series of e-mails, and telemarketing. The campaign also included an aggressive 25 percent cost reduction guarantee – if Prosource cannot reduce print costs by 25 percent it will write that business a check for the cost difference. Its commitment to being recognized as the best place to work in the Midwest, which includes a comprehensive and strategic “Flight Plan” with actionable steps to achieve this objective by 2017. Its commitment to providing the best on-boarding experience possible. All team members, regardless of role, attend training sessions that teach Prosource history, mission, values, and culture. Tailored training that is specific to each role within the company is also provided, ensuring that everyone receives the appropriate training needed to be successful.

Jack Stargel, President

Stargel Office Solutions Houston, TX www.stargel.com

Year Founded: 1987 President/Owner: Jack Stargel Number of Employees: 96 Primary Vendors: Toshiba, Lexmark,

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2015

Elite Dealers: $20 - $50 Million

ELITE DEALERS HP, Océ, KIP Primary Solutions Offerings: DocuWare, PaperCut, Fasoo, eCopy Primary Supplies Vendors: Supplies Network, Katun, Synnex Primary Leasing Partners: Toshiba, GreatAmerica, U.S. Bank Approximate Yearly Revenues: $25 million Fastest Growing Segments of Stargel’s Business: Managed Services, a division that incorporates Managed Network Services, MPS, and software. The total growth year over year has been about 22 percent, with Managed Network Services being the leader with around 35 percent growth year over year. Biggest Accomplishment of the Past Year: Implementation of top-down strategy meetings where every employee has been empowered to have a voice. Each department has small meetings one to two times per month for 30-45 minutes where all employees participate with new ideas and problem solving. The goal of these new meetings is to reduce employee turnover and foster more productive employees. Why We Consider Stargel Office Solutions Elite: • The growth of its Managed Services division. • Its three-hour service guarantee that guarantees a service tech onsite within three hours or 100 percent of the client’s service bill is free. • To foster a great work environment, Stargel runs a quarterly contest and schedules fun activities throughout the year such as crawfish boils, bowling tournaments, quarterly breakfasts, and baseball games. • It’s a solid community citizen, supporting organizations like Texas Children’s Hospital Ambassador Club, Texas Children’s Bad Pants Open Sponsor, and Boys and Girls Club of Houston. • It has been recognized with numerous awards over the years from its vendors and business partners, including Toshiba, DocuWare, and GreatAmerica.

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Usherwood Office Technology Syracuse, NY www.usherwood.com

Left to right: Jonathan Cohen, Senior Account Executive and Michael Cohen, President.

United Imaging

Woodland Hills, CA www.unitedimaging.com Year Founded: 1986 President: Michael Cohen Number of Employees: 65 Primary Vendors: Toshiba, HP Primary Solutions Offerings: PaperCut, Square 9 Primary Supplies Vendors: Toshiba, HP, MSE Primary Leasing Partners: CIT, Leaf, U.S. Bank, GE Capital Approximate Yearly Revenues: $25+ million Fastest Growing Segments of United Imaging’s Business: Overall sales revenues have increased by eight percent within the last six months. Biggest Accomplishment of the Past Year: Implementation of its IT Services group. Why We Consider United Imaging Elite: • It continues to closely collaborate with clients via frequent face-to-face visits, ensuring that it is more of a business partner than vendor. • It has successfully positioned itself as a one-stop shop to fulfill all office needs while eliminating the need for clients to use multiple vendors. • In the past year it has successfully rolled out a new IT Services group. • It regularly donates equipment and services to area charitable organizations. • It has earned the Toshiba ProMasters’ Award.

www.enxmag.com | December 2015

Year Founded: 1976 President/Owner: Louis Usherwood Number of Employees: 114 Primary Vendors: Canon, Samsung, HP, Lexmark, FP Primary Solutions Offerings: Managed IT Services, Pharos, Uniflow, PaperCut, Square 9, Microsoft Exchange Server Primary Supplies Vendors: Canon, Samsung, HP, Lexmark Primary Leasing Partners: U.S. Bank Approximate Yearly Revenues: $23 million Fastest Growing Segments of Usherwood’s Business: Managed IT Services and Facilities Management Biggest Accomplishment of the Past Year: Renewing and upgrading one of its Facilities Management contracts for another six years. This partnership validated Usherwood’s business model and it remains the only provider with which the client has ever renewed. Why We Consider Usherwood Office Technology Elite: • Its objective of tripling Managed IT Services revenues by 2020 as well as adding a new Facilities Management client every year for the next five years, generating $25 million in revenue. • By incorporating multiple service solutions into what it refers to as its Odyssey Global suite, Usherwood is well positioned to support its Managed IT Services and Print Management clients in all of their service needs. • It was voted “One of the Best Places to Work in Central New York” for the last two years. This award is based on employee submissions and reflects its positive work environment. • It has received the Canon Top Dealer Award, U.S. Bank Platinum Award, and the Canon Lasting Impressions Dealer Award. • It successfully fosters a family-oriented work culture where employees are loyal to the company and to each other. Aside from having a positive energy in its work

We Saw It In ENX Magazine


North America’s Largest Distributor

At ACDI, we believe in partnerships. When two companies, with their own strengths and value, work together towards a common goal the results can be amazing. When you are successful we are successful, and we appreciate you letting us be a part of your success. To all of our partners that have been recognized this year as an Elite Dealer, we would like to take this opportunity to say…

CONGRATULATIONS & THANK YOU! SERVING THE DEALER CHANNEL SINCE 1994 At ACDI, we are constantly focused on supplying our dealers with the industry leading print management software, PaperCut®. Add to that, affordable and reliable hardware and outstanding professional support services. It’s what makes ACDI the complete PaperCut® solutions provider to the dealer channel.

acd-inc.com | 800.990.2234


2015

ELITE DEALERS

Elite Dealers: $10 - $20 Million

place, management encourages team building experiences outside of work such as bowling, participating in community 5Ks, and playing in volleyball summer leagues.

Left to Right: Glenn Elbin, VP of Service; Debra Dellaposta, President& Chief Executive Officer; Joseph Berrigan, VP of Sales and Marketing; Joseph Dellaposta, Chief Operating Officer; Andrew Aveni, Chief Technology Officer; Beth Elbin, Chief Financial Officer; and Shawn Madden, VP and General Manager Pittsburgh

Word Processing Services, Inc. Hagerstown, MD www.wpssolutions.com

Year Founded: 1973 President: Debra Dellaposta/COO: Joseph Dellaposta Number of Employees: 95 Primary Vendors: Savin, Sharp, Lexmark, 3D Systems Primary Solutions Offerings: Netsurance Managed IT Services, Content Central, Ademero Primary Supplies Vendors: Ricoh, Sharp, Lexmark, 3D Systems Primary Leasing Partners: GreatAmerica, DLL, EverBank Approximate Yearly Revenues: $20 million Fastest Growing Segments of WPS’s Business: MPS and Major Accounts as well as its MNS portfolio, which has achieved double-digit growth for the past three years. Biggest Accomplishment of the Past Year: This past year WPS launched an internal campaign focusing on individual achievement and accountability within the family business. Each of its 95 employees are part of the WPS family and regardless of position, location, or role, everyone is considered equally

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important and are an integral component to the success of the business. Its “Raise the Sails, It’s Your Ship” campaign has allowed the dealership to organically grow by more than 7 percent this year while increasing hardware margins by 13 percent, aftermarket margins by 6 percent, reducing operating expenses by 6 percent, and resulting in a net profit margin increase of 135 percent. Why We Consider WPS Elite: • Its MITS (Managed IT Services) program, which includes a Virtual CIO, real-time and fully managed remote diagnostics, a fully staffed help desk, proactive planning, and on-site support, enables customers to have a full IT department working for their business while only incurring a fraction of the cost. • A focus on Business Process Optimization. By taking the time to really learn its customers, their people, and the way they are currently conducting business, WPS is able to help them remove bottlenecks and unnecessary redundancies. Then it applies technology to further enhance efficiencies and quality. • An internal campaign focusing on individual achievement and accountability within the family business. Each of WPS’ 95 employees are part of the WPS family and regardless of position, location, or role, all are equally important and are an integral component to the success of the business. • Its “Raise the Sails, It’s Your Ship” campaign. • Its annual President’s Club trip where all employees are eligible (not just sales) along with an annual bonus for all employees based on WPS’ Key Performance Indicators.

www.enxmag.com | December 2015

Elite Dealers: $10 - $20 Million

Advanced Imaging Solutions (AIS) North Las Vegas, NV www.ais-now.com

Year Founded: 2001 President/Owner: Gary Harouff Number of Employees: 72 Primary Vendors: Kyocera, Konica Minolta, Savin Primary Solutions Offerings: DocuWare, Intellinetics, PaperCut, HyPAS, Drivve, ViaWorks, ShoreTel, PrintFleet Primary Supplies Vendors: Kyocera, Konica Minolta, Savin Primary Leasing Partners: GreatAmerica, GE Capital Approximate Yearly Revenues: $18 million Fastest Growing Segments of AIS’s Business: Managed IT Services, Unified Communications (VoIP), and 3D printing. AIS’s transition to an IT Services company has yielded 20-30 percent growth over the past two years and is on target for 40 percent growth this year. Biggest Accomplishment of the Past Year: Introducing Unified Communications (phones) and a 3D Print-For-Pay program, as well as adding two new locations in San Diego and Orange County. Why We Consider AIS Elite: • Combined average response time for all five AIS locations is 1.1 hours with 35 percent of calls completed in less than one hour and 73 percent of calls completed in less than two hours. • Its service technicians average over 58+ certifications from the OEMs, carry two to three times the average parts in their vehicles, and $4.3 million in supplies and parts at all times. • It has implemented a program to identify anomalies in billing and flags

We Saw It In ENX Magazine


2015

Elite Dealers: $10 - $20 Million

ELITE DEALERS them before going out to the customer. This has enabled AIS to have 97.8 percent invoice accuracy. • It has been named a Kyocera Premier Dealer for more than 10 years and was named one of Inc. magazine’s Top 5,000 Fastest Growing Companies. • It gives all of its employees three days VTO (Volunteer Time Off), a total of 1,632 hours, to give to a cause or their communities.

Left to Right: Ken Copeland, President and Owner, Scott Wiggins, Executive Vice President

ASI Business Solutions Dallas, TX www.asibiz.com

Year Founded: 1989 President/Owner: Ken Copeland Number of Employees: 64 Primary Vendors: Lanier (Ricoh), Lexmark, Kyocera, HP, FP Mailing Solutions, Formax, MBM Primary Solutions Offerings: Document Management, Managed Services Primary Supplies Vendors: Lanier (Ricoh), Supplies Network Primary Leasing Partners: GreatAmerica, US Bank Approximate Yearly Revenues: $13-$15 million Fastest Growing Segments of ASI’s Business: MPS and Managed Network Services Biggest Accomplishment of the Past Year: The opening of a second location in Fort Worth, TX. Why We Consider ASI Business Solutions Elite: • The way it differentiates itself via its culture. ASI embraces the 212° SERVICE philosophy that promotes 10 Rules for Creating a Service Culture both externally and internally. • The ASI Business Technology Review, 60

Century Business Products an insightful and revealing tool for fleet management. Timely adjustments are made based on facts and statistics by reviewing fleet usage, performance metrics, and relevant costs in a user-friendly format. Completion of the resulting action items ensure original objectives are met and future goals are on the right track. • TRACTION, an Entrepreneurial Operating System (EOS) that is holistic, self-sustaining, and addresses the six aspects of ASI’s business. With the use of the VTO (Vision Traction Organizer), leadership is able to communicate to the organization the dealership’s core values, core focus, revenue targets, marketing strategies, rocks (goals), and issues. • The ASI FREEDOM Program, a new spirit and commitment behind its approach to earning a new customer’s trust and confidence. The FREEDOM Program was developed for “First Time ASI Customers” to assist in the important decision process when considering a new technology partner. ASI is committed to providing the customer with the latest and best technology, service, and support, so much so that it is willing to offer them the FREEDOM to cancel their contract obligation after six months. • The ASI Business Development Executive (BDE) Program, which represents a team of marketing professionals that data mine important market information to equip ASI’s field sales managers with the appropriate landscape of the opportunity. This team generates over 10,000 outbound calls per month, which result in approximately 75 new customer opportunities per month.

