{"id":6014,"date":"2013-10-11T08:25:38","date_gmt":"2013-10-11T12:25:38","guid":{"rendered":"http:\/\/www.theweekinimaging.com\/?p=6014"},"modified":"2014-09-30T01:32:34","modified_gmt":"2014-09-30T05:32:34","slug":"the-week-in-imagings-elite-dealers-round-2","status":"publish","type":"post","link":"http:\/\/www.enxmag.com\/twii\/elite-dealers\/2013\/10\/the-week-in-imagings-elite-dealers-round-2\/","title":{"rendered":"The Week in Imaging’s Elite Dealers Round 2"},"content":{"rendered":"

\"Elite<\/a>IMPACT NETWORKING<\/strong><\/p>\n

http:\/\/impactmybiz.com<\/p>\n

Waukegan, IL<\/p>\n

President\/Owner:<\/strong> Frank Cucco<\/p>\n

Year founded: 1999<\/p>\n

Number of employees:<\/strong> 170<\/p>\n

Primary hardware vendors: <\/strong>Konica Minolta, Kyocera, Muratec, KIP, Bowe Bell+ Howell<\/p>\n

Primary solutions and services offerings: <\/strong>Docuware, Objectif Lune, Nuance, Smart Search, PaperCut, Darwin VDP Software, Planet Press Suite, PrintShop Mail<\/p>\n

Approximate\/Average yearly revenues: <\/strong>$35-$40 million<\/p>\n

Biggest sale\/win of the past year: Impact\u2019s largest win in the past year was with a large (more than 25,000 employees), publicly traded corporation for a contract worth close to $2 million. At initial takedown Impact secured a contract for 54 copy machines in seven nationwide locations. Ten months later, Impact has increased their contract by 298 percent with the client, now supplying and servicing 161 machines. Every quarter Impact has been signing, on average, an additional 30-50 devices that have leases expiring with the prior vendor. This rate of acquisition would put Impact around the $5-7 million mark in three years, which is the potential to be the biggest deal in Impact history.<\/p>\n

\"Frank<\/a>

Frank Cucco<\/p><\/div>\n

Any discussion as to why we consider Impact Networking a 2013 Elite Dealer has to begin with its Creative Services Group (CSG). This is the business segment that differentiates them from so many other dealerships in our opinion. CSG supports other Impact departments with custom client solutions, in addition to offering direct services to Impact\u2019s customers, including branding, marketing collateral creation, custom Website design and development as well as CRM and backend database development. Not many other dealers are treading in that territory.<\/p>\n

One of the new projects CSG has developed that we find impressive is a Client Portal. The Portal simplifies and organizes client interactions with Impact; keeping track of client invoices, displaying their equipment information and allowing clients to order supplies with one click. The portal provides all contact information (for service, supplies and sales) and serves as a place for Impact to advertise additional Impact services that, giving the opportunity to cross-sell and increase the client\u2019s contract with Impact.<\/p>\n

Impact has made great strides in re-positioning itself as a total document solutions provider and we applaud them for that initiative. This includes investing in and expanding the services it offers clients, including document management software, managed print services, and of course, creative services.<\/p>\n

We also admire the way that Impact re-invests profits back into the organization as a way to ensure its future. Nearly all profits from 2012 were reinvested into the Impact infrastructure. Major investments were made to upgrade its technology infrastructure within its offices, including fiber optic communications, upgrading the Enterprise Resource Management system and CRM system along with new laptops or tablets for all sales professionals.<\/p>\n

Investing in manpower was another major investment as Impact hired a new corporate recruiter to improve its recruiting efforts and invested in sales incentives to attract and retain talent.<\/p>\n

One can\u2019t help but applaud Impact\u2019s efforts in creating a culture that supports employee growth, empowerment, recognition, and rewards employees with great benefits and incentives.\u00a0 \u201cWe want our employees to build a career at Impact, which is why we invest heavily in providing continual internal trainings, encouraging employee certifications, and building a straightforward promotion path for sales professionals,\u201d states Cucco.<\/p>\n

This is a dealership that is also a solid community citizen and gives back to the community through several charitable organizations. Since Impact is now located in three states, it has made a conscious effort to make an impact in all of its local communities. In Illinois, it offers the \u2018Letters to Santa\u2019 program, Indiana is Project Endure, and in Wisconsin it has adopted Hometown Heroes.<\/p>\n

These are all sure indicators of an Elite Dealer and we haven\u2019t even discussed the numbers yet. High growth areas include document management (46% year-over-year growth rate in annual revenues over the past three years), production print (annual revenues have increased 26% year-over-year for the past three years), and MPS (200% year-over-year revenue growth the past three years).<\/p>\n

Impact\u2019s most significant accomplishment this past year has been its record-breaking revenue growth. By the end of the first quarter, the dealership set a new revenue record for the month of March at $2.2 million, and a record-breaking profit month in February. Three out of four consecutive months in its first quarter resulted in revenues higher than $2 million\u2014the previous record. By the end of the second quarter, five out of the eight months were considered record-breaking. Much of this was due to the growth of several departments and record growth in maintenance billing.<\/p>\n

Customers like doing business with Impact because it offers clients more than products. Its sales teams include expert consultants on document management, managed print services, production print, and digital office equipment, who can recommend an entire system of customized solutions. In addition to offering clients\u2019 value-added consulting, Impact\u2019s customer service is reportedly unmatched in the industry while its customer retention rate is an inspiring 93 percent.<\/p>\n

Impact Networking is a prime example of a dealership that goes above and beyond what it takes to be successful and to ensure it can continue to compete in a highly competitive and changing industry. That\u2019s what makes them a 2013 Elite Dealer.\u00a0<\/span><\/p>\n

\"Coordinatea\"<\/a>COORDINATED BUSINESS SYSTEMS, LTD.\u00a0<\/strong><\/p>\n

www.coordinated.com<\/a><\/p>\n

Burnsville, MN<\/p>\n

President\/Owner:<\/strong> Jim Oricchio<\/p>\n

Year founded: <\/strong>1983<\/p>\n

Number of employees:<\/strong> 85<\/p>\n

Primary hardware vendors:<\/strong> Kyocera, Sharp, HP, Lexmark, Dell, Barracuda<\/p>\n

Primary solutions and services offerings:<\/strong> Document Management, Workflow, Rules-based Managed Print, Unified Communications, Managed Network Services<\/p>\n

Approximate\/Average yearly revenues:<\/strong> $16 million<\/p>\n

Biggest sale\/win of the past year:<\/strong> A grocery retailer that had been lost to a direct manufacturer branch. Coordinated went through the process and delivered a competitive proposal, but was unable to meet the price point of the direct operation. When the implementation failed and the deliverable was not meeting the needs of the customer they came back to Coordinated and they were able to successfully implement the original solution and surpass customer expectations.<\/p>\n

What better way for Jim Oricchio and the staff of Coordinated Business Systems to celebrate their 30th year in business than with another Elite Dealer award.<\/p>\n

Plus we love the way Coordinated is leveraging this anniversary in its marketing efforts.<\/p>\n

“The Power of 30” was chosen as Coordinated\u2019s advertising theme this year because it captures the essence of Coordinated Business Systems success. \u201cIn addition it represents the staying power of an industry leader and the ongoing commitment to customer service that has allowed us to build so many long-lasting relationships within the local business community,\u201d states Oricchio. In June, Coordinated Business Systems launched a major B2B Facebook promotion. The Power of 30 Giveaway is a three-month social media campaign. Customers who “Like” Coordinated on Facebook have an opportunity to win an 80-inch Sharp Aquos Board, Golf trip for two at Pebble Beach, CA, or the Grand Prize, a two-year lease on a 2013 Jeep Wrangler. Even as Coordinated has been enjoying its 30th<\/sup> anniversary, there\u2019s been substantial growth leading up to this year in three significant business segments. Although Managed Print Services has many definitions and interpretations, at Coordinated it\u2019s defined and measured as Cost per Impression Service on customer-owned, single- function printers. \u201cOur revenue in this area has increased more than 1,000 percent over the past three years, going from an inconsequential revenue contribution to a substantial portion of overall revenue,\u201d beams Oricchio.<\/p>\n

