Elite Dealers: $50 million to $100 million

Access Systems
Waukee, IA

Year Founded: 1986
President/Owner: Shane Sloan (CEO), Jay Agard (president of operations), Jon Joynt (president of sales)
Number of Employees: 229
Primary Vendors: Sharp, Ricoh, Toshiba, Lexmark, HP, Dell, Lenovo
Primary Solutions Offerings: PaperCut, Microsoft, VMware, Drivve, Square 9, SonicWall, Fortinet, Datto, Ubiquiti Networks
Primary Leasing Partners: GreatAmerica, DLL, Wells Fargo, U.S. Bank, private label
Approximate Yearly Revenue: $60-$65 million
Fastest-Growing Business Segments: Cloud-based telecommunications services (68%), managed network and security services (22%)
Biggest Accomplishment of the Past Year: Access Systems continues to rebound strong, as 2021 revenue increased $11 million over 2020 and $8 million in excess of 2019’s pre-pandemic performance, with 2022 projecting even greater growth.

Members of Access Systems’ senior leadership team attend the groundbreaking ceremony for its new headquarters expansion

Why We Consider Access Systems Elite:

  • Call waiting. One of the key drivers of Access Systems’ recent growth is its Access Cloud Communications Solutions (ACCS) hosted telecommunications offering. Its marketing department created a list of clients who weren’t utilizing ACCS, then crafted an educational campaign with a dash of humor to make it more engaging and help increase open rates. It included memes, comical scenarios and “Friday Funnies from Your Friends at Access Systems.” The campaign yielded a 33% open rate and warmed up sales calls for the ACCS team.
  • BA in SLA. The dealer was awarded print hardware and service pacts with Iowa’s three largest state universities. Access Systems also provided innovative technology solutions with a highly customizable online ordering system that integrates with clients’ purchasing systems.
  • Partner potential. The dealer’s Omaha team joined forces with the Nebraska Health Association to become a Premier Partner. Access Systems created a landing page on the association’s member website, listing direct contact information for members of the dealer team. The company also leveraged GPO pricing to tailor solutions for the health care environment.
  • Coming attractions. This past May, Access Systems broke ground on the expansion of its headquarters. By next summer, the state-of-the-art building will enable the dealer to bring all of its Des Moines team members together at the 75,000-square-foot campus. The enhanced digs will include collaborative spaces, an employee lounge/bar, full gym with locker rooms, outdoor patios plus an open-air covered balcony with fireplace.

Copiers Northwest, Inc.
Seattle, WA

Year Founded: 1986
President/Owner: Mark Petrie (CEO), Gregg Petrie (president)
Number of Employees: 200+
Primary Vendors: Canon, Sharp, HP, Lexmark
Primary Solutions Offerings: Kofax, Nextiva, Canon, PrinterLogic, Sepialine, Foxit Software, Upland, PRISM, Laserfiche, Square 9, PaperCut, Canon, OpenText, Rochester Software Associates
Primary Leasing Partners: Wells Fargo, Canon Financial Services, DLL, GreatAmerica
Approximate Yearly Revenue: $50+ million
Fastest-Growing Business Segments: Color printing
Biggest Accomplishment of the Past Year: Copiers Northwest relocated to a new facility after several decades in a downtown Seattle building.

Why We Consider Copiers Northwest Elite:

  • Tuned in. One of the tried-and-true advertising channels for Copiers Northwest is morning drive radio featuring customer testimonials. This has proven to be effective for branding purposes and keeping its name in front of clients and prospects alike.
  • Client overhaul. Copiers Northwest took control of the service needs for one of the Pacific Northwest’s largest health care providers. Over time, the dealer will be switching over all the client’s printers, copiers and multifunction devices.
  • Attention-getters. Salespeople enhance the connection to the communities they serve through social media posts in tandem with Evolved Office emails. Once a month, the posts focus on “CNW Employees in the Community,” which provides the opportunity to talk about team member activities such as horse rescues and graduation night support for high school seniors as well as organizations employees are involved in, including non-profit boards.
  • Industry kudos. Copiers Northwest has garnered Advanced Partner Elite Status with Canon. The company is also an HP Platinum Partner and a Hyakuman Kai honoree with Sharp.

