Elite Dealers 2014: $25-$49.9 Million

Advance

Cockeysville, MD

www.advancestuff.com

Year Founded: 1964

Principal/President/CEO: Jeff Elkin

Number of Employees: 170

Primary Vendors: Ricoh/Savin, Canon, KIP, Kyocera, Samsung, Panasonic

Primary Solutions Offerings: DocuWare, eCopy, LincWare, Objectif Lune, Managed Print Services

Document Management, Managed IT Services, Production Print

Primary Supplies Vendors: Savin, Ricoh, Canon

Primary Leasing Partners: Advance Business Systems & Supply Company (Advance’s in-house leasing

company), GreatAmerica Financial Services Corp, CIT, DLL, Marlin Finance

Approximate Yearly Revenues: $35-$40 million

Fastest Growing Segments of Advance’s Business: Advance continues to thrive in both its traditional

hardware and professional service portfolio offerings. Specifically, remote support and mobile solutions

continue to grow, with a recent upsurge in production print, and managed IT services. It continues to

give customers the option of our Onsite and Online program for pre-configuration of their new devices

enabling plug and play capability upon delivery. Last year, the program saw another increase in

participation (7%) resulting in 78% of all Advance network installations completed prior to arrival at the

customer’s site using remote network tools.

Biggest Accomplishment of the Past Year: Achieving its 50th year in business this past July.

5 Reasons We Consider Advance Elite:

1. Surviving and thriving 50 years in the office imaging industry while leveraging that longevity with

customers and prospects through a series of vertically-targeted events in its new production

showroom.

2. Reactivation of its referral program where customers are rewarded with a gift for submitting

qualified referrals to Advance.

3. The “Smart Choices” campaign. As one of the largest independently owned and operated

dealers in Maryland, Advance has deep roots within the communities it serves. One particular

strategy has been to partner with many of the region’s premiere organizations, such as the

Baltimore Ravens, Maryland Athletics, National Aquarium in Baltimore, and the Maryland Zoo,

to not only support their office efficiencies, but to collaborate on philanthropic efforts. All of the

organizations that it has partnered with have charitable entities in which Advance is actively

involved. One way that it continues to promote these relationships is through a television and

web campaign, “Smart Choices.” The primary objective of the campaign is to differentiate

Advance by promoting these relationships and further showing its commitment to the local

community. Each spot features a creature related to the organization and culminates with the

statement that “[the name of the partner]…chose Advance as their official document solutions

provider.” followed by the creature affirming, “Smart Choice. They’re good people.” All of the

spots can be viewed on our YouTube channel: http://www.youtube.com/advanceTDS

4. In support of its commitment to the production space, Advance unveiled a new, state-of-the-art,

production center devoted to showcasing the latest innovations in digital print.

5. A commitment to its employees through a caring and nurturing work culture. To ensure this

positive culture extends well into the next 50 years, recruitment and retention continues to be a

primary focus. Advance is committed to developing each and every one of its employees. It

prefers to promote from within and has a dedicated management development program for

individuals looking for the opportunity to grow.

Applied Imaging

Grand Rapids, MI

www.appliedimaging.com

Year Founded: 1987

Principal/President/CEO: John Lowery

Number of Employees: 210

Primary Vendors: Ricoh, Canon, Samsung, Kyocera, Océ

Primary Solutions Offerings: Hyland, Microsoft, Square 9

Primary Leasing Partners: US Bank

Approximate Yearly Revenues: $47 million

Fastest Growing Segments of Applied Imaging’s Business: All areas of the business have grown

significantly in the past few years, most notably the MPS (PrintSmart) and document imaging divisions

(DocSmart). In addition, the dealership’s new facilities management (BizSmart) and high-production

printer (ProTeam) divisions have established traction and are poised for exponential growth over the

next few years.

Biggest Accomplishment of the Past Year: Applied Imaging solidified its presence in Detroit and is

preparing to open two additional branches in the metropolitan area over the next year or two.