Color placements are also on the upswing. With the adoption of the color capabilities of the Kyocera TaskAlfa Series of machines Coordinated has increased its placement of color MFP\u2019s by more than 35 percent, which is in turn having a significant positive impact on overall service revenue. Also doing well is Smart MFP\u2019s. \u201cBy instilling a clear understanding of the different technology platforms offered by our various manufacturers as well as a focus on some specific applications we have been able to sell over 30 percent of our MFP placements with some sort of Smart MFP application that extends the capability of the device,\u201d reports Oricchio.<\/p>\n

It\u2019s a given that customer service is one of the hallmarks of an Elite Dealer and that\u2019s underscored by Coordinated Business Systems growing customer base, many of whom \u00a0share similar business ethics and value systems. \u201cOur customers and prospects are familiar with our company based on years of experience and consistent exposure,\u201d notes Oricchio. \u201cOur partnerships with local community based non-profit organizations as well as our strong affiliation with the Minnesota Twins has made us a familiar name from which people know what to expect. We are ethical and honest, win or lose, in a market where the majority of our competitors are not. Our customers stay with us because we take care of them and produce strong, predictable results while bringing value and expertise to the partnership with clearly defined and understood concrete operational differences.\u201d<\/p>\n

Coordinated\u2019s biggest accomplishment this year was adding two additional teams to its base territory as well as expanding into a new market. This is all related to the challenge of developing the leadership necessary to take the company to the next level. The net results have been reflected in an increase in hires, a decrease in turnover and a massive increase in first year top-line revenue from new hires. By increasing leadership, decreasing the number of reports, and focusing on development with specifically defined developmental benchmarks that are measured in addition to the traditional management benchmarks Coordinated has tripled first-year revenue average of rookie reps. That\u2019s an impressive accomplishment that few dealers can claim.<\/p>\n

Meanwhile, Oricchio and company have their sights set on the future with a special focus on three areas that are expected to have the greatest impact on the stability, growth, and profitability of the organization. Those include:<\/p>\n

1) Career Path\/Employee Development. \u201cWith a focus on career path we can help our employees develop into the producers and leaders of tomorrow,\u201d observes Oricchio. \u201cWithout well-trained personnel that have a desire for personal growth, a healthy respect for development, and a clear defined path of what they want you cannot grow your company. By providing an environment that is professionally fulfilling, monetarily rewarding and in tune with the goals of the employee we are cementing our future.\u201d 2) Product and Service Expansion. \u201cAs we continue to broaden our offerings to include telephony and Managed Services, we increase our ability to service our customer and bring value to their business,\u201d states Oricchio. \u201cThe increased level of expertise that is brought to our organization by adding these products and services make us better in every area of our company.\u201d 3) Continued transition to an MPS model. \u201cBy providing a clear definition of MPS and focusing on that we have been able to increase revenue, strengthen the relationship with our customers and provide a much higher level of value to the end user,\u201d adds Oricchio. \u201cOur continued focus on managed print will build our future as it relates to hardware placements. When you provide a customer with a service that changes the way they operate instead of replacing a service for less than the other guy it changes the relationship and \u201censures your dealership\u2019s long term growth and profitability.\u201d<\/p>\n

With initiatives like those in place, and particularly those focusing on developing young leaders, this is an Elite Dealer that will likely be celebrating many more anniversaries in the coming years.<\/p>\n

\"Greg<\/a>

Greg Gondek<\/p><\/div>\n

ADVANCED COPY TECHNOLOGIES\u00a0<\/strong><\/p>\n

www.advancedcopy.com<\/a><\/p>\n

Cromwell, CT<\/p>\n

President\/Owners: Greg Gondek, President; Cindi Gondek, CFO, Principal<\/p>\n

Year founded: <\/strong>1974<\/p>\n

Number of employees: <\/strong>35<\/p>\n

Primary hardware vendors:<\/strong> Ricoh, Kyocera, Riso, HP, Xerox, DocuClass, 3D Systems<\/p>\n

Primary solutions and services offerings:<\/strong> Document workflow solutions, Asset Management, MPS, 3D printing, Additive Manufacturing support.<\/p>\n

Approximate\/Average yearly revenues:<\/strong> $5-$10 million<\/p>\n

Biggest sale\/win of the past year:<\/strong> Three different sales in equal size and revenue, adding up to a total of over 300 units, and 180 net new placements.<\/p>\n

Advanced Copy Technologies takes pride in what they do and they\u2019re not exaggerating when they say that they\u2019ve been the finest service provider in its marketplace for years. \u201cWe are always looking for ways to improve our support to every client,\u201d says President Greg Gondek. \u201cThe biggest compliment I hear almost every day is that ‘you aren’t just trying to sell me something but help make our organization work better, or smarter, or solve our problems.\u2019”\u00a0Indeed, Advanced Copy Technologies places the highest value on its reputation for honesty and integrity and every employee upholds that philosophy. \u201cWe do the things that most companies forgot about a long time ago,\u201d states Gondek. \u201cOur service response for all service calls averages less than three hours. We typically do between 60 to well over 100 courtesy calls per month. The cost of being overstaffed in our service department is well made up by our outstanding customer retention.\u201d<\/p>\n

Business is doing well, particularly in emerging services and technology areas such as asset management analysis, which has created some valuable partnerships with new and existing clients, followed by document workflow, and 3D printer sales and support. All three areas are growing at an annualized rate well above 30 percent.<\/p>\n

Advanced Copy Technologies is nearly finished with a complete rebranding initiative supporting its diversification with five divisions under the ACT Group. Each division has a marketing program and approach that all overlap to not only focus on their specific expertise, but to expand the awareness of the dealership\u2019s other capabilities. Those divisions include ACT Office Equipment, ACT 3D, ACT Asset Management, ACT Document Solutions, and ACT Customer Support.<\/p>\n

\u201cWe are fortunate to have our own internal marketing specialist who can focus on the needs for each area,\u201d notes Gondek.<\/p>\n

The recent launch of a new Website is further embellishing Advanced Copy Technologies\u2019 image as an Elite Dealer.<\/p>\n

We are especially impressed at the way a dealership of this size is at the forefront of 3D printing. A series of educational seminars for 3D printing has been extremely popular with customers and prospects. \u201cOur goal with 3D is to bring a level of expertise to our clients in additive manufacturing that they have not experienced before and we are exceeding our expectations,\u201d says Gondek. \u201cHaving a brilliant support team, including one of the top minds in engineering and physics to solve very diverse and difficult challenges for our clients is quickly earning us the reputation as the go to resource in 3D.\u201d<\/p>\n

Becoming experts in additive manufacturing is another notable accomplishment. The dealership began this journey two years ago knowing that it wanted to expand into a growing market. \u201cWe kept it a secret for over a year while we trained service and sales specialists, built the infrastructure to be better than anyone else in this area, and learned more than we ever knew existed in this vastly different arena,\u201d notes Gondek. \u201c3D printing isn’t like anything we presently do even though it requires the same efforts in sales and service. Taming, training and being able to win the race with the beast in the past year has to be one of our proudest accomplishments as an organization.\u201d<\/p>\n

