{"id":29824,"date":"2018-06-26T13:10:01","date_gmt":"2018-06-26T20:10:01","guid":{"rendered":"http:\/\/www.enxmag.com\/twii\/?p=29824"},"modified":"2018-06-26T23:49:57","modified_gmt":"2018-06-27T06:49:57","slug":"oes-solutions-takes-great-care-in-finding-new-partners-employees","status":"publish","type":"post","link":"http:\/\/www.enxmag.com\/twii\/business-profile\/2018\/06\/oes-solutions-takes-great-care-in-finding-new-partners-employees\/","title":{"rendered":"OES-Solutions Takes Great Care in Finding New Partners, Employees"},"content":{"rendered":"

\"\"The driving force behind OES-Solutions was never to be just a repository for purchasing product. After all, there is an ample number of other distributors who fit that description. The true wheelhouse for the Westfield, IN-headquartered distributor is catering to SMB dealers with a carefully crafted roster of OEM products that can fill in the gaps of a dealer\u2019s offering, and to act as a partner to be a catalyst for growth.<\/p>\n

\u201cWe\u2019ve always looked at ourselves as a business partner to our customers, and offer them the resource to have full sales support for quoting competitive product in bid situations, and provide full service support on the back end,\u201d stated Al Thomas, sales manager for OES-Solutions. \u201cWe like to think of ourselves as a manufacturer\u2019s representative for dealers, somebody they can go to and get immediate assistance and support.\u201d<\/p>\n

\"\"

OES-Solutions\u2019 ownership team (from left): Chip Terril, Danny Terril and Mike Oehler<\/p><\/div>\n

OES-Solutions was founded in 2000 by cousins Chip and Danny Terril, who were later joined by partner Mike Oehler. Initially, the company purchased product from other distributors and sold it out of their Fort Wayne, IN, location. They grew large enough to eventually purchase a building and relocate to Carmel, where it became a direct distributor for Sharp products. This allowed them to facilitate adding dealers through Sharp\u2019s Certified Channel Reseller (CCR) program. OES-Solutions then added KYOCERA\/Copystar to its OEM stable, and in 2017 came to terms with Konica Minolta to distribute its product line.<\/p>\n

Renewed Focus<\/strong><\/p>\n

The Konica Minolta deal was a rekindling of a previous relationship. Previously, OES-Solutions forged a deal with Konica Minolta to offer the Magicolor series of printers, but that line was primarily catered toward the consumer market and didn\u2019t fit OES-Solutions\u2019 business model. This time around, OES-Solutions\u2019 focus is to grow the number of dealers that carry Konica Minolta.<\/p>\n

\"\"

Al Thomas, sales manager,
OES-Solutions<\/p><\/div>\n

\u201cWe\u2019re looking for dealers we can partner with to help grab placements they weren\u2019t going to get otherwise,\u201d Thomas added. \u201cWe give dealers the reassurance that they have a true partner out there who is not just interested in accepting a purchase order and shipping a product, then hoping for the best in repeat business. Small- to mid-sized dealers are interested in partnering with someone who is looking at their future growth, which in turn grows our bottom line. If we\u2019re just trying to capture other people\u2019s market share, such as going from one Sharp distributor to another, you\u2019re just moving dollars around. You\u2019re never going to capture 100 percent of one manufacturer\u2019s business in the market. What we\u2019re looking to do is help dealers capture additional business.\u201d<\/p>\n

Growth Center<\/strong><\/p>\n

OES-Solutions has enjoyed consistent growth in Konica Minolta placements during a three-month stretch this year. What\u2019s impressive is that the distributor does not, and cannot, target existing Konica Minolta dealers. In spite of this, Thomas projects its Konica Minolta business to represent 15 to 20 percent of its revenue within the first 18 months of engagement.<\/p>\n