Century Business Products’ three owners (left to right), Aaron Gerdes, Brett Gildemaster, and Kevin Jergenson.

www.enxmag.com | December 2015

Sioux Falls, SD www.cbpinc.biz

Year Founded: 1984 Owners: Aaron Gerdes, Brett Gildemaster, Kevin Jergenson Number of Employees: 50+ Primary Vendors: Kyocera Primary Solutions Offerings: Square 9, InfoRouter Primary Supplies Vendors: LMI, Supplies Network Primary Leasing Partners: GE Capital, CBL Approximate Yearly Revenues: $15 million Fastest Growing Segments of Century’s Business: MPS via Kyocera’s Total Document Solution analytics with 10-15 percent year-over-year growth. Biggest Accomplishment of the Past Year: The development of its management team to support growth and diversification of its product offerings to include hardware, software, and network services. Why We Consider Century Business Products Elite: • Its monthly e-mail marketing and educational pieces, which integrate pop ups for customers in its region searching for hardware or software related to the document imaging industry. • It offers clients exact billing with automated fulfillment and no lease escalators or hidden charges via its internal leasing company. • It has won the Premier Dealer and Service Solutions Provider award from Kyocera for the last ten years. It has earned the title of Total Document Solutions Provider and its service department has won the “Top Service Technician” award in America from Kyocera twice in the past six years. • Its work culture. Century has a family atmosphere, offers flexibility to its employees, and fosters an environment where there is a desire for mutual success and cultivation of individual talents. • It’s a caring corporate citizen with employees serving at the local food kitchen. Employees also help with Big

We Saw It In ENX Magazine


2015

ELITE DEALERS

Copy Products, Inc.

Elite Dealers: $10 - $20 Million

Brothers and Big Sisters, and the company is active in several local Chamber of Commerce events.

Coordinated Business Systems Burnsville, MN www.coordinated.com

Year Founded: 1983 President/Owner: Jim Oricchio Number of Employees: 85 Primary Vendors: Kyocera, Sharp, Lexmark, OKI, HP Primary Solutions Offerings: Square 9, PaperCut Primary Supplies Vendors: West Point, Synnex, Kyocera, Sharp Primary Leasing Partners: GreatAmerica, U.S. Bank Approximate Yearly Revenues: $18+ million Fastest Growing Segments of Coordinated’s Business: In the past three years it experienced growth in virtually all areas of the business. Traditional imaging hardware/software business has increased around 15 percent during the last three years. It has experienced nearly 20 percent growth in MPS revenue. In addition, its nontraditional revenue sources have increased with MNS growing just shy of 60% in renewable monthly revenue, as well as more than 50 percent growth in telephony hardware sales. Biggest Accomplishment of the Past Year: It was able to make significant contributions to Light the Night. This year Coordinated will exceed its goal of $10,000, most of it coming from a picnic and raffle hosted by the dealership’s sales department. It has also grown its social media presence and now has everyone from its team (admin, sales, service, and customer service) blogging. This has become very useful for LinkedIn and Google+. Why We Consider Coordinated Business 62

Systems Elite: • Its ability to respond to customer issues quickly regardless of the source (service, administrative, billing, leasing, etc.), which helps sustain a loyal customer base. • Its three unique color offerings designed to meet the unique needs of the customer. Coordinated’s model segregates users based on how they print color. By offering tiered color billing, which is well suited to the general business, Coordinated can reduce color costs and reduce some of the fear around color. For the light color user, it has a smart color program that gives a customer the same cost per page for color as black and white. It also has a traditional CPP program for those that do heavy coverage. The traditional CPP model by itself rewards the heavy coverage user and supplements their high toner consumption with the general business. • Its ability to maintain a family culture even as it has grown in revenue and number of employees. • Employees raised more than $10,000 for the Leukemia & Lymphoma Society Light the Night Walk. It also helps a family in need at Christmas. In 2014, one of its customers/business owners (a single mom) had stage 4 colon cancer. Coordinated closely worked with her to make her children’s Christmas special, including inviting the family to its company Christmas party and presenting the children with all the gifts they wanted for Christmas. • It has been named a Kyocera Premier Dealer since 2015 and this year reached the Lexmark Premier Circle.

www.enxmag.com | December 2015

Erik Crane, Owner

Springfield, MO www.copyproductsinc.com Year Founded: 1963 Owner: Erik Crane Number of Employees: 55 Primary Vendors: Toshiba, Konica Minolta, Samsung, HP, Lexmark, KIP, RISO Primary Solutions Offerings: Ademero-Content Central, DocuWare, PaperCut, NSi AutoStore, Drivve, Re-Write, Nuance, Prism, Square 9, RSA Primary Supplies Vendors: Q2, Arlington, Parts Now, ACM Primary Leasing Partners: U.S. Bank, GreatAmerica Approximate Yearly Revenues: $10-$15 million Fastest Growing Segments of Copy Products’ Business: Digital Signage (100%), MPS (50%), EDM/Document Workflow (50%) Biggest Accomplishment of the Past Year: Copy Products, Inc. has implemented a new benchmarking system that gives practically every employee an opportunity to earn a bonus every month. The company has seen this lead to a renewed energy in improving the company as well as improved customer satisfaction. It also has derived higher performance levels from the dealership’s service teams. Why We Consider Copy Products Elite: • Its dedication to finding fair solutions for any client issue. Copy Products is honest and upfront with its clients and does a great job of explaining proposals, options, and the office equipment industry. This helps customers make a more educated decision, which helps them recognize that Copy Products offers the best value. • It has successfully added digital signage to its menu of product offerings. • Its sponsorship of a regional Youth Triathlon. This event has doubled in size in the four years since it started. This event also has been a great volunteer opportunity for Copy Products’ employees and clients. • As a family-owned business, Copy Products understands the importance of family and having a high quality of life outside work. Employees also know they can reach out to management and ownership at any time.

We Saw It In ENX Magazine


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Congratulations to the 2015 Elite Dealer award winners!


2015

ELITE DEALERS • It is the recipient of the U.S. Bank Gold Award and a member of U.S. Bank’s Million Dollar Club

Elite Dealers: $10 - $20 Million

DPOE celebrates its 60th anniversary. (Left to right: DPOE VP Vic Miceli; Illinois State Representative Michelle Mussman; DPOE President Chip Miceli; and Elk Grove Village Mayor Craig Johnson.

Des Plaines Office Equipment (DPOE) Elk Grove Village, IL www.dpoe.com

Year Founded: 1955 President: Chip Miceli Number of Employees: 84 Primary Vendors: Sharp, OKI Data, HP, Kyocera, Toshiba (telephone systems) Primary Solutions Offerings: Managed Print Services, Managed Network Services, Social Media Services, Archiving Solutions Primary Supplies Vendors: Sharp, OKI Data, Kyocera Primary Leasing Partners: GreatAmerica Approximate Yearly Revenues: $15-$20 million Fastest Growing Segments of DPOE’s Business: Managed Network Services, MPS, Video Conferencing, Records Archiving Biggest Accomplishment of the Past Year: Celebrating 60 years of serving the Chicago area! DPOE reached out to the business and larger community, and across its industry channels to host a gala event, preceded by a number of smaller events. The firm received recognition on the federal, state, and local levels. Why We Consider DPOE Elite: • It’s not hesitant to adapt new technologies and services and is enjoying success with Sharp’s Whiteboards and

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displays, and has won several large video wall jobs—one for a Chicago area liquor distributor and one for a Chicago area school. President Chip Miceli is one of the most active dealers in the industry and a frequent attendee at industry events. He’s also a founder and President of the Select Dealer Group. The dealership has initiated a “Speakers’ Bureau” where a representative of DPOE will address a business association, individual company, or civic organization such as a Chamber of Commerce to talk on the subject of Managed Print Services and its importance to the business owner. It continues its campaign to instruct business owners on the issue of information security as it relates to the office copier/MFP. DPOE has offered free seminars on the topic, includes this in its Speakers’ Bureau topics, and has promoted its importance through guest editorials in local media. It was chosen by Smart Business Magazine as the recipient of its prestigious “2015 Family Business Achievement Award,” one of 11 businesses from the Greater Chicago area. It is a consistent winner of Sharp Document’s Hyakuman Kai Award for sales excellence.

Doug Gallaway, Managed Print Manager (left) and Mark Miller, President (seated).

Eakes Office Solutions Grand Island, NE www.eakes.com

www.enxmag.com | December 2015

Year Founded: 1945 President: Mark Miller Number of Employees: 229 Primary Vendors: Sharp, HP, Muratec Primary Solutions Offerings: Square 9, GoldFax, PaperCut Primary Supplies Vendors: Sharp, HP Primary Leasing Partners: Local leasing company Approximate Yearly Revenues: $15-$20 million Fastest Growing Segments of Eakes’ Business: MPS (15% growth per year) Biggest Accomplishment of the Past Year: Expanding its Technology Consultants team to four members, who are dedicated to training end users on how to get the most from their printing devices and software. Why We Consider Eakes Office Solutions Elite: • Tenured, knowledgeable employees who leverage their expertise to create long-term relationships with customers. • The launch of new copier and HR website with the objective of making the site a great tool for information for customers, potential employees, and employees. This includes a new company video that explains the Eakes organization to customers and a series of four employee testimonials about their careers at Eakes. • It continues to expand its Employee Outreach Program for employees to find a balance between work and personal life. This year’s additions include Life Balance Lunch & Learn (a series of six seminars conducted by outside experts as a preparation to launching a full Wellness Program next year). • HR Employee Training (a series of three seminars on communication, including focusing on topics such as helping unhappy customers and decision making). • Its community involvement and charitable contributions, including United Way campaigns, Relay for Life, Alzheimer’s Walk, Susan G Komen Race for the Cure, American Red Cross Blood Drive, Walk at Work Day, and Homestead 100 Bike Ride. Plus Eakes donates over $50,000 to more than 200 organizations while employees donate hundreds of hours annually.

