Elite Dealers 2018: $20 Million to $50 Million

Adams Remco Inc.
South Bend, IN

Year Founded: 1945
President/Owner: Don Carlile
Number of Employees: 150
Primary Vendors: Toshiba, Savin, Lexmark, HP, RISO, MBM, Martin Yale, GBC, Epson, ViewSonic
Primary Solutions Offerings: PaperCut, MVIX, FileBound, Square 9, Toshiba, Savin and Lexmark embedded solutions
Primary Leasing Partners: US Bank, GreatAmerica, Capital Advantage, Team Financial
Approximate Yearly Revenue: $25 million
Fastest-Growing Business Segments: Digital signage and document software solutions
Biggest Accomplishment of the Past Year: Adams Remco provided new product offerings such as digital signage and document software to existing and new customers, including Indiana Toll Road and a large RV manufacturer.

Why We Consider Adams Remco Elite:

  • Innovative marketing. Marketing strategies employed by Adams Remco include the 12 Days of Giving and Back to (a New) School campaigns targeting the non-profit and education markets. The dealer also focused heavily on social media and online advertising. Also, Adams Remco rolled out its digital-signage content creation and management services.
  • Package value. Adams Remco is a family business with decades of expertise, loyal relationships, and versatile product and software offerings. Due to its large geographic coverage, the dealer is also able to provide more-effective and timely service.
  • Industry recognition. Adams Remco has won a number of awards from its manufacturer and leasing partners, including the Savin Service Excellence Award and the US Bank Leasing Platinum Award.
  • Helping others. Using social media, the company holds a 12 Days of Giving campaign that entails contributions to a different person or charitable cause for 12 working days. It also supports nonprofits including the Humane Society, Goodwill and Beacon Children’s Hospital, among others. The Northern Indiana Food Bank is another organization near and dear to Adams Remco.

The board of directors for Adams Remco (from left): Don Carlile, president; Rex Carlile, founder; Dave Riggs, vice president; and Dean Carlile, vice president

Advance Business Systems
Cockeysville, MD

Year Founded: 1964
President/Owner: Jeff Elkin
Number of Employees: 170
Primary Vendors: Ricoh, Savin, Canon, KIP, KYOCERA, Samsung, Panasonic
Primary Solutions Offerings: Treeno, DocuWare, Nuance, LincWare, MBM, PaperCut, Dell, EFI, Objectif Lune
Primary Leasing Partners: Advance Business Systems & Supply Company (ABSSCO)
Approximate Yearly Revenue: $42 million
Fastest-Growing Business Segments: Managed IT
Biggest Accomplishment of the Past Year: Advance Business Systems eclipsed the 1,000 mark for users of its managed IT platform. The dealer has honed its skills with project and change management, and developed tools and processes to effectively manage complex customer environments.

Why We Consider Advance Business Systems Elite:

  • Marketing effectiveness. In an effort to increase awareness of its offerings among customers and prospects, Advance Business Systems beefed up its marketing strategies. Several initiatives include a relaunched website, a new television campaign, enhanced digital and search engine marketing, thought-leadership events and direct campaigns that raise awareness of the dealer’s offerings.
  • Mission accomplished. It took only six months for Advance Business Systems to exceed its goals for the year. The success is attributed, in part, to the enhanced training its sales and service teams received to become experts in the technology and the implementation of an IT Command Center. They also take part in customer and prospect workshops to showcase best practices and the latest technology in the IT space.
  • Top honors. The dealer was named among the Best Places to Work list by the Baltimore Business Journal, and was a finalist for the Top Workplaces Award by the Baltimore Sun. Advance Business Systems also garnered the 2018 Ricoh RFG Circle of Excellence Award.
  • Caring and giving. The company supports a number of organizations throughout the year, among them the ARC of Baltimore, The Children’s Guild, Maryland School for the Blind and the Upper Chesapeake Health Foundation. It also has an exclusive partnership with Maryland Nonprofits and works closely with its leadership team to provide benefits to members, including reduced rates on equipment rentals and printing services, along with flexible leasing options.

Advance Business Systems is so serious about production that it dedicated an entire state-of-the-art production center exclusively for showcasing the latest innovations in digital print that also serves as a backup solution should their customers ever need it

Advanced Imaging Solutions
Minnetonka, MN

Year Founded: 1997
President/Owner: Michael Keating (president), Tim Keating (vice president)
Number of Employees: 60+
Primary Vendors: Konica Minolta, Sharp, Lexmark, HP, Epson
Primary Solutions Offerings: RSA, PaperCut, Nuance, Prism, Square 9, Umango, Infodynamics, EFI, Creo, GoldFax
Primary Leasing Partners: US Bank, Wells Fargo
Approximate Yearly Revenue: $20+ million
Fastest-Growing Business Segments: Production print, cloud, IT services, workflow
Biggest Accomplishment of the Past Year: Advanced Imaging Solutions continues to have year-over-year revenue growth in all aspects of the company, with software sales increasing by 129 percent in 2017.

Why We Consider Advanced Imaging Solutions Elite:

  • Website refresh. The company launched a new, more simplified site that speaks to its market strategy of technology. The site was streamlined to make communication with existing and potential partners easier.
  • Contract coup. Advanced Imaging Solutions was chosen out of multiple vendors in the Twin Cities to partner with a county that covers 354 square miles in Minnesota. The dealer provided a comprehensive hardware and software solution that included 41 printers and 60 MFPs. Advanced Imaging Solutions implemented a software solution that will help control costs associated with output and provided a secure print solution throughout the county. The job was completed within a strict two-week deadline, with days to spare.
  • Socially speaking. Advanced Imaging Solutions made a concentrated effort to bolster its social-media presence during 2018. It now uses Instagram, Facebook and Twitter to reach a broad audience with messaging that speaks to honors, awards and its community service efforts.
  • Hitting the airwaves. Radio marketing is another recent initiative the dealer has undertaken. The company sees a correlation between its local sports station and how Advanced Imaging Solutions does business. Its ad spots target a specific group of listeners, and the response has been tremendous.

The AIS team (from left): Matt Keating, senior account executive; Mike Keating, president; Tim Keating, vice president; Stephanie Keating Phillips, director of solutions; and Ryan Keating, vice president of sales

Advanced Office
Santa Ana, CA

Richard Van Dyke

Year Founded: 1977
President/Owner: Richard Van Dyke
Number of Employees: 95
Primary Vendors: Ricoh, KYOCERA, Lexmark, KIP, Panasonic
Primary Solutions Offerings: Nuance, PaperCut, Square 9
Primary Leasing Partners: US Bank, GreatAmerica, TIAA Bank, Wells Fargo
Approximate Yearly Revenue: $20 to $25 million
Fastest-Growing Business Segments: Service revenue (40%)
Biggest Accomplishment of the Past Year: Following the passing of one of the dealer’s three partners in 2017, there was a restructuring of ownership that saw Richard Van Dyke become the sole owner. A leadership team was formed as the company refocused its efforts, and strategic partnerships were forged with industry experts and mentors. New goals were set to grow the business, enhance its offerings to clients and provide more opportunities for employees.

Why We Consider Advanced Office Elite:

  • Solutions-focused website. Advanced Office launched a new site designed and built by Convergo, with an emphasis on ease of use, attracting new business and supporting its sales staff. The site enables customers to manage their current devices through its customer portal, as well as research new equipment and software.
  • Driving success. In the past year, Advanced Office grew business with one of its largest clients, a nationwide automotive collision-repair center. As of September, the dealer has sold more than 600 units to the customer.
  • Tracking progress. Advanced Office implemented the DataBlaze TechTracker GPS solution, which enables the dealer to monitor technicians through GPS trackers in real-time and display the calls assigned to them, each call’s status, and the location of other nearby technicians. As a result, Advanced Office can efficiently respond to changing call loads and conditions, making sure each customer gets fast and effective service.
  • Partner honors. Advanced Office has been recognized by manufacturers and leasing partners including Great America Leasing and US Bank multiple times over the past few years. In 2018, the company garnered the Ricoh RFG Circle of Excellence Certified Dealership status. Having won the award for three consecutive years, the dealer feels it’s a testament to its commitment to taking care of the customer.

AIS (Advanced Imaging Solutions)
North Las Vegas, NV

Year Founded: 2002
President/Owner: Gary Harouff
Number of Employees: 93
Primary Vendors: KYOCERA, ShoreTel, Dell, HP, 3D Systems, KIP
Primary Solutions Offerings: DocuWare, Hyland, Microsoft, Blue Jeans, EFI, PrintFleet, KYOCERA
Primary Leasing Partners: GreatAmerica, Wells Fargo, LEAF
Approximate Yearly Revenue: $25 to $30 million
Fastest-Growing Business Segments: MNS
Biggest Accomplishment of the Past Year: AIS implemented a culture-driven hiring process and employee-recognition program, and quantified what each department needs to accomplish in order to reach individual and overall company goals.

