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From the standpoint of the office technology universe, determining what entails a difference maker is nebulous and somewhat tough to articulate; it defies definition and is strictly in the eyes of the beholder. That\u2019s why we lean on you, our gentle readers, to champion the cause of individuals in your neck of the woods. In an age of number crunching and analytic metrics to measure everything under the sun, what defines a \u201cdifference maker\u201d is wholly unscientific and subjective. And we wouldn\u2019t have it any other way.<\/p>\n
For your consideration, we have 68 profiles of individuals who have made bona fide impacts on their customers, companies, vendors, suppliers, partners, co-workers and other associates. Many of them have impressive tales of starting from scratch and building an empire from the ground up (and sometimes, literally beginning in the basement of their house). And while we do have a strong showing this year from the corner executive office, there are also plenty of individuals who have embraced mid-level roles, who have nonetheless played an integral role in the growth of their own companies and those of their customers.<\/p>\n
Regardless of rank, the common denominator linking all of our honorees is their penchant for going above and beyond their title\u2019s job description to ensure they are doing anything and everything possible to make your experience with them memorable, profitable and satisfactory. And knowing they have touched your world, we would like to invite you to take a glimpse into their world.<\/p>\n
On behalf of ENX Magazine, I would like to thank all of our readers who took the time to nominate this year\u2019s Difference Makers class. We also tip our caps to this year\u2019s honorees. Read on!<\/p>\n
Why Jay Agard is a difference maker:<\/strong><\/p>\n Jay Agard<\/strong> A vibrant personality and a penchant for enhancing internal processes have marked Agard\u2019s seven-year tenure at Access Systems. A graduate of Iowa State University with degrees in accounting and management information systems, Agard spent five years specializing in audits of high-growth tech companies for Deloitte before arriving at Access Systems in 2012. He has been instrumental in executing ideas that have improved the company\u2019s workflows. One such initiative saw him smooth out the internal copier sales and installation processes. In 2018, Agard launched a customized website portal, which more than cut in half the time sales orders and copier installations\/deliveries took to process. Agard\u2019s efforts earned him the \u201cAbove and Beyond\u201d award at the year-end company meeting.<\/p>\n \u201cJay has been instrumental in Access\u2019 rapid growth, an average of 46% year-over-year, through the coordination of 10 acquisitions and numerous process efficiencies. As the director of human resources and marketing, I have worked closely with Jay to merge cultures and on-board new team members, along with crafting communication for both the internal team and the communities we serve. Two most notable process updates were the ConnectWise implementation in 2017 and the 2018 creation of our custom dashboard, providing complete visibility to the team from the customer signature through installation. As a member of the executive team, I know that he is a trusted advisor for our CEO.\u201d<\/p>\n \u2013Charlie Kiesling, Director of Human Resources and Marketing, Access Systems<\/p>\n<\/blockquote>\n Why Steve Behm is a difference maker:<\/strong><\/p>\n Steve Behm<\/strong> Behm may be new to Flex Technology Group, but he\u2019s already carved out an accomplished career spanning nearly 25 years. The holder of a BS degree from the University of Miami, Behm spent 16 \u00bd years with DocuWare Corporation. During his time there, he made more than 2,000 software presentations and sold 700-plus systems, and was elevated to vice president of sales for the Americas. Flex Technology Group sought out Behm due to his extensive background in executive-level sales, sales management and marketing. The combination of his unique skillsets and software solutions prowess will enable him to drive strategic initiatives for the Flex Technology Group family of businesses.<\/p>\n \u201cSteve is the best person for the position of vice president of professional services at Flex Technology Group. His vast product knowledge and determination to continuously go the extra mile are what set him apart from his peers.\u201d<\/p>\n \u2013Andy Smalley, Director of Marketing, Flex Technology Group<\/p>\n<\/blockquote>\n Why John Byxbee is a difference maker:<\/strong><\/p>\n John Byxbee<\/strong> Byxbee already had 25 years of experience in office-imaging solutions and MPS when he arrived at Flo-Tech as vice president of sales in 2015. Previously, he was the president of COS-Xerox in Indianapolis, a Global Imaging Systems company. There, he successfully integrated three distinct businesses into a single operating company. He also held various management positions at IKON Office Solutions, and led the strategy, business development and P&L for one of their largest business units. A graduate of Stetson University with degrees in political science and history, Byxbee\u2019s areas of expertise include new business development, process re-engineering, market and service innovation, and customer relations. As president of Flo-Tech, he handles day-to-day operations of the company, including employee development, customer satisfaction and business plan results.<\/p>\n \u201cJohn is an \u2018A\u2019 player for anybody looking for a true leader. Although his strength is sales leadership, he is very intelligent and understands all aspects of a sales and service business. He develops his employees and creates a positive work environment across all functions.\u201d<\/p>\n \u2013Tom Callinan, President, Flex Technology Group<\/p>\n<\/blockquote>\n Why Chase Cabanillas is a difference maker:<\/strong><\/p>\n Chase Cabanillas<\/strong> The holder of an MBA and an applied computer science degree from Arizona State University, Cabanillas has parlayed his IT mastery for grocery-based organizations such as the Bashas\u2019 Family of Stores, Harris Teeter and Kroger. He boasts proficiencies in IT infrastructure, lean and agile methodologies, IT security and compliance, and digital commerce. Cabanillas has a reputation as an idea man who can take a concept and see it through to implementation. As chief information officer at Flex Technology Group, he oversees information technology for the continuously growing organization. In a relatively short time span, Cabanillas has built a world-class IT team that delivers unprecedented value to the business, particularly when it comes to scaling the organization\u2019s infrastructure to accommodate partner growth.<\/p>\n \u201cChase is someone who expects nothing less than greatness every day, empowering his team by fostering an environment filled with innovation and self-belief. He is completely authentic, and for that there is mutual respect amongst him and his people.\u201d<\/p>\n \u2013Rose Grande, Chief Human Resources Officer, Flex Technology Group<\/p>\n<\/blockquote>\n Why Tom Callinan is a difference maker:<\/strong><\/p>\n Tom Callinan<\/strong> A true industry veteran, Callinan first made his mark in 1987, when he founded Philadelphia-based Copifax Inc., a copier and fax machine distributor. The organization quickly grew, attaining Inc. 500 status in 1992, before he engineered its sale to IKON Office Solutions in 1997. Callinan would spend the next eight years in a myriad of executive roles with IKON, many of which saw him lead strategy, business development and P&L for some of its largest holdings, including a $1.4 billion business unit with 6,800 employees. He then took the reins as president at Strategy Development, a boutique management consulting firm for the technology and outsourcing space. A product of The Wharton School, his leadership acumen and penchant for fostering growth made him the ideal choice as president of Flex Technology Group in 2017.<\/p>\n \u201cCombining over 30 years of industry expertise with a passion for continual improvement, Tom is a prime example of thought leadership in our field. He\u2019s defined success in every role that he\u2019s fulfilled, and we are beyond fortunate to have him at Flex Technology Group.