![\"\"](\"https:\/\/www.enxmag.com\/twii\/wp-content\/uploads\/2024\/07\/LDI-Logo.jpg\"){kind=logo}
<\/figure><\/div>\n\n\n\nIf there was ever a rallying cry for the office technology ecosystem, it\u2019s that disclaimer. It also stands as a stark reminder for any business that believes the roots of its laurels can withstand any headwinds of change. Brian Gertler knows this simply isn\u2019t true. The senior vice president and partner at LDI Connect\u2014a multi-faceted, comprehensive technology provider based in Jericho, New York\u2014takes nothing for granted, including the significant success the company has achieved in its 25 years of operation. To progress is to evolve, and the recognition of this is step one toward actualization.<\/p>\n\n\n\n
\u201cWe have a number of individuals in leadership here who recognize that there are no guarantees going forward,\u201d Gertler observed. \u201cThe opportunities to make progress are so enormous, it\u2019s enough to propel us out of bed every morning to make a difference.\u201d<\/p>\n\n\n\n These difference-makers at the highest branch of the LDI Connect tree are Jerry Blaine and Paul Schwartz. Blaine, the president, CEO and co-founder, has been in the business for 50 years with a trail that winds through Saxon Business and Leslie Copiers, a buyout via DANKA and a rebirth as Leslie Digital Imaging (LDI) and Color ToolBox. Schwartz, the COO, executive vice president and co-founder\u2014not to mention Blaine\u2019s partner in crime for decades\u2014cut his teeth in Canon U.S.A.\u2019s marketing department in the early \u201980s before hopping aboard the Leslie train.<\/p>\n\n\n\n The duo, joined by Gertler roughly a year later, tapped the reset button on Leslie in 1999 with zero sales. However, it fostered mounds of connections with manufacturers and industry stalwarts who came aboard and quickly helped provide the scale that, today, sees the company supported by a cast of 300-plus team members.<\/p>\n\n\n\n Indefinable Quality<\/strong><\/p>\n\n\n\n \u201cThere\u2019s a certain je ne sais quoi that comes with starting a company from scratch,\u201d Blaine said. \u201cIt\u2019s like having a child in a way. It really becomes a very integral part of your entire life.\u201d<\/p>\n\n\n\n Weaving and bobbing their way through 9\/11, the Great Recession and the pandemic, LDI\u2019s owner partners recognized that value in embracing a forward-looking approach. In early 2022, the company rechristened from LDI Color ToolBox to LDI Connect in a nod to its six-spoke value proposition hub of print, document management, managed IT, cloud services, Pro AV and security solutions. The dealer currently enjoys the best-of-breed offerings from Canon, Sharp, Xerox, HP, Toshiba and a host of other product and service partners.<\/p>\n\n\n\n \u201cBeing an independent dealer with some level of stature enables us to do things that are probably not as easily accomplished by other dealers,\u201d Gertler noted. \u201cWe get to pick and choose, so when our clients need a very specific solution, we can harvest the best parts of the more than 80 logos we currently represent to come up with a really good solution for them.\u201d<\/p>\n\n\n\n In addition to its Long Island headquarters, LDI Connect has an office in Times Square Plaza in the Big Apple; Cranbury and Parsippany, New Jersey; Shelton, Connecticut and Burbank, California. Counting interterritorial relationships, only about 25% of the population is outside the dealer\u2019s direct service region. From a client standpoint, LDI covers a lion\u2019s share of verticals including AEC, health care, government, finance and education, with a strong concentration of legal and entertainment clients.<\/p>\n\n\n\n The Relaunch<\/strong><\/p>\n\n\n\n A brief historical primer adds perspective on the dealer\u2019s journey. When the founders were establishing that initial identity, it was suggested by Schwartz that LDI embrace a digital-only philosophy, eschewing analog completely (something of a risk, as analog was cheaper). A second pillar was to provide clients with education on the applications LDI offered with an eye toward creating long-term relationships. The third focal point was to cultivate business with enterprise-type clients\u2014those already on board with the digital approach\u2014that could allow LDI to build and add to a service distribution network.