Why We Consider AIS Elite:

  • Demonstrated FCE. AIS service technicians have 50-plus certifications for its OEMs and they carry more than $13,000 in parts in their vehicles. Additionally, the company maintains $4.7 million in supplies and parts on hand at all times. This results in streamlined service visits with fewer callbacks.
  • On the rise. The dealer has enjoyed significant growth in equipment sales during the past three years, scoring year-over-year growth of 20 to 30 percent. AIS continues to drive recurring revenue and has positioned itself as a trusted advisor for its clients. Backed by the aforementioned MNS growth, AIS has been able to secure increased opportunities with software, integration, VoIP Phone Systems, workflow and EDM/ECM.
  • Quick on the draw. During the past year, AIS averaged a service response time of 1.1 hours at all five locations, with 25 percent of calls completed in less than an hour and 62 percent polished off in under two hours. Backed by its KFS System, AIS is able to remove fix issues, work customers directly on the control panel and push out firmware updates—all done remotely.
  • Free printers! AIS unveiled the 100 Free Printer Giveaway Program targeted at SMBs in its market. Businesses could enter to win a printer with no purchase necessary. The program has been an effective tool for AIS to entice new business. The dealer is also giving away 25 free printers to nominated charities.

Axion Business Technologies
Cranston, RI

Bob Ferland

Year Founded: 2004
President/Owner: Bob Ferland
Number of Employees: 148
Primary Vendors: Toshiba, Konica Minolta, HP, Lexmark
Primary Solutions Offerings: DocuWare, PaperCut
Primary Leasing Partners: Wells Fargo, GreatAmerica
Approximate Yearly Revenue: $30 to $36 million
Fastest-Growing Business Segments: MPS, production print
Biggest Accomplishment of the Past Year: In order to better serve its customers and gauge its performance, Axion Business Technologies utilized CEO Juice and focused more intently on bolstering its Net Promoter Score.

Why We Consider Axion Business Technologies Elite:

  • Winning with clients. Wanting to get a better feel for how it is performing along its customer ranks, Axion Business Technologies leveraged its Net Promoter Score. The dealer is also using that service and support data in negotiations with prospective clients.
  • Up close and personal. In order to give customers and prospects a clearer picture of who Axion Business Technologies is and to better illustrate their competencies, the company decided to increase visits to its facilities. President Bob Ferland believes this type of interaction can provide more impact and lead to increased engagements.
  • Lease is more. Axion Business Technologies has been named a Dealer of Distinction seven times by GreatAmerica Financial Services.
  • M&A minded. The dealer has grown by leaps and bounds in a relatively short timeframe. After joining Visual Edge Technology in 2016, Ferland proceeded to acquire six companies in a span of 11 months. His goal is to reach $55 million by the end of 2019.

Axion Business Technologies President Bob Ferland (right) with a veteran at a Blue Angels Wounded Warrior event

Benchmark Business Solutions
Lubbock, TX

Year Founded: 1994
President/Owner: Jeff R. Horn
Number of Employees: 80
Primary Vendors: Xerox, HP
Primary Solutions Offerings: Square 9, Xerox
Primary Leasing Partners: US Bank, GreatAmerica, Xerox Financial Services
Approximate Yearly Revenue: $20 to $25 million
Fastest-Growing Business Segments: MPS (20%)
Biggest Accomplishment of the Past Year: Six years ago, Benchmark Business Solutions’ revenues stood at $5 million. The dealer crossed the $20 million mark in the past year, representing a growth of 400 percent.

Why We Consider Benchmark Office Solutions Elite:

  • Strategic refocus. Benchmark Office Solutions has migrated from a traditional strategy to a more digitally focused one over the past few years, pinpointing lead generation. The dealer is leveraging platforms like Visual Visitor to monitor the IP addresses of website visitors, providing more lead-generation opportunities. Digital advertising through Netsertive offers both search and display ads through Google, and includes the tracking and recording of phone calls linked to this advertising.
  • Major win. Benchmark secured a deal with a publicly traded bank, an agreement that entailed nearly 1,000 A3 and A4 installed units, along with production print and IT hardware. All printers and copiers are on an MPS agreement.
  • Industry recognition. During 2018, Benchmark was designated as one of only three Xerox Master Elite MPS Partners. Xerox has also cited the dealer as a Top Agent/Dealer Partner for six of the last eight years, and the company was presented with the Torch Award in 2017 for business integrity by the City of Wichita Falls, TX.
  • Community caring. An impressive 75 percent of all Benchmark employees have participated in a charitable event or served as a board member for an organization during the past five years. The dealer has used a payroll plan to benefit the United Way, raising an average of $20,000 a year during the past five years.

Benchmark Business Solutions was founded in 1994 in Lubbock, TX. The company has since expanded to the 12 locations shown, which serve an area that spans across more than 100 counties in three states. The staff pictured represent the Benchmark family of more than 75 people who pride themselves on unparalleled service

CBE Office Solutions
Irvine, CA

Year Founded: 1993
President/Owner: Tarek Hafiz
Number of Employees: 165
Primary Vendors: Sharp, Ricoh, Canon, Océ, Pitney Bowes
Primary Solutions Offerings: Print Audit, DocuPeak, Laserfiche, Nuance, Canon, PaperCut
Primary Leasing Partners: DLL, Wells Fargo, Canon Finance
Approximate Yearly Revenue: $37 million
Fastest-Growing Business Segments: Mailing systems (80+%)
Biggest Accomplishment of the Past Year: Having outgrown its Gardena office, CBE moved to a more upscale office building in Torrance. The new space provided for a larger showroom and increased growth. The new office energized sales in the South Bay region with a 25 percent increase.

Why We Consider CBE Office Solutions Elite:

  • Added services. By becoming an authorized Pitney Bowes Mailing System dealer, CBE has provided superior products, OEM training and support, which has greatly increased sales and new placements. CBE has witnessed the aforementioned 80-plus percent spike in mailing systems.
  • Strategic positioning. Having the distinction of being the only HP Premier Dealer in its sales geography has steadily increased CBE’s ability to take on the sales and service of new and existing HP client needs. The result was a 30 percent boost in HP business.
  • Client outreach. CBE created a new position to focus on client outreach, providing ongoing communications while also handling unique client requests and streamlining quick-turn requests. Another client-facing aspect is its inbound call center, which is answered by a person as opposed to a system.
  • Schooling competitors. In one of the more unique bidding processes CBE has witnessed, California State University relied on a bid broker to solicit proposals. The RFQ had print output specifics and required IT services, but it was up to each bidder to create how the university’s needs would be met and at what cost. CBE huddled with its staff and two OEMs to craft a proposal and won the contract, besting several OEMs, dealers and the incumbent vendor.

The CBE Business Solutions family celebrates the holidays

Commonwealth Digital Office Solutions
Sterling, VA

Year Founded: 1977
President/Owner: Michael Sarelson
Number of Employees: 68
Primary Vendors: Konica Minolta
Primary Vendors: PaperCut, Konica Minolta
Primary Leasing Partners: First Fidelity (company owned), DLL, TIAA Bank
Approximate Yearly Revenue: $20+ million
Fastest-Growing Business Segments: Production print
Biggest Accomplishment of the Past Year: Commonwealth attained its goal of exceeding 100 active production print machines in the field.

Why We Consider Commonwealth Digital Office Solutions Elite:

  • Production prowess. Commonwealth hosts four production print shows each year. Prospective attendees are contacted by email six weeks prior to the show, and the dealer also does a package mailing to more than 2,000 identified printers and associations. Its telemarketing department conducts follow-up calls until two days before the show to maximize attendance.
  • Top score. The dealer secured a three-year agreement with a large association to provide three Konica Minolta C6100s with booklet makers that included 20 million prints per year. The agreement will net Commonwealth $2.88 million over the life of the pact, without having to hire additional employees.
  • Seasoned veterans. Commonwealth enjoys an average employee tenure of 27 years, with many of its sales force having been with the company for 30-plus years. The dealership believes the experience of dealing with the same salesperson, technician and administrative employees has fostered strong, lasting relationships with clients.
  • Performance recognition. Commonwealth has been named a Washington Post Top Workplace honoree from 2015-2018, joining an elite group of companies to be honored four years running. The dealer was also named a Konica Minolta Pro-Tech Dealer Award winner for the seventh time, and boasts an A+ rating from the Better Business Bureau.

Coordinated Business Systems
Burnsville, MN

Year Founded: 1983
President/Owner: James Oricchio
Number of Employees: 90
Primary Vendors: KYOCERA, Sharp, Lexmark
Primary Solutions Offerings: Square 9
Primary Leasing Partners: GreatAmerica, US Bank
Approximate Yearly Revenue: $20 million
Fastest-Growing Business Segments: Managed network services
Biggest Accomplishment of the Past Year: Following its 2017 acquisitions of the Imaging Division of Duluth Typewriter and Doman Networking Services, Coordinated Business Systems expanded into the Duluth market and moved to a larger location.