We Saw It In ENX Magazine


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2015

Elite Dealers: $10 - $20 Million

ELITE DEALERS

Fisher’s headquarters

Fisher’s Technology Boise, ID www.fisherstech.com

Year Founded: 1936 President/CEO: Chris Taylor Number of Employees: 88 Primary Vendors: Canon, Konica Minolta, Lanier, KIP Primary Solutions Offerings: Laserfiche, DocuWare, Parascript, LincDoc, xMedius, ABBYY Primary Supplies Vendors: Canon, Konica, Ricoh, Lasermasters Primary Leasing Partners: GreatAmerica, US Bank, EverBank, GE Capital Approximate Yearly Revenues: $15$20 million Fastest Growing Segments of Fisher’s Business: Managed IT Services, Software Solutions and Professional Services, Production Equipment and Service, Facilities Management Biggest Accomplishment of the Year: Successful expansion into Managed IT Services. Fisher’s acquired three small managed IT companies in the last two years, which it describes as the easy part. The significant accomplishment was identifying how to build a differentiated offering supported by culture, process, and infrastructure. Why We Consider Fisher’s Technology Elite: • It grew 17 percent last year. • Hosting its fourth annual Boise Technology Show with a “Leadership in Technology” theme at the Owyhee Plaza in Downtown Boise in May. Guests had the opportunity to listen to some of Boise’s most talented, 66

innovative Business Leaders speak throughout the day and were entertained by several technology vendors who showcased their latest products and technologies. • Fisher’s hosts a tailgate event for every home Boise State Football game. This is a great way to thank its current customers and help potential customers get to know Fisher’s. • The Faces of Fisher’s Calendar, which showcases its customers and service technicians/engineers in the customers’ environment. This has proven to be a fun and unique way to capture the fun relationships Fisher’s has with its ustomers as well as highlighting the product and services it both offers. • Fisher’s has been awarded Best Place to Work in Idaho for the last eight years. This is because it has a culture of doing what is right for the customer at all costs and of having fun doing it.

Offix, LLC

Gainesville, VA www.offix.com Year Founded: 1999 President/Owner: Stephen Valenta Number of Employees: 45 Primary Vendors: Canon, Sharp, Konica Minolta, Samsung, Océ, KIP, HP, FP Mailing, Formax, Secap, MBM, Duplo Primary Solutions Offerings: Canon (Uniflow, EFI, Worldox), InfoDynamics, PaperCut, Everyone Print Primary Supplies Vendors: Canon, Sharp, Konica Minolta, Canon Solutions America, KIP, FP Mailing, Collins Distributing, Digitek, Supplies Network, DCS Primary Leasing Partners: Canon Financial Services, EverBank Commercial Finance, GE Capital, DLL

www.enxmag.com | December 2015

Approximate Yearly Revenues: $10$15 million Fastest Growing Segments of Offix’s Business: Wide Format (approximately 200% growth), Software Solutions (approximately 150% growth), Mailing Equipment (approximately 100% growth), MPS (approximately 50% growth) Biggest Accomplishment of the Past Year: Software Solutions sales are up approximately 150 percent and the Wide Format division had its biggest year, selling approximately 50 units. Offix also started the process to create a small business GSA schedule. Why We Consider Offix Elite: • Its 94.5 percent customer retention rate. • It provides several free options for remote monitoring systems to each account depending on the equipment type (e-Info, imageWARE Remote, FM Audit, Bizhub vCare, FM Audit). This helps Offix get meter reads, send toner, and notify the service department of any issues, often before the customer is even aware there is an issue. • Its free Offix Managed Print Evaluations. The dealership works directly with customers to devise a strategy that allows the customer to control and manage the costs of their print environment, maximizing productivity so they can focus on core competencies. • Its Service Smart Guarantees. These include 15-month equipment and/ or money back guarantee; 36 month lease upgrade guarantee; guaranteed certified technicians; service response time guarantee; 95 percent uptime guarantee; free delivery, installation, and training guarantee; free maintenance contract for any laser printer; referral program guarantee; loaner equipment guarantee; lifetime performance guarantee. • Its creatively redesigned new website (www.offix.com) and new focus on social media marketing to better engage with customers and prospects.

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2015

ELITE DEALERS

OneDOC Managed Print Ohio Business Machines, LLC Services, LLC Oklahoma City, OK (OBM)

Elite Dealers: $10 - $20 Million

Holland, OH www.ohiobusinessmachines.com

Year Founded: 2002 President/Owner: Salvatore J. Spagnola Number of Employees: 56 Primary Vendors: Sharp, Canon (Wide Format), FP Mailing Solutions Primary Solutions Offerings: Infodynamics Primary Supplies Vendors: Sharp Primary Leasing Partners: LEAF Capital, GE Capital, UniFi Equipment Finance, DLL, PNC Equipment Finance Approximate Yearly Revenues: Does not release revenue numbers. Fastest Growing Segments of OBM’s Business: Production Color (double-digit growth for two consecutive years) Biggest Accomplishment of the Past Year: It’s been honored as a Sharp Platinum Dealer and a Sharp Hyakuman Kai dealer for five consecutive years. Why We Consider OBM Elite: • Its Seven Year Security Blanket, which provides customers with total protection of their equipment. • It has done a fabulous job of integrating hardware with other media, e.g., iPads and Sharp Aquos interactive displays. • It has successfully added multiple new technologies and services to its offerings, including MPS, VoIP, and mailing solutions. • It gives employees the autonomy to creatively problem solve, which helps increase their skills. • It’s the Preferred Provider of copiers and document services for the Cleveland Browns.

Kevin Morris, CEO

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www.mpsok.com

Year Founded: 2009 CEO: Kevin Morris Number of Employees: 19 Primary Vendors: HP, Muratec, Xerox Primary Solutions Offerings: Y Soft Primary Supplies Vendors: Supplies Network, West Point, LMI Primary Leasing Partners: EverBank, GreatAmerica, DLL Approximate Yearly Revenues: $18 million Fastest Growing Segments of OneDOC’s Business: MPS growth has grown on average 100 percent per year throughout its first four years. Biggest Accomplishment of the Past Year: Being listed by the Photizo Group in their MPS Leaders Index for the third consecutive year. The dealership also achieved the CompTIA Managed Print Services Trustmark. Why We Consider OneDOC Managed Print Services Elite: • It is a true MPS provider rather than a copier dealer, and proud of it. Even though HP, Xerox, and Muratec are its main suppliers, OneDOC is vendor neutral in its approach with clients. It does not sign a quota with any manufacturer and does not inventory equipment, parts, or supplies. • The extraordinary growth of its MPS business. • Its salespeople love working for the company. As soon as a lease is funded, they are paid that same day. • Although OneDOC’s target market is SMBs and rarely competes for enterprise accounts, last year it signed a large retailer with over 400 locations to an MPS agreement. • It was named one of the 50 fastest growing companies in Oklahoma for the second straight year.

www.enxmag.com | December 2015

Rhyme’s leadership team receives the Hyakuman Kai Elite Award from Sharp.

Rhyme

Portage, WI www.rhymebiz.com Year Founded: 1945 Owner/CEO: Mike Steinhoff Number of Employees: 70 Primary Vendors: Sharp, Kyocera, Lexmark Primary Solutions Offerings: PaperCut, Square 9, and others for MPS and Document Management Primary Supplies Vendors: Sharp, Kyocera, LMI Primary Leasing Partners: GreatAmerica Approximate Yearly Revenues: $15-$20 million Fastest Growing Segments of Rhyme’s Business: IT Services, growing at more than 300 percent, and MFPs with revenue growth of 41 percent Biggest Accomplishment of the Past Year: The addition of 15 talented new hires who have made the dealership a much stronger company. Why We Consider Rhyme Elite: • Its ability to work closely with its customers to leverage new ideas and technology. Rhyme’s people are fiercely committed to bringing positive change to an organization through ongoing training and support. • With the launch of its new website this past June, Rhyme has been focusing its marketing efforts online by optimizing its pages, developing relevant content, and making sure the dealership is easily found in online searches. These efforts have already brought many leads via the site that have turned into quick sales. • It has received thousands of sincere thank you cards and letters over the years from the organizations and people

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2015

Elite Dealers: $10 - $20 Million

ELITE DEALERS it touches, whether it be for the time, money, or energy Rhyme has invested into helping them. • As a group, the company has a lot of positive energy that’s been instrumental in creating growth, and as a result quality people want to be associated with it. In addition, Rhyme cares about its people and looks to be a compassionate company that will do anything possible to support them. This positive energy extends to its vendors/partners, customers, and its communities, demonstrating to the people who work at Rhyme that they’re making a difference. • Its charitable foundation, Rhyme Time, awarded six scholarships in 2016 to graduating seniors who have been affected by cancer. In total, the Foundation has awarded 20 scholarships in six years.

Brent Simone, President

Stratix Systems

Wyomissing, PA www.stratixsystems.com Year Founded: 1970 President/Owner: Brent Simone Number of Employees: 70 Primary Vendors: Ricoh, RISO, Dell, Datto Primary Solutions Offerings: ECM, MNS, MPS Primary Supplies Vendors: Ricoh, TST Impreso, International Laser Group, Samsung, RISO Primary Leasing Partners: GreatAmerica, DLL, EverBank, GE Approximate Yearly Revenues: $10-$15 million Fastest Growing Segments of Stratix’s Business: IT Support, Managed Services, ECM Biggest Accomplishment of the Past Year: Completing the purchase of Keystone Business Products based in Bethlehem, PA. The acquisition repre70

sented a major milestone in the history of Stratix Systems as it not only increased the company’s client base and service area/footprint, but also strengthened the dealership’s position and relationship with its primary partner—Ricoh. Why We Consider Stratix Systems Elite: • It understands the solutions it offers are only as good as the subsequent support and service provided. Proactive methods aim to prevent issues from arising, thereby minimizing any potential for client difficulties and downtime. • It has shifted its marketing focus by incorporating more inbound/Buyer 2.0 strategies/methods, developing and following a defined conversion path, and better aligning sales and marketing around the same goals. • In the spirit of the company’s three core ideals—Client Service, Technical Excellence, and Innovation—Stratix Systems continues to focus on and invest in its people, best practices, and technology to create and deliver scalable, cost-effective solutions that work. • It focuses sales efforts and marketing strategies on the verticalization of its technology solutions for AEC, education, financial, healthcare, legal, local government entities, manufacturing, and NPOs. • It focuses on its employees’ work-life balance, creating and maintaining a supportive and healthy work environment, which enables balance between “the office” and personal responsibilities, thus strengthening employee happiness, loyalty, and productivity.

Susie Woodhull, President

Woodhull, LLC

Springboro, OH www.woodhullusa.com

www.enxmag.com | December 2015

Year Founded: 2000 Owner/President: Susie Woodhull Number of Employees: 67 Primary Vendors: Ricoh Primary Solutions Offerings: Managed Print Services, eCopy, SmartSearch, PaperCut, Commercial Imaging, Document Mall, Equitrac, RightFax Primary Supplies Vendors: Ricoh, Supplies Network Primary Leasing Partners: U.S. Bank, GreatAmerica Approximate Yearly Revenues: $18.1 million Fastest Growing Segments of Woodhull’s Business: Software Solutions revenue has grown 80 percent year-overyear. Woodhull also has experienced excellent success selling Commercial Imaging (CI) through Ricoh’s CHAMPS Program. Biggest Accomplishment of the Past Year: Recognition as a Ricoh Service Excellence Certified Dealer for both 2014 and 2015. Plus two Woodhull technicians were recognized for testing at the Ricoh Prestige Level for Exceptional Levels of Knowledge and Technical Proficiency. Only three technicians in the state of Ohio and 90 in the United States received this level of distinction and two were Woodhull technicians. Why We Consider Woodhull Elite: • Its amazing success in selling software solutions. • A family-oriented culture centered on a close-knit group of people dedicated to partnering with customers and employees alike to earn the right to be the employer and vendor of choice. • Its partnership with Ricoh to pilot customer “How-to Videos” on its website. These videos are by MFP model and show how to use copy, print, fax, and scanning functions. They have proved to be excellent tools for Woodhull’s Help Desk technicians to help customers as well as demonstrating the ease of training users on Ricoh products. • Dinner & Learn Seminars on SmartSearch, an intuitive document management and search software that can be easily adapted to automate any paper intensive process. Woodhull’s close ratio has been high on these dinner seminars because a customer must

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2015

ELITE DEALERS

Elite Dealers: $5- $10 Million

really want to learn about a product to agree to an evening sales event. • It has been honored by Ricoh with a National Award of Excellence for Sales Solutions involving Ricoh CHAMPS and been recognized by U.S. Bank as a Diamond Award Partner. • The Cincinnati Business Courier recognized Woodhull as one of the Top 25 Women-Owned Businesses in the Cincinnati Ohio region.

