Elite Dealers 2018: $10 Million to $20 Million

ASI Business Solutions
Dallas, TX

Year Founded: 1989
President/Owner: Ken Copeland
Number of Employees: 55
Primary Vendors: Xerox, Lexmark, KIP, FP Mailing
Primary Solutions Offerings: PaperCut, Ademero, Nuance, EFI
Primary Leasing Partners: US Bank, GreatAmerica, Wells Fargo
Approximate Yearly Revenue: $12 to $14 million
Fastest-Growing Business Segments: Production printing equipment (14%)
Biggest Accomplishment of the Past Year: Adding Xerox production printing technology to its product arsenal provided a huge sales bump for ASI.

Why We Consider ASI Business Solutions Elite:

  • Email marketing. As a way of improving communication with prospects and current customers, ASI has stepped up its efforts with email marketing. This has enabled its sales team to go deeper with clients and learn more about their interests while bolstering brand awareness.
  • Biggest haul. ASI’s largest sale this year was for a Dallas-based assets, property and construction management company.
  • SEO success. The marketing department at ASI has also concentrated on search engine optimization. The efforts have yielded success, ranking the company first in several Google keyword searches. Despite some changes in Google’s search algorithm last summer, the dealer maintains the top spot in organic search results.
  • Serving the community. ASI supports many worthwhile causes through donations of money, goods, labor and time. The dealer provides monetary support through Communities Foundation of Texas for Business (CFT4B), which assists companies in using philanthropy and community programs in order to serve social needs while meeting corporate objectives. ASI employees also volunteer through CFT4B with eight hours of paid time off that benefits food banks, animal shelters, family services, community gardens, pantries and schools, among others.

The ASI leadership team (from left): Scott Stahl, vice president of finance; David Downs, director of sales; Scott Wiggins, executive vice president; Ken Copeland, president; Doug Young, vice president of service; and Janel L. Dickey, director of talent acquisition and human resources

Cannon IV – A Flex Technology Group Company
Indianapolis, IN

Year Founded: 1974
President/Owner: Jeff Jones
Number of Employees: 35
Primary Vendors: HP, Canon, Xerox, Lexmark, Dell, Zebra Technologies
Primary Solutions Offerings: DocuWare, Nuance, HP
Primary Leasing Partners: GreatAmerica, US Bank, Wells Fargo, GE
Approximate Yearly Revenue: $15 to $20 million
Fastest-Growing Business Segments: MPS
Biggest Accomplishment of the Past Year: Cannon IV joined the Flex Technology Group and expanded its sales territories to include Ohio, Texas and Kentucky.

Why We Consider Cannon IV Elite:

  • Enhanced arsenal. Becoming a part of the Flex Technology Group has given Cannon IV access to new technology that provides enhanced visibility, improved reporting and a broader suite of software solutions. This has opened the door to bring greater value to its client base.
  • Industry honors. The company received a Dealer of Distinction Award from GreatAmerica Financial Services, and was also named the INTEC Dealer of the Year. Cannon IV also grabbed a spot among the Best Places to Work in Indiana.
  • Growth vehicles. Cannon IV enjoyed several large wins in the university and academic markets and has grown its reach with legal clients.
  • Quality work environment. The dealer works to create a family atmosphere and encourages teamwork across all departments, while also taking care of its employees when they are in need. Employees are empowered to make decisions and bring new ideas to the table.

Centriworks Thermocopy
Knoxville, TN

Year Founded: 1964
President/Owner: S.R. Sumner
Number of Employees: 65
Primary Vendors: Ricoh, KYOCERA, HP, Epson
Primary Solutions Offerings: PaperCut, PrinterLogic, M-Files, PSIGEN, Collabrance
Primary Leasing Partners: US Bank, GreatAmerica
Approximate Yearly Revenue: $16 million
Fastest-Growing Business Segments: Solutions (250%)
Biggest Accomplishment of the Past Year: Its platform of creating “raving fans” has roots in technical service, where the dealer has a year-to-date Net Promoter Score of 95.

Why We Consider Centriworks Thermocopy Elite:

  • KPI stats. The numbers speak to Centriworks Thermocopy’s excellent performance, including a year-to-date billing accuracy of 99.5 percent. Plus, the dealer has a service response time of less than 2.6 hours. Numbers aside, the company believes its teams provide clients with a caring, intelligent perspective to produce the best possible solutions.
  • Marketing budget. The company’s Area Business Managers (account representatives) are furnished with a substantial marketing allowance to utilize within their respective territories. The belief is that these reps know where the funds can best be leveraged; for example, they can select which Chamber of Commerce events will yield the most bang for their marketing bucks. The ABMs are required to be completely involved in the event and are responsible for coordinating any necessary marketing materials with Centriworks Thermocopy’s creative director.
  • Client coups. One big win came with a health care client in a deal that included 800 units installed in a cost-per-copy contract worth roughly $4 million over the life of the deal. The dealer also added a new solution for the customer that netted over $100,000 in revenue.
  • Community caring. Through the first eight months of 2018, Centriworks Thermocopy has contributed to more than 35 organizations in the community. The dealer encourages team members assume leadership roles with these organizations and supports them with funding and time off from work.

Only 138 of 1,785 eligible technicians earned Ricoh’s 2018 Prestige Certification. Nine of the 138 are on Centriworks’ team

CPI Technologies
Springfield, MO

Year Founded: 1963
President/Owner: Erik Crane (CEO, owner), Heidi Crane (COO, owner)
Number of Employees: 60
Primary Vendors: Toshiba, Konica Minolta, HP, RISO
Primary Solutions Offerings: PaperCut, DocuWare, Print Audit, Collabrance, Nuance
Primary Leasing Partners: US Bank, GreatAmerica, CPI
Approximate Yearly Revenue: $10 million
Fastest-Growing Business Segments: MNS (100%), MPS (30%), hardware
Biggest Accomplishment of the Past Year: CPI Technologies kept busy in 2018 enhancing its market share in the educational vertical by adding several large school districts to its client roster.