The distributor is methodical in its approach to adding OEM and supplies partners. After a four- to six-month vetting process, OES-Solutions partnered with Clover Imaging Group for remanufactured parts and supplies. Past experiences dictated the process\u2014to an extent. OES-Solutions had \u201cdabbled\u201d in the aftermarket arena in the past, but walked away simply because the sources of product were unreliable at best.<\/p>\n

\u201cIt was a very long decision-making process because we didn\u2019t want to waste our time,\u201d noted Danny Terril, vice president of sales and marketing. \u201cWe talked about the bad experience we had year after year with aftermarket supplies and parts. Clover has proved very successful for us and we appreciate their relationship.\u201d<\/p>\n

It was important for OES-Solutions\u2019 sales staff to have confidence in Clover as well, Thomas added. \u201cIt had to be something our sales staff could believe in, because if we go out and promote this product, how will our customers perceive it? Is it something they can feel confident putting into their customers\u2019 locations? We\u2019re always very cautious when it comes to adding product lines, and it\u2019s based on performance and reliability.\u201d<\/p>\n

Faith in Partnerships<\/strong><\/p>\n

That faith has been validated. Sales of Clover parts and supplies have increased nearly 100 percent over 2017, and Thomas feels the offering adds to OES-Solutions\u2019 value as a partner to its dealers. \u201cWe\u2019re not just looking for the highest margin products to sell,\u201d he said. \u201cProfit is not a dirty word to us, but it has to be tempered with overall results. We try to find that blend of right product, great reliability and reasonable profit margins.\u201d<\/p>\n

\"\"

A group of Konica Minolta employees take time out for a photo during last year\u2019s Cancer Care Cup golf outing<\/p><\/div>\n

OES-Solutions also is highly discerning when it comes to adding quality employees. Personality and drive are two key characteristics for sales personnel, and Terril is not averse to capitalizing on a good fit when he encounters a good prospect, regardless of whether OES-Solutions is shopping for a new hire.<\/p>\n

\u201cWe bring people in when they fit the type of organization we are and the type of personalities we have,\u201d Thomas noted. \u201cOur people are very committed to our success and growth. We feel we provide an atmosphere where they can be comfortable and take pride in working. The key to our success is that everybody in our building is 100 percent committed to being the best at what they do.\u201d<\/p>\n

\"\"

OES-Solutions\u2019 Danny Terril is surrounded by his wife, Gina (holding Caregiver sign), friends and family during the 2017 Cancer Care Cup Gala<\/p><\/div>\n

One of the greatest challenges facing OES-Solutions and other distributors in the SMB space is the consolidation of small dealers by larger industry roll-ups, which has reduced the base of potential partners. Thomas points out the distribution space itself has dwindled significantly over the last 10 years, reducing the core group to about 15 large distributors.<\/p>\n

\"\"

Danny Terril (fourth from left) of OES-Solutions presents a check for $40,000 to the Indiana University Health North\u2019s board of directors<\/p><\/div>\n

Adding new dealers to their book of business will be a significant challenge moving forward, according to Thomas. \u201cWe\u2019ve established a unique niche in the distribution market because we\u2019re not simply a fulfillment center,\u201d he said. \u201cLike any sales organization, you have to continue to add new dealers in order to maintain growth, given that you lose customers every year to circumstances that are out of your control.\u201d<\/p>\n

Spreading the Word<\/strong><\/p>\n

Terril is confident in his sales reps\u2019 ability to maintain strong, personable relationships with clients. OES-Solutions is growing its base via word of mouth, print advertising and its website, where dealers can order directly from them and learn more information about the firm. With a national focus and a spirited target on bird-dogging new dealers for its OEM partners, the distributor is confident the Konica Minolta and Clover pacts will fortify its efforts exponentially.<\/p>\n

Even with the new partners, OES-Solutions is constantly on the lookout for additional top- and bottom-line revenue growth opportunities. The distributor has held talks with various, local managed IT entities for a possible solutions expansion.<\/p>\n