One hears this often in business, and that\u2019s how a company is one big family. That\u2019s not hyperbole at Advanced, it\u2019s the way the Gondek\u2019s run the operation. They also understand that family should come first. \u201cWe want every employee to enjoy their lives and know that work should be fun but their own families come first,\u201d emphasizes Gondek. \u201cWhen clients visit us very frequently they mention the sense of pride all or our employees have. That makes everything we do special as that’s not something that we can preach or ask of our employees, but comes from the heart.\u201d<\/p>\n

The rebranding and developing of specific divisions where each one has the highest levels of expertise in Advanced Copy Technologies\u2019 market remains the key to its success and are just a couple of reasons why the company has earned a second consecutive selection as an Elite Dealer.<\/p>\n

Recognizing changes in the market also sets them apart. \u201cThe days are long gone where you can have everyone of your employees trying to be all things to all clients,\u201d notes Gondek. \u201cThere is a definite advantage when someone asks about document management software or 3D manufacturing and our software specialists or physics engineer works directly with them to solve their problems. We can compete against anyone and win and it has nothing to do with slick salesmanship and everything to do when people recognize expertise and honesty when they see it.\u201d<\/p>\n

\"Tarek<\/a>

Tarek Hafiz<\/p><\/div>\n

CELL BUSINESS EQUIPMENT (CBE)<\/strong><\/p>\n

http:\/\/kopiers.com<\/a><\/p>\n

Irvine, CA<\/p>\n

President:<\/strong> Tarek Hafez<\/p>\n

Year founded:<\/strong> 1992<\/p>\n

Number of employees:<\/strong> 83<\/p>\n

Primary hardware vendors: <\/strong>Sharp, Ricoh, Francotyp-Postalia Mailing Equipment. Primary solutions and services offerings: Nuance eCopy, Prism Software DocFOrm and GoldFax for image capture and distribution; \u00a0EMC2 ApplicationXtender, Prism Software, Record, Digitech Systems PaperVision Enterprise for document management and workflow; Microsoft Office 365, DigitechSystems ImageSilo, DocuPeak for cloud storage; \u00a0Lantronix xPrintServer, EFI PrintMe Mobile, Canon uniFLOW for mobile printing; Nuance Equitrac Professional Canon uniFLOW, Print Audit for cost recovery and document security.<\/p>\n

Approximate\/Average yearly revenues: <\/strong>$22+ million<\/p>\n

Biggest sale\/win of the past year:<\/strong> A recent sale to Hathaway-Sycamores, a not-for-profit child and family services corporation, is projected to extend to $400,000 worth of business this year. This lead came from a referral from a long-time non-profit CBE client.<\/p>\n

We are big fans of CBE\u2019s Tarek Hafez and everything he\u2019s done to make CBE what it is today. We appreciate the efforts he and his team have taken to ensure that CBE is part of the local community. As a result CBE has achieved double-digit machine population growth by concentrating on keeping connected with current clients and the challenges within their businesses.<\/p>\n

\u201cThe old adage \u2018people don’t care what you know, until they know that you care\u2019 rings true,\u201d states Hafez. \u201cThe CBE staff asks questions and really listens to the answers. They focus on the client\u2019s particular work processes and company culture.\u201d Plus CBE doesn\u2019t focus on making equipment replacement its number one priority. \u201cBy rarely mentioning new equipment, we earn the client\u2019s trust,\u201d says Hafez. \u201cWe are able to increase our managed print and document management business as we provide new of used hardware when requested.\u201d<\/p>\n

People still buy from people they know, like, and trust. Much of CBE\u2019s success is created by providing state-of-the-art products and services in the old fashion way. \u201cWe still do cold calls, ask for and receive referrals,\u201d notes Hafez. \u201cOur sales staff is extremely stable and involved in the community.\u201d Maintaining a tenured sales staff is sometimes easier said than done, but that\u2019s exactly what CBE has been able to achieve, especially as they\u2019ve transitioned from office equipment hardware sales to a broader scope of integrating solutions and print management.<\/p>\n

\u201cOur goal was to keep our current long-tenured sales staff,\u201d explains Hafez. \u201cWe tried a mix of several commission and bonus programs before we found a successful mix of solution product training and sharing leads between the groups. Our Solutions and Print Management group personnel become the lead people in future client sales needs analysis, price determination, and product negotiations. Commissions are shared between those involved in the team effort of closing the sale.\u201d<\/p>\n

Meanwhile, CBE continues to grow. Having become a Canon Dealer in 2010, (in addition to being an authorized Sharp and Ricoh dealer) CBE\u2019s sales of Canon hardware went from zero to over 50 percent of total hardware sales in 2012.<\/p>\n

But CBE hasn\u2019t forgotten about Sharp nor has Sharp forgotten about CBE.<\/p>\n

\u201cIn 2013 Sharp became extremely attentive to our needs,\u201d recalls Hafez. \u201cThe regional and local DSMs have become active business partners again offering support, training, rebates, and special pricing. Sharp has returned to being our number one vendor representing over 50 percent of our total equipment sales.<\/p>\n

Underscoring the climate of growth so integral to successful dealerships, CBE opened its fourth branch office in the Inland Empire of Southern California which encompasses Riverside and San Bernardo Counties. \u201cWe had been selling in this area for many years. The addition of the new branch enables our customers and sales staff to have a more convenient base of operations and a nearby show room,\u201d says Hafez. \u201cIt has extended our community involvement and sphere of influence.\u201d<\/p>\n

Inland Empire sales have increased by more than 25 percent thanks in large part to those efforts.<\/p>\n

In 2012, CBE added a Print Management group, resulting in expanded software sales, implementation, and training revenue. Managed print service sales have more than doubled as a result. Additionally, software sales, installation implementations, and ongoing accompanying service revenue growth continues to more than double each of the past three years. Spurring future growth within CBE\u2019s menu of solutions are security and cloud services, which have been on a steady rise over the past 12+ months.<\/p>\n

Customer satisfaction has long been a hallmark of CBE and its foundation for quickly and appropriately solving any client concern, starts by asking the question; “What is the customer\u2019s expectation?\u201d Once that question is answered, CBE\u2019s staff is authorized to do it. Once the customers\u2019 expectations are fulfilled; staff and management will review the situation and modify company guidelines to make sure a similar situation is avoided in the future. CBE has long term and loyal staff and client base. Many customers have been doing business with CBE for more than 15 years. The company\u2019s willingness to be flexible has made a big difference. \u201cThrough the economic downturn, we were especially sensitive to the financial realities of our clients,\u201d states Hafez. \u201cContracts were restructured, minimum usage and costs reduced, and rentals took the place of off-lease equipment.\u201d<\/p>\n

As the dealer community transitions into a solutions sales model, CBE is near the head of the pack with the number of solutions available to customers. The dealership activity sells, installs, and implements more than a dozen software solutions while its sales and implementation staff have gained the knowledge to be able to quickly identify the right software solution partner to fulfill the needs of its clients.<\/p>\n

We admire too the way that CBE is committed to giving back to the local community that supports its business. For example, 5 percent of all profits are donated back into the local community; including Arch of Southern California, Habitat for Humanity, Share for SELVES, Orange County Mission and the Southern California chapter of Easter Seals. During the 2012 year-end holiday season, CBE sponsored a food drive; donating 2500+ pounds of food to local families.<\/p>\n

They also set an example for the rest of the dealer community in the way they value their employees. CBE believes educating their staff makes better employees, parents, spouses, and community members. To ensure this, CBE offers tuition reimbursement for educational expenses for technical, general education, college, and graduate work. \u201cIf it is educational, CBE supports it,\u201d says Hafez.<\/p>\n