Why We Consider CPI Technologies Elite:

  • Social media quarterback. CPI Technologies hired a social-media coordinator to handle and grow its marketing strategies. The company also implemented a community-focused program, CPI@One (being “at one” with the community), for which it pays employees to volunteer during the workday with charitable organizations in the communities it serves.
  • Educational process. As stated earlier, CPI Technologies garnered several large MFP deals with three educational clients, and the dealer spent the entire summer installing more than 500 MFPs. The size and scope of the contracts prompted the dealer to lease additional warehouse space, as its capacity was taxed to the fullest.
  • Setting standards. Believing its word is its bond, CPI Technologies established a set of core values that speaks to standards such as ethical business practices, giving back and strong partnerships with customers.
  • Corporate kindness. In addition to its CPI@One program, CPI Technologies assists its communities in other fashions. The Cranes sit on the boards of several charitable boards, including United Way and CASA. And as a good environmental citizen, CPI Technologies has a “Green Warehouse” and recycling program that encourages less waste and reduces the dealer’s carbon footprint.

The executive leadership team at CPI Technologies (from left): Rob Kassing, vice president of sales; Jesse Watson, director of technology solutions; Heidi Crane, chief operating officer; and Erik Crane, CEO

EDGE Business Systems
Roswell, GA

Year Founded: 2011
President/Owner: Josh Salkin, Rick Duerr, Cha Holmes, Rich Simons
Number of Employees: 42
Primary Vendors: Xerox, Toshiba, HP, Lexmark, KIP, FP Mailing
Primary Solutions Offerings: Nuance, PaperCut, Drivve
Primary Leasing Partners: Wells Fargo, GreatAmerica, CIT, TIAA Bank
Approximate Yearly Revenue: $10.1 million
Fastest-Growing Business Segments: Organic growth across all segments
Biggest Accomplishment of the Past Year: EDGE Business Systems has made the Inc. 5000 list of fastest-growing companies for each of the past two years.

Why We Consider EDGE Business Systems Elite:

  • Clicking off profit. EDGE implemented a “Combine the Click” promo from HP that blends MFP and desktop-printer business to add clicks and streamline the vendor experience for the customer. The program provided exceptional service pricing, enabling the dealer to attain typical MFP rates.
  • Mailing it in. A new offering for EDGE in 2018 is its mailing, postage and shipping division. It has been a hit with customers who want local service and support, as many competitors have shifted to an indirect support model.
  • Contract success. In a deal worth more than $1.2 million, the company garnered an agreement with a large health care provider in multiple states, including 100 net-new devices and PaperCut software.
  • Shedding corporate skin. EDGE Business Systems considers itself the anti-corporation. Its employees all play fantasy football, vintage arcade games can be found in the sales lounge and a committee schedules monthly employee events. Another example of the dealer’s fun and competitive nature is the EDGE Strike notifications that are sent out every time a sales person inks a deal, with a brief explanation of how they won it and what competitors were thwarted.

EDGE Business Systems owners (from left): Rick Duerr, Cha Holmes, Josh Salkin and Rich Simons

Sugar Land, TX

Year Founded: 2014
President/Owner: Bill Patsouras, Paul Skinner, Bob Evans (partners)
Number of Employees: 84
Primary Vendors: Konica Minolta, Sharp, HP, KYOCERA
Primary Solutions Offerings: M-Files, Nuance, PaperCut, Print Audit
Primary Leasing Partners: DLL, GreatAmerica
Approximate Yearly Revenue: $15 to $20 million
Fastest-Growing Business Segments: Solutions (20%)
Biggest Accomplishment of the Past Year: The dealer successfully implemented IT solutions that work in conjunction with its printers and copiers to streamline customer processes.

Why We Consider Function4 Elite:

  • Customer study. In an effort to deliver true print, IT and office solutions tailored to the needs of its client base, Function4 studies the nuances of a given customer and uncovers underlying issues that may have gone unnoticed. The evaluation process can help pinpoint current and future needs, and enables Function4 to deliver a solution suited to that client.
  • Contract success. Function4 captured a pair of deals with large health care providers in two markets, leveraging manufacturers’ contracts.
  • Partner recognitions. In recent years, Function4 has won the Service Excellence Platinum Award from BEI Services, the Hyakuman Kai Award from Sharp, Konica Minolta’s Pro-Tech Award, the Torch Award from the Better Business Bureau and the DLL Elite Award.
  • Charitable endeavors. Function4 makes monetary donations to a number of local organizations. Its Santa’s Elves program consists of company employees building bicycles that are distributed to children in need around the holidays. The dealer also collects school supplies that are donated to area schools.

The Function4 executive team (from left): Bob Evans, partner; Brandon Deckert, director of administration; Mike Holland, senior business analyst; Ryan Skinner, general manager, Beaumont and Lake Charles; Sammy Tarrant, service manager, Paris; Roland Koennecke, service manager, Houston; Paul Skinner, partner; Keith Watts, service manager, Beaumont; Bill Patsouras, partner; Ben Schaeffer, director of sales, Paris and Sherman; and Brad Yocum, director-advisory group, Houston

Hendrix Business Systems
Matthews, NC

Year Founded: 1976
President/Owner: Roger Hendrix
Number of Employees: 65
Primary Vendors: Xerox, Canon, HP
Primary Solutions Offerings: Canon, Square 9, PaperCut, Therefore
Primary Leasing Partners: Canon Finance, TIAA Bank, Wells Fargo
Approximate Yearly Revenue: $15 to $20 million
Fastest-Growing Business Segments: Production print, software, Canon/Xerox workgroup devices
Biggest Accomplishment of the Past Year: The dealer has made significant expansions and modifications in all four of its locations.