\u201cWe\u2019re very busy right now,\u201d Terril remarked. \u201cWe need to concentrate on growing not just new Konica Minolta business, but growing our Sharp-based CCR program and the people we turn on to KYOCERA. But we have to jump in with both feet on Konica Minolta.<\/p>\n

\u201cIt\u2019s not like we have 50 reps in our bullpen. We have a small core of people who are adept at what they do. We hold them to high expectations and ask them to take on quite a bit. Our reps average two and a half to three times what the average distribution rep does nationwide in sales revenue.\u201d<\/p>\n

OES-Solutions continues to scout for dealers who have a gap in their offering that can be addressed by its Sharp, KYOCERA and Konica Minolta lines. Further, they plan to continue taking a measured approach to opening new and complementary partnership lines as opposed to cannibalizing the incumbent OEMs.<\/p>\n

\u201cWe pride ourselves in partnering with our customers,\u201d Terril remarked. \u201cThe more we can help them be successful, the more OES will be successful. We\u2019ve had customers who have stuck with us since our inception, and that\u2019s because we always put them first. We go all out, 100 percent every day, and we think that will serve us well in the future.\u201d<\/p>\n

\n
Cancer Survivor Danny Terril Organizes Cancer Care Cup to Benefit Families of Oncology Patients<\/div>\n
Six years ago, prior to his 40th birthday, Danny Terril received some life-altering news. The vice president of sales and marketing for Westfield, IN-based distributor OES-Solutions was diagnosed with stage three pancreatic cancer. Fortunately, he was able to receive world-class treatment at Indiana University Health North and IU Health Methodist. Doctors performed the Whipple procedure, also known as a pancreatoduodenectomy, and the surgery was a success. Terril is currently cancer-free.<\/p>\n

Unfortunately, even for those whose prognosis is optimistic, the experience of going through treatments, check-ups and follow-up appointments can exact a toll from a physical, emotional and financial standpoint. As a business owner, Terril was in a position to reconcile the financial burden associated with cancer treatments and the Whipple procedure, but in most cases, it can be a nightmare for not only the patients, but their loved ones as well.<\/p>\n

During the course of his treatments, Terril and his wife, Gina, got to know doctors, nurses, social workers and other staff at IU Health, as well as patients. Many of the patients struggled financially. They were on medical leave from work, often having exhausted PTO and other resources, and spouses\/family members were full-time caregivers in addition to holding down regular jobs. The Terrils met one family that was living in their car in order to survive during the treatment phase, unable to afford the expense of a hotel. Upon learning this, the Terrils gave the family some money for food and lodging.<\/p>\n

Happy to have provided some comfort for a family in need, the Terrils felt there was more that they could do to assist other people in similar circumstances. So they sat down with Danny\u2019s oncologist, Dr. Jennifer Morgan, and the hospital\u2019s head of philanthropy to discuss a project. Many organizations raise money to support cancer research, but the Terrils wanted to focus their efforts on supporting families financially during their treatment phase.<\/p>\n

\u201cWe\u2019re trying to relieve the financial burden so that cancer patients, their caregivers and families don\u2019t have to think about money matters,\u201d Terril said. \u201cThey can put the focus on what really matters, which is their loved ones.\u201d<\/p>\n

This was the genesis of the Cancer Care Cup and Gala. An avid golfer, Terril has participated in a number of charity events over the years, and the thought of an annual golf outing clicked with him. Wanting to cast a wider net for the fundraising effort, Gina Terril\u2014who as a senior business development officer with Indiana Members Credit Union has sat on numerous boards that have hosted galas\u2014suggested holding a fundraising dinner the night prior to the outing.<\/p>\n

Last year\u2019s semiformal event drew close to 200 attendees for an evening of dining, cocktails and entertainment. It raised $40,000, which has enabled the patients\u2019 assistance fund to provide support to handle a multitude of expenses, from hotel stays to prescriptions and rent\/mortgage payments.<\/p>\n