\u201d<\/p>\n \u2013Mike Weetman, Chief Financial Officer, Flex Technology Group<\/p>\n<\/blockquote>\n Why Nick Capparelli is a difference maker:<\/strong><\/p>\n Nick Capparelli<\/strong> Boasting a reputation as a thought leader with more than 25 years of experience, Capparelli provides the vision and strategy for supporting the office equipment industry as it rapidly evolves to serve a wider array of business functions. As dealers endeavor to focus on growth drivers like IT, managed services and 3D printing\u2014spaces that are promising but daunting, with substantial hurdles\u2014Capparelli is instrumental in guiding LEAF Commercial Capital\u2019s solution development and communicating its capabilities to enterprises. A fixture of LEAF since its 2011 inception, he has also held leadership positions at LFC, Fidelity Leasing, Tokai Financial Services and Master Lease.<\/p>\n \u201cNick is one of those people who is extraordinarily good at understanding where things are headed and creatively developing best-in-class solutions that proactively meet the needs of dealer principals working to grow their enterprises. Nick has an exceptional grasp of the challenges and opportunities facing the office products industry, as well as a genuine desire to see it thrive. I don\u2019t think Nick sees himself as simply serving the industry. He considers himself a part of it, and he takes its success personally. To really make a difference\u2014as Nick has, and does\u2014you have to be as invested as he is. He\u2019s always been a great ally and asset to the industry, and a vital part of LEAF\u2019s work to support its continuing growth.\u201d<\/p>\n \u2013Miles Herman, President and COO, LEAF Commercial Capital<\/p>\n<\/blockquote>\n Why Donald Clark is a difference maker:<\/strong><\/p>\n Donald Clark<\/strong> Oftentimes, the best gift a technology specialist can have is the ability to bridge the communication gap with clients, relating information in a way that can be easily grasped. This can be said for Clark, a 16-year veteran of Sharp Electronics who has held six different managerial positions during his tenure. A Sullivan University graduate with degrees in computer science and accounting, Clark held positions with both AOL and Intel Corporation prior to joining Sharp. In his current role as director of technology solutions, he is responsible for developing strategies to promote sales of Sharp MFPs, professional AV, third-party and production print products for the Sharp dealer channel. Clark manages a team of 12 pre-sales professionals who work closely with Sharp\u2019s dealer community to educate, promote the adoption of Sharp technology and helped drive sales at the dealerships by partnering with them in end-user opportunities.<\/p>\n \u201cDon Clark and I have worked together for many years. His knowledge of the industry and technology is second to none. He is always there to support the Sharp dealers. He has the ability to answer very technical questions in a simple way we can all understand, and is a powerful resource for the Sharp dealers whenever called upon. We are thankful we get to work with Don.\u201d<\/p>\n \u2013L. Troy Olson, President, Les Olson Company<\/p>\n \u201cDon has proven to be a truly unique problem solver and overall contributor because he has the ability to see a situation from many angles and perspectives, work with a team to consider alternative solutions, and ultimately solve for the situation that results in the greatest win-win possible. Don is a man of character, innovation and sincerity.\u201d<\/p>\n \u2013Stephen Orander, Regional Associate Vice President, East, Sharp Business Systems<\/p>\n<\/blockquote>\n Why Frank Cucco is a difference maker:<\/strong><\/p>\n Frank Cucco<\/strong> It\u2019s not easy to start a business in the basement of one\u2019s home and grow it into a flourishing $120 million empire, but Cucco had the vision and determination to make his dreams a reality. He founded the company in 1999 with the idea that it would evolve beyond merely offering hardware, and today Impact offers a full suite of digital transformation services, including managed IT, enterprise solutions, strategic services, branding and marketing, and managed print services. Much of the expansion can be attributed to Cucco empowering employees to embrace new ideas and take innovative risks. As a result, Impact has landed on the Inc. 5000 list of fastest-growing companies for nine consecutive years. And despite growing beyond 500 employees and attaining the $100 million plateau, Cucco still employs the same open-door policy that paved the road to Impact\u2019s success.<\/p>\n \u201cI look at Frank as what it means to be a true leader and executive. To this day, I admire the decisions he makes and how quickly he is able to sense the right versus the wrong decision. I continually learn from Frank and value the feedback he gives me. It is important to be inspired by your leaders, and Frank has the ability to inspire everyone.\u201d<\/p>\n \u2013Frank DeGeorge, CTO, Impact<\/p>\n<\/blockquote>\n Why Debra Dellaposta is a difference maker:<\/strong><\/p>\n Debra Dellaposta<\/strong> Earnest, friendly and an agent of change throughout her 25-year career, Dellaposta is a familiar face at many industry events. A true believer in the value of corporate culture, she has helped cultivate an atmosphere that has yielded optimal results for Doing Better Business. As a result, the company has been named a \u201cGreat Place to Work\u201d by Fortune Magazine, a \u201cBest Place to Work in Pennsylvania, and a Top 25 Great Place to Work for Women. Dellaposta orchestrated the rebranding of the company while expanding both geographically and financially. She is a student of the industry who enjoys sharing her knowledge with others.<\/p>\n \u201cDeb is the first woman president of the Select Dealer Group (SDG) and held numerous executive offices while a member. She has embraced the role with professionalism, enthusiasm and continues to navigate a fast-changing industry. It has been a pleasure working with Deb on the Great America Financial Services Dealer Advisory Group and as a member of SDG. We have shared best practices and ideas openly, despite having companies in overlapping territories. She runs the type of company you want our industry to be known for.\u201d<\/p>\n \u2013Jim Dotter, President, Virginia Business Systems<\/p>\n<\/blockquote>\n Why Darrin Denney is a difference maker:<\/strong><\/p>\n Darrin Denney<\/strong> An eight-year veteran and corporal in the Marine Corps, Denney boasts more than 20 years of IT experience. At MOEbiz, he specializes in budgeting, project management, data security and office productivity\u2014all critical components to running a successful managed network services division within an evolving office equipment dealer. An active member of the Collabrance Peer Group and CompTIA Managed Service Community, peers look to Denney for his wealth of industry experience and straightforward advice on all matters related to managed IT. He also hosts the Tech by 20 peer group, and is a chairman of the LA (Louisiana) Technology and Development Leadership Team, illustrating his commitment to sharing ideas and education.<\/p>\n \u201cDarrin started with Collabrance from the beginning of our partnership with MOEbiz. Despite having one of the smaller operations at the time, from a resources and population density standpoint, he holds the title for highest dollar-per-seat as well as closing ratio when compared to all our partners. This past year, we\u2019ve really hit our stride, and I believe his managed service operation now exceeds the growth of their core copy business. Darrin\u2019s very particular on identifying the \u2018right\u2019 opportunities. Through a heavy amount of pre-qualification, he\u2019s able to target and close accounts in a very short window of time. While he does have a few resources under him, he can tell you first hand the hats he wears daily and what it takes to make this work.\u201d<\/p>\n \u2013Jake Wagner, Strategic Business Advisor, Collabrance<\/p>\n<\/blockquote>\n Why Karen Donnelly is a difference maker:<\/strong><\/p>\n Karen Donnelly<\/strong> It\u2019s been 35 years since this repeat Difference Maker joined the ranks at Supplies Network as a sales representative for the office products dealership. While the organization has evolved, Donnelly remains a mark of consistency. Buoyed by loyalty to the company and a dedication to providing top-notch customer service, she has earned a reputation for forging strong relationships via outstanding customer service. Donnelly uses her collaborative approach to lead a national sales team of account managers and customer service representatives. Her involvement in big-picture, major initiatives (down to day-to-day details and everything in between) has made Donnelly an indispensable ingredient in Supplies Network\u2019s continued success.