Owner Tarek Hafiz sums up the CBE philosophy. \u201cWe acknowledge and thank all those people who have helped CBE grow and prosper over the past 20 years. We are honored by the longevity of our employees, vendors and clients. Sales, solutions\/IT, service, warehousing and administration working together create a seamless package for our clients.\u201d<\/p>\n

If one were to take a vote of CBE\u2019s customers to find out if they are deserving of Elite Dealer status, chance are that its long-term customer base of more than 3,500 businesses would attest to that Elite Dealer status. \u201cHaving the ability to sell and support MPS, document management, SoS, security, recovery and cloud based services as well as hardware allows for one-stop shopping for our clients,\u201d says Hafez. \u201cBy offering a wide range of hardware and software we can quickly and economically put together an appropriate group of hardware, software, training, and service to fulfill our client\u2019s needs.\u201d<\/p>\n

And that\u2019s what CBE has been doing year in and year out since 1992 and we recognize them once again as an Elite Dealer.<\/p>\n

\"The<\/a>

The Staff of Northern Business Machines<\/p><\/div>\n

NORTHERN BUSINESS MACHINES, INC.\u00a0<\/strong><\/p>\n

www.nbminc.com<\/a><\/p>\n

Burlington, MA<\/p>\n

President\/Owner: <\/strong>William Tracia<\/p>\n

Year founded: <\/strong>1985<\/p>\n

Number of employees: <\/strong>80<\/p>\n

Primary hardware vendors: <\/strong>Sharp, Konica Minolta, HP, KIP, OKI<\/p>\n

Primary solutions and services offerings:<\/strong> MPS, Managed IT, Document Management, Cost Recovery<\/p>\n

Approximate\/Average yearly revenues: <\/strong>$20 million<\/p>\n

Biggest sale\/win of the past year:<\/strong> A contract with a local private school in July. It was a six-figure transaction and net new business for NBM.<\/p>\n

Being in business since 1985, there aren\u2019t many challenges that Northern Business Machines (NBM) hasn\u2019t encountered and successfully overcome. \u201cWe have been able to adapt to the changes in our industry that have reshaped our business model over the past 20 years,\u201d emphasizes Bill Tracia, president. \u201cWe successfully transitioned first to digital technology, then to business color products and wide-format devices.\u201d<\/p>\n

NBM\u2019s early adoption to MPS has been critical to its success over the past five years as MPS now represents 10 percent of total revenue, growing from 0 to $2-million in annual revenue over the past five years. Tracia is hoping to see similar growth in Managed IT services.<\/p>\n

\u201cWe are just at the beginning stages with Managed IT, but are optimistic that we will surpass $1 million in revenue in 2014,\u201d he predicts. \u201cWe have signed more than 20 Managed IT customers in the past two years.\u201d<\/p>\n

Customers tend to be small to mid-sized businesses, the sweet spot for the independent dealer channel. Although NBM is frequently competing with OEM direct branches, the dealership has found their clients prefer to work with a smaller, privately held dealership that is based in the community. \u201cWe are able to engage our clients on a variety of levels with a broad range of products and services,\u201d states Tracia.<\/p>\n

MPS customers tend to be larger accounts while the Managed IT accounts are likely to have fewer than 25 employees.<\/p>\n

One area that truly separates NBM from its competitors is its Network Operating Center (NOC), which was added to their facility in the past year. \u201cCustomers with printing\/scanning issues or service codes are often able to have the call cleared within 30 minutes by one of the Help Desk technicians instead of waiting 2-4 hours for a field service call,\u201d says Tracia.<\/p>\n

For IT clients, NBM offers firewall protection, e-mail services, data back-up and recovery, and manages their networks with remote monitoring software.<\/p>\n

The past two years have been stellar years at NBM. Surpassing $20-million in sales is a major accomplishment and the perfect punctuation point to 2012, NBM\u2019s biggest year to date as they billed just over $19 million.<\/p>\n

\u201cWe are currently at 106 percent of last year’s run rate and if that continues through the end of the year, we will hit the target that we established last December,\u201d states Tracia.<\/p>\n

We admire the way NBM recognizes individual employee accomplishments. All employees that have been with the company ten years or longer are invited to the annual President’s Dinner. This year, 37 percent of employees were in attendance. Among that group were 15 individuals that have been with NBM for over 20 years. \u201cWe are extremely fortunate and proud to have such a talented and loyal staff,\u201d says Tracia.<\/p>\n

An Elite Dealer is open minded about new business opportunities and willing to invest resources to enter new segments of the market. That\u2019s another hallmark of NBM. \u201cWe still believe in our core business and are able to maintain good margins in MFP hardware and services,\u201d adds Tracia. \u201cAs always, it’s important to bring in young, talented individuals that will allow us to continue to grow over the next five years. Although we have never done an acquisition, that’s something that we will explore as part of the growth plan.\u201d<\/p>\n

Based on the past two years, NBM is well on track for continued growth, which helps secure its place among this year\u2019s group of Elite Dealers.<\/p>\n

\"Brent<\/a>

Brent Simone<\/p><\/div>\n

STRATIX SYSTEMS<\/strong><\/p>\n

www.stratixsystems.com<\/a><\/p>\n

Wyomissing, PA<\/p>\n

President\/Owner:<\/strong> Brent Simone<\/p>\n

Year founded:<\/strong> 1970<\/p>\n

Number of employees:<\/strong> 70<\/p>\n

Primary hardware vendors:<\/strong> Ricoh, Riso, Samsung<\/p>\n

Primary solutions and services offerings:<\/strong> IT & Proactive Managed and CloudServices: Microsoft, Dell, LabTech, Datto, Mailprotector, Cisco, WatchGuard and Symantec; EC\/DM: Microsoft SharePoint and Office365, PlanetPress Suite, NSi AutoStore, Colligo, KnowledgeLake, Nuance and Fujitsu; PrintFleet, Equitrac, EFI Fiery.<\/p>\n

Approximate\/Average yearly revenues:<\/strong> $10-$15 million<\/p>\n

Stratix Systems has been on a mission during the past two years and it\u2019s now mission accomplished as they have successfully completed the transformation into a true business technology solutions provider. Although the dealership is still showing strong growth in \u00a0traditional printing\/imaging (including hardware, service, supplies, etc.), it has developed and grown two other lines of business\u2014IT Services and Electronic Content (Document) Management (ECM). This planned evolution speaks to Stratix Systems\u2019 messaging of being a, \u201cclient-focused, business technology and managed services provider that focuses on the unique computing, networking, document management, and printing needs of small- to medium-sized businesses of all breed and industry.”<\/p>\n

\u201cLikewise, we\u2019ve carefully examined our business model to ensure we can offer high-quality products, services, solutions and support on the same level as VARs who specialize solely in one of the aforementioned industries,\u201d observes Brent Simone, president. \u201cThis is an approach that has helped Stratix Systems work closer and deeper with our existing customer base\u2014adding value to their solution(s) as they look to us a single, go-to technology partner\u2014as well as uncovered opportunities for new business that were not previously available.\u201d<\/p>\n

Stratix Systems refers to the people and organizations who favor them with their business as clients.\u2019 \u00a0That\u2019s because the word \u201cclient\u201d implies a close relationship in which Stratix Systems, as a company, is helping them change their business for the better. \u201cProjects and implementations may produce revenue, but clients produce relationships, which are the strength and backbone of our organization,\u201d states Simone.\u00a0\u201cStratix Systems is so devoted to getting the relationship right that we diligently work to know our clients’ businesses, and how technology supports their business.\u201d The dealership\u2019s client-focused approach means they understand that their solutions are only as good as the subsequent support and service provided. Proactive methods aim to prevent issues from arising, thereby minimizing any potential for client difficulties and downtime. If there are requests or issues, they respond promptly, knowing that clients depend upon Stratix to do so with timely and accurate information.<\/p>\n