Why We Consider Hendrix Business Systems Elite:

  • Expanding for success. In recent years, Hendrix has expanded in North Carolina, with new locations in Charlotte and Greensboro, and also acquired a copier company in the Raleigh metro area. The success of these branches prompted the dealer to invest in its expansion. In Charlotte, Hendrix doubled the showroom area to make room for HP and Xerox equipment. It expanded the Greensboro location and added a room for sales reps, while in Raleigh, new flooring was installed in the showroom and office areas. Additional warehouse space was added at the Matthews headquarters, along with a showroom refresh.
  • Key win. While not a new client, a private liberal arts university provided the biggest score for Hendrix in 2018. It was the biggest deal in terms of revenue and devices, and the university—pleased with past experiences—didn’t bother sending out bid requests. The project included virtually every product category the dealer supplies and supports, with high-speed production machines, workgroup printers, wide-format devices and an MPS program, along with solutions.
  • Lead generation. Hendrix added geofencing as a lead-generation strategy, used in conjunction with its web advertisements and Google AdWords campaigns. The geography includes focusing on its three metro markets.
  • Family affair. The dealership is a third-generation business, with 10 family members working in various roles within the company. Hendrix conveys a sense of equal partnership among its staff to achieve its focus on customer service.

Oak Park, MI

Year Founded: 1991
President/Owner: Rob Dube
Number of Employees: 60
Primary Vendors: HP, Xerox, Lexmark, Konica Minolta
Primary Solutions Offerings: PaperCut, Intellinetics, Laserfiche, Printer Logic, Print Audit
Primary Leasing Partners: US Bank, HP Financial Services
Approximate Yearly Revenue: $15 million
Fastest-Growing Business Segments: A3 hardware
Biggest Accomplishment of the Past Year: During each quarter of the past year, imageOne surpassed its previous year’s sales and profit record.

Why We Consider imageOne Elite:

  • Conversion rate. When imageOne is able to get its foot in the door with a prospect, its conversion rate is pretty high. One enticement the dealer used was offering gift cards to prospects that met with them. imageOne promotes this marketing strategy through email, social media and a banner on its homepage.
  • New client takedown. The dealer’s biggest coup came in the form of a Kentucky-based financial institution. The contract includes managing 50-plus locations and more than 400 devices.
  • 20/20 planning. All imageOne team members fill out an annual vision and goals worksheet that encompasses personal, health and professional objectives. The goals are based on one-, three- and five-year plans. During weekly one-on-one meetings, managers discuss the goals with team members and assess how the company can help individuals realize their objectives.
  • Community awareness. All team members at imageOne are allotted a paid day off to spend time contributing to a community-based cause. The dealer has a designated “community champion” who researches volunteer opportunities throughout the country and helps employees identify causes that may be of interest to them.

imageOne co-founders Rob Dube, president (left) and Joel Pearlman, CEO

Imagine Technology Group (ITG)
Chandler, AZ

Year Founded: 2011
President/Owner: Mary Ellen Franz, Chad Schwartz, Rudy Parga (managing partners)
Number of Employees: 48
Primary Vendors: Sharp, Toshiba, Lexmark, KIP, FP Mailing
Primary Solutions Offerings: Square 9, PaperCut, Drivve, Microsoft, Nuance, PrinterLogic, babyTEL, DocuWare, ReadSoft
Primary Leasing Partners: Wells Fargo, TIAA Bank, in-house
Approximate Yearly Revenue: $10 million
Fastest-Growing Business Segments: IT services (50%), MPS (35%), MFP (26%)
Biggest Accomplishment of the Past Year: ITG has grown its managed network services by 50 percent in the past year and is confident about future opportunities in this space.

Why We Consider Imagine Technology Group (ITG) Elite:

  • Security solutions. The dealer has focused on expanding its network security options to include penetration and vulnerability testing. This has enabled ITG to grow its footprint within its customer base.
  • Contract coups. ITG nailed down a pair of significant contracts during 2018, providing solutions to a global transportation company and a worldwide construction firm.
  • Handling adversity. The past year was a challenging one for ITG’s employee base, which endured several health-related challenges. The company came together and demonstrated its family-first mentality, with co-workers rallying around the afflicted individuals by offering emotional and financial support. ITG shows that same compassion to the community through activities such as meal planning for a local hospice, as well as food and diaper drives.
  • Process efficiency. The dealership takes pride in providing customers with more efficient ways to bolster their business processes, including print management, call efficiency, software solutions and network security.

Integrated Office Technology (IOTEC)
Santa Fe Springs, CA

Year Founded: 2001
President/Owner: Bob Zieman (president), Doug Lu (vice president), Dana Ruf (controller)
Number of Employees: 67
Primary Vendors: Toshiba, Konica Minolta, HP, Brother
Primary Solutions Offerings: Nuance, Prism, MaxxVault, PaperCut, Drivve, DocuWare, GoldFax
Primary Leasing Partners: GE, US Bank, LEAF, DLL
Approximate Yearly Revenue: $15 to $20 million
Fastest-Growing Business Segments: Managed IT
Biggest Accomplishment of the Past Year: The cultivation of successful managed IT and software divisions.