Kelley Connect
Kent, WA

Year Founded: 1974
President/Owner: Aric Manion
Number of Employees: 326
Primary Vendors: Toshiba, Pitney Bowes, Kyocera, Xerox, Sharp, Lexmark, Formax, HP, Canon
Primary Solutions Offerings: DocuWare, ABBY, PaperCut, Treeno, Satori, Flex Systems
Primary Leasing Partners: GreatAmerica, U.S. Bank, Xerox Financial Services, Wells Fargo, LEAF
Approximate Yearly Revenue: $70 million
Fastest-Growing Business Segments: Mailing (28%), professional services (19%), aftermarket (17%)
Biggest Accomplishment of the Past Year: Kelley Connect successfully onboarded multiple new acquisitions almost entirely in remote fashion. All employees who wanted to remain were kept and trained on the dealer’s brand and language.

Kelley Connect’s Medford, Oregon, office. Photo courtesy KSW Architects

Why We Consider Kelley Connect Elite:

  • Steady drip. In 2021, the dealer launched an email outreach campaign to existing partners with one service contract. This drip campaign was designed to introduce partners to other service and solutions offerings, including IT services, mail solutions and business process automation. Kelley Connect messaged the campaigns to specific verticals—health care, education, medical, legal, etc.—and included partner testimonials, landing pages and social media outreach.
  • True value. Not many dealers can put forth a project bid that’s higher than five other suitors and prevail, but Kelley Connect demonstrated the value of its services to Zip-O-Log Mills, a lumber wholesaler to the construction industry. The client was looking for a provider to take the lead on a project that would drive more services to the cloud, but ostensibly was in search of an MSP when the current agreement expired. Kelley won both with two monthly agreements exceeding $15,000 combined in addition to growth opportunities that will yield another $250,000 in new business.
  • High honors. Kelley Connect has captured a number of partner awards, including Elite Dealer designations from Toshiba and GreatAmerica Financial Services, Pitney Bowes’ Premier Dealer, U.S. Bank’s Platinum Dealer and DocuWare Customer Service Champion for 2021 and 2022.
  • Community support. In 2022, Kelley Connect expanded its sponsorship program to include recreational facilities and high school sports, with an intentional focus on keeping people active. The dealer also heightened its membership, participation and sponsorship with Chambers of Commerce in the regions where newly acquired companies are located.

LDI Connect
Jericho, NY

Year Founded: 1999
President/Owner: Jerry Blaine
Number of Employees: 205
Primary Vendors: Canon, Xerox, HP, Sharp/NEC, Toshiba, RISO, EFI
Primary Solutions Offerings: Canon, Kofax, PaperCut, PrinterLogic, Microsoft, Intermedia, Zoom
Primary Leasing Partners: Canon Financial Services, DLL, LEAF
Approximate Yearly Revenue: $55+ million
Fastest-Growing Business Segments: Cloud, managed IT, Pro A/V
Biggest Accomplishment of the Past Year: LDI Color ToolBox underwent a significant rebrand, changing its name to LDI Connect.

LDI Connect’s New York City showroom

Why We Consider LDI Connect Elite:

  • Evolving identity. The aforementioned name change doesn’t disavow LDI Connect’s commitment to the print and copy world, but rather adds focus to the value of document management, managed IT and cloud, professional A/V and security surveillance solutions to help maintain a competitive edge.
  • Securing growth. With an eye toward expanding its non-print lines of business, LDI Connect has enjoyed key placements in cloud and managed network services. In one of the year’s top takedowns, the dealer installed more than 1,100 security cameras at a residential campus.
  • Evolving landscape. As the pandemic brought greater emphasis on the need to embrace digital transformation, LDI Connect adapted its business strategy to offer the infrastructure and innovation required to allow clients and prospects to sustain their businesses, maintain health and wellness, and create a competitive advantage.
  • Community support. LDI Connect’s social outreach and philanthropic initiatives include advisory, financial support and in-kind donations of print.

Les Olson IT
Salt Lake City, UT

Year Founded: 1956
President/Owner: James Olson
Number of Employees: 306
Primary Vendors: Sharp, Ricoh, HP, HPE, Fujitsu, Formax, Dell, Mint Mailing
Primary Solutions Offerings: Datto, Intermedia, DocuWare, EKM, PaperCut, Objectif Lune, Goldfax, Drive Image, Microsoft, Google, PrinterLogic, Verkada, Ubiquiti
Primary Leasing Partners: REVCO (internal leasing), U.S. Bank, Wells Fargo, DLL
Approximate Yearly Revenue: $60+ million
Fastest-Growing Business Segments: MNS (31%), image and print hardware (15%), MPS (13%)
Biggest Accomplishment of the Past Year: Despite a difficult hiring environment, Les Olson IT expanded its qualified employee base, which had a salutary impact on revenue and profit.