\u201cWe do all of this because we desire to have long-term relationships built upon mutual respect and trust\u2014it’s about more than just the revenue,\u201d acknowledges Simone.<\/p>\n

Stratix Systems\u2019 IT and managed services, ECM, and printing\/imaging solutions\u2014while independent and distinct, but complimentary and cohesive as well\u2014have ushered in the next step of its evolution; progressing from \u201cstrategic document solutions\u201d to the more apt \u201cstrategic technology solutions.\u201d<\/p>\n

In the spirit of the company\u2019s three core ideals\u2014Client Service, Technical Excellence and Innovation\u2014Stratix Systems continues to focus on and invest in its people, best practices and technology in order to create and deliver scalable, cost-effective solutions that work. What we also find admirable about Stratix is that having recognized the uniqueness of certain markets, they focus sales efforts and marketing strategies on technology solutions specifically geared to vertical markets such as AEC, education, financial, healthcare, legal, local government entities, manufacturing, poly-subs and NPOs. In a commoditized industry, Stratix continues to find ways to further differentiate itself by: \u2022 Pursuing further industry-leading certifications\u2014on both an individual- and company-level. \u2022 Refreshing product and service offerings for more up-to-date technologies and client value. \u2022 Developing solutions based on emerging technologies such as cloud computing and storage services. \u2022 Expanding IT and ECM teams, resources and capabilities. \u2022 Remaining steadfast in the ideals and methods that have achieved a 96 percent client retention rate. As more dealers look to transition into services, Stratix Systems has found opportunities to build on existing services that have already placed themselves at the head of the curve in the dealer community. Starting in late 2011 and continually growing into 2013 and beyond, Stratix Systems\u2019 IT Services spawned another line of business\u2014Proactive: Managed and Cloud Services, which is the new model of how businesses view and use their everyday technologies.<\/p>\n

\u201cIt is a shift from traditional on-site resources and reactive support, to more efficient methods such as real-time computing\/networking monitoring, management and maintenance, as well as hosted data and applications,\u201d explains Simone. On staff, Stratix Systems maintains a team of full-time network\/systems engineers with various IT certifications that include Microsoft Certified Systems Engineer (MCSE), Microsoft Certified Professional (MCP), Microsoft Certified Technical Specialist (MCTS), WatchGuard Certified Systems Professional, and CompTIA A+ Certified. Additionally, the company works with a supplemental certified IT consultant for a handful of clients who have highly-specialized solutions in place. The Proactive: Managed and Cloud Services portfolio now includes: \u2022 Managed Network Services \u2022\u00a0Backup and Disaster Recovery \u2022 E-mail Management and Hosting \u2022\u00a0Managed Print Services \u2022\u00a0Microsoft Office365 Solutions \u2022 Hosted Microsoft Exchange \u2022 Hybrid Cloud<\/p>\n

All of these are all compelling reasons for recognizing Stratix Systems as a 2013 Elite Dealer.<\/p>\n

\"blue<\/a>BLUE TECHNOLOGIES<\/strong><\/p>\n

www.btohio.com<\/a><\/p>\n

Cleveland, OH<\/p>\n

President\/Owner:<\/strong> Paul Hanna<\/p>\n

Year founded:<\/strong> 1995<\/p>\n

Number of employees:<\/strong> 150-200<\/p>\n

Primary hardware vendors: <\/strong>\u00a0Konica Minolta, Lexmark, KIP, CREO, Fiery<\/p>\n

Primary solutions and services offerings:<\/strong> eCopy, PrintShop Mail, PageScope Unity, Prism DocForm, Prism DocRecord, Prism DocSystem, Prism DocTransform, Prism ScanPath\/AnyDoc, Equitrac, PrintAudit, Print Manager Plus, Digital StoreFront, Planetpress, OnBase, FileBound, Autonomy.<\/p>\n

Approximate\/Average yearly revenues: <\/strong>$32 million<\/p>\n

Biggest sale\/win of the past year:<\/strong>\u00a0 A customer whose world headquarters is in Cleveland with annual revenues of $3 billion. This deal was for the company\u2019s locations across the country and included over 120 MFP\u2019s and printers.<\/p>\n

Blue Technologies may have started as an office equipment dealership, but during the past three years it has evolved into much more than that. A lot of the credit goes to the growth of professional services, which provides Blue Technologies\u2019 customers with a wider range of product options and more office solutions. The dealership\u2019s Imaging Solutions, Managed Print Services, and Managed Services divisions allow customers to customize the business solutions their companies need while also being able to provide exceptional service to these solutions. Those three divisions do a superior job of complementing its Hardware division.<\/p>\n

Although the variety of offerings is a compelling reason for customers to do business with Blue Technologies, the most important reason why customers choose to do business with Blue is its \u00a0Commitment to Excellence \u2013 Every Day.<\/p>\n

\u201cWe implement a 5-point pledge that protects each customer after an acquisition is complete, covering product performance, product service, supplies, easy acquisition, and complete customer satisfaction,\u201d explains Beth Palamara, director of communications.<\/p>\n

Blue Technologies operates under the motto, \u201cA satisfied customer isn\u2019t loyal\u2026 only a truly satisfied customer is loyal.\u201d That motto certainly describes the Blue Technologies customer.<\/p>\n

Managed Print Services, Managed Services, and Imaging Solutions also have their own set of service guarantees through Blue\u2019s Commitment to Excellence. These guarantees reduce a customer\u2019s risk of doing business with Blue Technologies. \u201cWe have been able to improve our service response time and end-user satisfaction,\u201d adds Palamara. \u201cBlue\u2019s Commitment to Excellence \u2013 Every Day is not just a statement but how we operate daily.\u201d<\/p>\n

We\u2019re impressed too by the way Blue communicates with its customers, especially with its latest initiative\u2014the Customer Care Program. Through the program, Blue Technologies has created a newsletter, sent out direct mailings, and allowed customers to receive self-service through a customer portal, BlueNET.<\/p>\n

The Newsletter, BT Connect, is an e-mail that goes out to the current customers that Blue regularly communicates with so they are able to stay up-to-date with all of the newest information at Blue Technologies. \u201cThe newsletter features \u201cWhat\u2019s New at Blue?\u201d, a section dedicated to sharing innovative products or events and a Featured Employee section allowing customers to get to know the faces of our company they are in contact with day to day,\u201d notes Palamara. \u201cThe most important portion of BT Connect is the section where any customer can provide positive or negative feedback to me. This helps us continue to build genuine relationships with our customers and provide them with a voice so we can deliver the best service possible.\u201d<\/p>\n

The dealership also sends out formal, direct mailings to update customers about recent news, like patent trolling, and other important information.<\/p>\n

The self-serving customer portal BlueNET is another way that Blue Technologies extends a helping hand to customers. Here they are able to request service, send in meter reads, and order supplies.<\/p>\n

Another positive development has been the redesign and refocusing of its Insight Articles with Smart Business Network (SBN). With the growth of the company has come more and more industry knowledge and expertise. Whether the reader has a Konica Minolta, Canon, Ricoh, Xerox, or Toshiba, they are still able to get useful, cutting edge information from the articles. These articles are valuable to anyone looking for insight in office management. SBN featured articles on material such as uncovering office inefficiencies, how to get the most of your office equipment, understanding cloud technology, and other pertinent issues. \u201cBlue Technologies firmly believes office equipment is not just a copier anymore; it\u2019s about making each business department work together as one cohesive entity to create a more efficient workspace for everyone,\u201d states Palamara.<\/p>\n