Why We Consider Coordinated Business Systems Elite:

  • High road. Coordinated Business Systems provides a good experience by focusing on the customer’s needs and providing transparent programs. The dealer prefers to tout its own proficiencies and will not speak ill of its competition.
  • Key win. The dealer was able to entice a large construction company to do business with them after the client had been with another vendor for several contract cycles. Coordinated was able to capture the business at a fair price based on a transparent, honest sales process.Performance honors. For the second time in three years, Coordinated Business Systems was a finalist for the Better Business Bureau’s Torch Award for Ethics (the winner was named after our deadline). Coordinated is also a KYOCERA Premier Dealer and took home the OEM’s Service Excellence Award.
  • Corporate caring. Each year, Coordinated’s employees identify a community family in need. In 2017, they selected a family whose son was diagnosed with brain cancer and raised more than $7,000 to help pay down medical expenses. That family was also a guest at Coordinated’s Christmas party.

Datamax, Inc.
Little Rock, AR

Year Founded: 1955
President/Owner: Barry Simon
Number of Employees: 200
Primary Vendors: Canon, Konica Minolta, Lexmark, KYOCERA, Dell
Primary Solutions Offerings: Canon, Konica Minolta, Lexmark, KYOCERA, Microsoft, Laserfiche
Primary Leasing Partners: Datamax Leasing Division
Approximate Yearly Revenue: $40 million
Fastest-Growing Business Segments: Software solutions, color output, light-production print, managed network services
Biggest Accomplishment of the Past Year: Datamax was named one of the Best Places to Work in Arkansas for the second straight year by Arkansas Business and Best Companies Group.

Why We Consider Datamax Elite:

  • Vertical marketing. The dealer’s goVertical program represents an ongoing sales and marketing initiative designed to promote its focus on targeted vertical industries in its marketplace.
  • Gaining an edge. Datamax’s Competitive Advantage marketing initiative helped them find true competitive advantages through customer-focused research, which beyond a reasonable doubt needed to show which of its attributes made an impact on the customer’s buying decision and were relevant to them.
  • Lending a hand. Datamax uses its DatamaxCares platform to participate in community cleanup events and volunteer at soup kitchens and homeless shelters. Among the supported causes are the Salvation Army, Boys & Girls Clubs, Camp Summit, Carter BloodCare, Homeless Veterans Services of Dallas, Little Fighter and Promise House. The dealer also provides donations of office equipment to nonprofit organizations to help drive their mission forward.
  • Get the word out. Datamax’s Rave Review e-newsletter provides employees a look at how raving fans (customers), raving teammates (employees), and raving friends (community) are being created monthly throughout all company locations. The atmosphere cultivates satisfaction and celebrates tenure that has existed for years and decades.

Barry Simon, president of Datamax

Des Plaines Office Equipment (DPOE)
Elk Grove Village, IL

Year Founded: 1955
President/Owner: Chip Miceli (president, co-owner), Vince Miceli (vice president, co-owner)
Number of Employees: 130
Primary Vendors: Sharp, OKI Data, HP, KYOCERA, Toshiba, Konica Minolta, Canon, KIP, Muratec, Lenovo
Primary Solutions Offerings: MPS, managed network services, social media, archiving solutions, mailing solutions
Primary Leasing Partners: GreatAmerica
Approximate Yearly Revenue: $29 million
Fastest-Growing Business Segments: MPS, managed network services, marketing and publishing services, office furniture, video display boards, records archiving
Biggest Accomplishment of the Past Year: In an eventful year, DPOE merged two recently-acquired Indiana businesses into one entity, Kramer Leonard McShane’s, expanded its product line to include office furniture and design, and acquired a new facility in Carol Stream, IL, following the destruction of its previous Elk Grove Village facility.

Why We Consider DPOE Elite:

  • E-commerce approach. While DPOE continues to build its sales team, the organization recognizes the value of providing an online purchasing component, particularly as it relates to office furniture and supplies. As DPOE expands its offerings and locations, the firm believes having an e-commerce option will serve as a key component of its growth strategy.
  • Tables and chairs. One of the biggest coups for DPOE was the addition of office furniture and related products to its catalog of offerings. This has afforded DPOE the opportunity to provide MPS and managed network services to hundreds of new diversified clients in Indiana.
  • Corporate rebranding. The dealer is in the process of a rebranding initiative that will rechristen the organization as Pulse Technologies, and the rebranding campaign will get an extra push from various social media platforms. The name was chosen by a committee of representatives from each of its three branches.
  • Dog-ged determination. DPOE teamed with Del Monte and the Illinois Shorthair Rescue on a project to help benefit numerous Chicagoland dog rescue and shelter groups. For its part, DPOE provided storage space for food donations. It is one of many causes the dealer supports, a group that includes WINGS, which provides services to battered and homeless people.

Employees at DPOE (soon to be Pulse Technology) celebrate Blue Day

Doing Better Business, Inc.
Altoona , PA

Year Founded: 2013
President/Owner: Debra Dellaposta
Number of Employees: 103
Primary Vendors: Ricoh, Sharp
Primary Solutions Offerings: Ademero, PaperCut, Dell, HP
Primary Leasing Partners: GreatAmerica, DLL, Wells Fargo
Approximate Yearly Revenue: $24 million
Fastest-Growing Business Segments: MPS, digital imaging
Biggest Accomplishment of the Past Year: Doing Better Business attained the PROs Elite 100 certification, recognizing it as one of the top 100 independent office technology organizations in the country. The dealer is the only organization in its region to attain the status.

Why We Consider Doing Better Business Elite:

  • Key partnership. This year, Doing Better Business partnered with a reputable, large MNS provider, enabling it to increase its technological offerings without a financial outlay while increasing MPS and MFP opportunities. In doing so, it has been able to reduce its MNS overhead while concentrating more on core products.
  • Books of business. Doing Better Business renewed a long-term contract with one of its largest clients, a school district, in a deal that features a complete MPS program that includes more than 1,000 units, automation, tracking, customized billing and FM support.
  • Net success. The company rolled out a “Net New” customer program to entice newcomers to the fold. The program includes outside and inside lead generation, discounted pricing, customer rebates and community benefits, among other things. The dealer has been able to increase its net-new business by nearly 40 percent in comparison to last year.
  • Quality employee experience. In addition to competitive wages and benefits, Doing Better Business provides its workers with numerous outlets to boost their income, including lead fees, employee recruitment bonuses and employee-of-the-month bonuses. All employees can qualify for the annual President’s Club trip, and the firm recently incorporated a “You Earned It” employee reward and recognition program.

Doing Better Business owners (from left) Joseph Dellaposta, Beth Dellaposta and Debra Dellaposta

Donnellon McCarthy Enterprises
Cincinnati, OH

Year Founded: 1957
President/Owner: Jim Donnellon (CEO, owner), Jim George (president)
Number of Employees: 140
Primary Vendors: Toshiba, Sharp, Savin, FP Mailing, HP, Lexmark, KIP
Primary Solutions Offerings: PaperCut, SmartSearch, Ricoh Solutions, Toshiba, Drivve, DocuWare
Primary Leasing Partners: US Bank, DLL, GreatAmerica, Wells Fargo
Approximate Yearly Revenue: $25+ million
Fastest-Growing Business Segments: Mailing solutions (78%), MPS (150%), MNS (114%)
Biggest Accomplishment of the Past Year: Working toward its goal to become a coast-to-coast provider with revenues exceeding $100 million, DME completed three acquisitions: NOE Office Equipment of Parkersburg, WV; Columbus Office Solutions & Systems (COSS) in Columbus, OH; and Tri State Business Equipment, based out of Harrisburg, IL.

Why We Consider Donnellon McCarthy Enterprises Elite:

  • Expanded offerings. The aforementioned deals enabled DME to diversify its product portfolio, as it picked up office furniture and supplies through the NOE and Tri State deals, while COSS allowed DME to grow its mailing business by double digits.
  • Top contracts. DME secured a number of large sales, the biggest being one of the nation’s leading nonprofit health care providers, which obtained more than 500 devices and document solutions.
  • Donating time. Last year, DME launched its DME Cares Program—each of its offices donates a day each quarter to volunteer at a local nonprofit chosen by team leaders. In the past year, the dealer volunteered more than 2,500 hours. This program extends to customers as well; whenever an issue arises, the DME Cares Team mobilizes to ensure it does everything possible to make the customer happy.
  • DME University. Another program that continues to make an impact is the DME University training course for all new account managers who join the team. The dealer has had 20-plus new account managers graduate from the intense two-week course that takes the new hires through the DME sales process and ensures all employees are trained in the same way.

Donnellon McCarthy Enterprises executives Jim Donnellon (left), CEO and owner, and Jim George, president

Eakes Office Solutions
Grand Island, NE

Year Founded: 1945
President/Owner: Mark Miller
Number of Employees: 273
Primary Vendors: Sharp, Ricoh, HP
Primary Solutions Offerings: PaperCut, GoldFax, Prism
Primary Leasing Partners: Local leasing company
Approximate Yearly Revenue: $15 to $25 million
Fastest-Growing Business Segments: MPS (10%), janitorial services (109%)
Biggest Accomplishment of the Past Year: Eakes Office Solutions acquired a large office products dealer in a major market. Both companies utilized the same wholesaler, back-end system and online ordering software, making for a smooth integration for both employees and customers.