Why We Consider IOTEC Elite:

  • Marketing campaigns. IOTEC relies on monthly email marketing campaigns sent to clients and prospects that detail the dealer’s product offerings while integrating interesting articles about the industry.
  • Hosted events. Another marketing tool IOTEC leverages is hosting customers and prospects so they get a glimpse at what the dealer and its manufacturers have to offer. IOTEC brings people together in a relaxed and fun environment that doesn’t feel overly corporate.
  • Employee perks. In an effort to ensure all employees feel valued, IOTEC has a monthly free car wash with a catered lunch. Other initiatives include a monthly wellness campaign and casual dress Fridays. The dealer also encourages employees to participate in philanthropic endeavors of their choice.
  • Generous spirit. IOTEC is an avid supporter of inner-city schools within Los Angeles County, providing donations for the schools as well as financial aid that allows students to attend them. During the past 12 years, IOTEC has been the main sponsor of “Hook for the Cure,” which benefits the Cystic Fibrosis Foundation. The event has raised more than $7 million for the Foundation.

KOMAX Business Systems
South Charleston, WV

Year Founded: 1999
President/Owner: Bob Maxwell
Number of Employees: 46
Primary Vendors: Konica Minolta, Muratec, KIP, FP Mailing, Canon
Primary Solutions Offerings: Konica Minolta, Adamero
Primary Leasing Partners: DLL, US Bank, TIAA Bank
Approximate Yearly Revenue: $12.8 million
Fastest-Growing Business Segments: Managed IT (40%), managed voice (50%), production print (30%)
Biggest Accomplishment of the Past Year: For the third year in a row, KOMAX received Konica Minolta’s Pro-Tech Service Award. The honor took into account the dealer’s performance in service-management skills, inventory control, dispatch efficiency and customer satisfaction ratings.

Why We Consider KOMAX Business Systems Elite:

  • Marketing home run. The dealer played host to a managed IT services seminar at Appalachian Power Park, home to the West Virginia Power minor league baseball team, in an event that attracted more than 60 local businesses. KOMAX also hosted a series of lunch-and-learn workshops focusing on managed voice and managed IT.
  • Educated performance. KOMAX was awarded education bids with two clients, which included a takedown of more than 200 color systems, multiple mailing systems and a document-management solution.
  • Perfect attendance. The dealer instituted an employee incentive program that rewards individuals with perfect attendance for a month or quarter. Qualifying workers are eligible for cash prizes, weekend trips, televisions and gift certificates.
  • Making dreams a reality. KOMAX hosted its 14th annual charity golf tournament to benefit the Make-A-Wish Foundation. Thus far, the dealer has raised more than $150,000 to help grant the requests of children facing life-threatening illnesses. In the past year, KOMAX donated 40 copiers to churches, schools and nonprofits in need of equipment. The dealer also supports its local YWCA, funding programs that support women’s health and combat racism.

Kraft Business Systems
Grand Rapids, MI

Jeffrey Cousins

Year Founded: 1995
President/Owner: Jeffrey Cousins
Number of Employees: 50
Primary Vendors: KYOCERA, Sharp, Lexmark
Primary Solutions Offerings: Microsoft, FileBound, PSIGEN, EMR software, HIPAA compliance and review
Primary Leasing Partners: GreatAmerica, Team Financial
Approximate Yearly Revenue: $10 million
Fastest-Growing Business Segments: Health care solutions (25%)
Biggest Accomplishment of the Past Year: The dealer completed its first acquisition and has earned a reputation in the health care and technology fields as an expert.

Why We Consider Kraft Business Systems Elite:

  • Vertical vitality. Kraft Business Systems has a keen awareness of the challenges its clients are facing in the aforementioned health care and technology sectors. In turn, the dealer has made substantial investments in people who are experts in those disciplines and can communicate at their level.
  • Top score. Given its breadth of expertise and competence in the health care sector, it comes as no surprise that Kraft Business Systems’ most-significant win of the past year came in the form of a large health care system. The deal encompassed a staggering 1,000 devices.
  • Family focused. Kraft Business Systems has cultivated a flexible work environment that concentrates on employees’ work/life balance. The dealer has created a defined path for growth and advancement within the organization that gives employees a sense of ownership and opportunity for growth.
  • Charitable endeavors. Kraft Business Systems is involved at a high level, entailing significant time and financial dedications, with a pair of large, local charities. Its other initiatives include a scholarship program and a semi-annual nonprofit giveaway.

Kramer Leonard
McShane’s Inc.
Chesterton, IN

Year Founded: 1921
President/Owner: Brian McShane (president and CEO), Chip Miceli (chairman), Victor Miceli (VP)
Number of Employees: 52
Primary Vendors: Sharp, Canon, Konica Minolta, KIP, HP, Muratec
Primary Solutions Offerings: Canon, Square 9, 3M, Domtar, Lenovo, Crexendo, Fellowes, Microsoft
Primary Leasing Partners: GreatAmerica, US Bank
Approximate Yearly Revenue: $12 million
Fastest-Growing Business Segments: MPS
Biggest Accomplishment of the Past Year: The dealer was selected for inclusion in the Inc. 5000 list of fastest-growing private companies.

Why We Consider Kramer Leonard McShane’s Elite:

  • Upcoming rebrand. Kramer & Leonard and McShane’s merged, and the combined entity now has offices in the Indiana towns of Munster and Chesterton. The firm is part of the Des Plaines Office Equipment family of businesses, which is in the process of being rebranded under the name of Pulse Technology.
  • Website enhancement. Kramer Leonard McShane’s is in the process of developing an e-commerce website that will fundamentally expand the company’s ability to sell products beyond its immediate and extended market area.
  • Significant sale. Through its combined relationships, the dealer is converting a number of office furniture and equipment clients to MPS and MNS platforms. Also, through its affiliation with DPOE, the dealer is expanding its office furniture and supplies offering, growing sales by 15 percent via the expanded database realized in the merger.
  • Local business. Kramer Leonard McShane’s has donated in excess of $350,000 through its “Buy Local, Give Local” program supporting area charities. Following this reciprocal platform has enabled the dealer to become more attuned to client needs, allowing it to offer a wider array of products and services.