Elite Dealers: $5 - $10 Million

Cindi Gondek,CEO (right) and Greg Gondek, President (left).

ACT Group

with Software, 3D Equipment, MPS, and Traditional Hardware leading the way. Overall, it expects to see 45 percent annual growth over last year. Biggest Accomplishment of the Past Year: Developing specialized divisions and enhancing the software expertise levels of its staff. Why We Consider ACT Group Elite: • Its service excellence and level of expertise. Clients and prospects repeatedly tell the ACT Group that its knowledge and focus on their needs is superior to anything they have seen. Contributing to that is its success in raising the software knowledge of its staff to better sell solutions and serve clients. • It conducts seminars and shares information through expert research and white papers in every division. All of its contracts have a degree of flexibility so that clients never feel boxed in or trapped when their needs change. • It was recognized with its 28th Kyocera Service Excellence Award, making ACT Group the most awarded Kyocera dealer on the East Coast. • Its trailblazing efforts marketing 3D equipment. • CEO Cindi Gondek has been recognized by Forbes magazine in various New England Women in Business features.

Cromwell, CT www.goactgroup.com Year Founded: 1974 Owners: Cindi Gondek, CEO/Greg Gondek, President Number of Employees: 35 Primary Vendors: Ricoh, Kyocera, 3D Systems, Xerox, HP, RISO Primary Solutions Offerings: CIMA, DocuClass, Artsyl, FM Audit, GoFax Primary Supplies Vendors: LMI, Parts Now, Supplies Network Primary Leasing Partners: CIT, Wells Fargo, U.S. Bank, DLL, GE Capital Approximate Yearly Revenues: $5-$10 million Fastest Growing Segments of ACT Group’s Business: Since it has rebranded and established specialized divisions, ACT Group has grown in every area

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The ABM team (left to right) Luke Maucher, Office Furniture and Supply Manager; Greg Wilbanks, Service Manager; Dan Maucher, President/Owner; Phil Koehl, Controller; Dave Ferro, Equipment/ MNS Manager

Year Founded: 1953 President: Dan Maucher Number of Employees: 30 Primary Vendors: Sharp, Kyocera Mita/Copystar, Samsung, Dell Primary Solutions Vendors: FM Audit, Infodynamics, Square 9, PaperCut Primary Supplies Partners: SP Richards, IS Group, Katun Primary Leasing Partners: GreatAmerica, EverBank, DLL Approximate Yearly Revenues: $6$10 million Fastest Growing Segments of ABM’s Business: Facility Products (up 10%), Furniture (up 30%), MNS (up 33%), Copier Service (up 17%), Copier Sales (up 10%) Biggest Accomplishment of the Year: Recertification as a Pros Elite 100 Dealer, the successful launch of its MNS program, and receiving a service award from ENX magazine. Why We Consider ABM Elite: • Its Easy Lease Program, which provides customers with the lowest possible lease payment along with a great amount of flexibility. • Its Service Reconciliation Program, which safeguards pricing for the customer. This program credits the customer if they have contracted for more service than they have used at the end of the contract with the difference credited to their account if they re-lease through ABM. • It has presented bonuses to employees during the past four years as part of a company profit sharing program. • Winner of a Sharp Platinum Service award 2011-2014; only 13 percent of Sharp dealers qualify for this award. • Its willingness to branch out into other areas such as furniture and supplies as well as Managed Network Services to become a one-stop source for its customers.

Allen Business Machines (ABM Co. Inc.) Fort Wayne, IN www.abmfw.com

www.enxmag.com | December 2015

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2015

Elite Dealers: $5- $10 Million

ELITE DEALERS

The Bay Copy team and President Ray Belanger celebrate their 40th anniversary.

Bay Copy

Rockland, MA www.baycopy.com Year Founded: 1972 President/CEO: Ray Belanger Number of Employees: 32 Primary Vendors: Konica Minolta, Muratec, Toshiba, Lexmark Primary Solutions Offerings: MPS, Document Security Primary Supplies Vendors: Toshiba, Lexmark, Konica Minolta, HP, Muratec Primary Leasing Partners: GE Capital, GreatAmerica Approximate Yearly Revenues: $5-$10 million Fastest Growing Segments of Bay Copy’s Business: Managed Print Services (30% growth over 2014) Biggest Accomplishment of the Past Year: Continuing to develop the MPS portion of its business and expanding a relationship with a major area healthcare network. This resulted in Bay Copy now managing all of the organization’s output devices, including copiers, printers, MFPs, and Copy Centers. Over 400 devices were updated. Why We Consider Bay Copy Elite: • Bay Copy has consistently evolved with the industry’s technological changes, from analog to digital, to including office equipment products, to its current emphasis on Managed Print Services. • Its continued emphasis on the latest training for service technicians and account representatives along with a company culture that encourages all representatives of Bay Copy to treat each client as if they are the compa74

ny’s sole client. • Bay Copy is a strong corporate citizen, with CEO Ray Belanger serving as Immediate Past Chairman of the South Shore Chamber of Commerce, as well as the company serving as a Chamber partner. Ray remains an active member of a national trade association, the Select Dealer Group, which he helped found. Additionally, other team members are active in civic and business organizations throughout the region. • It received a Platinum Award from GE Capital and was chosen to serve on GE Capital’s Advisory Board and also has received a Muratec Imagemakers Award. • It is in its seventh year as a Business Solutions Dealer (BSD) for Lexmark International and was the first company in Massachusetts named as a BSD, joining an elite group of dealers across the United States. The affiliation with Lexmark has assisted Bay Copy as it broadens its reach in the MPS market.

Equitrac, EFI, Managed Print Services, Network Services, VOIP Solutions Primary Supplies Vendors: Toshiba, Konica Minolta, Muratec, Katun, Arete, CopyLite, OKI Data Primary Leasing Partners: Leaf, GE Capital Approximate Yearly Revenues: $5-$10 million Fastest Growing Segments of Business Copier Solutions’ Business: IT Services (15%), Hardware (40%), Service (34%), Digital Signage (11%) Biggest Accomplishment of the Past Year: Achieving double-digit growth of more than 25 percent and landing three major accounts. Why We Consider Business Copier Solutions Elite: • It is an environmentally friendly organization with a diverse and ethical work force. • The dealership consistently looks for new recruits for sales positions and trains them with seasoned sales representatives. • It has created a referral program to increase its sales and promote its reputation. • It’s been recognized by Konica Minolta with a Pro-Tech 2014 and 2015 Service Center Excellence of Service and is a member of the Muratec Imagemakers Club. • It sponsors community events such as golf tournaments to benefit local non-profit organizations and consistently participates in local activities.

Keith Justus, President

Business Copier Solutions Poway, CA www.bccopy.com

Year Founded: 2002 Owner/President: Keith Justus Number of Employees: 47 Primary Vendors: Toshiba, Konica Minolta, Muratec, OKI Data Primary Solutions Offerings: Digital Signage, Continuum, Square 9, Prism, Objectif Lune, Microsoft, NSI, eCopy,

www.enxmag.com | December 2015

Al & David Scibetta (front foreground) with The Copier Fax Business Technologies team.

Copier Fax Business Technologies (CFBT) Buffalo, NY www.copierfaxbt.com

We Saw It In ENX Magazine


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2015

Elite Dealers: $5- $10 Million

ELITE DEALERS Year Founded: 1990 President: Al Scibetta Number of Employees: 35 Primary Vendors: Konica Minolta, Lexmark Primary Solutions Offerings: DocuWare, Managed IT Services Primary Supplies Vendors: Konica Minolta, LMI Primary Leasing Partners: DLL Approximate Yearly Revenues: $7+ million Fastest Growing Segments of Copier Fax’s Business: Since the launch of its exclusive process called Documentelligence in 2012, Solution Sales have by far been the fastest growing department over the last three years. The Solutions department has seen double-digit growth, and the company has grown by nearly seven figures each year for the past three years as it has become a full-service office technology partner. Biggest Accomplishment of the Past Year: The hiring of a Solutions Specialist underscored the success of its Documentelligence strategy and its Solutions push. The dealership is considered one of the top DocuWare representatives in the world, which it considers an incredible honor. Why We Consider CFBT Elite: • Its Documentelligence process and its rebranding from an office technology provider to a full-service office technology partner. • Its service excellence. For eight years in a row, CFBT has been recognized as a Pro-Tech Dealer by Konica Minolta for offering some of the best service in the country. • The way it targets strong personal communication, social media, and mass media in all marketing and advertising programs. Its social media program has been recognized as one of the strongest in the industry. With more than 3,000 likes, CFBT uses social media similarly to its newsletter for opening its doors to the world, but also to give occasional updates on the office technology industry, open houses, etc. • It is one of the top DocuWare dealers in the country.

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• Its community involvement. CFBT is a major sponsor of the Summit Education Walk for Autism; numerous employees are involved in various board positions for non-profits, especially for Rotary International; and it also sponsors golf outings and charitable fundraisers, including Hospice of Buffalo, UNYTS, and Child and Family Services of Buffalo.

Ron Hickox, President

Copy Concepts, Inc.

Fort Myers, FL www.copyconceptsinc.com Year Founded: 1983 Owner/CEO: Ron Hickox Number of Employees: 30 Primary Vendors: Toshiba, Lexmark, KIP Primary Solutions Offerings: Toshiba’s PageSmart program (FMAudit) Primary Supplies Vendors: Toshiba, Lexmark, KIP Primary Leasing Partners: DLL, GE Capital, Wells Fargo Approximate Yearly Revenues: $5-$10 million Fastest Growing Segments of Copy Concept’s Business: Verticals, including real estate, title companies, financial planners, construction, and state and county government accounts. At least 80 percent of its new business is coming from those sectors. Biggest Accomplishment of the Past Year: Becoming debt free while investing in both capital upgrades and in its employees. By continuing to toe the line on unnecessary expenses, reducing overhead by eliminating brick and mortar offices when field reps and techs will do, keeping payroll in line with sales, among

www.enxmag.com | December 2015

other budgetary guidelines, Copy Concepts has been able to pay down large debts to its creditors. Why We Consider Copy Concepts Elite: • Even though providing superior customer service is one trait that every dealership strives for, Copy Concepts actually succeeds at it. Customer service is on every employee’s mind, and management across all locations consistently emphasize the dealership’s tag line “No one does it better!” so that everyone understands the importance of making sure everyone goes above and beyond to take care of the customer. • A recently redesigned website with its new emphasis on social media. Copy Concepts focuses on keeping the website fresh while the social media tie-ins help organically grow its Google presence. • Its expanded partnership with Toshiba to fully integrate all of its Business Solutions, including the PageSmart program for MPS and its Digital Signage program. This has opened the door for further conversations with customers beyond the traditional copier discussion. • Its emphasis on creating a positive workforce. Owner and founder Ron Hickox is the driving force behind hiring positive people and encouraging everyone to maintain a positive attitude. • Its charitable contributions to churches and non-profits as well as its employees’ involvement in the community with organizations such as NAACP, ACT-SO, Feeding Fort Myers, Darlene & Friends, and Goodwill Industries.