An innovative marketing strategy that Blue Technologies has been using throughout the year is its media calendar. \u201cWhile we already have in place social media, blog, and advertisement strategies, we needed something that tied all of these different pieces together,\u201d explains Palamara. \u201cWith the redesign of our Insight articles, we knew this expert information was something worth sharing with our different audiences. In order to share this knowledge, we filled each social media outlet with corresponding information that tied in with the featured Insight article for that month. To make this strategy as effective as possible, we created a color-coding system to ensure that we have an even spread of educational, engaging, and promotional content. Incorporating our social media outlets cohesively gave Blue Technologies the opportunity to strengthen our relationship with customers, businesses, and the community to its fullest potential.<\/p>\n

Blue Technologies most significant accomplishment in the past year has been the development and launch of its Managed Services division. This involved recruiting top-of-the-line and highly experienced management, sales representatives, service engineers, and customer satisfaction specialists to back the initial investment of the division. Managed Services analyzes a company, defines processes internally and externally, and then creates a cohesive program that the company can build based off of their needs.<\/p>\n

Blue started out with basic networking services and has enhanced them with solutions such as data backup, virtual CIO, disaster recovery, anti-virus management, and most recently the addition of VoIP solutions. It also has defined service contracts and project management for this division so it can assist company\u2019s IT departments or become a company\u2019s main IT service provider.<\/p>\n

\u201cRegardless of the prospect\u2019s IT state, we can either support or improve their current situation,\u201d says Palamara. \u201cWe have created this division knowing that it will continue to grow as the customer grows and changes.\u201d<\/p>\n

We\u2019ve known for a long time that Blue Technologies is a dealership that strives to be a great place to work and that counts a lot in our estimation when making our Elite Dealer selections. Annually, it recognizes employees who have gone above and beyond Blue\u2019s Commitment to Excellence. These employees are selected based on customer and employee recommendations with endorsements posted on the office intranet. All managers in the company vote on which story embodies the spirit of each award. Respectively, every award is based on the 5-point pledge of accountability and reliability.<\/p>\n

Blue also earns bonus points for providing options for continuing employee education. There\u2019s a program that offers financial assistance to any full-time employee interested in continuing education at the collegiate level. Blue also provides education programs for administration, service representatives, and sales representatives on product services and internal training sessions on their job requirements, such as using CRM. Blue also provides educational meetings for administration, service representatives, and sales representatives that answer commonly asked questions within our industry, cover customer service benchmarks, and ensure that Blue\u2019s Commitment to Excellence is followed through daily.<\/p>\n

\u201cThrough all of these educational seminars, Blue Technologies has created a culture that undoubtedly cannot be beat,\u201d says Palamara. \u201cWe assure the satisfaction of our employees as heavily as we assure it with our customers.\u201d<\/p>\n

Blue Technologies operates under the motto of a disciplined, well-trained, and highly motivated staff representing sales, service, and support. With continuing education, employee developmental programs, and reviewing benchmarks from Blue\u2019s Commitment to Excellence, Blue continues to solidify the effort it puts forth to ensure long-term growth and profitability.<\/p>\n

Those are the hallmarks of an Elite Dealer.<\/p>\n

\"Steve<\/a>

Steve Cobb<\/p><\/div>\n

DEAN’S OFFICE MACHINES, INC.<\/strong><\/p>\n

www.deansom.com<\/a><\/p>\n

Greensboro, NC<\/p>\n

President\/Owner: <\/strong>Steve Cobb<\/p>\n

Year founded: 1972<\/p>\n

Number of employees:<\/strong> 48<\/p>\n

Primary hardware vendors: \u00a0<\/strong>Canon, Toshiba, Lexmark, HP, OKI, Fujitsu, Destroy-It, MBM Primary solutions and services offerings: Docuware, Paper Cut, Drivve , Uniflow, FM Audit, Lexmark Solutions, and Toshiba’s suite of solutions.<\/p>\n

Approximate\/Average yearly revenues:<\/strong> $5-$10 million<\/p>\n

Biggest sale\/win of the past year:<\/strong> A new hospital system, resulting in more than 140 MFP placements.<\/p>\n

The most significant accomplishment at Dean\u2019s Office Machines this past year was implementing new technologies and processes within managed services, service dispatch, supply processes, virtual server, solutions portfolio, and watching this vision produce an annual increase in revenue of more than 15 percent. Meanwhile, Managed Print Services has been the dealership\u2019s top growth segment growing at a rate of over 30 percent with wide format growing at more than 20 percent annually. In addition Dean\u2019s solutions-based offerings are trending upward as well as this segment of their business becomes more diverse. Dean\u2019s Office Machines may not be one of the largest dealers in the country, but they\u2019re still big enough to service any size customer and are flexible enough to handle any needs and personal enough to address issues locally. That\u2019s why customers love doing business with Dean\u2019s. \u201cOur management is stable and we have the ability to do what needs to be done to assure complete customer satisfaction,\u201d maintains President Steve Cobb. Customers also choose Dean\u2019s because they offer a broad spectrum of products, services, and represent some of the best suppliers in the industry. \u201cThe equipment and software we place is a part of a complex solution therefore, we are able to provide best in class products and services for all size accounts,\u201d adds Cobb. The company has a reputation for taking a vested interest in their customers and treating them as partners, realizing its commitment to their long term success is really a commitment to Dean\u2019s future.<\/p>\n

While Dean\u2019s was founded in 1972, they\u2019re not old school in their approach to marketing and are now active on social networks such as LinkedIn and Facebook. Plus they understand the intrinsic value of keeping their Website updated as frequently as possible.<\/p>\n

They\u2019ve done a nice job too with their lead-generation program, tweaking their MPS programs, and creating a solutions guide so customers are aware of the vast array of Dean\u2019s offerings. \u201cWe have developed innovative wide-format programs based on customer demands,\u201d adds Cobb. \u201cAnd we have developed processes and programs that take an idea from inception, to process and implementation. These include capturing scanning, printing, faxing, routing, improvement of business process, retrieval and even security and destruction.\u201d<\/p>\n

Making changes doesn\u2019t come without a fair amount of pain, but Dean\u2019s has been up to the task, developing solutions paths and strategies from available platforms into comprehensible mainstream integration and organization of unstructured data. \u201cWe were able to introduce, implement and train our customer partners and employees on these new technologies,\u201d notes Cobb.<\/p>\n

The future remains bright for Dean\u2019s Office Machines thanks in part to its creative financing options, constant staff training, and discovery of new software as well as business models that may be considered unconventional, but promising.\u201d<\/p>\n

In addition we believe that Dean\u2019s is on the right track with its complete team approach from each department. Each employee understands and embraces the responsibility and authority to make sure customers are satisfied. And satisfied customers are a good indication that a dealer like Dean\u2019s is Elite.<\/p>\n

\"DPOE<\/a>DES PLAINES OFFICE EQUIPMENT (DPOE)<\/strong><\/p>\n

www.dpoe.com<\/a><\/p>\n

Elk Grove Village, IL<\/p>\n

President\/Owner: <\/strong>Chip Miceli<\/p>\n

Year founded: <\/strong>1955<\/p>\n

Number of employees: <\/strong>50-75<\/p>\n

Primary hardware vendors:<\/strong> Sharp, Kyocera, Konica Minolta, Copystar, HP, Microsoft<\/p>\n

Primary solutions and services offerings:<\/strong> MPS, IT Solutions, Presentation Technology<\/p>\n

Approximate\/Average yearly revenues:<\/strong> $10-$15 million<\/p>\n

Biggest sale\/win of the past year:<\/strong> The unveiling of the DPOE Video Wall featuring Sharp monitors. This new product is a joining of Sharp and DPOE in a way that the dealership has never experienced before, creating a high-tech, high-quality visual and audio experience.<\/p>\n