<\/p>\n\n\n\n The other half of the LDI house (Color ToolBox) was fashioned to leverage the rich opportunities in the color market, namely in the NYC (at first) with the advertising and graphic arts agencies. That brought additional focus to production print and finishing options for the most robust graphical output. It proved to be a lucrative approach, and Blaine notes the company was successful from the outset.<\/p>\n\n\n\n \u201cPerhaps the most important thing was we were able to attract the best and brightest of the industry, veterans and experts who really bought into what we were doing,\u201d Blaine said. \u201cWe were able to put together a team of all-stars on all sides of the company, and that was really the key to our beginning.\u201d<\/p>\n\n\n\n The familiarity both men had with the dealer sector and the manufacturing community truly opened the door to world-class talent, according to Schwartz. \u201cOne of the most successful things we did was to go to the companies that we\u2019ve competed with for years and asked if they wanted to join us,\u201d he said. \u201cWe went after people we thought would gel together. It was a big investment in support staff, administrative and technical service, even though we had no clients at the time. We essentially built the organization the way we wanted it to look two years out, only we did it on day one.\u201d<\/p>\n\n\n\n Post-Pandemic<\/strong><\/p>\n\n\n\n The New York metropolitan area was perhaps the region most impacted by COVID-19. Blaine termed it \u201ca pin in a balloon\u201d from a business standpoint. The recovery period was much longer than anticipated\/hoped, and LDI emerged with its share of battle scars. But as Blaine observed, \u201cWe didn\u2019t fly out of the abyss; we earned our way out.\u201d Growth expectations are now back on track, and while print business\u2014both in volumes and MIF\u2014have markedly dipped, the dealer has been gaining increased traction with its managed services.<\/p>\n\n\n\n \u201cThe complexion of the company is somewhat different, but I\u2019d say we\u2019re ahead of where we were before the pandemic,\u201d Blaine added.<\/p>\n\n\n\n It\u2019s not just LDI\u2019s complexion that has morphed, according to Schwartz. \u201cThe competition has decreased further, as have competitive sales forces,\u201d he said.<\/p>\n\n\n\n As Gertler observed, LDI\u2019s evolution to being less reliant on the boxes will fuel growth. \u201cWe still have a tremendous opportunity, with a very loyal clientele, where we\u2019ve got credibility to sell these other core disciplines going forward.\u201d he said. \u201cSo as we approach our 25th year, there\u2019s a lot of upside to what we\u2019re going to be able to do.\u201d<\/p>\n\n\n\n Fabric of Business<\/strong><\/p>\n\n\n\n In a sense, LDI has repositioned itself as an interior decorator to the modern office (note: access control and security solutions might constitute \u201cexterior,\u201d but you get the picture). Gertler believes LDI has re-authored its approach to clients, leveraging the credibility it\u2019s accumulated with them to provide \u201cconnected solutions to a connected world.\u201d<\/p>\n\n\n\n The key, he stresses, is that all the core disciplines are interdependent. \u201cYou can\u2019t have a great Pro AV experience or a great cloud communication experience if you don\u2019t have the right infrastructure,\u201d Gertler said. \u201cWe have a system engineering team that speaks to what\u2019s necessary on the infrastructure side.<\/p>\n\n\n\n \u201cOur conversations with clients are important and delicate because they evolve around how they intend on orchestrating and protecting their business. We have experts who can speak to each of these individual areas to ensure they\u2019ve got great business performance, consistency and continuity.\u201d<\/p>\n\n\n\n The integrated digital office technology platform and communicating that holistic angle from a sales approach are still works in progress, according to Blaine, as they are for many total office solution providers. While a secret sauce has yet to be brewed, both Blaine and Schwartz have benefitted tremendously from their interactions with the Copier Dealers Association. Sharing challenges, strategies and best practices has enabled the dealer to leave no stone unturned. One business networking partner from 20 years ago helped guide LDI\u2019s approach to cloud communications and is now a member of the dealer\u2019s team.