<\/p>\n \u201cKaren is an invaluable member of our team and is a highly respected leader within our sales organization. She works tirelessly to ensure the absolute best-possible experience for our reseller customers and, just as important, their customers. There is no question in my mind that Karen\u2019s hard work and dedication have been integral to our success over the years, and will be well into the future.\u201d<\/p>\n \u2013David Concors, Senior Vice President, Supplies Network<\/p>\n<\/blockquote>\n Why Dan Doyle Jr. is a difference maker:<\/strong><\/p>\n Dan Doyle Jr.<\/strong> What would a difference maker list be without a maverick entrepreneur? Doyle has fashioned a high-visibility career and continues to grab headlines that extend beyond the office technology theater. Fresh out of Lynn University, he entered the real estate market and enjoyed immense success before selling his business. Looking for new worlds to conquer, Doyle and his father scratched out a business plan for DEX Imaging on a Starbucks napkin in 2002, with a goal of reaching the $100 million mark within 10 years. He checked off that milestone on time, and today the Tampa, FL-based company enjoys sales in excess of $300 million. Earlier this year, Doyle sent shockwaves through the industry with the announcement that he had sold DEX Imaging to Staples, a move that has the potential to transform the dealer space.<\/p>\n \u201cI have had the pleasure of watching Dan\u2019s journey from a young man to a race car driver and eventually joining the imaging channel community. Dan demonstrated from early on in life a willingness to take calculated risks with respect for the impact on himself and the people around him. He cares. I am always impressed with his ability to balance his aggressive nature with a genuine kindness for his team, family, friends and partners. Dan has achieved a level of greatness only a rare few have achieved, and he has done it as his own man. Given his pedigree, the bar was set high and he has certainly created a whole new standard of achievement. For validation, all we need to see is Staples\u2019 acquisition of DEX, which is an unprecedented accomplishment.\u201d<\/p>\n \u2013Mike Stramaglio, President, MWA Business Unit, All Covered<\/p>\n \u201cDan\u2019s boldness is apparent in the great successes of DEX Imaging.\u201d<\/p>\n \u2013Ray Stasieczko, Founder\/CEO, TEASRA, The Innovation Channel<\/p>\n<\/blockquote>\n Why John Eckstrom is a difference maker:<\/strong><\/p>\n John Eckstrom<\/strong> At the onset of Eckstrom\u2019s career, he appeared destined to be a numbers cruncher. Armed with a degree in accounting from the University of South Carolina, he spent time in the public sector as an accountant before taking a position as a branch controller for a Fortune 500 company. He also held similar posts in smaller, regional organizations. Eckstrom joined the industry in 1994 as a corporate controller before acquiring Columbia Business Equipment. He changed the name to Carolina Business Equipment and expanded to six offices in the Carolinas and Georgia. As president of the Business Technology Association, he has demonstrated a passion for both the association and the strengthening of the independent dealer channel. He has driven new initiatives intended to grow the association\u2019s membership base and enhance the value of membership for dealers. Eckstrom is also president-elect for IBPI.<\/p>\n \u201cThose who know John are keenly aware of his passion for BTA, the channel and the office technology industry itself. They also know of his positive demeanor, sense of humor and pride in the accomplishments of his children; one of them, Harris, an imaging and IT consultant at CBE. When his BTA presidency comes to an end on June 30, 2019, we will look back at his wonderful legacy as a BTA leader and will collectively express our thanks: John, job well done.\u201d<\/p>\n \u2013Brent Hoskins, Executive Director, Business Technology Association<\/p>\n<\/blockquote>\n Why Keven Ellison is a difference maker:<\/strong><\/p>\n Keven Ellison<\/strong> A Cal State-Long Beach graduate and former competitive diver, Ellison is a well-traveled marketing maven who arrived at Advanced Imaging Solutions (AIS) as a sales rep. But as the organization was doing inbound marketing and lacked a dedicated marketing guru, Ellison took on the role of vice president of marketing. The dealership executed a content strategy of creating both written and video materials to generate organic traffic and sales. In a 16-month span, Ellison helped reap tremendous results, with nine times more traffic to the website each month (with 20x keywords on the first page of Google search results), $250,000 in generated new equipment proposals and a $500,000 increase in new contract revenue for equipment. As a result, Ellison was recognized as the AIS Executive of the Year at the company\u2019s 2019 Annual Kick Off Awards. In addition, IMPACT\u2014the Hubspot Agency of the Year in 2017\u2014awarded AIS with their Inbound award for all of their clients.<\/p>\n \u201cKeven is forward thinking and a champion of change, learning and evolving. He has embraced the inbound methodology and helped AIS achieve amazing results in a short time period. He deeply values industry relationships and has been a true partner to me personally as we\u2019ve embarked on our own sales and marketing transformation at GreatAmerica. Keven identified the need in our industry to better understand the role marketing can play in today\u2019s digital landscape, and in true fashion, he is collaborating with his peers (and generously sharing lessons learned) to bring a marketing-focused event to the CDA.\u201d<\/p>\n \u2013Josie Heskje, Director, Strategic Marketing, GreatAmerica Financial Services<\/p>\n<\/blockquote>\n Why Earl Everson is a difference maker:<\/strong><\/p>\n Earl Everson<\/strong> A 25-year veteran of the industry, Everson is a testament to the value of having experience on the manufacturing side when starting a dealer business. His career included stints as a print production specialist for Konica Minolta, where he was the number-one rep in the country in furnishing high-volume, digital color printing equipment to the graphic arts industry. He was also a national sales manager for Kyocera Mita, where he focused on government, federal and local state agencies, and held similar roles with Xerox. In the spring of 2009, Everson debuted Elite Document Solutions of Glendale Heights, IL. A pioneer of the no-click rate program, Everson envisions Elite Document Solutions as a marketing firm selling through social media and other avenues to establish the dealership\u2019s brand.<\/p>\n \u201cDuring the past year, Earl has been a social media force on LinkedIn, spreading the gospel of no-click programs for their Xerox devices. Just recently, Earl has been posting videos designed to help others in their sales process. I love his energy and passion for the imaging industry, along with his deliverables.\u201d<\/p>\n \u2013Art Post, Founder, P4P Hotel<\/p>\n \u201cEarl is always looking at the future and is quicker than most to understand and respond to what the future suggests.\u201d<\/p>\n \u2013Ray Stasieczko, Founder\/CEO, TEASRA, The Innovation Channel<\/p>\n<\/blockquote>\n Why Patrick Flesch is a difference maker:<\/strong><\/p>\n Patrick Flesch<\/strong> Flesch continues the high values and standards embraced by the company\u2019s founder (and his grandfather), Gordon Flesch. As the recently named president, Flesch endeavors to ensure The Gordon Flesch Company maintains its position as the largest independent Canon dealer in the United States. As the number of family-owned businesses continues to decline, Flesch\u2019s vision and leadership will allow the dealership\u2019s generational lineage to extend well into the future. A staunch supporter of the community, he is involved in local boards and activities including Nakoma Country Club, Madison Catholic Charities and the American Heart Association.<\/p>\n \u201cI have worked with Patrick since he moved to Madison, Wisconsin, to assume increased responsibility in the company. I can see clearly how Patrick has embraced and enhanced the GFC culture of service excellence established by his grandfather when the company was founded. Patrick has extended the culture of doing whatever it takes to meet customers\u2019 needs as technology and the business have evolved and increased in complexity. We are delighted to have Patrick poised to lead the company into the future.