Lisa Thaller, CBO of Les Olson IT (left) and James Olson, CEO

Why We Consider Les Olson IT Elite:

  • Ki-yi kings. Les Olson IT partnered with University of Utah quarterback Cameron Rising, who has become a spokesperson for the dealer. Rising, who led the Utes to its first-ever Rose Bowl appearance, has quickly become one of the most beloved players in the football program’s history, and his popularity has helped attract many new clients.
  • SDR savvy. The dealer has created a sales development role that fields marketing-generated leads and qualifies them within moments of a phone query or online form registration. This increased the effectiveness of leads generated through Google Ads and other digital means by many orders of magnitude while enhancing customer satisfaction, providing a higher closing rate.
  • Mark of consistency. Les Olson IT’s relationship with Sharp has been validated by three decades of attaining the OEM’s Hyakuman Kai Elite status. Sharp also named the dealer a Platinum Elite Service Provider for 2022. Other honors include DocuWare’s Diamond Club Member and 2022 Service Champion Award, and Datto’s Blue Diamond Partner Status.
  • Corporate caring. In the past decade, Les Olson IT has donated more than $500,000 to Primary Children’s Hospital in Salt Lake City. During that same timespan, the dealer partnered with local food banks to provide resources in feeding children and senior citizens. Through donations of time, food and money, it’s provided the equivalent of one million meals.

Modern Office Methods (MOM)
Cincinnati, OH

Year Founded: 1957
President/Owner: Kevin McCarthy
Number of Employees: 210
Primary Vendors: Ricoh/Lanier, Canon, HP
Primary Solutions Offerings: Square 9, PaperCut, Kofax, Ademero, Objectif Lune, Zebra
Primary Leasing Partners: U.S. Bank, Wells Fargo, DLL
Approximate Yearly Revenue: $52 million
Fastest-Growing Business Segments: Managed services (10%), aftermarket supplies (5%), MPS (3%)
Biggest Accomplishment of the Past Year: As supply chain issues grew, Modern Office Methods’ executive team huddled with sales to develop strategies that would provide transparency and accurate projections as to order fulfillment.

The Modern Office Methods family

Why We Consider Modern Office Methods (MOM) Elite:

  • Marketing strategy. MOM rolled out a quarterly marketing plan that emphasizes a select area of its product and service arsenal. Each quarter’s highlighted area sees focused marketing spend, advertising, email campaigns and social media coverage. The dealer also hosts an information webinar on the topic. All efforts are designed to educate and introduce new ideas/solutions to existing clients and specific vertical markets. MOM tracks its ROI through outcome and generated activity for the given discipline.
  • Patient payoff. Following a two-and-a-half year courtship of a hospital, MOM secured an implementation that included 320 MFP units, managed print services and a software authentication package for secure print.
  • Excellence recognition. MOM’s service team was bestowed with the Association of Technical Service Professionals (ATSP) National Dealer Award and Ricoh’s 2022 Circle of Excellence Award. COO Ken Staubitz was chosen as a finalist for the Goering Center’s Grypp Rising Leader Award.
  • Giving spirit. MOM sponsors and participates in a number of community fundraising endeavors, including Dayton Foodbank, Matthew 25, Walk to End Alzheimer’s and Buddy Walk Cincinnati. On the corporate level, MOM partners with the Cincinnati Reds Community Fund, Johnny Bench Awards Luncheon, Cincinnati Toolbank Golf Outing, Xavier Student All for One Fund, Otterbein SeniorLife Foundation and Mercy Health Foundation, among others.

Lima, OH

Pat Summers

Year Founded: 1965
President/Owner: Barry Clark (CEO), Pat Summers (president)
Number of Employees: 250
Primary Vendors: Konica Minolta, Ricoh, Lexmark, Kyocera, HP, Mimaki
Primary Solutions Offerings: Cisco, Fortinet, PaperCut, Konica Minolta, Workpath, Kofax, RSI, DocuWare, RightFax, Microsoft
Primary Leasing Partners: U.S. Bank, GreatAmerica
Approximate Yearly Revenue: $65.4 million
Fastest-Growing Business Segments: MNS (60%), net-new MFP (11%)
Biggest Accomplishment of the Past Year: Despite the pandemic and supply chain challenges, PERRY proTECH adapted to the market changes and managed to increase the FMV of its business by 8.4%. The dealer also moved into a new corporate headquarters.