DPOE used to be an office equipment dealer, but today this Elk Grove Village dealership is much more than that thanks to an ongoing initiative of growing and marketing its IT department. The IT department now has a distinctive name, Tech-Flex, which DPOE began to slowly introduce to clients, explaining how its new technology and services work with the products clients already have.<\/p>\n

\u201cAfter that, we built ourselves a Network Operating Center and had a grand opening to show off all that our NOC and Tech-Flex team could do,\u201d explains President Chip Miceli.<\/p>\n

Those efforts have paid dividends as DPOE\u2019s IT services has grown 150 percent in the past three years. That\u2019s not the only area where DPOE is growing. With the introduction of Sharp presentation technology, the dealership was one of the first Sharp dealer\u2019s in the country to truly embrace this product category and has seen a rapid expansion in that portion of the business this year.<\/p>\n

Miceli reports that DPOE\u2019s biggest accomplishment this year was becoming a certified zero-landfill dealership, incorporating recycling and green practices into all areas of the business. \u201cThis then trickled down to our customers through toner recycling , energy efficient machines, and strategies to reduce waste,\u201d reports Miceli.<\/p>\n

Customers continue to do business with DPOE because of their friendly and professional staff. Technicians are certified by every vendor the dealership works with and it has a reputation for responding to problems within four hours. \u201cWe make sure our customers know when to expect us and that every call is completed to 100 percent satisfaction,\u201d notes Miceli. \u201cThey also love that we follow up with courtesy calls and surveys.\u201d<\/p>\n

DPOE does a nice job too of giving back to the community, volunteering and sponsoring various charities and Chambers of Commerce. Employees are also active in local networking groups, and the company burnishes its reputation as a leading technology provider by hosting free educational B2B events quarterly.<\/p>\n

The company culture also helps make this dealership special.<\/p>\n

\u201cWorking at DPOE means that you are joining a family,\u201d adds Miceli. \u201cThe entire organization has an excellent support structure from the owners to the sales reps to the technicians. We are team oriented, forgoing competition for the sake of the company as a whole.\u201d<\/p>\n

An eye to the future is a quality shared by all Elite Dealers and that\u2019s the reason why DPOE\u2019s number one strategy is investing in its employees. It devotes a significant amount of resources to training and growing employees from the moment they step through the doors.<\/p>\n

\u201cWe also invest ourselves in our customers, making sure we are helping to support them as they are supporting us, and taking a personal interest,\u201d states Miceli. \u201cWe constantly research the latest technology and look for new ways to create business solutions while being community and environmentally conscious.\u201d<\/p>\n

That emphasis on nurturing employees along with the ability to embrace new technologies, services, and solutions are apt reasons for once again acknowledging DPOE as an Elite Dealer.<\/p>\n

\"l-r:<\/a>

l-r: Eric Strand, Vice President of Business Development; Chris Taylor, President and CEO; J.T. Jones, Chief Financial Officer<\/p><\/div>\n

FISHER’S TECHNOLOGY<\/strong><\/p>\n

www.fisherstech.com<\/a><\/p>\n

Boise, ID<\/p>\n

President\/CEO: <\/strong>Chris Taylor<\/p>\n

Year founded:<\/strong> 1936<\/p>\n

Number of employees<\/strong>: 75<\/p>\n

Primary hardware vendors:<\/strong> Canon, Konica Minolta, Lanier, KIP<\/p>\n

Primary solutions and services offerings: <\/strong>Managed Network Services, Laserfiche, DocuWare, LincDoc, xMedius, ABBYY<\/p>\n

Approximate\/Average yearly revenues:<\/strong> $14 million<\/p>\n

Biggest sale\/win of the past year:<\/strong> Fisher\u2019s biggest win was the fact that there were no big wins even though they had the largest revenue in history with all deals of less than $300K.<\/p>\n

It\u2019s probably no coincidence that Fisher\u2019s has been awarded Best Place to Work in Idaho for the last five consecutive years. That\u2019s because of the dealership\u2019s culture of doing what is right for the customer at all cost and employees who seem to have fun making that happen.<\/p>\n

Coming off a year where Fisher\u2019s enjoyed the largest revenue in history is cause for celebration throughout the company and an example of its sustainable, diversified business. Those revenues and the company\u2019s growth can be attributed to acquisitions, a diversified offering of products and services, its facilities management operation, a focus on solutions, and the introduction of managed network services.<\/p>\n

Acquisitions can sometimes be a painful process, but that didn\u2019t stop Fisher\u2019s from making two over the course of three months, resulting in an overload of work for everyone in the organization. \u201cWe tackled the resulting morale problem by giving Christmas bonuses in August and by being transparent that we knew where the issues were and what we were doing about it,\u201d explains President and CEO Chris Taylor.<\/p>\n

Expansion into managed network services posed another challenge after acquiring a small \u00a0managed services company. \u201cWe performed several roundtable lunch studies with companies to determine what the perfect IT company looked like, and then built a differentiated company around that feedback,\u201d reports Taylor.<\/p>\n

It\u2019s that willingness to listen to their customers and then deliver that has historically been a big part of Fisher\u2019s culture for creating happy customers. \u201cThe culture permeates everything we do and every employee lives and breathes it,\u201d states Taylor.<\/p>\n

Fisher\u2019s approaches its customers\u2019 printing needs from a consulting perspective instead of a sales standpoint. That may not be unique, however, it\u2019s a necessity as the industry has become more solutions centric. \u201cThis approach allows us to create unique solutions to each customer\u2019s situation instead of proposing a \u2018one size fits all\u2019 package,\u201d notes Taylor. \u201cWe also strive for a customer-centric internal culture at Fisher’s and are always looking for customer feedback and ways that we can improve.\u201d<\/p>\n

Maintaining a presence within the business community has helped the company grow as well and Fisher\u2019s regularly holds technology shows and after-hours networking events so that customers, friends, and community members can get to know them in a less-formal manner. For the past two years they\u2019ve hosted a tailgate tent and party trailer at local college football games. The events and customer-focused attitude have helped create customers who gladly recommend Fisher’s to their contacts while also fostering a positive view of Fisher\u2019s within the community.<\/p>\n

Looking forward expect to see more product and service diversification and the development of a professional services business providing project management, business process redesign, and change management.<\/p>\n

You can also count on Fisher\u2019s to focus on hiring and retaining the best people it can find and maintaining the tradition of taking great care of customers.<\/p>\n

And growth will continue through geographic expansion to leverage what Taylor calls \u201cour magic\u201d in underserved markets.<\/p>\n

Those are tough initiatives to focus on for any business, but what else can you expect from an Elite Dealer?<\/p>\n

\"Century's<\/a>

Century’s owners Aaron Gerdes, Brett Gildemaster, Kevin Jergenson<\/p><\/div>\n

CENTURY BUSINESS PRODUCTS, INC.<\/strong><\/p>\n

www.cbpinc.biz<\/a><\/p>\n

Sioux Falls, SD<\/p>\n

President\/Owners:<\/strong> Aaron Gerdes, Brett Gildemaster, Kevin Jergenson<\/p>\n

Year founded: <\/strong>1984<\/p>\n

Number of employees:<\/strong> 50+<\/p>\n

Primary hardware vendors:<\/strong> Kyocera, Konica Minolta<\/p>\n

Primary solutions and services offerings: <\/strong>MPS, document management, and business applications that securely integrate into various business platforms.<\/p>\n

Approximate\/Average yearly revenues: <\/strong>$10-$15 million<\/p>\n

Biggest sale\/win of the past year:<\/strong> A hospital in the region who decided to go with Century Business Products, resulting in more than 100 machines placed in the main location and satellite offices.<\/p>\n