Bob Kendall, Vice President of Sales (Left) and Mike Blake, President (Right).

Corporate Business Systems Madison, WI www.corpbussystems.com

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2015

Elite Dealers: $5- $10 Million

ELITE DEALERS Year Founded: 1998 President/Owner: Mike Blake Number of Employees: 22 Primary Vendors: Xerox, Savin, Canon, Lexmark, Samsung Primary Solutions Offerings: PaperCut, Ademero, EFI, ACDI Primary Supplies Vendors: LMI, Clover, Arlington Primary Leasing Partners: GreatAmerica, Wells Fargo Approximate Yearly Revenues: $5-$10 million Fastest Growing Segments of Corporate Business System’s Business: Production Print (64% growth) and MPS (46% growth in last 18 months) Biggest Accomplishment of the Past Year: Replacing its CRM with Compass Sherpa and successfully entering the production print market. Why We Consider Corporate Business Systems Elite: • It increased its First Call Effectiveness (FCE) by 20 percent with the help of BEI Services in the last 24 months. • Its successful entry into the production print market. • It recently partnered with Xerox and Netsertive to offer a web-based program, Netsertive’s StreetWise solution, which empowers local businesses and their brand partners to outsmart the competition through data-driven insights that deliver better qualified customers and more sales opportunities. • It was recently awarded an Excellence Award from Xerox for the highest growth in the country for the first quarter of 2015. • It’s a caring corporate citizen and donates copiers to a local provider of Homeless Shelters and services, provides funds and support to the local Salvation Army, and donates equipment to other non-profits in its market.

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From left: Bob Lovelace and JD Sullivan, Co-owners

Image Matters

Knoxville, TN www.imagemattersinc.com Year Founded: 1999 Owners: Bob Lovelace & JD Sullivan Number of Employees: 30 Primary Vendors: Xerox, Muratec, KIP Primary Solutions Offerings: Xerox Centreware Web, PaperCut, ScanFlowStore Primary Supplies Vendors: Xerox, Imagestar, Diversified Computer Supplies Primary Leasing Partners: GE Capital, GreatAmerica, In-House Private Label Approximate Yearly Revenues: $5-$10 million Fastest Growing Segments of Image Matter’s Business: National Accounts, MPS, Commercial Printing Biggest Accomplishment of the Past Year: Structuring its executive management team to give them the autonomy they need to have stronger influence to improve their processes. All management understands the Image Matters culture and is working collectively to improve all areas of the business together, keeping the intense focus on the customer experience. Why We Consider Image Matters Elite: • Imagelink, its branded MPS program, which continues to enjoy exponential growth. • The successful realignment of leadership roles, which has created a system of team leaders and managers to work more efficiently. This transition,

www.enxmag.com | December 2015

accomplished a year ago, has led to enhanced efficiency through specialization of tasks and data tracking. • Customers consistently tell the dealership that they value the expertise they have in their field, the sense of urgency they employ when contacted, and the company-wide commitment to excellent service. Customers also appreciate that they’re not treated as just a customer. As one client says, “They treat us like we’re family and they will do whatever it takes to make sure we have what we need no matter what. Their ability to have as many customers as they do and still treat us like we’re the only one they have is like none other. Yes they provide ‘Great Service,’ but when a service company can support you and make you feel like they are there for your needs and not their own….well that’s a step above the rest.” • Employees appreciate the culture at Image Matters, including the work hard, play hard mentality, the family atmosphere with an emphasis on employees and their family’s well being, as well as a relaxed, fun environment that thrives on meeting deadlines and getting work accomplished. • Its ongoing emphasis on web-based marketing, monitoring, and prospecting.

i

From Left: Chad Schwartz, Ray Trombley, Phil Semallie, Steve Barre, and Darren Johnson are the driving force behind the success Imagine Technology Group has experienced.

Imagine Technology Group Phoenix, AZ http://touchstonesolutionsgroup. com/imagine-technology-group/

Year Founded: 2011 Owner/CEO: Robert & Mary Ellen Franz/Darren Johnson, Chad Schwartz

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2015

Elite Dealers: $5- $10 Million

ELITE DEALERS Number of Employees: 25 Primary Vendors: Toshiba, Sharp, Crexendo (phones) Primary Solutions Offerings: Square 9, PaperCut, Drivve Image, PSigen, Planet Press Primary Supplies Vendors: West Point, Azerty, Supplies Network Primary Leasing Partners: RJF (Internal Leasing Company), EverBank, GE Capital Approximate Yearly Revenues: $5-$10 million Fastest Growing Segments of Imagine Technology Group’s Business: Solutions revenues have grown from virtually nothing at its inception to close to 15 percent last year. Biggest Accomplishment of the Past Year: Making a concentrated effort to market all of its solutions to customers. The company began the year by creating a new organization, Managed Network Services. The dealership then identified specific solutions the company wanted to offer its customers and made it a focus to use as many solutions internally as possible. This included implementing workflow solutions in Square 9, switching its phone systems to Crexendo, installing video display systems in its Tucson facility, and implementing a Managed Network Group to provide solutions to Imagine Technology Group employees. Why We Consider Imagine Technology Group Elite: • Its recognition of the importance of solutions along with its growth initiatives in this area as it has become a single source for all of its customers’ data solutions. By providing digital signage, phones, network management, and document management, in addition to copiers, the company’s customers trust them to be their solutions provider. • Expansion of its service offerings to include Managed Network Services, phones, digital signage, and document management. • Even though the company is less than five years old, 75 percent of employees have worked together for more than 15 years, indicating to us that it is a vibrant and nurturing work environment. The dealership also promotes from within and encourages employees to take responsibility for customer satisfaction.

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• It has been awarded Sharp’s Hyakuman Kai Dealer Award and the Crexendo Partner Award. • It gives back to the community through participation in customer-sponsored golf tournaments and support of the community food bank and Boys and Girls Club.

• •

The Martin Group team.

Martin Group

Lake Geneva, WI www.martingroup.com Year Founded: 1980 President/Owner: John Stensland Number of Employees: 22 Primary Vendors: Konica Minolta Primary Solutions Offerings: MPS, Managed Services, Prism Software, Konica Minolta PageScope Enterprise & PageScope Mobile Primary Supplies Vendors: Konica Minolta, Cheesehead Toner Primary Leasing Partners: GreatAmerica, Konica Minolta Premier Finance Approximate Yearly Revenues: $5 million Fastest Growing Segments of Martin Group’s Business: Production Print—600 percent growth Biggest Accomplishment of the Past Year: Internal implementation of DocRecord by Prism for scanning all of its old deal paperwork into the software. This document management software has made internal filing much easier because documents are now readily available at each employee’s computer. Why We Consider Martin Group Elite: • Its Client Care approach to service. Account representatives understand that not every client is the same, and that they all have different needs. As a result, Martin

www.enxmag.com | December 2015

Group does a full analysis of the client’s workflow needs and how their current devices are handling that workflow. After this analysis, Martin Group draws up a plan that includes the best device(s) for the client as well as the best location to place them. This analysis and planning often leads to at least a 10 percent decrease in monthly printing costs, and in some cases up to 30 percent. Its client surveys. This gives clients an opportunity to voice opinions, both good and bad. These surveys help Martin Group get valuable feedback from clients on their experience with the dealership and identify areas for improvement. It has won Konica Minolta’s Pro-Tech Service Award for 10 consecutive years. Its culture of teamwork and selflessness as well as a willingness to invest in its team members. If there is ever a question on how to do something or if someone is just looking for some advice on how to proceed next, everyone at Martin Group has an open door policy and is always willing to help. The dealership is constantly training its team members on software and tools such as the new Adobe Creative Cloud Suite and the dispatch software RemoteTech to ensure everyone has the best tools and knowledge available. Implementation of the e-Info module. This is an online portal from Martin Group’s ERP software e-Automate that is accessible through their website and will provide clients with a link that allows them access to their personal account where they can make payments via credit card, order supplies, and place service calls as well as check the status of their orders for both supplies and service.

The Millenium team (Pictured from Left to Right Mike Neu, President, Ryan Neu, Debbie Neu, Mike Brown, Angela Neu Wichmann, Tony Wichmann, Dave Neu).

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2015

ELITE DEALERS

Millennium Business Systems (MBS)

Elite Dealers: $5 - $10 Million

Livonia, MI www.2millennium.com

Year Founded: 1997 President/Owner: Michael Neu Number of Employees: 40 Primary Vendors: Toshiba Primary Solutions Offerings: Managed Services, PaperCut, Re-Rite Primary Supplies Vendors: Toshiba, Pinnacle, Katun, Innovolt Primary Leasing Partners: GreatAmerica, U.S. Bank, GE Capital Approximate Yearly Revenues: $5-$10 million Fastest Growing Segments of MBS’ Business: MPS and Copier Hardware Biggest Accomplishment of the Past Year: Launching its MPS Program and opening a new branch in another market. Why We Consider MBS Elite: • MBS created a new business development marketing team in 2012, which has helped the company accomplish a 30 percent year-over-year increase in revenue. • Its Saturday service hours and flexible after-hours program. • Its ability to create customized programs for vertical markets. • A bonus program where sales, service, and administrative teams are all eligible. • The company culture and team environment as marketing and sales are all vested in every new business opportunity and customer interaction.

VP of Technology Services, Cody Webster and Service Manager, Chris Logston, holding SolutionOne’s 2015 Konica Minolta Pro Tech Service Center Award. This is the 11th consecutive year SolutionOne has won the award, and it is the only local dealer to be Pro Tech Certified.

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SolutionOne

Omaha, NE www.solutiononenow.com Year Founded: 1937 President/Owner: John Kuchta Number of Employees: 41 Primary Vendors: Konica Minolta, Lexmark, Muratec, Kyocera Primary Solutions Offerings: Virtual Works, Nuance eCopy ShareScan, eCopy PDF Pro, Equitrac, RightFax, Alchemy, Konica Minolta PageScope, Scanfinity Primary Supplies Vendors: LMI, Katun, Q2, Tech Data, Supplies Network Primary Leasing Partners: U.S. Bank, GreatAmerica Approximate Yearly Revenues: $5-$10 million Fastest Growing Segments of SolutionOne’s Business: A4 MFPs (Color and Black & White) and MPS Biggest Accomplishment of the Past Year: Winning the Konica Minolta Service Center Pro Tech Award for the 11th consecutive year in a row. Why We Consider SolutionOne Elite: • It takes the time and invests resources into making sure all techs are certified on every Konica Minolta device to an advanced or expert level. (Not even the Konica Minolta Direct branch is Pro Tech certified on their machines.) • In 2015, SolutionOne responded to service requests within 2.77 hours on average and performed service requests over the phone in less than 20 minutes on average. In 2015, 30.01 percent of all service calls were repaired and completed over the phone or through a remote network session. In 2015, 97 percent of all customer service respondents gave SolutionOne a positive rating. • Its Net Promoter (a national program that measures customer satisfaction on a scale of 1-10) score is 8.068 year-todate. In contrast, Apple has a score of 7 and Nordstrom, 7.5. • Its Connect Pak agreement and Works or It Walks agreement. During its six-month account reviews with customers, SolutionOne provides a “blue

www.enxmag.com | December 2015

sheet report” that shows them how they utilize their equipment and how they can better utilize their equipment. • A work culture that recognizes achievement, provides an opportunity for personal and professional growth, rewards excellence, and establishes quality as the expected level of performance.