Why We Consider Eakes Office Solutions Elite:

  • Quality personnel. Based upon feedback surveys, Eakes Office Solutions scores high in customer satisfaction, driven by the performance of its employees. Many of the notes indicate that Eakes went “above and beyond” to deliver on expectations. Much of that success can be attributed to the dealer’s high level of tenure, which has enabled it to secure many longstanding relationships within its client base.
  • Key accounts. Eakes Office Solutions secured deals with a large health care provider and a utility company with a total managed print solution. This encompassed right-sizing print fleets, extensive end-user training, all backed by an experienced and highly-responsive service team.
  • Relationship building. The dealer launched a relationship-building program called the Eakes Experience for corporate staff to drive employee engagement to a higher level. Examples include interactive games, video training, anniversary and birthday celebrations, and the Friday Afternoon Club—an employee gathering at the end of the work week to wind down with food and beverages.
  • Rapid pace. Eakes Office Solutions implemented an Accelerated Service Response Time program for its technical service team. The program is managed by Eakes’ administrative service manager, with training provided by its technical service manager, and focuses is on superior customer care through faster communication when a customer has a need.

Eakes Office Solutions executives Doug Gallaway (left), managed print product manager, and Mark Miller, president

Edwards Business Systems, Inc. and Virginia Business Systems, Inc.
Bethlehem, PA

Year Founded: 1954
President/Owner: James B. Edwards, chairman of Edwards Business Systems, Inc. and Virginia Business Systems, Inc.; Raymond Fuentes, president of Edwards Business Systems, Inc. (EBS); James Dotter, president of Virginia Business Systems, Inc. (VBS)
Number of Employees: 180
Primary Vendors: Konica Minolta, Xerox, HP, Muratec, Lexmark, MBM, Sharp, Fujitsu, KIP
Primary Solutions Offerings: Square 9, Objectif Lune, Adobe Systems, Nuance, Notable Solutions, EFI, PaperCut, Print Audit, Konica Minolta
Primary Leasing Partners: GreatAmerica, US Bank, EBS, DLL, TIAA Bank
Approximate Yearly Revenue: $41 million
Fastest-Growing Business Segments: Document technology solutions, MPS, software solutions, production print
Biggest Accomplishment of the Past Year: Continued growth and profitability, augmented by four acquisitions in key geographic areas during the past three years.

Jim Edwards, chairman and CEO of Edwards and Virginia Business Systems

Why We Consider EBS and VBS Elite:

  • MPS proficiency. EBS/VBS offers Print+, a private-label brand of MPS that also offers services including not only prints and output devices, but also various management plans for collection, accounting, security and sustainability. These solutions allow clients to achieve cost effectiveness, green environmental goals and network integration.
  • Key win. The organization procured a contract with Radford University in Virginia for a major document-technology upgrade. As a cooperative contract, all other colleges and universities within the VASCUP association are able to leverage the same contract for VBS pricing, hardware, software solutions and service. One other school has taken advantage of this contract, and the dealer is in talks with a number of other schools.
  • Production print. The company’s production print initiatives provide some of the industry’s most formidable equipment to the market, along with the application and software support and services necessary to deliver fast-forward document solutions to clients. EBS/VBS has specialty solutions in hardware, software and technical connectivity for high-volume digital printing, production workflow applications, color profile management, variable data printing and digital marketing programs.
  • Corporate caring. During 2018, EBS/VBS signed an exclusive agreement with Richmond International Raceway to underwrite the Media Center. The dealer has also been a primary sponsor for a major stage at Musikfest in Bethlehem, PA, for the past 31 years. Other sponsorships include VCU Massey Cancer Center Concert, the Allentown Art Museum of the Lehigh Valley, Historic Bethlehem, PBS Ch. 39, James Madison University Athletics, UVA Athletics, Virginia Tech Athletics, Relay for Life and Ducks Unlimited among many other events and charitable campaigns.

Aerial photo of the Richmond, VA, building, headquarters of Virginia Business Systems

Fisher’s Technology
Boise, ID

Year Founded: 1936
President/Owner: Chris Taylor
Number of Employees: 140
Primary Vendors: Canon, Konica Minolta, Ricoh
Primary Solutions Offerings: Laserfiche, M-Files, Objectif Lune, ABBYY, PaperCut
Primary Leasing Partners: GreatAmerica, US Bank, TIAA Bank, GE
Approximate Yearly Revenue: $20 to $25 million
Fastest-Growing Business Segments: Geographic expansion, managed IT services, software solutions and professional services, acquisitions (IT services companies and imaging companies), production equipment and service, facilities management
Biggest Accomplishment of the Past Year: Fisher’s Technology made a second acquisition, Davis Business Machines in Montana, that provided entry into the Bozeman and Butte markets.

Why We Consider Fisher’s Technology Elite:

  • Satisfied employees. The company experienced 8 percent growth, and much of its success can be attributed to its high rate of employee retention. Fisher’s Technology was able to maintain all of its major clients, aided by the energy and enthusiasm of its workforce to survive large RFPs from competitors.
  • Game Day. The dealer hosts a tailgate party for every Boise State home football game as a way to thank its current customers and enable prospects to get to know the Fisher’s family better. This includes free drinks and food for more than 500 guests.
  • Top honors. Fisher’s Technology captured several awards this year, including two from the Idaho Business Review Reader Rankings—the No. 1 IT and Tech Support Company in Idaho, and the Top Office Equipment Company in the State. For the tenth straight year, the dealer was named to the Best Places to Work in Idaho list, and for the fifth year it was honored with the Tribute to Women and Industry (TWIN) award.
  • Corporate generosity. Fisher’s Technology donated money and in-kind printing to various non-profit organizations. The dealer also encourages and recognize its employees who personally donate money and time throughout the community.

Fisher’s Technology is excited to announce its second expansion into Montana with the acquisition of Davis Business Machines in September of this year. Fisher’s Technology is an 82-year-old company hailing originally from Boise, ID, and now operating out of four locations in Idaho and five in Montana

Fraser Advanced Information Systems
West Reading, PA

Year Founded: 1971
President/Owner: William A. Fraser
Number of Employees: 160
Primary Vendors: Sharp, Canon, Lexmark, KIP, Toshiba, HP, Muratec
Primary Solutions Offerings: Axcient, LabTech, Sophos, KnowBe4, Rapidfire Tools, Sharp, INFODYNAMICS, Y Soft, Nuance, PaperCut, Océ, N-Able Technologies, Canon, ConnectWise, VMware, IBM, Kodak, Scanshare, PrintFleet, PDF Pro, SharePlus, Fingerprint, ImageWare, MICAS
Primary Leasing Partners: Wells Fargo, US Bank, DLL
Approximate Yearly Revenue: $43.5 million
Fastest-Growing Business Segments: MPS
Biggest Accomplishment of the Past Year: The opening and integration of Fraser AIS’ new regional training and logistics center. The dealer purchased a new 30,000-square foot warehouse to house all of our inventory in one place.

Why We Consider Fraser AIS Elite:

  • Website refresh. Fraser relaunched its website with a completely new look, feel and interface. One of the additions was a blogging calendar to keep visitors abreast of exciting news about Fraser and its manufacturer partners, along with new features and products that can help customers streamline their business, increase profitability and create efficiencies.
  • Smart office. This year, Fraser acted as a beta test site for Sharp’s new Smart Office with Alexa from Amazon Web Services. Throughout 2018, Fraser has put Alexa to the test with its Sharp product line, and has been a vital contributor to Sharp’s continuing integration of Alexa into the Smart Office.
  • Digital transformation. In an effort to improve service to customers, Fraser combined its MFP support team with its IT services support team, providing an enhanced level of responsiveness for business technology needs. Through cross-training and collaboration, members of both teams can increase their skills in new technologies and be able to advance further within the company.
  • Heavy lifting. At the end of 2017, Fraser was able to bid on equipment for a major metal manufacturer, a Fortune 1000 firm in its own backyard. Despite being a neighbor for the better part of 50 years, Fraser had previously been unable to gain traction with the company. But through Fraser’s national account program, it developed a customized support program for the company that focused on having one contact for all support at Fraser. Fraser works with a network of associates to provide locations outside of its service area with the support they require.

Genesis Technologies Inc.
Northbrook, IL

Year Founded: 1991
President/Owner: Michael Kahn
Number of Employees: 58
Primary Vendors: HP, Canon, Xerox, KYOCERA, Brother, Zebra
Primary Solutions Offerings: Canon, PaperCut, HP, iManage, FileBound, Nuance
Primary Leasing Partners: GreatAmerica, Canon Finance, HP Financial Services
Approximate Yearly Revenue: $20 million
Fastest-Growing Business Segments: MPS, equipment sales
Biggest Accomplishment of the Past Year: Genesis Technologies hired a number of top executives to strengthen the company.

Why We Consider Genesis Technologies Elite:

  • Marketing success. By using customer enticements such as sporting events, concerts and golf outings, Genesis Technologies has been able to strengthen its key relationships. The dealer optimizes its website using SEO in order to attract potential clients.
  • Educational opportunity. Genesis Technologies procured a large deal to take over the entire enterprise of a major high school district in the Chicago suburbs, a pact that brought an overall value of approximately $2 million.
  • Industry kudos. The dealer has been named an HP Best in Class Partner every year the honor has been bestowed. It is also a repeat winner of the Canon Top Dealer award, and has been named to the Best and Brightest Companies to Work For list six times.
  • In addition to annual food drives during the holiday and a platform for donating to a number of charities, Genesis Technologies shows support for its employees when they need to take time off due to family emergencies.