Laser Options – A Flex Technology Group Company
Phoenix, AZ

Year Founded: 1993
President/Owner: Jeff Masters
Number of Employees: 35
Primary Vendors: Xerox, HP, Canon, KIP, Ricoh, Toshiba, Lexmark, Fujitsu, Zebra Technologies, OKI Data
Primary Solutions Offerings: Square 9, PaperCut, DocXAP AP Automation, PSIGEN
Primary Leasing Partners: GreatAmerica, Wells Fargo, GE, US Bank
Approximate Yearly Revenue: $10 to $15 million
Fastest-Growing Business Segments: MPS, solutions, workflow management
Biggest Accomplishment of the Past Year: Laser Options has completely transformed its selling model to a complete MPS and managed solutions business.

Why We Consider Laser Options Elite:

  • Prospecting tool. The dealer turned to LinkedIn Navigator to help account executives with their prospecting and networking activities. Navigator has enabled account reps to identify the major stakeholders within key accounts and create methodical strategies and communications to open new doors.
  • Key takedowns. Laser Options enjoyed several major wins in 2018, one of which was providing national support for one of the largest heavy-equipment, tractor and power-generation equipment dealers in the United States.
  • Industry honors. The company has earned a spot on the Inc. 500/5000 list multiple times, including a four-year stretch. It has also been named one of the Top 10 Office Equipment Distributors and one of the Top 25 Manufacturers in Arizona.
  • Slimming environments. One of the keys to Laser Options’ value proposition is helping clients create a lean office environment. This is accomplished by reducing the paper footprint, print volumes and associated costs, as well as the time it takes to manage their document output infrastructure. Through a quarterly review process, Laser Options helps clients gain control of their environment by providing visibility to, and maximizing processes in, the areas of capture, movement, storage and integration into their current software.

Millennium Business Systems
Cincinnati, OH

Year Founded: 2000
President/Owner: David Bartlow
Number of Employees: 50+
Primary Vendors: Sharp, Lexmark, HP, Kodak, Dahle
Primary Solutions Offerings: PaperCut, Square 9, INFODYNAMICS, Scanshare, Drivve, GoldFax, SearchExpress, Lexmark Embedded Solutions
Primary Leasing Partners: Wells Fargo, GreatAmerica, Millennium Capital, Fifth Third Bank, US Bank
Approximate Yearly Revenue: $15 million
Fastest-Growing Business Segments: MFPs, MPS
Biggest Accomplishment of the Past Year: Millennium Business Systems continues to experience considerable growth within the education and state/local government markets.

Why We Consider Millennium Business Systems Elite:

  • Exceeding expectations. The dealer boasts First Call Efficiency rating of 91 percent, speaking to its technicians’ ability to get the fix done right the first time without needing to pick up or order parts. This enables Millennium to keep client machines up and running with minimal down time.
  • Educated wins. Millennium has enjoyed much success in the K-12 market, as evidenced by multiple wins throughout southwest Ohio and northern Kentucky. The dealer also recently nailed down an agreement with one of the nation’s top independent real estate firms.
  • Documented dominance. From 2015 to 2018, Millennium has captured the Sharp Hyakuman Kai Elite Dealer designation for top sales. The dealer is also one of only six Sharp vendors in the nation to win the AAA Platinum Service Provider honor, and for the third year in a row, Millennium notched the Lexmark Premier Circle Award.
  • Community caring. The dealer supports a variety of organizations in the name of its clients and the community, including those supporting Down syndrome, area schools and retirement facilities. The dealer is also a premier sponsor for the University of Cincinnati Bearcats athletics.

Shown from the left are Millennium Business Systems executives David Bartlow, president; Steve Robbins, documents solutions manager; Carolyn Ball, controller; Venetta Diesel, vice president of sales; Bob Brungs, director of strategic accounts; and David Varney, director of service

NATIONAL Business Technologies
Albany, NY

Year Founded: 1927
President/Owner: Scott Mueller
Number of Employees: 70
Primary Vendors: KYOCERA, Konica Minolta, Sharp, Avaya, FP Mailing, HP, Panasonic
Primary Solutions Offerings: Microsoft, DocuWare, PaperCut
Primary Leasing Partners: DLL, Wells Fargo
Approximate Yearly Revenue: $10 to $15 million
Fastest-Growing Business Segments: MPS contracts, KYOCERA hardware, IT services, phone systems
Biggest Accomplishment of the Past Year: NATIONAL Business Technologies partnered with Panasonic to provide its clients with a wider array of products.

Why We Consider NATIONAL Business Technologies Elite:

  • Marketing success. NATIONAL Business Technologies offers a number of tools that have enhanced its service platform, including the PRINTAlliance Managed Print Services program and the GOLDAlliance Service Program.
  • On the move. The dealer made several county government placements during the past year and secured significant higher-education equipment agreements. NATIONAL Business Technologies was also able to grow its footprint, particularly in the Vermont market, via the acquisition of Lockrows.
  • Top performances. Among its recent recognitions, NATIONAL Business Technologies has claimed the BEI Gold, Platinum and Diamond Service Excellence Awards. KYOCERA honored the printer as a Premier Dealer and a Service Solutions Provider. Additionally, the company was cited as one of the Best Places to Work by the Albany Business Review in 2016 and 2017.
  • Civic booster. NATIONAL Business Technologies is an ardent supporter of local sports, having made donations to youth and collegiate athletic organizations. The dealer funds a number of local charities and non-profit organizations, and has a strong presence in community events.

