Toshiba honored a number of top-performing U.S. independent resellers during its 2017 LEAD (Learn, Engage, Act, Deliver) Conference, held during the first week of May in Orlando, FL. One of the honorees was James Imaging Systems of Brookfield, WI, which captured the Midwest Region Top Dealer award.
James Imaging Systems boasts a comprehensive offering that includes copiers and printers, managed print services and document software and solutions. ENX Magazine had the opportunity to chat with Tom Tegeder, president of James Imaging Systems, who provided his views on the conference and discussed how a client-focused approach is enabling the dealership to thrive in a diverse field of customer verticals.
What were your takeaways from the 2017 LEAD Conference?
Tegeder: I thought it was a very good meeting; the location was great and there were a lot of best practices shared in the breakout sessions. Toshiba always does a great job putting on a meeting or a special event. Overall, it was a great learning experience.
How does it feel to be named the Top Midwest Dealer? What were some of the factors behind your success?
Tegeder: We were ecstatic; it was unexpected. I think all of the employees here are really proud of their accomplishments and what they were able to achieve with that award. As for our success, I think it really comes down to being client focused. Our top priority is the client and I think everybody understands that from management to everyone throughout the organization. Without the client, we don’t exist. It’s a matter of having the right people and the right processes in place, along with the right product.
You serve a wide range of clients, from health care and legal to commercial printing. How have you become highly proficient across so many verticals?
Tegeder: I think it’s a matter of understanding the client’s needs and how the client does business. It’s being conscious of what their drivers are and how they make money. On our end, it’s important to come up with unique document solutions and hardware for the client to easily achieve their goals.
What areas of your business are growing right now?
Tegeder: Business color is expanding, as is our ECM solutions. I think part of the reason we’ve been able to thrive is we’re seeing some more activity in the major account arena. Talent has been the key for us. Bringing really great sales people on board has helped us achieve that growth. When you factor in that we continue to invest in technology, infrastructure and high quality people throughout the organization, it really gives us an advantage. It’s about employees who care about the clients and really go above and beyond what the client’s expectations are on a day in, day out basis.
What are your goals for the balance of this year and 2018?
Tegeder: We’re looking to finishing our building expansion, which will double our square footage to support future growth. We should have it completed by the end of December. We’re also interested in continuing our acquisition strategy; we’ve done two deals in the last couple of years (Laser Tech Systems, Waukesha, WI, and Acme Office Equipment, Union Grove, WI). We’re seeking local businesses that share the same values as our company does and who share our focus on delivering and achieving the client’s expectations.