\u201d<\/p>\n \u2013Connie Dettman, Marketing Director, The Gordon Flesch Company<\/p>\n<\/blockquote>\n Why Lee Flood is a difference maker:<\/strong><\/p>\n Lee Flood<\/strong> At the tender age of 29, Flood was presented with a golden opportunity in early 2018 to take the reins as sales manager for Pearson-Kelly Technology. Some turnover in the sales department left him with only two tenured reps, and he had to fill the shoes of the department\u2019s top sales leader\u2014himself. But the Evangel University graduate knew how to diagram a winning playbook\u2014after all, he\u2019s in the Missouri Sports Hall of Fame, having scored 55 touchdowns in one season on the prep gridiron. In little more than a year, Flood built the sales department to seven reps, grew managed IT contracts by a staggering 1,900 percent and is on track for a record year in all five categories that he is responsible for, proving that top sales leaders can, in fact, make for strong managers.<\/p>\n \u201cLee is a person of true character, work ethic, follow through, motivation, loyalty, family focus, determination, creativity, fun\u2014the list goes on. He is an inspiration to other leaders, including myself, and truly embraces the team concept. So many talk the talk, but he is one of the few I\u2019ve seen walk it day in, day out. He\u2019s up at 5 a.m. busting it. But more importantly, he unplugs after 5:30 p.m. because that time is owned by his beautiful wife and three kids.\u201d<\/p>\n \u2013Chelsey Bode, President, Pearson-Kelly Technology<\/p>\n<\/blockquote>\n Why Steve Gau is a difference maker:<\/strong><\/p>\n Steve Gau<\/strong> A high-energy, passionate executive, as evidenced by his Twitter handle (@mncopierguy.com), Gau is personally invested in the industry, his team members and the strong vendor partnerships he has developed with Marco\u2019s manufacturers. His driven commitment was a key factor in the dealership receiving the 2019 Award of Excellence from Konica Minolta Business Solutions. Gau constantly seeks out new sales promotions and programs to motivate Marco\u2019s sales team to meet its goals. The infectious enthusiasm rubs off on employees and vendors alike. Gau\u2019s innovative spirit has enabled Marco to enhance its MPS offering, and he has built an inside sales team for MPS to increase productivity and sales and enhance vendor relations. He is also a driving force behind Marco\u2019s Device as a Service model that is being fully implemented and marketed in 2019.<\/p>\n \u201cSteve and I have worked together for more than 20 years, and it is an honor to have him lead our copier division and team. He has also become a good friend and is always \u2018all in.\u2019 I constantly feed off his energy. He wants to hit our goals as much as I do, and even more. Steve continues to build upon his mentoring skills and has made a positive impact on so many sales representatives and leaders at Marco. His passion and dedication to continued high performance and success for Marco and the copier industry qualifies him as a difference maker.\u201d<\/p>\n \u2013Jonathan Warrey, COO, Marco<\/p>\n \u201cI knew when I started with Marco five years ago that I wanted to build a long-term career here, but I wasn\u2019t exactly sure what that would look like. After meeting Steve, he provided me with a new outlook, opportunities and a fresh perspective. His dedication and selfless acts are what make me strive to be a better manager. Through Steve\u2019s mentorship, I have seen personal success and results. Steve has provided me with the tools I need to be successful, but most importantly, the trust to do what I know is right for me, my team and the company. I wouldn\u2019t be where I am in my career today without Steve\u2019s mentorship.\u201d<\/p>\n \u2013Cortney Ficken, Sales Manager, Marco<\/p>\n<\/blockquote>\n Why Jim George is a difference maker:<\/strong><\/p>\n Jim George<\/strong> At the time George joined Donnellon McCarthy Enterprises (DME) as president in 2016, he\u2019d already fashioned a rich 18-year career that included stints with Ricoh, Neopost, Konica Minolta Business Solutions and ProSource. A veteran in the true sense, having served in the U.S. Navy during Operation Desert Shield\/Storm, he joined DME with a vision that included coast-to-coast expansion. He\u2019s held true to that goal, as DME has acquired dealers in West Virginia, Ohio and Illinois. His \u201cOne Team, One Vision, One Goal\u201d mantra has been a driving force in DME receiving a number of awards, including a two-time Top Workplaces in Cincinnati recognition, the Sharp Hyakuman Kai Award and Toshiba America Business Solutions Dealer of the Year.<\/p>\n \u201cJim brings a lot of hope and joy to Donnellon McCarthy Enterprises. He takes great pride in leading the entire team at DME to success. Jim is willing to help out in any way he can when it comes to the customers and his team members. Jim will meet one-on-one with customers to ensure good business practice. I have worked directly under Jim for two years now and enjoy coming to work each single day. When I started at the company, I applied for the job and Jim personally interviewed and hired me. I take pride in the work I do because my boss has helped me be successful.\u201d<\/p>\n \u2013Erica Huentelman, Executive Assistant, Donnellon McCarthy Enterprises<\/p>\n<\/blockquote>\n Why George Gorman is a difference maker:<\/strong><\/p>\n George Gorman<\/strong> The Farleigh Dickinson University graduate has enjoyed a satisfying 27-year career at Ricoh Corp., where he currently serves as regional account manager. But Gorman\u2019s calling as a difference maker came amid great personal tragedy. In 2009, his daughter, Jillian, was diagnosed with acute myeloid leukemia, a cancer of the blood and bone marrow. While she endured treatments for three and a half years, Gorman split his time between work and trips to the hospital. Jillian passed away in 2013. While Gorman found comfort in the ability to spend extensive time with her, he also recognized that many families of children with life-threatening diseases face tough decisions between working and being at the child\u2019s side. The Jillian Fund was founded to help financially support the parents of critically ill children in areas such as household expenses, child care and travel\/lodging\/meals, so they can be at their child\u2019s side. To date, more than 150 families have received assistance through The Jillian Fund, touching the lives of those well beyond our industry.<\/p>\n \u201cGeorge has been Atlantic\u2019s Ricoh rep for many years. He\u2019s long been a fantastic rep and partner to us. The fact that he took something so traumatic that happened to him, the loss of his daughter and son, and used it to help rally the industry around such a worthy cause that has touched so many people, is just incredible. The Jillian Fund has raised more than $1.6 million, which has helped more than 150 families in need. It\u2019s brought so many people within the industry closer together, and it continues to grow outside of the industry as well.\u201d<\/p>\n \u2013Bill McLaughlin, Chief Technology Officer, Atlantic, Tomorrow\u2019s Office<\/p>\n<\/blockquote>\n Why Bob Greenhalgh is a difference maker:<\/strong><\/p>\n Bob Greenhalgh<\/strong> Even after \u201cretiring\u201d as Toshiba Business Solutions president in late 2017, Greenhalgh hasn\u2019t quite settled in to a life of teeing off and fishing in Florida. Following his nearly 16-year run with Toshiba, he became a partner at Tampa-based ClearView Business Solutions in a desire to share his extensive passion, knowledge and experience in the industry. Since joining the fold, ClearView enjoyed a 70% revenue increase over the prior year while exceeding industry benchmarks for service response time, customer satisfaction, and profitability. The success isn\u2019t surprising; he took Connected Office Products from a greenfield venture to $50 million in just short of five years. He is also a former vice president of acquisitions for Danka Office Imaging and a region director for Apple Computers.<\/p>\n \u201cBob has been making a difference in our industry ever since his days at Apple Computers and Danka Imaging. At Connected Office Products, he was part of a group leading the way in pioneering the transition from analog to digital. At Toshiba, he made a profound impact in the dealer channel. At ClearView, his partnership has made a huge difference in not only our financials, but also the culture and general office morale. He\u2019s been actively involved in his community for years through Feeding Tampa Bay, and serves as a mentor for many other entrepreneurs in the Tampa area.