Offix LC
Gainesville, VA

Year Founded: 1999
President/Owner: Stephen Valenta (president, CEO), Kim Valenta (vice president, CFO)
Number of Employees: 40
Primary Vendors: Canon, Sharp, Samsung, Océ, KIP, HP, FP Mailing, Formax, MBM, Duplo
Primary Solutions Offerings: Canon, EFI, Worldox, INFODYNAMICS, PaperCut, EveryonePrint, Umango, Drivve, GoldFax
Primary Leasing Partners: Canon Finance, Wells Fargo, TIAA Bank, GreatAmerica
Approximate Yearly Revenue: $12 to $17 million
Fastest-Growing Business Segments: Mail room equipment (175%), MPS, software
Biggest Accomplishment of the Past Year: Offix made an overhaul to the way its sales team sells by modifying its training program. The result is a significant increase in activity, larger pipelines and more sales.

Why We Consider Offix Elite:

  • Digital marketing. Given research that shows clients will investigate office technology equipment online before touching base with a dealer, Offix continues to modify its website and social media accounts, and also added a YouTube channel, ensuring all of its product information is readily accessible.
  • Technology refresh. One of Offix’s biggest wins in 2018 saw the company perform a complete office-technology facelift for a large university in northern Virginia. The deal included Canon equipment, uniFLOW software and ITC vending machines for students.
  • Vertical marketing. Offix employs a vertical marketing strategy that focuses on ancillary products such as software, mailing equipment, digital signage and interactive white boards. These have proven particularly popular with legal, health care, finance/real estate and education segments, among others.
  • Fun and rewarding environment. Knowing that employees tend to be more productive and happy in an atmosphere that is enjoyable, calm and supportive, the dealer has implemented programs in support of this notion. The marketing and sales teams organized monthly outings to provide fresh air, space and a chance to enjoy quality time with co-workers. Designated dress-up days have also bolstered employee morale, with themes such as Hawaiian Day, Pajama Day and Jersey Friday proving to be quite popular.

Ohio Business Machines, LLC (OBM)
Cleveland, OH

Year Founded: 2002
President/Owner: Salvatore J. Spagnola
Number of Employees: 105
Primary Vendors: Sharp, Canon, KYOCERA, FP Mailing, Star2Star
Primary Solutions Offerings: GoldFax, Drivve
Primary Leasing Partners: LEAF, Wells Fargo, DLL, PNC Equipment Finance
Approximate Yearly Revenue: $10 to $20 million
Fastest-Growing Business Segments: MFPs, managed network services
Biggest Accomplishment of the Past Year: OBM became a Sharp Hyakuman Kai Elite Dealer.

Why We Consider Ohio Business Machines (OBM) Elite:

  • Live reception. Customers can be assured of receiving a live person on the line when they call OBM, without getting stuck in an automated phone system. The dealer also provides auto supply fulfillment, which eliminates administrative duties on the customer’s end in ordering, tracking and managing supplies.
  • Overnight success. One of OBM’s biggest contractual wins was with a large shipping company, with machine placements throughout the country.
  • Going places. In addition to an excellent compensation program, OBM offers various perks and opportunities to grow within the organization. The dealer invites employees to have a voice and input into the company’s procedures and best practices. Employees from all departments are invited to go on sales incentives trips to tropical destinations. Non-sales employees are recognized with employee-of-the-quarter and employee-of-the-year awards. And non-sales staff can earn extra bonuses for generating sales leads.
  • Backing the community. In addition to sponsoring local baseball teams, OBM makes an annual monetary donation to the National Kidney Foundation. The dealership is also a sponsor for a local non-profit theater program.

Onnyx – A Flex Technology Group Company
Sandusky, OH

Year Founded: 1976
President/Owner: Gina Vincent
Number of Employees: 80
Primary Vendors: HP, Canon, Zebra
Primary Solutions Offerings: NSI, Nuance, Omtool, EasyLink, FM Audit, ROI Print Manager, PaperCut, Print Manager, PrinterLogic, nQueue Billback, FollowMePrint, KwikTag, Prism, Objectif Lune
Primary Leasing Partners: GreatAmerica, US Bank, Wells Fargo, GE
Approximate Yearly Revenue: $15 to $20 million
Fastest-Growing Business Segments: MPS (85%)
Biggest Accomplishment of the Past Year: Formerly known as MCPc Imaging & Printing, Onnyx joined the Flex Technology Group, strengthening its value to national clients while providing enhanced opportunities for employees.

Why We Consider Onnyx Elite:

  • Social climbing. Onnyx has elevated its social-media activities to engage with clients, prospects and employees on a regular basis. The move has produced encouraging results, increasing its brand awareness across the board.
  • Managing success. As an MPS provider, Onnyx specializes in enhanced software solutions to maximize security and efficiency, optimizing the client’s print environment with the optimal service model, technology and implementation methodology to deliver substantial long-term savings. This results in the delivery of an MPS model with key metrics, service-level agreements and ongoing monitoring of print activity to proactively manage costs.
  • Courting business. National MPS engagements are on the rise for Onnyx, which recently partnered with a top 400 law firm based in New Orleans. The deal includes support for 14 locations in 11 states.
  • Corporate caring. The dealer dedicates its time and resources in support of a long list of organizations, including United Way, Boys and Girls Club, Big Brothers/Big Sisters, Sandusky area YMCA, Erie County Care and Share, Goodwill Industries, People for Parks, Community Health Services, Erie County Chamber of Commerce and Michael’s House, as well as local schools.

ProCopy Office Solutions – A Flex Technology Group Company
Tempe, AZ

Year Founded: 2000
President/Owner: Mike McGuirk
Number of Employees: 51
Primary Vendors: Ricoh, Canon
Primary Solutions Offerings: DocuWare, PSIGEN, Square 9
Primary Leasing Partners: US Bank, TIAA Bank, Canon Finance
Approximate Yearly Revenue: $18 million
Fastest-Growing Business Segments: Service revenue
Biggest Accomplishment of the Past Year: The dealer attained the highest gross-profit margin within the Flex Technology Group.