Genesis Technologies team members from the Northbrook, IL, location

Image 2000
Valencia, CA

Year Founded: 1992
President/Owner: Joe Blatchford (CEO), Richard Campbell (president)
Number of Employees: 140
Primary Vendors: KYOCERA, Sharp, Toshiba, Lexmark, RISO
Primary Solutions Offerings: PaperCut, Square 9, M-Files
Primary Leasing Partners: DLL, Wells Fargo, US Bank, CIT
Approximate Yearly Revenue: $30 million
Fastest-Growing Business Segments: Hardware sales
Biggest Accomplishment of the Past Year: Image 2000 made a couple of key moves among them, hiring its own telemarketing team that includes one manager and five reps making calls for all of its branches. The dealer also brought a recruiter on board to assist in the hiring and training of new employees.

Why We Consider Image 2000 Elite:

  • Service success. In order to reach its goal of becoming the best service company in southern California, Image 2000 created a position that is responsible for contacting every customer before and after each service call. This person also touches base with all new customers to ensure the pre- and post-installation process has been a success.
  • Leadership involvement. Principal owners Joe Blatchford and Richard Campbell are personally involved in every deal to facilitate quicker decision making, and the duo handles major accounts such as Cedars-Sinai and Big 5 Sporting Goods.
  • Healthy business. One of its most recent deals saw Image 2000 close a sizeable contract with one of the largest health care providers in the nation, with more than 20 hospitals and 80 related facilities.
  • Corporate philanthropy. Image 2000 supports Big Brothers Big Sisters of America as well as the Wish Foundation in Santa Clarita, CA. The dealer provides the use of its house in Cabo San Lucas for charity auctions for organizations, including Glendale Adventist and the Boys and Girls Club.

Co-founders Joe Blatchford, CEO (left) and Richard Campbell, president

James Imaging Systems, Inc.
Brookfield, WI

Year Founded: 1977
President/Owner: Lola A. Tegeder (CEO), Tom Tegeder (president)
Number of Employees: 104
Primary Vendors: Toshiba, Konica Minolta, KIP, HP, Lexmark, OKI Data, Brother
Primary Solutions Offerings: DocuWare, ViaWorks, Objectif Lune, Nuance, Drivve, ScanPath, Re-Rite, PaperCut, PDF Pro, Google Cloud Print, eBridge, Page Scope
Primary Leasing Partners: GreatAmerica, US Bank, James Leasing LLC
Approximate Yearly Revenue: $20 to $25 million
Fastest-Growing Business Segments: Color imaging product sales (70%), MPS (50%), software solutions (65%)
Biggest Accomplishment of the Past Year: In the fall of 2017, James Imaging Systems acquired Ross Imaging of Sheboygan, WI, its fifth acquisition. The deal expanded its territory from southeast Wisconsin to encompass all of eastern Wisconsin.

Why We Consider James Imaging Systems Elite:

  • Lines of communication. James Imaging Systems utilizes a number of different channels to reach clients through their preferred method of communication. The dealer’s overarching goal is to help clients and prospects better understand how its products and document-software solutions can provide tangible results to help solve the critical issues its target market faces.
  • Generating success. The dealer has enjoyed success, particularly with large manufacturers, by streamlining its work processes, maintaining an eco-friendly environment, optimizing its print fleets and providing a true return on investment.
  • Enhanced workspace. James Imaging Systems underwent an expansion that will be of particular benefit to employees, providing larger and more-modernized work spaces, technology meeting rooms and an employee lounge that doubles as a collaborative meeting area.
  • Community caring. The dealer supports a number of worthwhile local charities and causes, among them the United Way of Greater Milwaukee, the Metropolitan Milwaukee Association of Commerce/Council of Small Business Executives, the Waukesha County Business Alliance, St. Anthony School of Milwaukee and Waukesha Rotary.

James Imaging Systems CEO Lola Tegeder (left) and Tom Tegeder are breaking ground for a corporate headquarters expansion in Brookfield, WI, which will double the footprint of the existing building

KDI Office Technology
Aston, PA

Year Founded: 1988
President/Owner: Rick Salcedo
Number of Employees: 165
Primary Vendors: Ricoh, Canon, Lexmark, NEC, Mitel, Digium
Primary Solutions Offerings: DocuWare, Square 9, Nuance, nddPrint, PaperCut
Primary Leasing Partners: DLL, TIAA Bank, Canon Finance
Approximate Yearly Revenue: $42 million
Fastest-Growing Business Segments: Managed IT, MPS, Backfile scanning
Biggest Accomplishment of the Past Year: The opening of a new KDI sales office in central New Jersey, its sixth location, and the hiring of 15 new sales reps and managers to represent that marketplace.

Why We Consider KDI Office Technology Elite:

  • Document scanning. Last year’s acquisition of ImageNet enabled KDI to offer complete document-scanning services. The dealer has grown this division of four to 16 people with the addition of document-preparation clerks, data-entry specialists, document-scanner operators and quality analysts. The net result for customers is gaining office space, boosting efficiency, eliminating risk, enhancing information security, increasing collaboration, improving customer service and being audit compliant.
  • Customer takedown. KDI secured a contract with a large K-12 customer, for which it saved thousands of dollars by addressing their unique challenges. The deal included Ricoh equipment and PaperCut workflow management and reporting software.
  • Brand bonanza. The dealer uses a pair of high-profile digital billboards that can seen on a couple of major highways in southern Philadelphia. The messaging promotes the city’s sports teams, particularly Eagles football during their march to the Super Bowl last season. KDI also shares the messaging through its five social media accounts, creating another level of brand awareness. Some of its posts have generated thousands of “likes,” and it fosters familiarity for those who haven’t done business with the firm previously.
  • Community philanthropy. KDI participates in the annual American Cancer Society’s Making Strides Against Breast Cancer Walk and holds various internal events, such as bowling “fun”draisers, throughout the year to help raise money. In 2018, the dealer hosted its inaugural Pink Ball Golf Tournament, with proceeds also benefitting Making Strides. KDI made a corporate donation of $20,000 and allocated many resources to put the event together.

Don Schatzman (left), president of sales for KDI Office Technology, and Rick Salcedo, president and CEO, celebrate the company’s inaugural Pink Ball Golf Outing, which raised more than $86,000 for Making Strides, which helps to fight breast cancer

Kelley Imaging Systems
Kent, WA

Year Founded: 1974
President/Owner: Aric Manion
Number of Employees: 201
Primary Vendors: Toshiba, Xerox, Pitney Bowes, KYOCERA, Lexmark, Muratec, Formax, OKI Data, HP, Brother, Konica Minolta, MUTOH, RISO, Xante
Primary Solutions Offerings: DocuWare, ABBYY, Datto, PaperCut, Adobe Lean Print, Treeno, GoldFax
Primary Leasing Partners: GreatAmerica, US Bank, Wells Fargo, LEAF, TIAA Bank
Approximate Yearly Revenue: $40 to $45 million
Fastest-Growing Business Segments: MPS, document management and capture, wide-format, hardware, mailing solutions
Biggest Accomplishment of the Past Year: Kelley Imaging Systems enjoyed overall growth of 25 percent during the past year, 65 percent of which was organic and 35 percent came via acquisition.

Why We Consider Kelley Imaging Systems Elite:

  • Marketplace edge. During 2018, Kelley invested in Hubspot’s inbound marketing solutions and revamped its website to assist in an overall inbound/outbound strategy for tracking leads, crafting email campaigns and developing a better understanding of site visitor’s interests and their vertical markets. Hubspot also ties into Kelley’s CRM system so that its sales staff has access to all of the analytics being tracked in in one area, helping them better understand their territories and manage their pipelines.
  • Contractual success. The dealer notched several large wins in the past year, including one with a significant national retailer worth more than $1 million in hardware. Another deal with a national engineering firm netted nearly $1 million, and Kelley scooped up a pair of wins with Oregon-based law firms.
  • Career growth. As a privately held firm, Kelley can offer significant career growth opportunities, and its aggressive growth strategy rewards top performers. Its family-friendly atmosphere is strengthened by company-wide events that generate camaraderie among employees. Perks include a President’s Club trip for top achievers throughout the company, as well as a monthly and quarterly employee-recognition program which offers financial bonuses.
  • Community caring. President Aric Manion serves on the board for the Economic Development Council of Seattle and King County, which promotes recruiting and sustaining business in King County. Additionally, he serves on the Team Seattle Guild supporting Seattle Children’s Hospital. Kelley also donates its time, money and resources to numerous local charities and organizations including the Tacoma Chamber of Commerce, Multi Service Centers, Compass Health, Kitsap Humane Society, Port Orchard Chamber, United Way and Harvest Howl.