\u201d<\/p>\n \u2013Matt Lane, President, ClearView Business Solutions<\/p>\n<\/blockquote>\n Why Ted Gruener is a difference maker:<\/strong><\/p>\n Ted Gruener<\/strong> From U.S. Office Products to Boise, Corporate Express and OfficeMax, Gruener boasts a wealth of experience in national accounts and sales leadership roles for independent resellers and national contract providers. The Missouri State University product came to Supplies Network in 2016, armed with the tools to make a considerable impact in a short period of time. He is responsible for guiding and motivating a team of business development managers who provide comprehensive product, service and solutions support to major accounts. Gruener\u2019s energy and leadership have contributed to the great success of his team, which is expected to continue through 2019.<\/p>\n \u201cZebra Technologies and Supplies Network have been collaborating to bring managed print services to Zebra\u2019s thermal print devices. Ted and his team have provided the commitment and expertise required to create this opportunity for our channel partners. We look forward to working together in the future to introduce even more innovative thermal print solutions for resellers.\u201d<\/p>\n \u2013Dave Senerchia, Director New Business Development, Zebra Technologies<\/p>\n<\/blockquote>\n Why Joe Gucwa is a difference maker:<\/strong><\/p>\n Joe Gucwa<\/strong> A master of solutions selling and a straight shooter who is instrumental as a frank sounding board for clients, the Northern Illinois University graduate made his mark as a regional sales manager for Sharp during a nearly 20-year tenure. Gucwa arrived at KYOCERA Document Solutions America in late 2014 as a Midwest regional sales manager for Copystar America. During his 30-year career, he has served in a variety of sales roles working directly with dealers. Gucwa looms as a dominant sales fixture in the Midwest and a trusted source.<\/p>\n \u201cI\u2019ve worked with Joe for close to a decade and have known him almost my entire life. The insights he brings my team and me are invaluable. He is an industry warrior and knows how to assist his dealers in the growing and retention of sales people. Joe is a true example of the servant style of dealing with his clients. There is no one I trust more in the industry to bounce ideas off of with true, honest and constructive criticism.\u201d<\/p>\n \u2013Vince Miceli, Director of Sales, Pulse Technology<\/p>\n<\/blockquote>\n Why Jim Hawkins is a difference maker:<\/strong><\/p>\n Jim Hawkins<\/strong> A true professional with a hands-on approach of doing business, Hawkins cut his teeth during a 21-year sting as senior vice president of Danka Office Imaging. There, he oversaw approximately 250 employees and an executive team of nine. The University of Central Florida graduate arrived at Toshiba in late 2009, when he became vice president of Operations & Acquisitions, then transitioned into vice president of Toshiba Business Solutions the following year. As vice president of TBS, Hawkins oversees the company\u2019s internal growth and acquisition strategy, and manages the integration of acquired operations into Toshiba\u2019s direct channel team. He sets the tactical vision for the TBS channel, interfacing and coordinating daily sales and operational efforts with regional presidents and admin departments. He champions the development and direction of plans and programs for achieving TBS\u2019 and individual subsidiary operational revenue and profit objectives.<\/p>\n \u201cA perfect example of Jim\u2019s impact as a difference maker is his commitment to attracting and developing talent at Toshiba. Jim\u2019s role as mentor appears effortless; knowing when to intercede with direction and advice and when to let his recruits shine. A steadfast supporter of team members, Jim is known to highlight the accomplishments of others and share their best practices to elevate the entire organization. Jim encourages all those he works with to attain their best. This innate capability, coupled with his tremendous compassion, make him a compelling leader.\u201d<\/p>\n \u2013Salley Thornton, Director of Field Marketing, Toshiba America Business Solutions<\/p>\n \u201cJim gets results because Jim gets people, and people get Jim. You know where you stand with Jim, and his leadership works because people on his team want to do more to win. I\u2019ve watched him make hard decisions, challenge easy ones and deliver time and time again. If you get a chance to talk with Jim, take it\u2014you\u2019ll learn something about how to be a great person.\u201d<\/p>\n \u2013Phil Boatman, Director, Business Development & Alliances, Lexmark International<\/p>\n<\/blockquote>\n Why Brian Healy is a difference maker:<\/strong><\/p>\n Brian Healy<\/strong> Upon arriving at Brother in 2016, Healy was tasked with helping to transform the company\u2019s reputation from a consumer-focused company to a true B2B partner that offers enterprise-level workflow solutions and services. Spending much of his time in the field consulting, Healy has grown the trust of Brother\u2019s reseller principals and their end-customers. The Michigan State University graduate helps partners develop their own best-in-class consulting and managed print practices, and collaborates on Brother\u2019s balanced deployment strategy approach to help customers have more visibility and control over costs. His 21-year career includes stints with Ricoh and Samsung, and he boasts proficiencies in consultative sales, managed print, and document and content management. Healy has achieved CDIA+ (Certified Document Imaging Architect), CCMP (Certified Change Management Professional) and Six Sigma black-belt certifications.<\/p>\n \u201cBrian truly embodies the spirit of Brother\u2019s At Your Side philosophy, ingraining himself in the challenges and opportunities of our channel partners. He understands the growing as-a-service trends and provides this expertise to not only help Brother\u2019s channel partners grow, but also support their customers. No challenge is too difficult; Brian makes it a priority to always find a solution, and has become a trusted consultant to our partners. Over the last few years, he\u2019s gained the confidence of Brother\u2019s resellers and is in such demand that he now spends 75 percent of his time in the field helping clients assess document workflow and optimize their business processes.\u201d<\/p>\n \u2013Dan Waldinger, Senior Director, B2B Marketing, Brother International<\/p>\n<\/blockquote>\n Why Larry Huneycutt is a difference maker:<\/strong><\/p>\n Larry Huneycutt<\/strong> From the start, Huneycutt sought to grow a business with integrity and create a family-oriented work atmosphere that could be maintained regardless of how big it might become. Mission accomplished. His long journey in the office equipment space began in the early 1970s, when he sold equipment to dealers in the Southeast. In 1979, he joined Carolina Wholesale as national sales director, and was appointed vice president three years later. In 2001, Huneycutt assumed the top leadership role, and he grew the organization through a series of acquisitions that included Arlington Industries and Digitek. This year, he rebranded the company under the ARLINGTON flag.<\/p>\n \u201cLarry is a great listener and a perfect gentlemen. I first met him at Carolina Wholesale in 2008 and I bumped into him in a corridor while waiting for a meeting to begin. When I asked him who he was, he smiled and just said he was the janitor. I believe he is a difference maker not because of some new, exciting venture he has worked on recently, but rather his long-term, consistent approach to business and servicing the dealer community.\u201d<\/p>\n \u2013Christian Pepper, President-Channel Partner Division, LD Products<\/p>\n<\/blockquote>\n Why Judith Jarvis is a difference maker:<\/strong><\/p>\n Judith Jarvis<\/strong> Jarvis offers real leadership that focuses on personal development, based on thankfulness, kindness, humbleness and gratitude. A homegrown talent, Jarvis has excelled in every step of her career at Image Source, culminating with her current role as executive vice president and chief sales officer. She created a communications tool that not only streamlined Image Source\u2019s sales information and processes, but also facilitates company-wide teamwork and knowledge sharing. Jarvis develops leaders, motivates, counsels and inspires the sales organization across the organization\u2019s 16 locations, spanning nearly all of California. A graduate of the University of Redlands in Southern California with a BA in political science, she sits on the board of directors for Trinity Youth Services, a children\u2019s-based 501c3, and is committed to helping children and animals.