Early in his career, Michael Conklin was sitting in his office when the owner of the company strolled in, toting two images. One was a picture of a medieval-period stone castle, the other an image of a pristine sandcastle. Conklin watched curiously as the owner taped both to a whiteboard.
“Which are you going to build?” the boss inquired, referring to Conklin’s database. “One is going to look great and it takes skill, but only lasts for so long. The other will take time, hold fast and stay strong for years and years to come.”
Conklin cracked a smile, replying “I want the stone.” The boss returned the grin and walked out without another word.
“So that’s what I built. The lesson was learned,” said Conklin, a 2026 ENX Magazine Difference Maker. “I’ve taken some bumps and bruises over time keeping it up, but I keep it intact. I patch it up when needed and I add to it when I can. That castle, my database, is the single most important element of my career.”
While he currently serves as director of sales for MTS Office Systems, Conklin’s background is a delightful smorgasbord of both the creative and entrepreneurial. His go-getter skills trace back to age 12, when he hustled lawn-mowing and snow-shoveling gigs. But starting at age 14, he appeared destined to be a restaurateur, working his way up in the kitchen to eventually become a sous chef—an experience that revealed the importance of training and effective management.
Conklin pivoted at age 26 and earned a degree in media arts from the University of South Carolina, majoring in film production and minoring in film history while graduating Magna Cum Laude. While working in the film industry, fatherhood paid him a visit. That reset led to Conklin becoming the operator of an audio-visual company, where he cultivated strong relationships with numerous hotels along with Texas Motor Speedway, among others. His introduction to the copier world came during this time as he partnered with local vendors to provide rentals to clients for makeshift offices.
His own harshest critic, Conklin wish he’d been able to exercise more focus and patience during his formative years through about age 30. “I’ve always been a hard worker and prided myself on doing a job correctly and to the best of my abilities,” he said. “But it was always about experiencing as much as I can, as fast as I can. It wasn’t about focusing on one thing and becoming the best. I would learn something, get really good, and then move on to the next shiny new thing before I could become great at something.
“There are times that I wish the younger me had stuck to one path and stayed the course rather than jumping the log and running through the woods. Of course, if I did that, I probably wouldn’t be in copier sales, which is where I found focus and patience.”
Conklin returned to South Carolina in 2007 to resume work in film production, but the Great Recession hit the field hard and he took a sales position with G5, selling copiers. An 11-year stint there led to the MTS Office opportunity. He credits G5 owner Gary Gerack with being “a mentor, friend and one of the craziest individuals I’ve ever met in my life.” He gave Conklin a wide berth, allowing him to fail, but Gerack also wouldn’t hesitate to knock him down a notch when needed.
Sadly, Gerack passed away in 2018, but Conklin will always treasure his friendship and guidance. “He gave me a chance and provided me with a path to succeed in this industry,” Conklin said. “He showed me the way but never told me what to do. After 17-plus years, I am eternally grateful for the knowledge that he shared about copiers, the industry and life.”
Throughout the years, Conklin has appreciated the value of prioritizing clients and team members. He loves to make a difference in the days of others whenever the opportunity presents itself.
“It’s watching a new sales reps get a win,” he said. “It’s presenting a solution that enhances a church admin’s daily job. It’s helping a prospect that isn’t going to be your client for the next three years, but you walk them through an issue that they didn’t understand, which their current copier rep was ignoring. Selfishly, I can say I did that; I helped teach that individual how to do that. Even if for just one simple task, I helped make a difference.”
Conklin and his wife, Erika, have been married 27 years and have two boys in college (he coached them in sports and helped guide them in Boy Scouts). Their family also consists of a hundred-pound mastiff/shepherd mix, a Siamese cat, and an old-but-wise, show-jumping horse. The happy couple enjoy traveling, taking Jeep rides and experiencing new places.
Their passions are many; they collect art and antiques, while he reacquires toys from his childhood (he has a room dedicated to his favorite things). He’s still a film buff. Whether it’s summer days at the pool, spring and fall nights at the fire pit, or spending time indoors watching college football or English Premier Football, Conklin has a zest for life.
“Golf is fun, but I would rather walk an art gallery or a flea market to gather that next great find,” he added. “I am a beer drinker, but I love an Oregon Pinot Noir, an extra dirty Martini or a smoked Old Fashioned. That’s pretty much me in a nutshell.”
As to be expected of a hardcore collector, Conklin still has those two castle images.
The high school version of me wanted to be an: artist
Interesting fact about you: I was a skater punk in the 80’s
Celebrities you have met: I’ve met a lot over the years working in film & television – actors, athletes, and musicians.
Favorite book or movie: Star Wars 1977 theatrical version
Favorite food: Tomahawk ribeye and baked potato
Person you’d most like to meet: Thomas Edison
Dream vacation destination: New Zealand
Any special talents: Incredible cook
Guilty pleasure: Slurpees
Most prized possession: My wedding ring, of course, but other than that, my art collection.