<\/p>\n\n\n\n The guidance and insight provided by manufacturers is at an all-time high. \u201cI\u2019ve been in this business for five decades, and I don\u2019t think there\u2019s ever been a better time in terms of the relationships we enjoy with our manufacturers,\u201d Blaine said. \u201cThey really understand the importance of a successful partnership, and they do everything they can to help us. I\u2019m really grateful for it. Once upon a time, dealers were fighting with their OEMs about one thing or another. I think both sides have learned how to get along, and the mutual benefit is the real prize.\u201d<\/p>\n\n\n\n Acquisitional Growth<\/strong><\/p>\n\n\n\n While most of the dealers acquired have been on the smaller side, Blaine is always on the hunt for the optimal fit that checks off the right boxes. Competition is keen, he said, although not all suitors (including OEMs) prioritize the same variables as LDI. Moving into California in the mid-2000s was less about westward expansion and more of an attempt to extend its technical service discipline. Growth for the sake of growth doesn\u2019t mesh with LDI\u2019s values.<\/p>\n\n\n\n While the execs don\u2019t envision taking on more diversification options (\u201cTry to put an EV charger on the streets of New York,\u201d Blaine joked), they\u2019re bullish on the potential that artificial intelligence (AI) has for automating workflows and reducing mundane tasks. They believe some of the best enhancements are yet to come.<\/p>\n\n\n\n \u201cIt\u2019s going to permeate a lot of what we do,\u201d Gertler offered. \u201cThe security surveillance cameras we\u2019re placing now are built with technologies that will allow you to detect the difference between a truck backfiring and a gunshot. It will also help in doing discreet searches for individuals or license plates. The system can scan automatically and produce facts much quicker than ever before.<\/p>\n\n\n\n \u201cIn the office, the document automation side will benefit by the way it processes information, the way it codes and indexes. The display technology that we\u2019re representing now incorporates webcams so that the displays will capture a person\u2019s image and\u2014based on gender, age or even the expression on someone\u2019s face\u2014provide content that\u2019s compelling to them. So I see it permeating every aspect of the core disciplines we\u2019re representing.\u201d<\/p>\n\n\n\n Business Drivers<\/strong><\/p>\n\n\n\n As LDI continues to evolve in the throes of the connected office universe, Blaine notes that any growth must be strategic and fit the company\u2019s financial model. It\u2019s OK to look at the bleeding edge of technology while sticking to the cutting edge, as one employee put it. But the greater thrust is maintaining an open dialogue with clients as to their future trajectory, market outlook and line of business. It\u2019s definitely not a one-size-fits-all proposition.<\/p>\n\n\n\n \u201cAs we focus on growing the company, we know there\u2019s going to be change,\u201d Blaine said. \u201cThis isn\u2019t a stable, staid industry. We\u2019re in an information technology industry.\u201d<\/p>\n\n\n\n Much of the growth, Schwartz added, will be dictated by LDI\u2019s internal growth with its employees. It will require next-generation additions who not only understand technology but also embrace the dealer\u2019s core values. To that end, LDI has onboarded an in-house recruiter to keep pace with generational turnover. The dealer is also creating a mentorship program for developing sales representatives, in which veteran reps can help new salespeople meld traditional sales skills with modern techniques.<\/p>\n\n\n\n \u201cI think we\u2019ll see a strong growth path with reps looking for new business within the same products and services that are driving our portfolio,\u201d Schwartz said.<\/p>\n\n\n\n Technology Flows<\/strong><\/p>\n\n\n\n The new business push was given a gentle shove last October when the company played host to TECHtoberfest, a showcase of the latest technologies and innovations offered by LDI manufacturing partners. Open to clients and prospects, the event included group and individual demonstrations across managed print, production print, managed IT, cloud communications, security solutions and AV solutions\/videoconferencing. Among the participating partners were Canon, Sharp, HP, Brother, Samsung, Xerox, AXIS Communications and Intermedia.