<\/p>\n \u201cHer vision and insight into operational components of our business, and recognition of opportunities for improvement throughout all of the disciplines of our organization, truly makes the difference for Image Source. With over 23% revenue growth from 2017-2018, her leadership and willingness to improve performance through staff development makes the differences sustainable and rewarding for the company and the employees who are impacted by her leadership.\u201d<\/p>\n \u2013Brad Craft, President, Image Source, a Visual Edge Company<\/p>\n<\/blockquote>\n Why Jim Kahrs is a difference maker:<\/strong><\/p>\n Jim Kahrs<\/strong> When it comes to serving the industry as an M&A and business consultant, Kahrs has the benefit of more than 30 years of industry experience in multiple facets, including Monroe Systems for Business, Mita (KYOCERA) and Carr Business Systems (Global Imaging Systems). A graduate of the University of Maine, in 2001 he formed Prosperity Plus for the purpose of helping dealerships improve their operations and attain their personal and professional goals. Prosperity Plus has helped more than 350 dealerships with one-on-one consulting, marketing programs and merger-and-acquisition assistance. In addition, Kahrs has been a resource to industry manufacturers, trade associations and trade journals as a regular conference speaker and article contributor.<\/p>\n \u201cJim is a true advocate for the independent dealership owner. He is particularly adept at observing a business from multiple viewpoints and zeroing in on solutions that help owners and their staff overcome barriers to greater productivity, efficiency and profitability. There hasn\u2019t been an issue yet that he hasn\u2019t been able to identify and debug, whether it involves finance, personnel, sales, marketing, operations and otherwise.\u201d<\/p>\n \u2013Tim Votapka, Vice President, Director of Marketing, Prosperity Plus<\/p>\n<\/blockquote>\n Why Barney Kister is a difference maker:<\/strong><\/p>\n Barney Kister<\/strong> One of the founding partners of Supplies Network, Kister has been an industry cornerstone for more than 40 years. Thoroughly knowledgeable and quick to share in his wisdom, Kister played a key role in the development of the Supplies Network Managed Print Services program. In his current position, he works closely with manufacturers and key Supplies Network business partners to bring innovative programs and services to the market, ultimately benefiting all in the provider chain. As the industry has grown and evolved over the past 40 years, Kister has helped navigate the company through the myriad of changes to reap continued success.<\/p>\n \u201cI have worked with Barney on many occasions over the years. I\u2019ve always found him to be extremely knowledgeable, easy to work with and highly resourceful. Barney is a trusted partner and is widely respected within our industry.\u201d<\/p>\n \u2013David Cardwell, Senior Manager, U.S. Distribution Channel, Lexmark International<\/p>\n<\/blockquote>\n Why Jason Levkulich is a difference maker:<\/strong><\/p>\n Jason Levkulich<\/strong> It\u2019s tough not to have a soft spot for a journalism graduate (from the University of Nebraska-Lincoln), and Levkulich brings a unique style and irrepressible flair to his work. The marketing maven landed at then-NovaCopy in 2006, flying solo at the onset, then built a team of five skilled and talented marketing professionals who boast more than 50 combined years of experience in design, media and marketing. Levkulich has been instrumental in Novatech\u2019s growth from $24 million and three branches to $95 million and 14 branches. His marketing department has garnered numerous honors, including two recent American Advertising Awards (Addys). Levkulich\u2019s creative flair has forged a path toward national recognition for the longtime regional stalwart.<\/p>\n \u201cJason is one of the most talented people I know, and someone who has given our company an ever-adapting positive image that\u2019s always a step above the branding you see from our competitors. As we\u2019ve grown, he\u2019s been our resident creative genius every step of the way, helping us grow the Novatech family, inside and out.\u201d<\/p>\n \u2013Darren Metz, Executive Chairman, Novatech<\/p>\n<\/blockquote>\n Why Scott Lewis is a difference maker:<\/strong><\/p>\n Scott Lewis<\/strong> Yet another shining example of the creative genius that often is the mark of a true sales and marketing professional, Lewis joined Carolina Wholesale (now ARLINGTON) following 10 years as the owner of Queen City Business of Charlotte, North Carolina, and three years in China doing mission work. Initially a sales manager, he was elevated to his current role in 2017 and has been indispensable in forging strong ties with partners at Canon U.S.A., Ricoh Americas and Lexmark. Lewis has championed ARLINGTON\u2019s customer-first mentality, and the University of North Carolina at Charlotte graduate\u2019s passion for his work has provided a salutary impact on the entire organization.<\/p>\n \u201cScott will lead by connecting with his team in honest and practical methods, and has the great ability to make us feel connected with the executive process. Our vendors value Scott\u2019s ability to assist them as we navigate through an ever-evolving climate of our distribution channel. He\u2019s a trusted leader in our industry and the one within his organization that I consistently hear others outside ARLINGTON mention they have counted on and found success working with in recent months. People go to Scott to solve problems and he\u2019s a guy who helps them find a solution.\u201d<\/p>\n \u2013Brent Martin, Director of Marketing, ARLINGTON<\/p>\n<\/blockquote>\n Why John Lowery is a difference maker:<\/strong><\/p>\n John Lowery<\/strong> While Lowery was honored as a Difference Maker in 2017, the president of Applied Imaging has hardly rested on his laurels. Since he was last recognized, Lowery has opened three new Michigan branch offices, generated positive momentum in the 2017 Northern Ohio start-up branch and significantly grown organically in existing markets. He has created a company to sell supplies through Amazon\u2019s B2B website, and joined other family members in founding a document-destruction company called Shred Hub. Although currently armed with only a single vehicle for on-site document destruction, Western Michigan businesses have quickly embraced the offering. Since 1986, when Lowery founded Applied Imaging, he\u2019s proved to be a visionary. In the process, he\u2019s ensured customers and employees have profited from the journey.<\/p>\n \u201cJohn is not only a successful entrepreneur, he\u2019s made those around him successful. Over three-plus decades, he\u2019s consistently given people opportunities to shine, then followed up and helped them achieve both their professional and personal goals. John has developed an extraordinary culture at Applied Imaging that is the envy of competitors, vendors and customers. However, when you dissect that culture, it\u2019s simply a reflection of his passion for people, his love of family and his dedication to paying it forward.\u201d<\/p>\n \u2013Ian Crockett, President, ICE Advertising<\/p>\n<\/blockquote>\n Why Jeff Masters is a difference maker:<\/strong><\/p>\n Jeff Masters<\/strong> A prudent manager and an inspiring leader, Masters has made significant contributions to the industry during his three-decade tour. Laser Options has flourished significantly under his guidance, backed by his deep knowledge of sales and marketing. He continues to manage the company\u2019s departments and oversees the day-to-day business operations. Prior to arriving at Laser Options in 2010, the University of Arizona product spent 27 years as division vice president for Hughes-Calihan. His ardent customer service approach is echoed throughout the organization and serves as a template to Laser Options\u2019 ongoing success.<\/p>\n \u201cJeff is one of the most experienced individuals in the industry today. It\u2019s clear that he understands the business of office technology and is able to leverage innovative technologies to grow the business.