Lake Business Products
Eastlake, OH

Year Founded: 1960
President/Owner: Theresa Cain
Number of Employees: 130
Primary Vendors: Canon, HP, MBM
Primary Solutions Offerings: Square 9, PaperCut, Canon, Continuum
Primary Leasing Partners: LBP Leasing, US Bank, Canon Finance
Approximate Yearly Revenue: $25 to $30 million
Fastest-Growing Business Segments: MNS, production print, software
Biggest Accomplishment of the Past Year: Lake Business Products became an HP Premier dealer, which has broadened its product marketing.

Why We Consider Lake Business Products Elite:

  • Network monitoring. The dealer partnered with Continuum to offer clients 24/7 network monitoring. This, in tandem with its status as an HP Premier dealer, has enabled Lake Business Products to better meet all of its clients’ business needs.
  • Partner friendly. In addition to offering the highest-quality equipment and unparalleled service, Lake Business Products boasts a complete package of hardware and software, along with in-house financing, making it an ideal partner for customers.
  • Exclusive company. During 2017, Lake Business Products was again named one of Canon’s App Dealers. This distinction is bestowed to only the 25 top dealers in the country. It has also been a Certified ATP Dealership for more than 25 years.
  • Giving spirit. Each year, Lake Business Products “adopts” a number of families each year around Christmas, providing gifts to those in need. The dealer also supports one of the most-respected children’s hospitals in the area. Many of the firm’s employees are involved in various local and national charities, and have raised thousands of dollars for cancer research.

Meritech, Inc.
Cleveland, OH

Year Founded: 1978
President/Owner: Dennis Bednar (CEO), Mary Ann Bednar (president)
Number of Employees: 150
Primary Vendors: KYOCERA, Ricoh, Konica Minolta, Sharp, Muratec, HP
Primary Solutions Offerings: CloudRoute, WAN Dynamics, Dell, PaperCut, Objectif Lune, Barracuda, Continuum, Auvik, Cisco, WatchGuard, SolarWinds, Veeam, ConnectWise, Rapidfire, KYOCERA, Microsoft, Spectrum, AT&T, Everstream, Intellisys, Easton, PSIGEN
Primary Leasing Partners: US Bank, DLL, Wells Fargo
Approximate Yearly Revenue: $30 million
Fastest-Growing Business Segments: Managed IT (118%), energy solutions (180%)
Biggest Accomplishment of the Past Year: Meritech acquired American Copy Equipment and became northeast Ohio’s largest independent office technology provider.

Why We Consider Meritech Elite:

  • Disruptive behavior. Meritech implemented a business process optimization strategy that has enabled it to take a consultative approach to helping businesses. This is accomplished through identifying and eliminating redundancies, streamlining workflows, improving communication, and mapping out/forecasting changes. The ultimate goal is to deliver a total solution and action plan to clients.
  • Healthy business. Perhaps the biggest coup for Meritech was securing the business of one of the largest health care providers in the Ohio/Illinois region. This includes support of 85 primary and specialty locations, as well as more than 1,000 employees.
  • Employee growth. CEO Dennis Bednor takes the time to get to know every employee and their role within the company. The dealer also leverages its Culture Club, an internal marketing tool that highlights special events in each employee’s life and career (birthdays, anniversaries, children news). Each month, employees vote on a Most Valuable Player award to celebrate individual success.
  • Helping hands. Meritech offers support for a variety of causes in the northeast Ohio area, including Taste of Hope/Cornerstone of Hope, which supports children, teens and adults through the loss of a loved one. An employee food drive provides Thanksgiving meals through the Cleveland Food Bank, and employees donate their time to serve thousands of warms meals at the East Cleveland Salvation Army on Christmas, along with the Team Cribbs Foundation.

Meritech’s leadership team (from left): Ken Vanden Haute, vice president of sales; Mary Ann Bednar, president; and Dennis Bednar, CEO

Modern Office Methods (MOM)
Cincinnati, OH

Year Founded: 1957
President/Owner: Kevin McCarthy
Number of Employees: 224
Primary Vendors: Ricoh, Lanier, Canon, HP
Primary Solutions Offerings: MPS, document management, managed IT services, mobile workforce and cloud printing, environmental, document capture, cost recovery and security software, electronic forms
Primary Leasing Partners: US Bank, Wells Fargo, DLL
Approximate Yearly Revenue: $45+ million
Fastest-Growing Business Segments: MPS, production business, MNS
Biggest Accomplishment of the Past Year: Once again, Modern Office Methods was named a Ricoh RFG Circle of Excellence Dealership. The certification helps to illustrate its commitment to the best service, supplies and updates to current and prospective Ricoh clients.

Why We Consider Modern Office Methods Elite:

  • Improved website. The dealer refreshed its site, allowing MOM to better engage with its target audience. The site improves the user experience with a more simplified and convenient support experience, access to an online help desk, online ordering, IT support and other features.
  • Campaign trail. MOM incorporated a new email marketing platform that integrates with its SalesForce CRM, letting MOM push out 60 targeted email campaigns to more than 43,000 contacts since March 2017.
  • Continued growth. In addition to acquiring a dealership in Zanesville, OH, MOM opened new locations in Bellefontaine and Mansfield, OH. The Mansfield location is a major addition to its Ohio footprint and will help expand services to clients in that region.
  • Healthy employees. MOM has developed programs to promote employee wellness, including the Live Well–Work Well wellness committee, which has implemented a number of initiatives, including a contest that helped employees track five major health-related activities: sleep, exercise, fruits/vegetables, water and gratitude. The contest generated positive wellness conversations in the office and increased coworker appreciation. Wellness committee members also stock all of MOM’s branches with healthy and affordable

Nauticon Office Solutions
Gaithersburg, MD

Year Founded: 1997
President/Owner: Tom Cunningham (owner), Gary Sockel (president), Carter Hertzberg (COO)
Number of Employees: 100
Primary Vendors: Toshiba, Xerox, Lexmark
Primary Solutions Offerings: PaperCut, Drivve, Square 9
Primary Leasing Partners: DLL, Xerox Financial Services, GreatAmerica, TIAA Bank
Approximate Yearly Revenue: $20 to $25 million
Fastest-Growing Business Segments: MFP/hardware (20%), net new business YTD (38%)
Biggest Accomplishment of the Past Year: Nauticon Office Solutions continues to make the health and well-being of underprivileged youth in the community a priority, providing daily lunches.

Why We Consider Nauticon Office Solutions Elite:

  • Community awareness. In addition to furnishing lunches for needy children, Nauticon Office Solutions sponsors events including the YMCA’s ThingAMaJig Invention Convention. The dealer provides resources to send underprivileged girls to the Girl Scouts of America summer camp, while its employees donate time to non-profit organizations.
  • Mark of excellence. Nauticon has achieved a 94 percent Net Promoter Score year-to-date in the BEI program. The dealer has also experienced a spike in net-new business, with a 38 percent increase.
  • Top honors. Among the awards bestowed upon Nauticon Office Solutions are the Toshiba Eastern Market Leadership Award, the BEI Service Excellence Award, ProMasters Elite Service Award and GreatAmerica’s Dealer of Distinction honor.
  • Employee friendly. The staff at Nauticon Office Solutions can keep in shape, courtesy of a full gymnasium. The dealership provides a catered breakfast and lunch, while also promoting a positive environment in which its employees can thrive. This includes providing autonomy, allowing workers to take ownership of their projects.

Nauticon Office Solutions’ executive team (from left): Paymun Dashti, Vinh Phan, Janet Hernandez, Charles Brison and Mike Merritt

NBM, Inc.
Burlington, MA

Year Founded: 1985
President/Owner: William Tracia
Number of Employees: 75
Primary Vendors: Sharp, Ricoh, Konica Minolta, KIP, Lexmark, FP Mailing, OKI Data, HP
Primary Solutions Offerings: INFODYNAMICS, GoldFax, PaperCut, ImageSilo, Nuance
Primary Leasing Partners: CIT, LEAF, DLL, GreatAmerica
Approximate Yearly Revenue: $23 million
Fastest-Growing Business Segments: Managed IT, mailing, solutions
Biggest Accomplishment of the Past Year: Ricoh’s decision to exit the SMB market as a direct sales and service organization left a significant opening for a strong independent dealer in Massachusetts and New Hampshire. NBM added Ricoh to its hardware roster and became an authorized dealer.

Why We Consider NBM Elite:

  • Old-school marketing. In an effort to gather more eyeballs and mindshare, NBM reverted to a marketing channel it hadn’t used in quite some time—the billboard—which has produced some success. The dealer’s main marketing weapon of choice is email.
  • Speaking their language. NBM feels one of its biggest selling points is the ability to engage customers on different levels, from MFPs to wide-format, managed IT, MPS, digital displays and mailing solutions. The dealer’s market is flooded by manufacturer direct branches, thus the product and service offerings available to the SMB clients are limited.
  • Seizing an opportunity. NBM was able to supplant a manufacturer as provider of choice for a small college in Boston, where the dealer installed 18 new Sharp color MFPs.
  • Added perks. One of the reasons employees have grown to love NBM is its calendar of fun events, from the President’s Dinner to the summer kickoff bash and the annual holiday party. A new policy enables all employees to take a half-day off every other Friday, which has proven popular among administrative and service employees.