The Southwest Copy management team (from left) Mike Contois, president; Dorothy Contois, vice president; Kevin Simpson, GM/VP sales.

Southwest Copy Systems Albuquerque, NM www.southwestcopy.com

Year Founded: 1992 Owners: Michael & Dorothy Contois Number of Employees: 29 Primary Vendors: Toshiba, Lexmark, Sharp, Muratec, KIP Primary Solutions Offerings: Lexmark Solutions, PaperCut, Square 9 Primary Supplies Vendors: LMI Primary Leasing Partners: DLL, GE Capital, U.S. Bank Approximate Yearly Revenues: $5-$10 million Fastest Growing Segments of Southwest Copy System’s Business: MPS (35% growth), Lexmark A4 (28% growth) Biggest Accomplishment of the Past Year: Southwest Copy Systems has become one of the leading MFP and MPS dealers in New Mexico through its diligence in vetting its hardware and solutions before providing them to clients. Why We Consider Southwest Copy Systems Elite: • Its employees work hard to get the results the company is trying to achieve. Employees’ work ethic and attention

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2015

ELITE DEALERS

Elite Dealers: Less Than $5 Million

has enabled the company to become one of the most successful local MFP and solutions dealers in New Mexico. It has integrated go-to-market strategies that incorporate its MPS solutions, which have been highly successful over the last four to five years. Its open door policy with employees. The company takes the necessary steps to foster strong relationships with its employees while mentoring them with business decisions as well as personal endeavors. This starts with a flexible work-life mindset and rewards for employee excellence. The company embraces personal growth with all of its employees, even when they leave for other companies. It has been honored with a variety of awards over the years from U.S. Bank (Gold Partner Award), Toshiba (ProMasters Service Award & Market Leadership-Platinum for the Western Region), and Sharp (Platinum Provider) It supports various charitable causes such as the Wounded Warrior Project, Catholic Charities New Mexico, and the Children’s Cancer Fund.

Vision Office Systems, Inc. Charlotte, NC www.visionofficesystems.com

Year Founded: 1997 President/Owner: Fred Habbal Number of Employees: 40 Primary Vendors: Savin, Canon, Sam sung, Muratec, Lexmark, 3D Systems Primary Solutions Offerings: Square 9 Primary Supplies Vendors: Image Star, LMI Primary Leasing Partners: GreatAmerica, Element Approximate Yearly Revenues: $5-$10 million Fastest Growing Segments of Vision’s Business: Wide Format (up 200% from last year), Desktop Printers (up 300% from last year) Biggest Accomplishment of the Past Year: The ability to grow its business organically without acquisitions. Why We Consider Vision Office Systems Elite: 84

Year Founded: 2007 President: Carmen Pitarra Number of Employees: 6 • Its ability to consistently provide Primary Vendors: Authorized Xecustomers with high-quality products rox Gold Channel Partner, Authorized as well as a custom solution for each Hewlett Packard Gold Business Partner, customer instead of a one-size-fits-all Authorized Sharp CCR Dealer approach. Primary Solutions Offerings: Print• A marketing program that includes Fleet, PaperCut a free TV with the purchase of select equipment. Primary Supplies Vendors: SP Richards, Ingram Micro, Synnex • Its site survey/assessment customer promotion where customers who agree Primary Leasing Partners: Xerox to a survey/site assessment are eligible Financial Services, Wells Fargo to win a monthly prize (TV, Laptop, Approximate Yearly Revenues: Less iPad, Gift Cards, etc.) than $5 million • It has been honored with Ricoh’s PresFastest Growing Segments of 4 the Office’s tige Service Award (A Vision techniBusiness: Service Revenues (up 10%), cian was one of 55 recipients nationCopiers/MFPs (up 149%), Print Managewide out of 2,500 to receive this award) ment (up 10%), Office Supplies (up 5%) and is a Great America Premier Dealer. Biggest Accomplishment of the Past • It treats its employees as family, but in Year: Growth for its Xerox Product return expects them to work hard and Line in equipment and service has been do their jobs. tremendous, primarily because of Xerox • It’s a solid corporate and community programs that have helped build and citizen and supports the Lake Wylie support growth. The dealership also has Children’s Charity, which helps fambeen able to penetrate the production ilies with terminally ill children. The market with the C and D Series. dealership holds events all year long Why We Consider 4 the Office Elite: to help pay for their expenses as often • It has been extremely successful in times one or both parents are forced to growing all segments of its business give up their careers. Each Christmas, using the vast offerings of equipment, Vision donates approximately 2,000service, and office supplies to save its 3,000 pounds of food to the food bank customers money. to feed the less fortunate during the • It has been able to penetrate accounts holidays. in nontraditional ways, most notably by leading with office supplies. Once it’s in, customers have been very pleased with the dealership’s customer service, enabling it to provide them with additional products and equipment. • A focus on Internet searches continues to provide double digit growth in sales and has brought in some very large companies for service and equipment opportunities. • It’s been recognized by Xerox with a Platinum Award for Excellence in 2014 and has achieved HP Designjet Gold Partner Status. • Employees have a reputation for going above and beyond for the customer Carmen Pitarra, and the company. It has created unique President programs that allow everyone the opportunity to earn above and beyond 4 the Office their standard pay. The company is Pittstown, PA also flexible with family and personal www.4theoffice.net time off.

www.enxmag.com | December 2015

Elite Dealers: Less Than $5 Million

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2015

ELITE DEALERS

Mike Brandon, President

Elite Dealers: Less Than $5 Million

ABC Office Equipment Spokane Valley, WA www.abcoe.com

Year Founded: 1952 President/CEO: Mike Brandon Number of Employees: 52 Primary Vendors: Konica Minolta, OKI, Dell Primary Solutions Offerings: Nuance AutoStore Primary Supplies Vendors: Supplies Network Primary Leasing Partners: DLL, GreatAmerica, CIT Approximate Yearly Revenues: $3.5 million Fastest Growing Segments of ABC’s Business: IT Services started 2 1/2 years ago with no accounts or revenue and has grown to 70 accounts, generating over $600,000 in annual revenue. Biggest Accomplishment of the Past Year: Becoming debt free. Why We Consider ABC Office Equipment Elite: • The proactive nature of its IT service offering is in direct contrast to the “break fix” model used by its competitors. ABC offers a three-tiered approach, starting with monitoring-only with status updates and remediation provided to the customer. They can then facilitate the repair if they are comfortable or engage ABC if not. • It provides hardware as a service for a complete solution to a customer’s IT requirements.

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• Customers feel “safe” in their decision to do business with ABC because it doesn’t make claims about its service and support. It shares the actual metrics of its relationship with existing customers, including not only response time and first time fix, but percent of supply orders shipped from local inventory. • For the last 3 years, ABC has hosted monthly employee lunch meetings. In these meetings, management shares the YTD financial information as well as the metrics from the departments. It also recognizes sales leads with cash incentives, announces upcoming events and new products, and generally shares the goals and achievements with the employees as a group. This initiative along with the group interaction has built a more cohesive and less “departmentalized” company. • It has achieved Pro Tech status from Konica Minolta

Advanced Business Solutions, LLC St. Johns, FL www.goabsinc.com

Year Founded: 2004 President/Owner: Adam Gregory Number of Employees: 5 Primary Vendors: OKI Data, Canon, HP Primary Solutions Offerings: Control Print/Nubeprint MPS Software, Intellinetics Document Management Software, PaperCut, Drivve, Square 9 Primary Supplies Vendors: Arlington Industries, Carolina Wholesale, Katun Primary Leasing Partners: GE Capital, CIT Approximate Yearly Revenues: Less than $5 million Fastest Growing Segments of Advanced Business Solutions’ Business: A4 MFPs and MPS Biggest Accomplishment of the Past Year: Expanding after 12 Years in the Atlanta, GA market into the Jackson-

www.enxmag.com | December 2015

ville, FL market with a new location and offering. Why We Consider Advanced Business Solutions Elite: • It doesn’t have a brick and mortar office. Advanced operates in Georgia and Florida and only uses warehouses for parts. It drop ships all supplies and orders equipment when needed. As owner Adam Gregory says, “The structure of the old copier company is 20th century and we have brought it to a different place for our employees, allowing them to be with family more and work from home when they are not with customers.” • Customers appreciate the hands-on approach and availability of owner Adam Gregory. • For a small dealership, it isn’t hesitant about investing in marketing and advertising, including a new website unveiled in August 2015. • Its work culture where employees are not micromanaged, but treated as adults and with great respect. • Advanced has been named the Top Southeast OKI Data MFP Elite Dealer and was a 2014 Georgia Small Business of the Year.

Allied Business Solutions Boise, ID www.digitalallied.com

Year Founded: 2003 President/Owner: Tom Beeles Number of Employees: 22 Primary Vendors: Toshiba, Lexmark, FP Primary Solutions Offerings: M-Files, PaperCut Primary Supplies Vendors: Toshiba, Nectron, West Point, Aster Graphics, Arlington Primary Leasing Partners: U.S. Bank, GreatAmerica, EverBank Approximate Yearly Revenues: $3 million Fastest Growing Segments of Allied Business Solutions’ Business: Enterprise Content Management Biggest Accomplishment of the Past

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2015

Elite Dealers: Less Than $5 Million

ELITE DEALERS Year: Implementing sales, service, and administrative training programs. Why We Consider Allied Business Solutions Elite: • Allied Business Solutions ensures premium customer support by offering a replacement guarantee on all products. The company is also well known in the Boise area for its service. Service techs are friendly and often are asked for by name. • Its “Lunch & Learn” program where the company invites customers in for a free lunch and door prizes, along with a brief presentation on one of its product offerings. This has proven to be a successful way for company representatives to meet with clients while introducing them to a product in a fun social setting. • It targets a specific market each month by promoting and focusing on the aspects of the chosen industry. • Its employees volunteer each month at the Ronald McDonald house in Boise by cooking a meal for the families. • It supports Ducks Unlimited (a non-profit wetlands conservation group) by hosting a yearly dinner in which all proceeds benefit the charity.

The Barlop Team.