\u201d<\/p>\n \u2013Karl Lillie, Executive Vice President of Sales, Laser Options, A Flex Technology Group Company<\/p>\n<\/blockquote>\n Why Glenn Mathis is a difference maker:<\/strong><\/p>\n Glenn Mathis<\/strong> As he approaches 20 years in the industry, Mathis owns an exemplary track record in leading technology-related professional services organizations and geographically dispersed sales and account management teams supporting national and international markets. A goal-oriented implementer with an eye for details, Mathis provides strategic direction to unite diverse groups across various functional and geographical lines with the goal of achieving all corporate objectives. In his current role, he is responsible for the fast-growing Professional Services consulting organization and on-site implementations services for Konica Minolta. A charismatic and transformational leader, well respected by his clients, peers and direct reports for his unique ability to motivate teams to deliver outstanding performance, Mathis demonstrates integrity, commitment and confidence.<\/p>\n \u201cIt has been a tremendous pleasure working with Glenn on countless roles, projects, initiatives, acquisitions, systems, etc. over the past 19-plus years. Glenn\u2019s passion for challenging the status quo, seeing a better future and making it happen have been critical to me personally, to All Covered and, ever increasingly, to Konica Minolta at both a domestic and global level. Glenn is a non-stop difference maker day in and day out.\u201d<\/p>\n \u2013Todd Croteau, President, All Covered\u2014the IT services division of Konica Minolta<\/p>\n<\/blockquote>\n Why Wes McArtor is a difference maker:<\/strong><\/p>\n Wes McArtor<\/strong> A veteran of the Marine Corps, McArtor has soldiered his way through our industry, beginning in 1981 as a service technician for Savin. In 1993, he co-founded BEI Services Inc. to provide independent imaging dealers with an unbiased source for standards and nationwide comparative-service reporting. The organization quickly became the go-to source for industry benchmarking. This year, BEI merged with Business Systems Consulting to become NEXERA, dedicated to helping dealers thrive in the next era of imaging. His trademarked imaging-Device-as-a-Service (iDaaS) tool for no-meter billing is garnering acceptance with manufacturers including Konica Minolta. McArtor is ushering in a new age of analytics for the office technology dealer space.<\/p>\n \u201cWes does not fear his own disruption, he instead creates it. BEI Services is a two-plus decade industry leader and without a doubt one of the most-trusted data companies in the industry. The changes and challenges the industry will face need individuals like Wes to help everyone understand the importance data plays in delivering the future to the present.\u201d<\/p>\n \u2013Ray Stasieczko, Founder\/CEO, TEASRA, The Innovation Channel<\/p>\n<\/blockquote>\n Why Mike McGuirk is a difference maker:<\/strong><\/p>\n Mike McGuirk<\/strong> During his 30-year career, McGuirk has held numerous positions across organizations including Ricoh USA, Xerox\u2019s Arizona Office Technologies and Danka Office Imaging. Upon joining ProCopy Office Solutions in 2010, the company enjoyed an unprecedented growth spurt, increasing revenue and profits five times in less than five years. The Arizona State University graduate\u2019s efforts have been recognized with ProCopy\u2019s inclusion on the Inc. Magazine list of fastest-growing companies. McGuirk is highly visible inside and outside of the organization\u2014he currently serves on the board of the ProCopy Foundation, the Business Technology Association, the ASU alumni association and the Better Business Bureau.<\/p>\n \u201cMike runs a successful business using his extensive industry knowledge and leadership skills. What\u2019s more impressive is that he finds the time to invest himself back into the community and help others in the industry.\u201d<\/p>\n \u2013Stephen Gould, Vice President of Sales, ProCopy Office Solutions<\/p>\n<\/blockquote>\n Why Tom McMahon is a difference maker:<\/strong><\/p>\n Tom McMahon<\/strong> McMahon was off to a \u201cflying\u201d start even before his career took off, having served with the Navy Fighter Squadron 41 Black Aces before entering private life as a sales manager, and later dealer manager, for Lanier Worldwide. Following a three-year stint with Officeware, he joined Milner in 1997, and within two years became regional vice president. With Milner, he has grown the Florida region to the $50 million plateau. McMahon has dedicated himself to helping others inside and outside of business, and is quick to answer a question or provide guidance on any number of subjects. A pillar of strength and loyalty, his selfless attitude and willingness to help others succeed is a testament to his value as a person.<\/p>\n \u201cTom has a dynamic personality and steadfastness that is truly incredible and hard to not notice. He speaks and we listen because he is our leader, he is our strength and he has given all of us opportunities that we only dreamed of having. Tom aligns with his teams, and therefore gives a customer experience that will never be forgotten. He is not only a great leader, but a caring friend whose character shines through every step of the way. Tom is always looking for ways to make Milner stronger and better, and it shows with his uncanny ability to always drive sales and surpass goals. Tom supports his people and their goals and allows us to reach our very own greatness\u2014a leader indeed!\u201d<\/p>\n \u2013Jennifer Bley, Senior Technology Consultant, Milner Inc.<\/p>\n<\/blockquote>\n Why Bill Melo is a difference maker:<\/strong><\/p>\n Bill Melo<\/strong> Articulate and thoughtful, Melo is an innovator and creative genius who constantly challenges the status quo. As chief marketing executive for both Toshiba America Business Solutions and Toshiba Global Commerce Solutions, he has helped elevate the company\u2019s brand and created a platform to gain brand recognition and create new business opportunities. In 2004, Melo pioneered Toshiba\u2019s MPS program, Encompass, which was the first introduced by a non-U.S. based company. An MBA holder from New York University\u2019s Stern School of Business, Melo attacks every challenge with a fresh perspective, and his engaging manner helps bring decisive results to all projects he undertakes.<\/p>\n \u201cHaving worked with Bill for over 10 years, his creativity and entrepreneurial spirit were a true inspiration. Through his leadership, Toshiba has been able to elevate its brand and product portfolio. His storytelling ability and precise way of simplifying complex technologies into easy-to-understand concepts are the best I\u2019ve ever experienced.\u201d<\/p>\n \u2013Joe Contreras, Commercial Marketing Executive, Office Solutions, Epson America<\/p>\n<\/blockquote>\n Why Darren Metz is a difference maker:<\/strong><\/p>\n Darren Metz<\/strong> In an industry landscape teeming with nine-digit consolidators, Metz continues to insinuate himself and Novatech into the M&A conversation in a brisk-yet-gradual manner. He has blended organic and acquisitional growth to the tune of nearly $100 million for the 20-year-old firm, also using managed IT and 3D printing as foundation blocks to continued success. Armed with an MBA from the University of Memphis, Metz employs a no-rules approach to M&A that encourages creativity and seeks out diamonds in the rough, all the while taking a big-picture approach to envision how disparate elements can blend together to advance Novatech\u2019s agenda of success. At press time, Novatech announced Metz would transition from CEO to executive chairman.<\/p>\n \u201cThe ability to transform a small company into an industry powerhouse that is continually relevant to its customers and target market is no small feat. Darren is in a class of select few whose business sense and vision continually opens doors and drives growth. It takes innovative thought and a willingness for risk to transcend the everyday and drive a company to succeed again and again. But behind all this is a man who seeks to grow the overall well-being of his employees and to instill living the company mission to flourish as a team, delivering caring, efficient service and support to customers and to each other.\u201d<\/p>\n \u2013Jason Levkulich, Director of Marketing, Novatech<\/p>\n<\/blockquote>\n Why Gene \u201cDusty\u201d Milner is a difference maker:<\/strong><\/p>\n Gene \u201cDusty\u201d Milner<\/strong> Known to friends and business colleagues as Dusty, Milner is the steward of a third-generation family-owned business that has made a name for itself in the southeast region and has been an industry mainstay for nearly 70 years. A strong and well-recognized industry brand, Milner has grown his firm to include a wide variety of products and services. Well respected within the industry and admired by his peers, Milner is always willing to share his decades of experience to help others strive to improve or swap new ideas that can benefit both his firm and those of his colleagues.