Why We Consider PERRY proTECH Elite:

  • Prospecting prowess. Backed by last year’s implementation of SalesForce, PERRY proTECH leveraged HubSpot to automate its sales team’s prospecting efforts. The dealer targeted its growth in production program and MNS/security, and significantly increased inbound leads and overall brand awareness in its markets.
  • MNS blueprint. PERRY proTECH created three standard service offerings that it took to market to supplement MNS growth. By messaging its imaging customer base and delivering easily scalable solutions to its markets, the dealer was able to identify, assess and close opportunities that were an optimal fit for clients.
  • Product expansion. The dealer expanded its product menu with the Mimaki product line of wide-format inkjet printers, enabling it to capture new market share.
  • Community outreach. PERRY proTECH encourages its employees to dedicate their time through paid volunteer hours in support of the communities it serves. The dealer also participates in branch/team activities including volunteering at a local homeless shelter, participating in fundraisers and donating to community cleanup events.

Cincinnati, OH

Year Founded: 1985
President/Owner: Brad Cates (president and CEO), Ben Russert (chairman)
Number of Employees: 228
Primary Vendors: Konica Minolta, Kyocera, Lexmark, Xerox, Toshiba, HP
Primary Solutions Offerings: PaperCut, Kofax, Microsoft, Datto, Blackpoint Cyber, Dell, Sophos, Barracuda, Hyland, Intermedia, OpenText
Primary Leasing Partners: U.S. Bank, Wells Fargo, DLL, GreatAmerica
Approximate Yearly Revenue: $50-$55 million
Fastest-Growing Business Segments: Managed services (35%)
Biggest Accomplishment of the Past Year: A pair of acquisitions keyed strategic growth for Prosource. One deal bolstered its burgeoning managed technology business and provided new capabilities, including structured cabling, telecommunications services and consulting, security and surveillance equipment. The other drove growth in Ohio, Kentucky and West Virginia.

The TotalPro Experience is Prosource’s approach to identifying customer needs and exceeding expectations from start to finish

Why We Consider Prosource Elite:

  • Passing through. Earlier this year, Prosource partnered with Flyover Future, an integrated media company focused on connecting communities of innovators and business and technology executives throughout “Flyover Country.” The partnership was struck to drive brand awareness and credibility and to develop engagement and trust within Flyover’s audience through content sponsorships and panel events featuring Prosource as industry leaders.
  • Continuous learning. Prosource obtained a contract with one of the leading school districts in Kentucky, a deal that saw more than 90 units refreshed, including PaperCut and card readers. The devices were installed and tested, and the users were trained over a six-day period, keeping the district operational throughout the installation process. It also created an opportunity to manage the district’s fleet of A4 devices through its MPS contract.
  • Training program. The dealer piloted a recruitment and employer branding initiative, the Prosource B2B Technology Sales Training Program. It offers recent graduates and early career professionals a chance to participate in best-in-class sales training while gaining valuable professional experience in selling a comprehensive suite of technology solutions.
  • Industry accolades. Prosource reeled in an extensive list of awards the past two years, including Channel Futures’ MSP 501 Award, Hyland’s Diamond Support Partner Award and Butler Street’s Best of Print & Digital. In each of the past three years, Prosource has won Toshiba’s ProMasters Elite Dealer and Konica Minolta’s Pro-Tech Award.

Proven IT
Tinley Park, IL

Year Founded: 2003
President/Owner: John Cosich
Number of Employees: 315
Primary Vendors: Xerox, Toshiba, Canon
Primary Solutions Offerings: Laserfiche, Datto, CrowdStrike, Toshiba
Primary Leasing Partners: LEAF, Xerox Financial Services, Canon Financial Services
Approximate Yearly Revenue: $65 million
Fastest-Growing Business Segments: MNS (50%), telecom (35%)
Biggest Accomplishment of the Past Year: Proven IT saw its revenue rebound to pre-pandemic levels and was able to increase its team headcount to full capacity.