<\/p>\n\n\n\n Backed by improvements in automation, teamwork and a little help from the aforementioned vendor friends, LDI can continue to foster the strong relationships it enjoys with clients. So while progress may not be guaranteed, the executive team is doing its part to position the company for the long haul.<\/p>\n\n\n\n \u201cWe\u2019re very fortunate to have great relationships with our clients,\u201d Schwartz noted. \u201cThey truly like us. I think we\u2019ve earned that. If we can continue to bring more products and services that they need for the connected office, I think we\u2019ll continue to enjoy much success.\u201d<\/p>\n","protected":false},"excerpt":{"rendered":" The Broadway hit \u201cSuffs,\u201d a six-time Tony Award-nominated musical about the women\u2019s suffrage movement, culminates with a song titled, \u201cKeep Marching.\u201d It\u2019s a call to action for the next generation and includes the admonishment, \u201cYour ancestors are all the proof you need that progress is possible, not guaranteed.\u201d If there was ever a rallying cry for the office technology ecosystem, it\u2019s that disclaimer. It also stands as a stark reminder for any business that believes the roots of its laurels can withstand any headwinds of change. Brian Gertler knows this simply isn\u2019t true. The senior vice president and partner at LDI Connect\u2014a multi-faceted, comprehensive technology provider based in Jericho, New York\u2014takes nothing for granted, including the significant success the company has achieved in its 25 years of operation. To progress is to evolve, and the recognition of this is step one toward actualization. \u201cWe have a number of individuals in leadership here who recognize that there are no guarantees going forward,\u201d Gertler observed. \u201cThe opportunities to make progress are so enormous, it\u2019s enough to propel us out of bed every morning to make a difference.\u201d These difference-makers at the highest branch of the LDI Connect tree are Jerry Blaine and Paul Schwartz. Blaine, the president, CEO and co-founder, has been in the business for 50 years with a trail that winds through Saxon Business and Leslie Copiers, a buyout via DANKA and a rebirth as Leslie Digital Imaging (LDI) and Color ToolBox. Schwartz, the COO, executive vice president and co-founder\u2014not to mention Blaine\u2019s partner in crime for decades\u2014cut his teeth in Canon U.S.A.\u2019s marketing department in the early \u201980s before hopping aboard the Leslie train. The duo, joined by Gertler roughly a year later, tapped the reset button on Leslie in 1999 with zero sales. However, it fostered mounds of connections with manufacturers and industry stalwarts who came aboard and quickly helped provide the scale that, today, sees the company supported by a cast of 300-plus team members. Indefinable Quality \u201cThere\u2019s a certain je ne sais quoi that comes with starting a company from scratch,\u201d Blaine said. \u201cIt\u2019s like having a child in a way. It really becomes a very integral part of your entire life.\u201d Weaving and bobbing their way through 9\/11, the Great Recession and the pandemic, LDI\u2019s owner partners recognized that value in embracing a forward-looking approach. In early 2022, the company rechristened from LDI Color ToolBox to LDI Connect in a nod to its six-spoke value proposition hub of print, document management, managed IT, cloud services, Pro AV and security solutions. The dealer currently enjoys the best-of-breed offerings from Canon, Sharp, Xerox, HP, Toshiba and a host of other product and service partners. \u201cBeing an independent dealer with some level of stature enables us to do things that are probably not as easily accomplished by other dealers,\u201d Gertler noted. \u201cWe get to pick and choose, so when our clients need a very specific solution, we can harvest the best parts of the more than 80 logos we currently represent to come up with a really good solution for them.