Barlop Business Systems Miami, FL www.barlop.com

Year Founded: 1983 President/Owner: Jose Lopez Number of Employees: 35 Primary Vendors: Ricoh/Lanier, OKI Data, Samsung, Martin Yale, Formax, Lexmark, Fujitsu Primary Solutions Offerings: Nuance, Equitrac, Ademero, Print Audit, EFI, RSA, MarcomCentral, Objectif Lune 88

Primary Supplies Vendors: Ricoh, Samsung, OKI Data Primary Leasing Partners: GreatAmerica, GE Capital Approximate Yearly Revenues: Less than $5 million Fastest Growing Segments of Barlop’s Business: From December 2011 to December 2014, Barlop Leasing has increased 249 percent, and service revenue has increased 80 percent. Biggest Accomplishment of the Past Year: Moving to a new building without interrupting its regular work schedule or its customer service. In August 2013, Barlop Business Systems acquired a new 15,000-square-foot building. After more than a year of remodeling, it was finally able to move in this past October. The new building has made employees more comfortable and productive, and most importantly, customers are now able to visually see and interact with all the products it sells. Why We Consider Barlop Business Systems Elite: • Its re-branding initiative and making a transition to business process enhancing solutions and a services-led high-tech company. With this transition, the dealership has shifted to Managed Services, including MPS, Managed Network Services, Managed Document Workflow, Business Process Optimization services, and Specialty Production Print services—all targeted at the mid market. To build this new market brand, it is leveraging social networking and e-mail marketing to position the company as a client-focused, solutions-driven company. It also has revamped its sales process so that sales professionals lead with document workflow not speeds and feeds. • It sponsors its technicians with company paid training to enhance their graphic arts knowledge and computer inter-networking skills to support and implement its new solutions offerings. The goal is to integrate all these changes into one cohesive and well-aligned Sales/Marketing and Service organization that is reflective of the changes in its local marketplace

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by vertical market—all focused on helping Barlop’s customers connect employees to the most relevant information in a timely manner. • It is a family-oriented dealership and holds monthly meetings and gatherings, including yearly picnics and holiday parties where employees are encouraged to bring their families. • Each client gets their business assessed by a trained solutions specialist and sales professional. After the installation and training of the equipment, the client is introduced to their service specialist; supplies are sent to them automatically and meters are sent remotely to Barlop via the print audit data collection agent. In summary, Barlop’s services allow the customer to continue doing what they do best without having to worry about their office equipment. • The aforementioned exponential growth in leasing revenue.

The Consolidated Copier Management Team (left to right) Lincoln Nunnally, Stephanie Robinson, Tracy Anderson, Patrick Nunnally, Salisa Bacon, Brian Lugar.

Consolidated Copier Services McDonough, GA www.consolidatedcopiers.com Year Founded: 1987 Owner/President: E. Patrick Nunnally Number of Employees: 16 Primary Vendors: Konica Minolta, KIP, Muratec, MBM, Fujitsu Primary Solutions Offerings: Konica Minolta Dispatcher Phoenix, Nuance, Equitrac, Pharos Primary Supplies Vendors: Katun, Arlington, Color Imaging, Precision Roller Primary Leasing Partners: GE Capital, DLL, GreatAmerica Approximate Yearly Revenues: $3 million

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2015

Elite Dealers: Less Than $5 Million

ELITE DEALERS Fastest Growing Segments of Consolidated’s Business: Color Production Equipment grew 643 percent in May 2015 and Network and IT Services has led to a consistent increase in revenue of up to 50 percent monthly in 2015. Biggest Accomplishment of the Past Year: Doubling the size of its sales team with expectations to triple it by the turn of the year. As an example of how well its sales team is doing, one of Consolidated’s top senior sales reps is closing 99 percent of all forecasted revenue this year. Why We Consider Consolidated Copier Services Elite: • Its partnership with a major media firm that is now responsible for Consolidated’s Internet presence, ad campaigns, and online marketing. The firm has drastically increased both quality and quantity of web-generated leads. Many of these leads have been converted into sales, maintenance agreements, or IT service calls. Overall, Consolidated is receiving an estimated 200-300 percent more leads and is able to convert them into a sale or service around 300 percent more often. • It is moving beyond providing customers with simple solutions into more complex solutions and is focused on training its team to be able to achieve greater success in this area. • It has won Konica Minolta’s Pro-Tech Service Award for six consecutive years and has been honored as Konica’s Fastest Growing Dealer in a Small Market. • It listens to ideas from all its employees and implements them when possible, which helps everyone understand they are valued and trusted. Each department has regularly scheduled meetings to provide opportunities for problem solving, swapping ideas, asking questions, and making suggestions. For each meeting, notes are sent out to ensure follow-up is completed. Consolidated also gives each employee decision-making authority in their position and trusts them to do their jobs well. It also encourages employees to be involved family members and is flexible with time for their families. Time off to attend children’s school-related activities is not deducted from anyone’s vacation time.

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• Its corporate and community involvement, including sponsorship of Oneheart Ministries, a local organization for helping at-risk youth. It also makes donations toward causes such as help for domestic violence, teen mothers, sports for kids with disabilities, and much more.

Craig Knouf, President

Imagine Solutions for Business, Inc. Portland, OR www.goimagineusa.com

Year Founded: 213 President: Craig Knouf Number of Employees: 30 Primary Vendors: Toshiba, Samsung, HP, Brother Primary Solutions Offerings: Abby, Docuware, Microsoft/SharePoint, OpenText, Drivve Primary Supplies Vendors: Azerty, LMI, Supplies Network Primary Leasing Partners: U.S. Bank, EverBank Approximate Yearly Revenues: $4-$5 million Fastest Growing Segments of Imagine Solutions for Business’ Business: Color and A4 MFPs and Managed Print Services Biggest Accomplishment of the Past Year: Imagine Solutions successfully completed its merger with Quality Office Systems and Infinite Solutions while opening branches in Eugene and Roseburg, OR. Why We Consider Imagine Solutions for Business Elite:

www.enxmag.com | December 2015

• In the company’s initial year in business, it attained almost $4 million in sales revenue. • The dealership has a family-oriented atmosphere while fostering a sense of ownership for its employees. • It uses social media to connect with its community and customers. Each Monday the company highlights and shares unique information on helping increase customer ROI via Facebook, Twitter, and LinkedIn. It offers a full suite of solutions and products while touting its own programming engineers. • Through its branch operation, NOVO Expert Solutions, Imagine Solutions ties directly into its customers’ professional services and high-end ECM (enterprise content management) programming needs. Imagine Solutions also helps organizations manage the mounds of internal data and documents, as well as the constant stream of external unstructured information. • The dealership and its staff donate time and money to Portland Union Mission throughout the year while Imagine also donates time and products to the Chelsea Hicks Foundation as well as participates and provides sponsorship money for the annual United Way Greater Douglas County golf tournament.

The Mid Ohio Business Machines team (left to right) Pat Kennedy, Josh Conway, Rhonda Hoskinson, Tim Routzahn, Danielle Mason, Cory Menker, John Hoskinson (Founder), Karen Hoskinson (President), Nolan Fast, Tim Major, Kelly Eager, J.D. Hoskinson (Vice President), John Frederick, Allen Lewis, Jim Shambre (Not pictured – Paula Megert).

Mid Ohio Strategic Technologies Columbus, OH www.bizmachines.com Year Founded: 1979

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Congratulations Elite Dealers! The Business Technology Association congratulates the following BTA member dealerships named 2015 Elite Dealers by ENX Magazine & The Week in Imaging.

ABC Office Equipment, Spokane, WA ABS Business Products, Cincinnati, OH ACT Group, Cromwell, CT Advance - The Document Specialists, Cockeysville, MD Advanced Business Solutions, Jacksonville, FL Advanced Imaging Solutions (AIS), North Las Vegas, NV Allen Business Machines (ABM), Fort Wayne, IN Applied Imaging, Grand Rapids, MI ASI Business Solutions, Dallas, TX Atlantic, Tomorrow’s Office, New York, NY Barlop, Miami, FL Bay Copy, Rockland, MA Blue Technologies, Cleveland, OH Business Copier Solutions, Poway, CA Cell Business Equipment, Irvine, CA Centric Business Systems, Owings Mills, MD Century Business Products, Sioux Falls, SD Commonwealth Digital Office Solutions, Sterling, VA Consolidated Copier Services, McDonough, GA Coordinated Business Systems, Burnsville, MN Copier Fax Business Technologies, Buffalo, NY Copy Concepts, Fort Myers, FL Copy Products, Springfield, MO Corporate Business Systems, Madison, WI Des Plaines Office Equipment, Elk Grove Village, IL Document & Network Technologies, Fenton, MO Eakes Office Solutions, Grand Island, NE Edwards Business Systems/Virginia Business Systems, Bethlehem, PA EO Johnson Business Technologies, Wausau, WI

Fisher’s Technology, Boise, ID Fraser Advanced Information Systems, West Reading, PA Gordon Flesch, Madison, WI Image Matters, Knoxville, TN ImageNet Consulting, Oklahoma City, OK Impact Networking, Waukegan, IL Kelley Imaging Systems, Kent, WA Loffler Companies, Bloomington, MN Marco, St. Cloud, MN Martin Group, Lake Geneva, WI Mid Ohio Strategic Technologies, Worthington, OH Millennium Business Systems, Livonia, MI Modern Office Methods, Cincinnati, OH Nauticon Imaging Systems, Gaithersburg, MD Offix LC, Gainesville, VA On Demand, Houston, TX PERRY proTECH, Lima, OH ProSource, Cincinnati, OH Rhyme, Portage, WI RJ Young Co., Nashville, TN SolutionOne, Lincoln, NE Stargel Office Solutions, Houston, TX Stone’s Office Equipment, Richmond, VA Stratix Systems, Wyomissing, PA Systel Business Equipment, Fayetteville, NC TGI Office Automation, Brooklyn, NY Usherwood Office Technology, Syracuse, NY Woodhull, Springboro, OH WPS, Hagerstown, MD Yuma Office Equipment, Yuma, AZ

Elite dealers look to an elite association for guidance, support & resources.

Join BTA Today! www.bta.org/JoinBTA

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2015

Elite Dealers: Less Than $5 Million

ELITE DEALERS President/Owner: Karen Hoskinson, President /John D. Hoskinson II, Vice President Number of Employees: 16 Primary Vendors: Toshiba, Lexmark, Muratec, Fujitsu Primary Solutions Offerings: Intellinetics, SentryFile, Toshiba Re-Rite Primary Supplies Vendors: Imagestar, ACM, Polek & Polek Primary Leasing Partners: GreatAmerica Approximate Yearly Revenues: Less than $5 million Fastest Growing Segments of Mid Ohio’s Business: The dealership has seen revenue growth within Document Management & Workflow Solutions and placement of high-speed color multifunction products. Biggest Accomplishment of the Past Year: As a family owned and operated business, it is imperative to prepare for the next generation of ownership. Through the help of the company’s attorney, accounting firm, and the Conway Family Business Center in Central Ohio, Mid Ohio has taken steps to prepare for the transition and is working on its succession plan. As a result, Mid Ohio is now owned by the families founding and future generations. Daily operations have been turned over to J.D. Hoskinson, II the next generation owner. This has been a smooth transition as the company’s succession plan is in full operation. Why We Consider Mid Ohio Elite: • It is a small, locally owned, family business celebrating its 36th year of working with other small to mid-size businesses in the central Ohio area. Mid Ohio maintains that it is just like the businesses with which it partners. • The dealership strongly believes in creating a sense of partnership with every company it services. • It has enjoyed ongoing success selling document management and workflow solutions. • It regularly hosts “Lunch and Learns” to inform and educate current and potential customers about how the industry is changing and what new technologies are available to increase efficiencies and cut costs.

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• The dealership employs an excellent team that loves what they do and enjoys coming to work. The company also encourages employee creativity when solving client challenges while rewarding them for such. Moreover, as a family business, Mid Ohio understands that flexibility and a work/life balance is vital. The Premium Digital Office Solutions team.

Premium Digital Office Solutions On Demand, Inc.

