When author George Bernard Shaw uttered the famous quip, “Those who can, do; those who can’t, teach,” the implication was that teachers lack the practical skills of people who expertly ply their craft. Todd Johnson, for one, has demonstrated over time that this broad generalization can often be woefully inaccurate.
Johnson has been on both sides of the business spectrum as a consultant for dealers and as one of the architects behind the Global Imaging Systems roll-up dynasty. For the last 15-plus years, he has played a cornerstone role at Strategic Business Associates, helping dealers find their best operational/profitable selves. The consultancy’s benchmarking model is viewed as gospel within the office dealer ecosystem, and their growth strategies have enabled countless firms to gain more clarity and scale successfully.
The back of Johnson’s baseball card lends more than a little credibility to his teaching credentials. In 13 years with Global, where he served in several roles culminating with senior vice president of acquisition, he orchestrated more than 80 acquisitions. Having pored over countless P&L statements, Johnson developed a grasp on performance standards that few could match. But he never expected to sell Global, and when a deal was struck with Xerox in 2007, he found it strange to be on the other side of the M&A table.
“As a publicly traded company, I never even considered someone buying us,” said Johnson, a 2026 ENX Magazine Difference Maker. “I was so set in my mind that I was against it at first. Ultimately, we did do it, and I was able to realize the benefit of all the hard work. That transition changed my life. Looking back, I see how easy it is to get lost in the race, forgetting why you are racing in the first place.”
His journey began in the early 1990s, working with his father, an established consultant. Johnson witnessed firsthand the predictability and effectiveness of a proven operating model. The ability to drive meaningful, measurable improvements for dealer clients remains one of the most rewarding aspects of his career.
When a private equity firm approached Johnson with the roll-up concept, it was the catalyst for a career-defining experience. “That was how we started Global Imaging Systems, using our model to improve the companies,” he noted. “It worked like magic and we never looked back. I continue to champion that operating model to this day, consulting just as my father was at the beginning.”
Having a taste for bold adventures is not surprising, considering the Penn State graduate served in the U.S. Marine Corps. It was during his time at Global that he met Ray Schilling, an industry sensei who effectively provided a master class in being a relentless worker. The experience helped shift Johnson into a higher gear.
“Aside from my father, there is no person I have learned more from than Ray,” he said. “He was also one of the hardest workers I have ever met, and I was a Marine. No matter how hard I worked, Ray worked harder. He really set the bar and pushed me to be better.”
These days, Johnson and his tag-team partner at Strategic Business Associates, John Hey, can be found at industry events where the Johnson-Hey benchmarking model remains the standard. The firm offers leadership and management training, organizational evaluation, growth and profit strategies. Johnson also quarterbacks the BTA finance seminars. He’s always striving to strike an equitable work-life balance, but he finds the business irresistible, so it’s a work in progress.
On the home front, Johnson has been married for nearly 40 years, and the happy couple have two grown sons. His home office is tucked inside “a very rural” 15 acres, and includes two horses, two Great Danes and six rabbits. Johnson’s also a Corvette aficionado, with a collection of six cars.
“All that boils down to lots of work to be done each weekend,” he added.
The high school version of me wanted to be: The career counselor test resulted in two options: actuary or clown (for real).
Interesting fact about you: I was an air traffic controller.
Celebrities you have met: Mike Riordan (LOL)
Favorite book or movie: Star Wars and Game of Thrones
Guilty pleasure: Chocolate and whiskey, just not at the same time.