\u201d In addition to its Long Island headquarters, LDI Connect has an office in Times Square Plaza in the Big Apple; Cranbury and Parsippany, New Jersey; Shelton, Connecticut and Burbank, California. Counting interterritorial relationships, only about 25% of the population is outside the dealer\u2019s direct service region. From a client standpoint, LDI covers a lion\u2019s share of verticals including AEC, health care, government, finance and education, with a strong concentration of legal and entertainment clients. The Relaunch A brief historical primer adds perspective on the dealer\u2019s journey. When the founders were establishing that initial identity, it was suggested by Schwartz that LDI embrace a digital-only philosophy, eschewing analog completely (something of a risk, as analog was cheaper). A second pillar was to provide clients with education on the applications LDI offered with an eye toward creating long-term relationships. The third focal point was to cultivate business with enterprise-type clients\u2014those already on board with the digital approach\u2014that could allow LDI to build and add to a service distribution network. The other half of the LDI house (Color ToolBox) was fashioned to leverage the rich opportunities in the color market, namely in the NYC (at first) with the advertising and graphic arts agencies. That brought additional focus to production print and finishing options for the most robust graphical output. It proved to be a lucrative approach, and Blaine notes the company was successful from the outset. \u201cPerhaps the most important thing was we were able to attract the best and brightest of the industry, veterans and experts who really bought into what we were doing,\u201d Blaine said. \u201cWe were able to put together a team of all-stars on all sides of the company, and that was really the key to our beginning.\u201d The familiarity both men had with the dealer sector and the manufacturing community truly opened the door to world-class talent, according to Schwartz. \u201cOne of the most successful things we did was to go to the companies that we\u2019ve competed with for years and asked if they wanted to join us,\u201d he said. \u201cWe went after people we thought would gel together. It was a big investment in support staff, administrative and technical service, even though we had no clients at the time. We essentially built the organization the way we wanted it to look two years out, only we did it on day one.\u201d Post-Pandemic The New York metropolitan area was perhaps the region most impacted by COVID-19. Blaine termed it \u201ca pin in a balloon\u201d from a business standpoint. The recovery period was much longer than anticipated\/hoped, and LDI emerged with its share of battle scars. But as Blaine observed, \u201cWe didn\u2019t fly out of the abyss; we earned our way out.\u201d Growth expectations are now back on track, and while print business\u2014both in volumes and MIF\u2014have markedly dipped, the dealer has been gaining increased traction with its managed services. \u201cThe complexion of the company is […]<\/p>\n","protected":false},"author":166,"featured_media":0,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":[],"categories":[1643],"tags":[],"_links":{"self":[{"href":"https:\/\/www.enxmag.com\/twii\/wp-json\/wp\/v2\/posts\/61026"}],"collection":[{"href":"https:\/\/www.enxmag.com\/twii\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/www.enxmag.com\/twii\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/www.enxmag.com\/twii\/wp-json\/wp\/v2\/users\/166"}],"replies":[{"embeddable":true,"href":"https:\/\/www.enxmag.com\/twii\/wp-json\/wp\/v2\/comments?post=61026"}],"version-history":[{"count":4,"href":"https:\/\/www.enxmag.com\/twii\/wp-json\/wp\/v2\/posts\/61026\/revisions"}],"predecessor-version":[{"id":61040,"href":"https:\/\/www.enxmag.com\/twii\/wp-json\/wp\/v2\/posts\/61026\/revisions\/61040"}],"wp:attachment":[{"href":"https:\/\/www.enxmag.com\/twii\/wp-json\/wp\/v2\/media?parent=61026"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/www.enxmag.com\/twii\/wp-json\/wp\/v2\/categories?post=61026"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/www.enxmag.com\/twii\/wp-json\/wp\/v2\/tags?post=61026"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}![\"\"](\"http:\/\/www.enxmag.com\/twii\/wp-content\/uploads\/2024\/07\/PaulJerry.jpg\")
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