Why We Consider ProCopy Office Solutions Elite:

  • Victory formation. ProCopy Office Solutions has leveraged its partnership with Arizona State University to contact alumni who hold decision-making positions within their business. Sales reps visit the accounts with a gift bag containing an ASU football, with an attached note requesting an introductory meeting. Should the prospect accept the invitation, Sun Devils coach Herm Edwards will personally sign the ball.
  • As advertised. One of the fundamental principles for ProCopy Office Solutions is always delivering on what it promises. The dealer also prides itself on accurate billing and fast responses to client needs.
  • Same page. While the company joined a larger organization in the Flex Technology Group, it maintains the feel of a local dealership, with a culture that sees everyone pulling in the same direction. Employee recognition is the main focus of every quarterly meeting. ProCopy’s President’s Club trip always includes two non-salespeople—the Employee of the Year and an employee with perfect attendance. The dealer also throws periodic barbecues.
  • Corporate kindness. The dealer regularly participates in charity fundraising activities in the communities it serves. One event is the annual client/prospect golf tournament that raises money for three charities, all of which focus on youth and young adults in the valley.

ProCopy Office Solutions’ motto: We Calm the Chaos

Repeat Business Systems, Inc.
Albany, NY

Year Founded: 1987
President/Owner: Dawn Abbuhl
Number of Employees: 51
Primary Vendors: Ricoh
Primary Solutions Offerings: Nuance, DocuWare, RightFax
Primary Leasing Partners: Wells Fargo, DLL
Approximate Yearly Revenue: $10 to $15 million
Fastest-Growing Business Segments: IT, solutions, production print
Biggest Accomplishment of the Past Year: Repeat Business Systems acquired two large offices and grew by 20 percent, with low attrition.

Why We Consider Repeat Business Systems Elite:

  • Full package. One of the attributes clients value most about Repeat Business Systems is the comprehensive approach it takes to providing complete office technology and workflow needs. The dealer focuses on long-term relationships while establishing a true partnership with the customer, and leverages its in-depth knowledge of vertical markets in customizing a complete solution.
  • Business takedown. Repeat Business Systems scored a professional services implementation with a health care client that was valued in excess of $100,000.
  • Digital accoutrements. In order to paint an all-encompassing picture of the dealership, all proposals from Repeat Business Systems now include a 30-second video that highlights all its divisions, along with its community service endeavors.
  • Happy workers. Knowing that little things can make a big difference, the dealer provides monthly team activities ranging from an ice cream truck visit every Friday to free bagels and muffins on Thursdays. Employees cited by clients or fellow co-workers for going above and beyond the call of duty are entered into the “Bucket List” lottery. Once a year, a ticket is randomly pulled and Repeat will fulfill a wish on the winning employee’s bucket list.

Sims Business Systems, Inc.
Tempe, AZ

Year Founded: 1978
President/Owner: Mark Sims
Number of Employees: 40
Primary Vendors: Ricoh/Lanier, HP, Samsung, Brother, ViewSonic
Primary Solutions Offerings: Ricoh/Lanier, Samsung
Primary Leasing Partners: US Bank, TIAA Bank, GreatAmerica
Approximate Yearly Revenue: $8 to $12 million
Fastest-Growing Business Segments: MPS, managed IT
Biggest Accomplishment of the Past Year: Sims Business Systems overcame a number of obstacles relating to the Samsung acquisition by HP, but was buffered by a core of new, young sales professionals who brought a fresh perspective to the team.

Why We Consider Sims Business Systems Elite:

  • Marketing tactics. The dealer recently became an Authorized HP Partner and embarked on several initiatives to raise its own brand awareness, including a website revamp and increased visibility on social media. Sims also initiated a Customer Spotlight program, a video series that provides customers the opportunity to talk about their business or non-profit organizations.
  • Upper class. In one of its biggest deals of 2018, Sims procured a deal with a school in Mesa, AZ, that included more than 100 new HP laptops and interactive white boards for all classrooms. The dealer also partnered with major automotive dealers in the state, managing their equipment at multiple locations.
  • Quality environment. Sims fosters a workplace that is enjoyable and provides the opportunity to grow and thrive. In addition to quality training, employees enjoy various perks and contests, holiday parties and other fun events outside of the office setting.
  • Evolving business. Sims is always on the lookout for ways to evolve and grow to better serve clients. As Sims is an independent dealer, it has the ability to pick and choose the best products available, rather than being tethered to the offerings of a specific manufacturer.

Sims Business Systems, an Arizona leader in business technology

Solutions YES
Portland, OR

Year Founded: 2011
President/Owner: Sean Bell
Number of Employees: 56
Primary Vendors: KYOCERA, Xerox
Primary Solutions Offerings: DocuWare, Nuance
Primary Leasing Partners: TIAA Bank, US Bank, Wells Fargo
Approximate Yearly Revenue: $10 million
Fastest-Growing Business Segments: MPS (20%), ECM (20%)
Biggest Accomplishment of the Past Year: With year-over-year growth of nearly 120 percent, Solutions YES is poised to exceed the $20 million mark, fueled by opening two new branches, adding a non-selling vice president of sales and growing its sales team by 140 percent. The firm also added a director of operations and a solutions engineer.