Proven IT celebrates the ribbon cutting at its new Indiana location

Why We Consider Proven IT Elite:

  • Client convenience. Proven IT has enjoyed much success and positive feedback from customers by bundling its print with telecom/managed network services for a single, monthly price.
  • Managed excellence. One of Proven IT’s biggest takedowns of the year was a managed network services deal that entailed more than 500 user seats.
  • Keeping it fun. In an effort to foster an environment of happy and productive team members, Proven IT plays host to interactive lunch events, group concert outings, paintball battles, WhirlyBall excursions and Top Golf meetings.
  • Charitable endeavors. Proven IT gives back to the communities it supports through event volunteering, direct financial support and donations, and in-kind donations for auctions and raffles.

Systel Business Equipment
Fayetteville, NC

Year Founded: 1981
President/Owner: Keith Allison
Number of Employees: 250
Primary Vendors: Ricoh, Konica Minolta, HP, Lexmark, Panasonic, Mimaki
Primary Solutions Offerings: Square 9, PaperCut, RightFax, DocuWare, Kofax, Ricoh, EveryonePrint, OpenText, Objectif Lune
Primary Leasing Partners: DLL, U.S. Bank
Approximate Yearly Revenue: $51.4 million
Fastest-Growing Business Segments: Production (114%), fleet (31%)
Biggest Accomplishment of the Past Year: Systel Business Equipment acquired the customer base for Office Copying Systems in Greenville, South Carolina, and received full-line manufacturer authorizations in the eastern and western regions of the state.

Systel Business Equipment celebrates the acquisition of Baker Office Solutions in Florence, South Carolina, with a ribbon cutting ceremony

Why We Consider Systel Business Equipment Elite:

  • Lead gen. The dealer created a business development program in order to generate new leads for its account managers, with a focus on South Carolina and Georgia following two acquisitions. Systel also added more specialists to its production print and business solutions division to support the growing demand for managed IT, VoIP, software/solutions and production.
  • Spreading awareness. Systel launched a “Listen-Up Managed IT” campaign earlier this year to draw attention to the urgency of managed IT and network security. The campaign sought to illustrate hidden threats and vulnerabilities that put business networks at risk.
  • Market dominance. One of the biggest takedowns for Systel was a deal with the largest community college in Raleigh, North Carolina. The dealer now partners with all top 10 community colleges in the state.
  • Community support. Systel invests in the communities it serves, supporting meaningful causes and nonprofits through corporate sponsorships and participation in local charity events in addition to barters, discounts and monetary donations. The dealer also funds a billboard for a local public library at a nearby minor league baseball stadium.

United Business Technologies
Gaithersburg, MD

Year Founded: 1978
President/Owner: Armen Manoogian (CEO), Stu Wise (president/COO)
Number of Employees: 100-110
Primary Vendors: Canon, HP, Toshiba, Brother
Primary Solutions Offerings: Canon, PaperCut, PrinterLogic, Imageware, SmartPrint, EFI, Kofax, ECI Software, Netaphor
Primary Leasing Partners: Canon Financial Services, CIT
Approximate Yearly Revenue: $60-$65 million
Fastest-Growing Business Segments: MPS equipment (15%)
Biggest Accomplishment of the Past Year: United Business Technologies increased its hardware sales by $26 million, a figure expected to exceed $32 million in 2022.

Stu Wise, president of United Business Technologies

Why We Consider United Business Technologies (UBT) Elite:

  • Untapped sources. The dealer is leveraging LinkedIn Sales Navigator and Seamless.AI to make connections with potential customers. UBT also targeted new accounts by partnering with Convergo to train its sales team on Fanatical Prospecting and launching a top 200 program.
  • Governing bodies. UBT picked up $8 million in net-new business and secured its second-largest customer in winning the Securities and Exchange Commission account.
  • Canon fodder. A trio of awards were bestowed on UBT from its Canon manufacturer partner—the Top Dollar Award (five consecutive years), the 2021 Advanced Partner Dealer-Elite Status and 2021 Platinum Partner. UBT also copped CIT’s Award of Excellence.
  • Spreading joy. UBT has its share of team member enticements, a list that includes parking lot crab feasts, happy hours, administrative luncheons, donut day, Cornhole tournaments, tech breakfasts, Power UP awards, Just Because lunches, Halloween parties, turkey day and president’s club trips.
Erik Cagle
About the Author
Erik Cagle is the editorial director of ENX Magazine. He is an author, writer and editor who spent 18 years covering the commercial printing industry.