Houston, TX www.ondemandhouston.com Year Founded: 1999 President: Michael Gray Number of Employees: 25 Primary Vendors: Sharp, Kyocera, Pitney Bowes, OKI, Formax, Rena Primary Solutions Offerings: Drivve, Paper Cut, Satori Primary Supplies Vendors: Clover, Matrix Labels, Impressions Solutions, Kyocera, Sharp, Pitney Bowes, Katun Primary Leasing Partners: GreatAmerica, Marlin, DLL, Wells Fargo Approximate Yearly Revenues: $3-$5 million Fastest Growing Segments of On Demand’s Business: Managed Services and Managed Print Biggest Accomplishment of the Past Year: Rolling out its Managed Network Services program. Why We Consider On Demand Elite: • Its ability to develop custom niche solutions to meet its customer’s needs. • It has successfully made the transition to Managed Network Services. • Its success in offering three-tier color pricing to customers along with a new maintenance contract that only charges customers for prints used. • It’s a Pitney Bowes Elite Mailing Dealer. • Its charitable contributions to organizations within the community, including copier donations, support of the Houston Livestock and Rodeo Show, and support of the Knights of Columbus scholarship fund.

www.enxmag.com | December 2015

Pine Brook, NJ www.premium-digital.com

Year Founded: 2010 Owners: Alan Schwartz, Managing Partner/Van Seretis, Managing Partner Number of Employees: 13 Primary Vendors: Muratec, Konica Minolta, Panasonic, Neopost Primary Solutions Offerings: Ademero Content Central Document Management and Workflow Software with e-Form Integration, CapturePoint Advanced Data Extraction Software Primary Supplies Vendors: Muratec, Konica Minolta, Polek & Polek, Katun, Copylite, LMI Primary Leasing Partners: GE Capital, DLL, EverBank, Leaf, Element Approximate Yearly Revenues: Less than $5 million Fastest Growing Segments of Premium’s Business: Document Management Solutions (25% growth per year), IT Services (20% growth per year), Color MFPs (30% growth per year) Biggest Accomplishment of the Past Year: It now offers a full suite of IT Services, Hosted Exchange and desktops, cloud storage and security, disaster recovery, and offsite backup along with its current offerings. Why We Consider Premium Digital Office Solutions Elite: • Its ability to create a true business partnership where it gives back to its clients in ways to improve not only Premium’s business but the customer’s business as well through personal touch and professional contacts from start to finish.

We Saw It In ENX Magazine


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Elite Dealers: Less Than $5 Million

ELITE DEALERS • It doesn’t charge clients monthly or quarterly overages; instead, Premium treats it as a block of copies/prints much like a car lease with mileage, which avoids budget overruns and monthly surprises. • It has been successful in helping clients go paperless with EDM by helping them capture, store, edit, and retrieve their documents electronically. • It’s the winner of a Muratec Image Makers Award for being in the top 20 dealers in the country and being the number one dealer on the East coast. • It has a work culture that acknowledges employees have lives beyond work and provides them with flexibility in their daily schedule to focus on family and personal matters. It also hosts annual events for employees such as Heritage Day, Bowling Nights, Family Barbeques, Sporting Events, Fishing Trips and its annual end of the year Holiday Party.

The Stones’ Office Team, (left to right): Frank Stone, Founder; Sally Stone; Sam Stone, President; Tina Berry; Mike Berry, Vice President

Stone’s Office Equipment Richmond, VA www.stonesoffice.com

Year Founded: 1970 President: Sam Stone Number of Employees: 25 Primary Vendors: Sharp, Xerox, Lexmark Primary Solutions Offerings: PaperCut, Drivve, Intact Primary Supplies Vendors: LMI Primary Leasing Partners: GreatAmerica, U.S. Bank 94

Approximate Yearly Revenues: $4-$5 million Fastest Growing Segments of Stone’s Business: Solution Sales (up 500%) and Managed Print Services (increased 150% year-over-year) Biggest Accomplishment of the Past Year: Converting from OMD to E-Automate. The dealership paired up people in the company to work together on everything from file conversion to training and implementation, which turned out to be a great team-building experience as well. Why We Consider Stone’s Office Equipment Elite: • Its “Customer First” approach. Every interaction the dealership has with a client is graded and customers are asked if they had a great experience. • It has built a culture in its business model that allows employees to make decisions based on their belief as to what will fix the issue or make the customer happy. • It has successfully built its Managed Print Services business from the ground up. • It has partnered with CEO Juice and BEI Services to increase service performance and add metrics to track the progress. Every service it performs is followed up with a survey asking clients if Stone’s met their expectations. It also ties in every survey with the Net Promoter Scoring system and tracks its NPS score monthly. • The tenure of its employees. Stone’s is a family business founded in 1970 and treats every employee like a member of the family. The average employee has worked at Stone’s for 15 years.

www.enxmag.com | December 2015

Team Office Technologies Youngstown, OH www.teamofficetech.com

Year Founded: 2003 Owner: Thomas Reeveley Number of Employees: 23 Primary Vendors: Toshiba, Dell Primary Solutions Offerings: Microsoft, Dell, Continuum, Symantec, Columbia Soft, Square 9, In-house custom development Primary Supplies Vendors: Toshiba, United Stationers Primary Leasing Partners: Leaf, GE Capital, DLL Approximate Yearly Revenues: less than $5 million Fastest Growing Segments of Team’s Business: MFPs and Dell Servers Biggest Accomplishment of the Past Year: Better managing operations, developing a consistent marketing message, an improvement in inventory packaging, and advanced employee training, as well as a heightened focus on integrated solutions. Why We Consider Team Office Technologies Elite: • Its customers appreciate working with Team due to its firm commitment to consistency, reliability, and the relationships with its service personnel. • Its “Team Tech to the Rescue” branding campaign. Team Techs are known for being well trained, consistent, polite, and thorough. They follow a proprietary model to enhance the customer experience as a result of the company’s consistent process and delivery. • It compensates its sales team in a manner that compels them to deliver “good” business and not just “deals.” Team believes in the philosophy of developing relationships based on trust. • Because of the company’s flat management model, all Team staff work

We Saw It In ENX Magazine


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We Saw It In ENX Magazine

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2015

ELITE DEALERS

Elite Dealers: Less Than $5 Million

at the same level, which seems to be appreciated by employees. • Team employees participate on nonprofit boards as well as on Rotary and the local Chamber of Commerce and also donate time, expertise, and products to nonprofit organizations.

based back-office system while also equipping its techs in the field with tablets so they can access live information while at a customer’s location. • The company culture where the focus is on getting the job done without contending with egos and internal drama to get the customer up and running as quickly as possible. • Its community sponsorships, including three Chamber of Commerce customers and a large library as well as donating door prices for non-profit organizations at fundraising events. • It continues on an upward growth curve ever since the dealership first opened its doors in 2012 and was starting out with no customers.

Upstream Office Solutions

Tampa, FL www.upstreamofficesolutions.com President: Mark Wild Year Founded: 2012 Number of Employees: 8 Primary Vendors: Toshiba, Kyocera, OKI Primary Solutions Offerings: PaperCut Primary Supplies Partners: Pollock & Pollock, OES Primary Leasing Partners: EverBank Approximate Yearly Revenues: $2.5 million Fastest Growing Segments of Upstream’s Business: MPS, Medical accounts Biggest Accomplishments of the Past Year: Moving its offices from a 2,000 square foot facility to a 3,400 square foot fully air conditioned warehouse with space to grow. Upstream also went fully cloud based on all its back-office software (ACT E-Automate and FM Audit). Why We Consider Upstream Office Solutions Elite: • It increased its average number of units per sale by 20 percent this past year. • It successfully transitioned to a cloud96

Yuma Office Equipment

Yuma, AZ www.yumaofficeequipment.com

Fastest Growing Segments of Yuma Office Equipment’s Business: Managed Services (20%), with overall growth of 4 percent the past three years. Biggest Accomplishment of the Past Year: Won the AZ SBDC Small Business of the Year Award. Also won contract for copiers at the local community college, beating out a manufacturer by spending almost two years finding out the customer’s pain points and addressing them. Why We Consider Yuma Office Equipment Elite: • Its tenured employees (most have been with the company for 5-10 years) and spirit of camaraderie, driven by a team approach. • Its Network in a Box offering, which manages a customer’s office for one price. • Despite being a small dealership, it’s been able to compete favorably against manufacturers’ direct branches. • It’s a three-time Chamber of Commerce member of the month and an SBDC Small Business of the Year. • Its community involvement. Yuma supports Crossroads Mission by supplying copiers and printers at no cost, as well as various churches that it provides hardware to at no cost. ♦

Year Founded: 1998 President/Owner: Daniel Bombard Number of Employees: 16 Primary Vendors: Toshiba, Sharp, Lanier, Samsung, OKI Data Primary Solutions Offerings: Managed Network Services (Continuum), Cloud Backup (Intronis), Unified Communi cations/VOIP (Fonality), Hosted E-mail engage exchange (Intermedia), Business ‘n Continuity (Datto, Axcient, Continuum) – All packaged as Connext Managed Services Primary Supplies Vendors: Toshiba Encompass,engage MSE ‘n exchange Primary Leasing Partners: GreatAmerica, U.S. Bank, Marlin Leasing Approximate Yearly Revenues: $3 million

www.enxmag.com | December 2015

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Jamex 95 Phone: 800-289-6550 www.jamexvending.com

FunnelMaker 103 Phone: 888-823-0006 FunnelMaker.com/freewebsite

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Error and is unable to print. This y one of the following three condi-

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up and cannot rotate. transfer-roller-disengagement) is bad. er drive gear. Typically, a grinding or eard during boot up.

ION: t the ITB and power-cycle the printer. sists, an HP Certified Technician r further troubleshooting. ng the ITB completely out of the the flag rotates (callout 1) when the allout 2). See the Figure following.

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2,500 2,600 2,600 7,000 8,000 12,500 2,100 1,600 10,000 2,300 6,500 1,500 2,000 24,000 4,000 5,000 20,000 3,500 30,000 2,000 2,500 6,000 6,000 12,000 20,000 3,000 3,500

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CONGRATULATIONS TO THE 2015 ELITE DEALER AWARD WINNERS Toshiba America Business Solutions would like to congratulate its authorized dealers on their remarkable accomplishment. Allied Business Solutions

Boise, ID

Atlantic Tomorrow’s Office

New York, NY

Bay Copy

Rockland, MA

Business Copier Solutions

Poway, CA

Copy Concepts

Fort Myers, FL

Copy Products

Springfield, MO

Document & Network Technologies, Inc.

Fenton, MO

Donnellon McCarthy Enterprises

Cincinnati, OH

EO Johnson Business Technologies

Wausau, WI

Imagine Solutions For Business, Inc

Portland, OR

Imagine Technology Group

Phoenix, AZ

Kelley Imaging Systems

Kent, WA

Mid Ohio Strategic Technologies

Columbus, OH

Millennium Business Systems

Livonia, MI

Nauticon Imaging Systems

Gaithersburg, MD

Prosource

Cincinnati, OH

Southwest Copy Systems

Albuquerque, NM

Stargel Office Solutions

Houston, TX

Team Office Technologies

Youngstown, OH

TGI Office Automation

Brooklyn, NY

United Business Technologies, Inc

McLean, VA

United Imaging

Woodland Hills, CA

Upstream Office Solutions

Tampa, FL

Yuma Office Equipment

Yuma, AZ

If you would like to join the winning team of Authorized Toshiba Dealers, call 949-462-6201..

© 2015 Toshiba America Business Solutions, Inc. Electronic Imaging Division


ENX DECEMBER 2015 ISSUE