\u201cI feel like the good Lord has blessed me and has done so in order for me to be a blessing for someone else,\u201d Terril said. \u201cThat\u2019s the reason why I spend a majority of my time trying to organize and help bring awareness to this event and this issue. Last year, we had people come in from across the United States to participate. Some very generous companies such as Sharp, Konica Minolta and Clover Imaging Group went out of their way to help support this cause.\u201d<\/p>\n

Terril is hoping to raise $50,000 from this year\u2019s Cup and gala to support IU Health North Oncology patients and caregivers. The tee-off dinner gala will be held Sunday, Aug. 19 at the Bridgewater Club in Carmel, IN, with the golf scramble slated for the next morning. Corporate sponsorships are being sought, and donations are being accepted for the silent auction. To learn more about how to contribute to the Cancer Care Cup, visit www.cancercarecup.com. Donations can also be mailed to the Cancer Care Cup, C\/O Danny Terril, 17735 Commerce Dr., Westfield, IN 46074-8979.<\/p><\/div>\n<\/div>\n","protected":false},"excerpt":{"rendered":"

The driving force behind OES-Solutions was never to be just a repository for purchasing product. After all, there is an ample number of other distributors who fit that description. The true wheelhouse for the Westfield, IN-headquartered distributor is catering to SMB dealers with a carefully crafted roster of OEM products that can fill in the gaps of a dealer\u2019s offering, and to act as a partner to be a catalyst for growth. \u201cWe\u2019ve always looked at ourselves as a business partner to our customers, and offer them the resource to have full sales support for quoting competitive product in bid situations, and provide full service support on the back end,\u201d stated Al Thomas, sales manager for OES-Solutions. \u201cWe like to think of ourselves as a manufacturer\u2019s representative for dealers, somebody they can go to and get immediate assistance and support.\u201d OES-Solutions was founded in 2000 by cousins Chip and Danny Terril, who were later joined by partner Mike Oehler. Initially, the company purchased product from other distributors and sold it out of their Fort Wayne, IN, location. They grew large enough to eventually purchase a building and relocate to Carmel, where it became a direct distributor for Sharp products. This allowed them to facilitate adding dealers through Sharp\u2019s Certified Channel Reseller (CCR) program. OES-Solutions then added KYOCERA\/Copystar to its OEM stable, and in 2017 came to terms with Konica Minolta to distribute its product line. Renewed Focus The Konica Minolta deal was a rekindling of a previous relationship. Previously, OES-Solutions forged a deal with Konica Minolta to offer the Magicolor series of printers, but that line was primarily catered toward the consumer market and didn\u2019t fit OES-Solutions\u2019 business model. This time around, OES-Solutions\u2019 focus is to grow the number of dealers that carry Konica Minolta. \u201cWe\u2019re looking for dealers we can partner with to help grab placements they weren\u2019t going to get otherwise,\u201d Thomas added. \u201cWe give dealers the reassurance that they have a true partner out there who is not just interested in accepting a purchase order and shipping a product, then hoping for the best in repeat business. Small- to mid-sized dealers are interested in partnering with someone who is looking at their future growth, which in turn grows our bottom line. If we\u2019re just trying to capture other people\u2019s market share, such as going from one Sharp distributor to another, you\u2019re just moving dollars around. You\u2019re never going to capture 100 percent of one manufacturer\u2019s business in the market. What we\u2019re looking to do is help dealers capture additional business.