Serving a rural market serves Century Business Products well while new initiatives are helping expand its reach and presence in the Sioux Falls market. A major rebranding campaign to create a consistent look and message with a new logo, Website, company shirts, literature, television commercials, electronic marketing, and signage has been a step in the right direction\u2014upwards.<\/p>\n

\u201cThis year we are reaching out to potential customers searching for our products electronically in our region, once pinpointed we can follow those individuals utilizing searches for our products and then we serve up ads to grab their attention,\u201d explains Kyle Ruhland, marketing director. \u201cIn conjunction with this we have paid for placement positions on the Web and are continually optimizing our new Website so we are near the top of pages during searches.\u201d Century also sends out a monthly electronic newsletter to more than 5,000 contacts with local news articles and national articles dealing with information and technology advancements in the office technology industry.<\/p>\n

The dealership\u2019s biggest area of growth has been Managed Print Services, growing at 30 percent year over year. \u201cThe growth started with managing a business\u2019s current printer fleets to analyzing the process of a business so we could develop a plan to consolidate and migrate new products within the facility while controlling cost,\u201d notes Ruhland.<\/p>\n

Elite Dealers thrive on providing great service and Century Business Products is no exception. \u201cWe have many customers tell us our service is why they keep coming back to us when upgrading products,\u201d states Ruhland.<\/p>\n

Century Business products prides itself on sending its service technicians to manufacturer training to ensure they have a complete understanding of the products they\u2019re working on. Its technicians are held to rigorous standards, are astute at analyzing the problem, then getting the appropriate parts, completing the repairs, cleaning the machine, and double-checking their work to ensure the customer has the utmost up time.<\/p>\n

Century\u2019s manufacturer holds a nationwide service technician of the year contest annually and the dealership has finished number one, two of the last four years, and had a third place finish. Not a bad showing for the Sioux Falls-based dealership.<\/p>\n

Like many other dealers in the industry Century has struggled with transitioning its sales reps from copier sales people to solutions salespeople. They\u2019re also struggling with declining print output. Based on past history and performance and a willingness to embrace new opportunities, Century is already taking the appropriate steps to overcome these challenges. The company is diversifying the portfolio of products and services as they look to become more of a one-stop shop for its customers than ever before.<\/p>\n

Century Business Products is making all the right moves and has secured a place among this year\u2019s Elite Dealers.<\/p>\n

 <\/p>\n","protected":false},"excerpt":{"rendered":"

IMPACT NETWORKING http:\/\/impactmybiz.com Waukegan, IL President\/Owner: Frank Cucco Year founded: 1999 Number of employees: 170 Primary hardware vendors: Konica Minolta, Kyocera, Muratec, KIP, Bowe Bell+ Howell Primary solutions and services offerings: Docuware, Objectif Lune, Nuance, Smart Search, PaperCut, Darwin VDP Software, Planet Press Suite, PrintShop Mail Approximate\/Average yearly revenues: $35-$40 million Biggest sale\/win of the past year: Impact\u2019s largest win in the past year was with a large (more than 25,000 employees), publicly traded corporation for a contract worth close to $2 million. At initial takedown Impact secured a contract for 54 copy machines in seven nationwide locations. Ten months later, Impact has increased their contract by 298 percent with the client, now supplying and servicing 161 machines. Every quarter Impact has been signing, on average, an additional 30-50 devices that have leases expiring with the prior vendor. This rate of acquisition would put Impact around the $5-7 million mark in three years, which is the potential to be the biggest deal in Impact history. Any discussion as to why we consider Impact Networking a 2013 Elite Dealer has to begin with its Creative Services Group (CSG). This is the business segment that differentiates them from so many other dealerships in our opinion. CSG supports other Impact departments with custom client solutions, in addition to offering direct services to Impact\u2019s customers, including branding, marketing collateral creation, custom Website design and development as well as CRM and backend database development. Not many other dealers are treading in that territory. One of the new projects CSG has developed that we find impressive is a Client Portal. The Portal simplifies and organizes client interactions with Impact; keeping track of client invoices, displaying their equipment information and allowing clients to order supplies with one click. The portal provides all contact information (for service, supplies and sales) and serves as a place for Impact to advertise additional Impact services that, giving the opportunity to cross-sell and increase the client\u2019s contract with Impact. Impact has made great strides in re-positioning itself as a total document solutions provider and we applaud them for that initiative. This includes investing in and expanding the services it offers clients, including document management software, managed print services, and of course, creative services. We also admire the way that Impact re-invests profits back into the organization as a way to ensure its future. Nearly all profits from 2012 were reinvested into the Impact infrastructure. Major investments were made to upgrade its technology infrastructure within its offices, including fiber optic communications, upgrading the Enterprise Resource Management system and CRM system along with new laptops or tablets for all sales professionals. Investing in manpower was another major investment as Impact hired a new corporate recruiter to improve its recruiting efforts and invested in sales incentives to attract and retain talent. One can\u2019t help but applaud Impact\u2019s efforts in creating a culture that supports employee growth, empowerment, recognition, and rewards employees with great benefits and incentives.\u00a0 \u201cWe want our employees to build a career at Impact, which is why we invest heavily in providing continual internal trainings, encouraging employee certifications, and building a straightforward promotion path for sales professionals,\u201d states Cucco. This is a dealership that is also a solid community citizen and gives back to the community through several charitable organizations. Since Impact is now located in three states, it has made a conscious effort to make an impact in all of its local communities. In Illinois, it offers the \u2018Letters to Santa\u2019 program, Indiana is Project Endure, and in Wisconsin it has adopted Hometown Heroes. These are all sure indicators of an Elite Dealer and we haven\u2019t even discussed the numbers yet. High growth areas include document management (46% year-over-year growth rate in annual revenues over the past three years), production print (annual revenues have increased 26% year-over-year for the past three years), and MPS (200% year-over-year revenue growth the past three years). Impact\u2019s most significant accomplishment this past year has been its record-breaking revenue growth. By the end of the first quarter, the dealership set a new revenue record for the month of March at $2.2 million, and a record-breaking profit month in February. Three out of four consecutive months in its first quarter resulted in revenues higher than $2 million\u2014the previous record. By the end of the second quarter, five out of the eight months were considered record-breaking. Much of this was due to the growth of several departments and record growth in maintenance billing. Customers like doing business with Impact because it offers clients more than products. Its sales teams include expert consultants on document management, managed print services, production print, and digital office equipment, who can recommend an entire system of customized solutions. In addition to offering clients\u2019 value-added consulting, Impact\u2019s customer service is reportedly unmatched in the industry while its customer retention rate is an inspiring 93 percent. Impact Networking is a prime example of a dealership that goes above and beyond what it takes to be successful and to ensure it can continue to compete in a highly competitive and changing industry. That\u2019s what makes them a 2013 Elite Dealer.\u00a0 COORDINATED BUSINESS SYSTEMS, LTD.\u00a0 www.coordinated.com Burnsville, MN President\/Owner: Jim Oricchio Year founded: 1983 Number of employees: 85 Primary hardware vendors: Kyocera, Sharp, HP, Lexmark, Dell, Barracuda Primary solutions and services offerings: Document Management, Workflow, Rules-based Managed Print, Unified Communications, Managed Network Services Approximate\/Average yearly revenues: $16 million Biggest sale\/win of the past year: A grocery retailer that had been lost to a direct manufacturer branch. Coordinated went through the process and delivered a competitive proposal, but was unable to meet the price point of the direct operation. When the implementation failed and the deliverable was not meeting the needs of the customer they came back to Coordinated and they were able to successfully implement the original solution and surpass customer expectations. What better way for Jim Oricchio and the staff of Coordinated Business Systems to celebrate their 30th year in business than with another Elite Dealer award. 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