<\/p>\n \u201cDusty has created a culture within Milner for its employees to succeed with their personal goals while delivering a best-in-class service to their valued customers. Dusty and his leadership team have delivered consistent year-over-year growth to the company while diversifying its services menu to ensure Milner remains relevant and an industry leader for more generations to come.\u201d<\/p>\n \u2013Michael Amiri, Senior Director, Continuum<\/p>\n<\/blockquote>\n Why V\u00e1clav Muchna is a difference maker:<\/strong><\/p>\n V\u00e1clav Muchna<\/strong> The winner of the Worst Career Advisor award goes to one of Muchna\u2019s college professors, who cautioned the future co-founder of Y Soft to steer clear of computer science, because working on a computer \u201cis like what a secretary does.\u201d Fortunately, Muchna was undaunted, and today his Brno, Czech Republic-born Y Soft boasts revenues of $45 million. While in his mid-teens, Muchna explored software development and network administration, and he learned the value of a customer-centric approach to business. He worked with a small group of partners on several projects, ultimately finding success with what has become YSoft SafeQ. Buoyed by his success, Muchna established subsidiaries in the U.S., Japan, Singapore, Israel and the UAE. He also established Y Soft Ventures, the venture arm of Y Soft, providing promising startups in Central Europe the capital, resources and expertise needed to accelerate their path to global markets.<\/p>\n \u201cV\u00e1clav has pushed the limits of integrated print management and document capture, always with the customer experience in mind. He leads with a positive and innovative attitude and sets his goals high for a bright future for both his company and the world\u2019s inhabitants. His leadership has turned the company into a successful multi-product company, evidenced by revenue growth of 45% in the company\u2019s last fiscal year, 2018, with products used by 34% of the global Fortune 500.<\/p>\n \u2013Andy Slawetsky, President, Industry Analysts<\/p>\n<\/blockquote>\n Why Patty O\u2019Brian is a difference maker:<\/strong><\/p>\n![\"\"](\"https:\/\/www.enxmag.com\/twii\/wp-content\/uploads\/2019\/04\/Agard.jpg\")
Vice President of Operations
Access Systems<\/p><\/div>\n\n
![\"\"](\"https:\/\/www.enxmag.com\/twii\/wp-content\/uploads\/2019\/04\/Behm.jpg\")
Vice President of Professional Services
Flex Technology Group<\/p><\/div>\n\n
![\"\"](\"https:\/\/www.enxmag.com\/twii\/wp-content\/uploads\/2019\/04\/Byxbee.jpg\")
President
Flo-Tech, A Flex Technology Group Company<\/p><\/div>\n\n
![\"\"](\"https:\/\/www.enxmag.com\/twii\/wp-content\/uploads\/2019\/04\/Cabanillas.jpg\")
Chief Information Officer
Flex Technology Group<\/p><\/div>\n\n
![\"\"](\"https:\/\/www.enxmag.com\/twii\/wp-content\/uploads\/2019\/04\/Callinan.jpg\")
President
Flex Technology Group<\/p><\/div>\n\n
![\"\"](\"https:\/\/www.enxmag.com\/twii\/wp-content\/uploads\/2019\/04\/Capparelli.jpg\")
Managing Director
LEAF Commercial Capital<\/p><\/div>\n\n
![\"\"](\"https:\/\/www.enxmag.com\/twii\/wp-content\/uploads\/2019\/04\/Clark.jpg\")
Director of Technology Solutions
Sharp Imaging and Information Company of America<\/p><\/div>\n\n
![\"\"](\"https:\/\/www.enxmag.com\/twii\/wp-content\/uploads\/2019\/04\/Cucco.jpg\")
CEO
Impact<\/p><\/div>\n\n
![\"\"](\"https:\/\/www.enxmag.com\/twii\/wp-content\/uploads\/2019\/04\/Dellaposta-Debbie-Doing-Better-Business.jpg\")
President and CEO
Doing Better Business<\/p><\/div>\n\n
![\"\"](\"https:\/\/www.enxmag.com\/twii\/wp-content\/uploads\/2019\/04\/Denney.jpg\")
Director of Network Services
MOEbiz<\/p><\/div>\n\n
![\"\"](\"https:\/\/www.enxmag.com\/twii\/wp-content\/uploads\/2019\/04\/Donnelly.jpg\")
Director of Sales
Supplies Network<\/p><\/div>\n\n
![\"\"](\"https:\/\/www.enxmag.com\/twii\/wp-content\/uploads\/2019\/04\/Doyle.jpg\")
President and CEO
DEX Imaging<\/p><\/div>\n\n
![\"\"](\"https:\/\/www.enxmag.com\/twii\/wp-content\/uploads\/2019\/04\/Eckstrom.jpg\")
President and CEO
Carolina Business Equipment<\/p><\/div>\n\n
![\"\"](\"https:\/\/www.enxmag.com\/twii\/wp-content\/uploads\/2019\/04\/Ellison.jpg\")
Vice President of Marketing
AIS-Las Vegas<\/p><\/div>\n\n
![\"\"](\"https:\/\/www.enxmag.com\/twii\/wp-content\/uploads\/2019\/04\/Everson.jpg\")
President
Elite Document Solutions<\/p><\/div>\n\n
![\"\"](\"https:\/\/www.enxmag.com\/twii\/wp-content\/uploads\/2019\/04\/Flesch_1.jpg\")
President
The Gordon Flesch Company<\/p><\/div>\n\n
![\"\"](\"https:\/\/www.enxmag.com\/twii\/wp-content\/uploads\/2019\/04\/Flood.jpg\")
Sales Manager
Pearson-Kelly Technology<\/p><\/div>\n\n
![\"\"](\"https:\/\/www.enxmag.com\/twii\/wp-content\/uploads\/2019\/04\/Gau.jpg\")
President Copier Division
Marco<\/p><\/div>\n\n
This special issue would not have been possible without the input of the many individuals who took the time to respond to our requests for recommendations and comments about this year’s difference makers. We would like to thank everybody who participated over the past several months to help put this issue together.<\/div><\/div><\/p>\n![\"\"](\"https:\/\/www.enxmag.com\/twii\/wp-content\/uploads\/2019\/04\/George.jpg\")
President
Donnellon McCarthy Enterprises<\/p><\/div>\n\n
![\"\"](\"https:\/\/www.enxmag.com\/twii\/wp-content\/uploads\/2019\/04\/Gorman.jpg\")
Regional Account Manager
Ricoh Corp.<\/p><\/div>\n\n
![\"\"](\"https:\/\/www.enxmag.com\/twii\/wp-content\/uploads\/2019\/04\/Greenhalgh.jpg\")
Partner
ClearView Business Solutions<\/p><\/div>\n\n
![\"\"](\"https:\/\/www.enxmag.com\/twii\/wp-content\/uploads\/2019\/04\/Gruener.jpg\")
Director of Business Development
Supplies Network<\/p><\/div>\n\n
![\"\"](\"https:\/\/www.enxmag.com\/twii\/wp-content\/uploads\/2019\/04\/Gucwa.jpg\")
North East Regional
Sales Manager
KYOCERA Document Solutions America<\/p><\/div>\n\n
![\"\"](\"https:\/\/www.enxmag.com\/twii\/wp-content\/uploads\/2019\/04\/Hawkins.jpg\")
Vice President, Americas
Toshiba America Business Solutions<\/p><\/div>\n\n
![\"\"](\"https:\/\/www.enxmag.com\/twii\/wp-content\/uploads\/2019\/04\/Healy.jpg\")
Senior Manager, Consulting and Managed Print Services
Brother International<\/p><\/div>\n\n
![\"\"](\"https:\/\/www.enxmag.com\/twii\/wp-content\/uploads\/2019\/04\/Huneycutt.jpg\")
Owner, President and CEO
ARLINGTON<\/p><\/div>\n\n
![\"\"](\"https:\/\/www.enxmag.com\/twii\/wp-content\/uploads\/2019\/04\/Jarvis3.jpg\")
Executive Vice President and Chief Sales Officer
Image Source<\/p><\/div>\n\n
![\"\"](\"https:\/\/www.enxmag.com\/twii\/wp-content\/uploads\/2019\/04\/Kahrs.jpg\")
President
Prosperity Plus<\/p><\/div>\n\n
![\"\"](\"https:\/\/www.enxmag.com\/twii\/wp-content\/uploads\/2019\/04\/Kister.jpg\")
Senior Vice President of Strategic Relations
Supplies Network<\/p><\/div>\n\n
![\"\"](\"https:\/\/www.enxmag.com\/twii\/wp-content\/uploads\/2019\/04\/Levkulich.jpg\")
Director of Marketing
Novatech<\/p><\/div>\n\n
![\"\"](\"https:\/\/www.enxmag.com\/twii\/wp-content\/uploads\/2019\/04\/Lewis.jpg\")
Vice President of Sales and Marketing
ARLINGTON<\/p><\/div>\n\n
![\"\"](\"https:\/\/www.enxmag.com\/twii\/wp-content\/uploads\/2019\/04\/Lowery.jpg\")
President
Applied Imaging<\/p><\/div>\n\n
![\"\"](\"https:\/\/www.enxmag.com\/twii\/wp-content\/uploads\/2019\/04\/Masters.jpg\")
President and CEO
Laser Options, A Flex Technology Group Company<\/p><\/div>\n\n
![\"\"](\"https:\/\/www.enxmag.com\/twii\/wp-content\/uploads\/2019\/04\/Mathis.jpg\")
Vice President, Global Client Services and Solutions
All Covered\u2014the IT services division of Konica Minolta<\/p><\/div>\n\n
![\"\"](\"https:\/\/www.enxmag.com\/twii\/wp-content\/uploads\/2019\/04\/McArtor.jpg\")
President
NEXERA<\/p><\/div>\n\n
![\"\"](\"https:\/\/www.enxmag.com\/twii\/wp-content\/uploads\/2019\/04\/McGuirk.jpg\")
President
ProCopy Office Solutions<\/p><\/div>\n\n
![\"\"](\"https:\/\/www.enxmag.com\/twii\/wp-content\/uploads\/2019\/04\/McMahon.jpg\")
Regional Vice President
Milner Inc.<\/p><\/div>\n\n
![\"\"](\"https:\/\/www.enxmag.com\/twii\/wp-content\/uploads\/2019\/04\/Melo.jpg\")
Chief Marketing Executive
Toshiba America Business Solutions<\/p><\/div>\n\n
![\"\"](\"https:\/\/www.enxmag.com\/twii\/wp-content\/uploads\/2019\/04\/Metz.jpg\")
Executive Chairman
Novatech<\/p><\/div>\n\n
![\"\"](\"https:\/\/www.enxmag.com\/twii\/wp-content\/uploads\/2019\/04\/Milner.jpg\")
President
Milner Inc.<\/p><\/div>\n\n
![\"\"](\"https:\/\/www.enxmag.com\/twii\/wp-content\/uploads\/2019\/04\/Muchna.jpg\")
CEO
Y Soft<\/p><\/div>\n\n