\u201d Growth Center OES-Solutions has enjoyed consistent growth in Konica Minolta placements during a three-month stretch this year. What\u2019s impressive is that the distributor does not, and cannot, target existing Konica Minolta dealers. In spite of this, Thomas projects its Konica Minolta business to represent 15 to 20 percent of its revenue within the first 18 months of engagement. The distributor is methodical in its approach to adding OEM and supplies partners. After a four- to six-month vetting process, OES-Solutions partnered with Clover Imaging Group for remanufactured parts and supplies. Past experiences dictated the process\u2014to an extent. OES-Solutions had \u201cdabbled\u201d in the aftermarket arena in the past, but walked away simply because the sources of product were unreliable at best. \u201cIt was a very long decision-making process because we didn\u2019t want to waste our time,\u201d noted Danny Terril, vice president of sales and marketing. \u201cWe talked about the bad experience we had year after year with aftermarket supplies and parts. Clover has proved very successful for us and we appreciate their relationship.\u201d It was important for OES-Solutions\u2019 sales staff to have confidence in Clover as well, Thomas added. \u201cIt had to be something our sales staff could believe in, because if we go out and promote this product, how will our customers perceive it? Is it something they can feel confident putting into their customers\u2019 locations? We\u2019re always very cautious when it comes to adding product lines, and it\u2019s based on performance and reliability.\u201d Faith in Partnerships That faith has been validated. Sales of Clover parts and supplies have increased nearly 100 percent over 2017, and Thomas feels the offering adds to OES-Solutions\u2019 value as a partner to its dealers. \u201cWe\u2019re not just looking for the highest margin products to sell,\u201d he said. \u201cProfit is not a dirty word to us, but it has to be tempered with overall results. We try to find that blend of right product, great reliability and reasonable profit margins.\u201d OES-Solutions also is highly discerning when it comes to adding quality employees. Personality and drive are two key characteristics for sales personnel, and Terril is not averse to capitalizing on a good fit when he encounters a good prospect, regardless of whether OES-Solutions is shopping for a new hire. \u201cWe bring people in when they fit the type of organization we are and the type of personalities we have,\u201d Thomas noted. \u201cOur people are very committed to our success and growth. We feel we provide an atmosphere where they can be comfortable and take pride in working. The key to our success is that everybody in our building is 100 percent committed to being the best at what they do.\u201d One of the greatest challenges facing OES-Solutions and other distributors in the SMB space is the consolidation of small dealers by larger industry roll-ups, which has reduced the base of potential partners. Thomas points out the distribution space itself has dwindled significantly over the last 10 years, reducing the core group to about 15 large distributors. Adding new dealers to their book of business will be a significant challenge moving forward, according to Thomas. \u201cWe\u2019ve established a unique niche in the distribution market because we\u2019re not simply a fulfillment center,\u201d he said. \u201cLike any sales organization, you have to continue to add new dealers in order to maintain growth, given that you lose customers every year to circumstances that are out of your control.\u201d Spreading the Word Terril is confident in his sales […]<\/p>\n","protected":false},"author":166,"featured_media":0,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":[],"categories":[1640],"tags":[],"_links":{"self":[{"href":"http:\/\/www.enxmag.com\/twii\/wp-json\/wp\/v2\/posts\/29824"}],"collection":[{"href":"http:\/\/www.enxmag.com\/twii\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"http:\/\/www.enxmag.com\/twii\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"http:\/\/www.enxmag.com\/twii\/wp-json\/wp\/v2\/users\/166"}],"replies":[{"embeddable":true,"href":"http:\/\/www.enxmag.com\/twii\/wp-json\/wp\/v2\/comments?post=29824"}],"version-history":[{"count":3,"href":"http:\/\/www.enxmag.com\/twii\/wp-json\/wp\/v2\/posts\/29824\/revisions"}],"predecessor-version":[{"id":29834,"href":"http:\/\/www.enxmag.com\/twii\/wp-json\/wp\/v2\/posts\/29824\/revisions\/29834"}],"wp:attachment":[{"href":"http:\/\/www.enxmag.com\/twii\/wp-json\/wp\/v2\/media?parent=29824"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"http:\/\/www.enxmag.com\/twii\/wp-json\/wp\/v2\/categories?post=29824"},{"taxonomy":"post_tag","embeddable":true,"href":"http:\/\/www.enxmag.com\/twii\/wp-json\/wp\/v2\/tags?post=29824"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}