NBM employees show their support for the New England Patriots

New England Copy Specialists
Woburn, MA

Year Founded: 1965
President/Owner: Charles Tiernan
Number of Employees: 110
Primary Vendors: Canon, HP, Konica Minolta
Primary Solutions Offerings: Canon, PaperCut, Therefore, Digitech Systems
Primary Leasing Partners: US Bank, Canon Finance
Approximate Yearly Revenue: $30 to $35 million
Fastest-Growing Business Segments: MPS
Biggest Accomplishment of the Past Year: After a thorough vetting process to ensure it was the right fit for customers, NECS transitioned from Samsung to HP in late 2017. The dealer has already been recognized by HP as a premier partner, with an invitation to take part in the OEM’s A3 Leaders Club.

Why We Consider NECS Elite:

  • Total solutions. The NECS team works with clients to craft a program that enhances their business operations. This generally consists of a combination of hardware, software and managed services that unifies business processes under one umbrella. Customers value having one vendor to accommodate the majority of their needs.
  • Online purchasing. NECS is in the process of incorporating an e-commerce platform into its website to enhance the customer experience. The site will enable visitors to get product information, initiate quotes and purchase items including laptop computers, scanners and select MFPs. The platform will keep NECS in line with the expectations of its customer and prospect base.
  • Contractual success. The dealer was able to procure a contract with a national pharmaceutical company that required hardware and managed services for its facilities across the country. NECS was able to deliver the hardware to client’s headquarters in a matter of days and integrate approximately 300 of the MFDs nationwide with software that allows for automatic indexing of scanned files.
  • Satisfied employees. NECS’ culture has produced a staff with an average tenure of 15 years across all departments. Its annual President’s Club trip and work-at-home opportunities are among its perks, and top-performing employees often treated to dinners, weekend getaways and Red Sox baseball tickets behind home plate.

Charles Tiernan, founder and president

OneDOC Managed Print Services LLC
Oklahoma City, OK

Kevin Morris

Year Founded: 2009
President/Owner: Kevin Morris
Number of Employees: 21
Primary Vendors: Brother, HP, Konica Minolta, Xerox
Primary Solutions Offerings: Intellinetics, PaperCut
Primary Leasing Partners: DLL, TIA Bank, GreatAmerica
Approximate Yearly Revenue: $25 million
Fastest-Growing Business Segments: MPS (30%)
Biggest Accomplishment of the Past Year: OneDOC reached the $25 million revenue mark in only its ninth year of operation.

Why We Consider OneDOC Managed Print Services Elite:

  • MPS challenge. Seeking to extend its reach, OneDOC put together a radio advertisement that challenged listeners who were currently engaged in MPS services with another provider. The ad asked them to contact OneDOC if the incumbent vendor didn’t provide a set of stated metrics that represents what a true MPS partner should provide. It struck a chord with listeners, and OneDOC wrote a significant amount of business as a result.
  • Points of differentiation. The company follows the motto of putting the “M” in managed print services. While many companies sell copiers and printers on a cost-per-page basis and term it MPS, OneDOC believes it takes a more expansive offering in order to truly provide a meaningful program.
  • Employee autonomy. OneDOC encourages its employees to take ownership of their work in dealing with customers. The firm also stakes the claim of having one of the highest-paid workforces in the industry, backed by unlimited vacation time.
  • Philanthropy. Among the organizations supported by OneDOC Managed Print Services are the American Diabetes Association, the American Heart Association and the United Way.

Portage, WI

Year Founded: 1945
President/Owner: Mike Steinhoff
Number of Employees: 95
Primary Vendors: Sharp, KYOCERA, Xerox
Primary Solutions Offerings: PaperCut, Square 9, Drivve
Primary Leasing Partners: GreatAmerica
Approximate Yearly Revenue: $20 million
Fastest-Growing Business Segments: MPS (249%)
Biggest Accomplishment of the Past Year: The continued growth of the dealer’s charitable foundation, Rhyme Time, has enabled it to expand contributions to people and organizations in need. Rhyme has raised more than $150,000 towards scholarships for students afflicted with cancer.

Why We Consider Rhyme Elite:

  • Digital marketing. The dealer has focused much of its efforts on the digital space, optimizing its website through SEO, SEM and content marketing via its technology blog. This has enabled Rhyme to generate many new leads through its site.
  • Scoring points. Rhyme recently became the official office-supply partner for the Wisconsin Herd, the NBA G League basketball affiliate of the Milwaukee Bucks. And by partnering with an Oshkosh, WI-based sports team, Rhyme solidified its roots in the market.
  • Besting the competition. One of Rhyme’s most significant contract wins in 2017 was an MPS deal that consisted of 250 devices, which the company won over a number of international vendors.
  • Top performances. The dealer’s service department was recognized by BEI Services with the Gold-level Service Excellence Award. Rhyme also had 10 technicians honored with either Gold- or Platinum-Level service performance. Vendors also honored Rhyme for reaching sales plateaus, while clients and charitable organizations have cited the company for their exemplary work. Additionally, Rhyme donates its expertise and resources every year to local non-profits that can’t afford to upgrade office equipment, software or IT infrastructure.

Smile Business Products
Sacramento, CA

Year Founded: 1997
President/Owner: Joe Reeves
Number of Employees: 133
Primary Vendors: Sharp, Lexmark, Fujitsu, Panasonic, Muratec, Samsung, Epson, Dell, Datto
Primary Solutions Offerings: Square 9, DocuWare, Drivve, PaperCut, Microsoft, IT Glue, N-Able, Warranty Master, Open DNS, MXToolbox
Primary Leasing Partners: GreatAmerica, DLL
Approximate Yearly Revenue: $25 to $30 million
Fastest-Growing Business Segments: MFP placements (25-30%)
Biggest Accomplishment of the Past Year: Employees invested many hours on the bid process that enabled Smile Business Products to reclaim the State of California contract.

Why We Consider Smile Business Products Elite:

  • Online advertising. During the past year, Smile invested in Google advertising, which is driving more traffic to its website. The dealer has also partnered with Amplify and rolled out a blog series incorporating all of its services.
  • No California dreaming. Even as the incumbent provider, Smile went through an extremely complex bid process. It used aggressive pricing and its relationship with Sharp to top a number of fierce competitors, securing the contract valued at $50 million.
  • Industry honors. Smile has received the Hyakuman Kai Elite Dealer Award for Outstanding Achievement for the past 20 years. To honor the dealer on its 20th anniversary, Sharp presented Smile with the Professional Excellence, Commitment to Customer Service and Leadership in the Community awards. Smile has received the Platinum Level Service Award from Sharp for the past four years, and the Innovative Dealer Award in 2016.
  • Community caring. The dealer has donated copiers, printers and even its retired service cars and trucks to the Sacramento Food Bank and Family Services. Smile also annually sponsors the Safe & Super Halloween at Fairytale Town in Sacramento. This year, Smile is supporting their new Story Center Technology Corner, providing the Sharp interactive white board. The company also sponsors the Monterey County Natividad Medical Center’s Pediatrics Holiday Toy Drive.

Joe Reeves, CEO of Smile Business Products

Standard Office Systems
Duluth, GA

Year Founded: 1964
President/Owner: Bryan Ammons
Number of Employees: 116
Primary Vendors: Canon, Sharp, KYOCERA, KIP, HP, Sophos, Datto
Primary Solutions Offerings: PrintVantage, Canon, Sentryfile, PaperCut, Sepialine, Nuance, Sharp
Primary Leasing Partners: Internal leasing
Approximate Yearly Revenue: $34 million
Fastest-Growing Business Segments: Managed services (30%)
Biggest Accomplishment of the Past Year: In 2017 and 2018, Standard Office Systems was named to the Best Places to Work list by the Atlanta Business Chronicle. This places the dealer in the top 20 businesses within its classification.

Why We Consider Standard Office Systems Elite:

  • Customer flexibility. Standard Office Systems provides a variety of product lines and a true in-house leasing option. Its managed services and business phone systems allow it to be the single vendor of choice for clients. This simplifies vendor management, and allows the dealer to seamlessly integrate all of a company’s office technology, providing more efficiency and effectiveness.
  • Biggest takedown. During the past year, Standard Office Systems procured a contract with a major educational institution valued at approximately $788,000.
  • Opening its doors. Standard Office Systems relies on hosted events to bolster its marketing efforts, including themed VIP tours at its headquarters and bi-annual Open House events that target specific markets. In this manner, the dealer can customize events into experiences crafted to meet clients’ specific needs.
  • Ideal working environment. In order to foster a team environment, Standard Office Systems hosts departmental outings, including bowling, golf and sporting events, in addition to company-wide cookouts and parties. Cross-departmental unity is created by having departments share in team meetings with other branches of the operation.