Why We Consider Solutions YES Elite:

  • Table setters. Solutions YES makes the new-installation process a breeze for clients and has them up and running within two hours. In that timeframe, customers can scan, print, copy and fax, receive equipment training and instruction on placing service calls, and have a sufficient supply of backup toner.
  • Doorstep supplies. The dealer itself personally delivers toner to the client, providing another touch point while ensuring satisfaction. Solutions YES also takes a proactive approach to service and client uptime.
  • Client ownership. Empowering its team to play a decision-making role in attaining company goals is key for Solutions YES. That autonomy enables employees to feel that they’re in control and have the ability to make a difference. Teammates communicate well and push each other to excel toward the common goal of customer satisfaction.
  • Caring solutions. The dealer has a Community Solutions fundraising platform. Four to six times per year, a charity is selected by the committee to be the recipient of fundraising activities. Also, in order to support its home state of Oregon, which has seen a decline in industry jobs, Solutions YES is constantly creating new positions.

Southwest Office Systems, Inc.
Fort Worth, TX

Year Founded: 1964
President/Owner: Vince E. Puente Sr. (president, sales and marketing; co-owner) and Buddy Puente (president, finance and operations; co-owner)
Number of Employees: 52
Primary Vendors: Sharp
Primary Solutions Offerings: PaperCut, INFODYNAMICS
Primary Leasing Partners: DLL, Wells Fargo, GreatAmerica
Approximate Yearly Revenue: $15 to $20 million
Fastest-Growing Business Segments: Color MFP placements (60%), black-and-white (40%)
Biggest Accomplishment of the Past Year: The conversion of clients moving from black-and-white to color MFPs has generated increased equipment and service revenue, with a 20 percent swing toward color during the past three years.

Why We Consider Southwest Office Systems (SOS) Elite:

  • Dealer stability. Southwest Office Systems has been a mark of consistency for 54 years as a family-owned business. Operating as a debt-free entity shows clients that it can operate successfully within its means.
  • Remote assistance. SOS’ Call Assistance Technical Service (CATS) is a help/fix desk service that manages online repairs within 30 minutes via remote technical support. The dealer uses a machine intelligence call assistance system (MICAS), which communicates directly with the MFP to diagnose and provide preemptive services, as well as remote front panel, which gives technicians remote control of the device to help solve issues.
  • Long-ball marketing. One customer enticement SOS has used during the past two years to help seal the deal is tickets to a Texas Rangers baseball game. This includes box seats for four to eight client or prospect guests, free parking and “captain’s cash” to purchase food or beverages.
  • Traveling billboard. SOS recently wrapped its delivery truck to provide mobile advertising, with phone numbers to its Dallas and Fort Worth locations on either side of the vehicle. SOS promotes the truck on social media, and the vehicle will also be used in conjunction with its Stuff the Truck initiative of community food and toy collections/drives.

The Wilson Group
Pittsburgh, PA

Year Founded: 2012
President/Owner: Derrick Wilson
Number of Employees: 45
Primary Vendors: Sharp, Brother
Primary Solutions Offerings: PaperCut, Square 9, Sharp
Primary Leasing Partners: DLL, US Bank, GreatAmerica
Approximate Yearly Revenue: $10 to $15 million
Fastest-Growing Business Segments: Education
Biggest Accomplishment of the Past Year: The Wilson Group was named one of the best places to work in the Pittsburgh area.

Why We Consider The Wilson Group Elite:

  • Winning score. The Wilson Group has placed advertising on a high-school scoreboard and has produced two commercials. The dealer also hosts an annual technology showcase for its customers and prospects.
  • Business takedowns. A strong provider for the education vertical, The Wilson Group enjoyed several major contract wins in the past year, including the largest school district in Allegheny County and another in Armstrong County.
  • Industry recognition. As stated above, The Wilson Group—the only independently owned copier dealer in The City of Bridges—is actually a five-time winner of the best places to work honor. The dealer has also been presented the Hyakuman Kai elite award from Sharp, along with Platinum-Level Service honors.
  • Giving back. During 2017, The Wilson Group made $90,000 in charitable contributions. It works with nonprofits and local charities through the Angel Tree program.

(from left) Deseia Carter, Operations Manager; Derrick Wilson, CEO/President; Sally Andreaco, COO

Saint Charles, IL

Year Founded: 2010
President/Owner: Tim Ward
Number of Employees: 35
Primary Vendors: KYOCERA, Toshiba, Lexmark, HP
Primary Solutions Offerings: DocuWare, PaperCut, Toshiba, eBRIGE, KYOCERA
Primary Leasing Partners: DLL, Wells Fargo
Approximate Yearly Revenue: $10 to $15 million
Fastest-Growing Business Segments: Solutions
Biggest Accomplishment of the Past Year: The dealer launched a managed IT sister company, TTSG IT, and opened a third branch in downtown Chicago to accommodate its growing business.

Why We Consider TTSG Elite:

  • U:Print Program. The dealer identified a gap in the market between customers using classic MPS programs and others who purchased toner and parts online. Some MPS clients felt they overspent for print, while the online shoppers lacked automation within their processes. To address the middle ground, TTSG rolled out its U:Print Program, which offers three tiers to meet specific needs: silver (toner replenishment only), gold (toner and parts) and platinum (toner, parts and labor). The platinum package closely resembles a traditional MPS, but doesn’t require the leasing of equipment through TTSG.
  • Contract success. TTSG scored its biggest win of the year courtesy of a $4 million deal with a large food-service provider.
  • Brand awareness. The dealer has implemented various marketing strategies in the past few years to increase brand awareness and increase engagement with clients and prospects. TTSG has developed referral programs, enhanced its social media presence (including blog posts and content marketing) and produced engaging vehicle wraps, among other things.
  • Community support. In the past year alone, TTSG has participated in supporting local ministries and services including Tri-City Family Services, The Bohne Foundation, Cal’s Angels, The ALS Association Greater Chicago Chapter, ALE Solutions, Michael Phelps Foundation, Brighter Days Foundation, Lyme Aid Foundation, Little City and the Parent/Family/Guardian Group.

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