TriMega’s Brian Stevenson
TriMega’s Brian Stevenson says that like many people, his introduction to the office technology industry came about by accident. He was playing fastpitch softball in New Zealand and then returned to North America to play in Toronto during the summer of 1994. “With plenty of downtime during the days, an old teammate recommended Lanier as a good part-time job to pass the hours and make a few dollars,” he recalls. “I started as a sales rep and spent the next 10 years growing in the copier world before making the shift to MPS.”
Today, much of Stevenson’s focus at TriMega Purchasing Association is spent supporting the growth of independent MPS and technology dealers. He explains that this includes one-on-one time with the dealers, along with their supplier partners who are committed to the independent channel. “It’s also starting to include more around the topic of IoT and how these advances in technology will fit with independent dealers in the near and midterm,” he adds.
Stevenson expressed his deep appreciation for being named an ENX Magazine Difference Maker by his peers. He says that to be recognized alongside so many of talented people in the industry, along with one of his mentors, (Cannon IV’s) Jerry Jones, was a humbling experience. “Our independent community is relatively small, yet this ENX initiative brings to light several of those people that live just beneath the radar,” he adds.
As for colleagues and mentors who have made a difference in Stevenson’s professional life, he says that the list is long and still growing. He notes that coming from the independent channel, partnerships have been critical throughout his career. “I’ve been extremely fortunate to connect with operational wizards like Trevor Moses, Doug Johnson and Ron Alphin, and strategizing on the future of MPS with visionaries like Chris Stoate, West MacDonald and the board of the MPSA,” he says. “Over the past few years, I’ve learned a tremendous amount working with Mike Maggio, John Murabito and dozens of progressive independent dealers who are members of the TriMega Purchasing Association. They’ve introduced me to fantastic new ways of growing a successful business, while having fun on the journey.”
He continues: “One final person that has provided so much insight and opportunity to me has been Rick Reid, the president of Tech Data Canada. He’s been a true friend and a great mentor. He supported our business growth at LaserNetworks, helping us become the largest independent MPS provider in North America (eventually sold to Xerox). Rick has opened the biggest doors for me, from the president of HP to the smallest independent VARs that had it “figured out.”
Asked about his greatest accomplishments in 2016 and his plans for the future, Stevenson (understandably) cites competing in his first triathlon and professionally, engaging with several independent MPS companies that have adjusted their business models for continued growth. “Three of the most successful ones this year include one dealer growing out their e-commerce engine; a second with the launch of cost-per-seat billing, and a third integrating their MPS practice with managed water and managed coffee services,” he explains. “Looking out to 2017, the growth of IoT will bring more opportunities – and more competitors. Think Amazon. Finding the path that allows the progressive independent dealers to continue their growth in these new areas will remain my primary focus.”
Stevenson believes that it is time for the industry to “sense and adjust.” He points to the slow decline of print and cautions that if an M&A strategy isn’t a focus, then transitioning into concentric businesses could make sense for the dealers who want to continue in the imaging space. “While avoiding the shiny object syndrome is critical, there are several solid growth avenues for dealers to explore — and I love the way the progressive dealers are responding to these opportunities,” he says. “Some are heading into advanced workflow, while others are exploring the endless list of managed services that are being created with the growth of IoT.”
There are many aspects to his work that Stevenson enjoys, but he cites the ability to participate in discussions across the industry as what he loves most about his job. This includes collaborating with key supplier partners like HP, Clover, and others as well as working with a diverse group of progressive dealers. “One day it’s with a company like RE Business Solutions on its e-commerce growth and the next is supporting the integration of an MPS dealer into a traditional office products company,” he says. “The variety ensures I continue to learn and hopefully add value to our independent channel.”
Stevenson recalls that the best advice he ever received was from Mark Sorensen, a longtime New Zealand National Team member and one of top players in the history of fastpitch softball. Sorenson said: “It’s critical to have the mental discipline to sense and adjust. Without it, you’re just another player.” Stevenson points out that the advice came after he completed a three-strikeout game against Darren Zach, one of the world’s top pitchers back in the 1990s. “The advice has stayed with me from that day, and continues to be true in both sport and business,” he says.