Stargel Office Solutions
Houston, TX

Year Founded: 1987
President/Owner: Jack Stargel
Number of Employees: 101
Primary Vendors: Toshiba, HP, Lexmark, Océ, KIP, MBM
Primary Solutions Offerings: DocuWare, PaperCut, Drivve, Nuance, FlashGrade, PrinterLogic, Datto
Primary Leasing Partners: GreatAmerica, Wells Fargo
Approximate Yearly Revenue: $20 to $25 million
Fastest-Growing Business Segments: MNS, MPS
Biggest Accomplishment of the Past Year: Stargel Office Solutions hosted a major Open House at Minute Maid Park in May, with more than 500 guests from 230 companies enjoying catered food, beverages and thousands of dollars’ worth of raffle prizes.

Why We Consider Stargel Office Solutions Elite:

  • Marketing prowess. The dealer hired its first dedicated marketing professional, with a strategy to rejuvenate the corporate website and marketing collateral while increasing brand awareness. Stargel Office Solutions has also enhanced its social media presence and mobilized an inbound marketing strategy.
  • Customer coup. Stargel Office Solutions closed a managed print services deal, including more than 5,000 printers, with a large health care provider.
  • Points of differentiation. The dealer boasts four unique selling points that set the company apart from competitors. It provides live support, dispatch and reception, all without the use of contractors (including delivery), and houses more than $1 million in its parts and supplies inventory. It has a package of core values: honesty, integrity, a customer-first mentality, professionalism, staying competitive and being passionate. Lastly, its Stargel Guarantee ensures techs will be on site and repairing a client’s MFP within three hours or the service bill for the month is free.
  • Answering the call. Stargel Office Solutions created a Stargel Gives Back program following Hurricane Harvey. The dealer distributed more than 20,000 pairs of socks to a number of relief centers, while President Jack Stargel started an internal fundraiser for employees directly impacted by the storm. In addition to employee donations, the company more than matched the contributions. The dealer also supports many non-profit organizations, a list that includes the Alzheimer’s Foundation, American Cancer Society, American Heart Association, Crime Stoppers, Epilepsy Foundation, Houston SPCA and Juvenile Diabetes Research Foundation.

The executive team at Stargel Office Solutions (from left): From left: TJ DeBello, vice president of sales; Rhonda Stagg, vice president of finance and administration; Jack Stargel, owner and president; Tyson Stargel, owner and vice president; Slade Stargel, owner and sales manager; and David Redd, vice president of service

Topp Business Solutions
Scranton, PA

Paul Falzett, CEO

Chris Falzett, president

Year Founded: 1957
President/Owner: Paul Falzett (CEO), Chris Falzett (president)
Number of Employees: 100
Primary Vendors: Ricoh, Canon, Konica Minolta, HP
Primary Solutions Offerings: Laserfiche, PaperCut, Canon, EFI, Microsoft, Dolbey Systems, FTR
Primary Leasing Partners: DLL, Wells Fargo, US Bank
Approximate Yearly Revenue: $20+ million
Fastest-Growing Business Segments: MPS, IT services, document services
Biggest Accomplishment of the Past Year: Topp Business Solutions scored double-digit growth in managed print services, document services, managed IT and production print.

Why We Consider Topp Business Solutions Elite:

  • MPS marvels. The dealer has elevated tailoring its managed print services to an art form. Its willingness to implement billing mechanisms that meet client needs, while providing overall support of the agreements, made MPS a significant growth area for Topp during 2018.
  • Key wins. Four major contract deals stood out as highlights for Topp this year. They include document management for a large regional airport, a multi-state MPS deal that included 300-plus units, a large CRD competitive takeover with production printing equipment, and medical records management/fulfillment through its IT services division.
  • Recognitions. Among the awards Topp Business Solutions has received in the last three years are the Ricoh Circle of Excellence and National Dealer Service Council, along with the Canon Golden Eagle Award. In 2018, the dealer was honored with the Mighty Oak Award for its local philanthropic endeavors.
  • Giving back. During the course of the year, Topp Business Solutions donated between $150,000 and $200,000 to various causes. It employees and owners are active in local civic groups, and the company provides holiday meals for three local organizations.

Usherwood Office Technology
Syracuse, NY

Louis Usherwood

Year Founded: 1976
President/Owner: Louis Usherwood
Number of Employees: 162
Primary Vendors: Canon, Xerox, Microsoft, Cisco, Polycom, Milestone, Axis, HP, Samsung, HP
Primary Solutions Offerings: Square 9, Milestone, Skype, Hypersign, Microsoft, Polycom
Primary Leasing Partners: US Bank, GreatAmerica, Canon Finance
Approximate Yearly Revenue: $30 million
Fastest-Growing Business Segments: Managed IT (38%), video conferencing (28%), security/surveillance (18%)
Biggest Accomplishment of the Past Year: The dealer surpassed the $30 million in revenue plateau for the first time in its history.

Why We Consider Usherwood Office Technology Elite:

  • Client journey. Usherwood Office Technology features an Odyssey Process that takes clients from consultation to completion through a five-year technology roadmap. This seven-step process guarantees predictable outcomes of value to both the dealer and the customer.
  • Healthy business. The dealer procured a deal with an assisted-living community and hospital, which included more than 170 print engines tied together at the server level with Canon uniFLOW and a card system for accessing MFPs, printers and doors.
  • Kudos. The dealer was named a Canon Advanced Partner for the fourth year in a row. It was recognized by Xerox as its Fastest Growing Dealer in the United States. Usherwood ranked third on the Best Places to Work in Central New York and was named Fastest Growing Family Business in Central New York.
  • Employee development. Usherwood cultivates an environment that allows for individual and professional growth. The dealer always seeks to hire from within for management opportunities that arise. Employees are also incented for various accomplishments, including raises for certifications in the IT field.

Woodhull, LLC
Springboro, OH

Year Founded: 2000
President/Owner: Susie Woodhull
Number of Employees: 70
Primary Vendors: Ricoh
Primary Solutions Offerings: Nuance, Square 9, PaperCut, RightFax
Primary Leasing Partners: US Bank, GreatAmerica, Wells Fargo
Approximate Yearly Revenue: $21.8 million
Fastest-Growing Business Segments: Software solutions (25%), digital imaging, production print
Biggest Accomplishment of the Past Year: The dealer improved its Net Promoter Score to an all-time high of 94 percent. Woodhull is also on a five-month hardware revenue streak, exceeding $1 million per month across verticals including health care, education and manufacturing.

Why We Consider Woodhull Elite:

  • Marketing success. The dealer offers information sessions for customers and prospects at its headquarters so they can garner more insight into Woodhull’s technology track. Woodhull also hosts an annual Customer Appreciation event at Great American Ball Park, home of the Cincinnati Reds.
  • Contract score. Woodhull nailed down an agreement with a local health care provider, a hardware and software pact valued at $1 million.
  • Industry appreciations. Woodhull has now garnered Elite Dealer honors for the 18th consecutive year. Other honors in 2018 include Ricoh’s Highest Revenue in Digital Imaging Solutions, and Ricoh’s Service Excellence Award for the fifth straight year. The Dayton Business Journal cited the dealer as a Top 100 company, Top 25 Woman-owned company and Fastest Growing company.
  • Civic support. Woodhull sponsors the GEM City Jam Golf Outing that benefits the local Children’s Hospital, and has sponsored the Muse Machine since 2002, which benefits local youth in accessing the arts. Owner Susie Woodhull is a director on the board of ThinkTV, and a 17-year board sponsor for Public Television’s Great TV Auction.

XMC, Inc.
Memphis, TN

Year Founded: 1991
President/Owner: Sean Seward
Number of Employees: 90
Primary Vendors: Xerox, HP, FP Mailing
Primary Solutions Offerings: Square 9, PaperCut, Nuance
Primary Leasing Partners: GreatAmerica, Xerox Financial Services
Approximate Yearly Revenue: $20 to $25 million
Fastest-Growing Business Segments: Production, MPS, app workflows, managed services
Biggest Accomplishment of the Past Year: XMC joined the Visual Edge Technology strategy, enabling the dealer to accelerate its growth strategy through organic investment and strategic acquisitions. The deal also enables XMC to leverage a national network of dealers.

Why We Consider XMC Elite:

  • Social selling. During 2018, the leader implemented a social selling class for select sales reps to increase awareness of the importance of leveraging social channels, ultimately driving new discussions that open the door to incremental revenue opportunities.
  • Going off-click. XMC rolled out an optional MPS agreement for customers unwilling to commit to a per-click charge. As part of the deal, customers must purchase their supplies from XMC, and in return the dealer provides labor support on all eligible devices. This has helped onboard many clients who were not interested in a long-term contract. Within the first 12 months, however, customers invariably opt for a full-service MPS contract.
  • Client success. XMC secured a deal with a large finance institution that entailed 200 net-new units and more than 600 managed devices. The approach helped differentiate XMC from other competitors who were relying on price-led proposals.
  • Helping hands. Each year, XMC partners with the Make-A-Wish Foundation to make a child’s dream become reality. Locally, the company donates money and canned food from each of its eight branches to local food banks. Each branch also does its share to help the Salvation Army with donations of clothing, furniture and household items. XMC also supports the American Heart Association, Coats for Kids and the American Cancer Society.

Employees of XMC get into the spirit of Halloween

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