5 Reasons We Consider Applied Imaging Elite:

1. It has an established brand in West Michigan and is beginning to create one in the Eastern

portion of the state, which includes Detroit. Part of this brand includes labeling everything it

does, positioning the Applied brand as unique and apart from its competition. In addition to

labeling all its solutions groups, Applied labeled its off-site service center the Customer Loyalty

Center while Applied’s training center is labeled Get Smart University.

2. It has aggressive marketing and advertising campaigns. This has not only solidified its brand and

communicates its expanding services and capabilities, it gives Applied’s employees instant

recognition in business and social situations.

3. President John Lowery has established a culture in which employees not only understand what

they do, but why they do it. Several steps he takes to ensure this passion for service, people,

and business include four all-employee meetings per year with themes, motivational speakers,

and employee recognitions, a monthly Breakfast with the President with small groups of

employees, recreational staff outings and annual customer events that both customers and

employees eagerly anticipate in each year.

4. Its “Applied Chemistry” label that is used to describe its work culture. This has 11 Elements to

guide employees through their daily professional and personal lives. The 11 Elements are BTU

(Build Team Unity), HTN (Hit the Number), Community (Pay it Forward), Creativity, Dream,

Family, Humility, Integrity, SBS (Selection by Success), Service and, most importantly, Fun.

5. It supports a different charity each month. Employees are encouraged to donate at least $5

dollars each week in exchange for the opportunity to wear jeans on Wednesday. Employees are

also invited to volunteer 10 paid hours per calendar year at an organization they are interested

in. This allows employees devote their time to the causes that are dearest to them, so they are

able to thoroughly enjoy the time they spend volunteering.

Cell Business Equipment (CBE)

Irvine, CA

www.kopiers.com

Year Founded: 1997

Principal/President/CEO: Tarek Hafiz

Number of Employees: 107

Primary Vendors: Sharp, Ricoh, Canon, Samsung, Francotyp-Postalia

Primary Solutions Offerings: Equitrac, Print Audit, Webiplex, Docupeak, SuCopia, Laserfiche, Prism

Software, Objectif Lune, Nuance, Notable Solutions, Ecopy, uniFLOW, PaperCut

Primary Supplies Vendors: Sharp, Ricoh, Canon, and Samsung imaging supplies; Francotyp-Postalia

Mailing Equipment ink and supplies

Primary Leasing Partners: GE Capital, DLL, US Bank, Everbank

Approximate Yearly Revenues: $25+ million

Fastest Growing Segments of CBE’s Business: By rarely mentioning new equipment, CBE has been able

to increase its profitable solution sales, managed print and document management services.

Biggest Accomplishment of the Past Year: Opening its fourth branch in the Ontario area has enabled a

26 percent growth in sales in the Inland Empire areas of San Bernardino and Riverside Counties.

5 Reasons We Consider CBE Elite:

1. It increased staff by 23 percent last year.

2. Its periodic, creative sales promotions. CBE’s planned marketing program in 2013 was

implemented when owner Tarek Hafiz approached Apple to make a custom iPad that has the

CBE logo designed into the cover and a photo of the CBE staff with the caption: “From all of us

at CBE, THANK YOU.” The iPad sales promotion give-away has been a huge success with

customers and the sales reps. This has generated instant referrals, which have been the catalyst

for many new clients becoming part of the CBE family of satisfied clients.

3. It sponsors local children’s athletic groups, donates to local charities, and donates office

equipment to nonprofit organizations.

4. There is a rich mixture of socio-economic background, race, religion, ethnicity, age, culture and

country of birth among the employees at CBE and in the greater Southern California population.

5. It has consistently been honored by its vendors, Sharp and Ricoh, and has been recognized by

Inc. magazine and the Orange County Business Journal for its rapid growth, as well as by ITEX for

its sales expertise, its website, and its community involvement.

 

Centric Business Systems

Owing Mills, MD

www.centricbiz.com

Year Founded: 1990

Principal/President/CEO: Rick Bastinelli

Number of Employees: 165

Primary Vendors: Sharp, Ricoh, Kyocera, HP

Primary Solutions Offerings: A variety of software to transition companies to digital workflow, to

control output costs, to control usage, and to provide rules-based authorization. Fax server solutions

and print for pay solutions.

Primary Supplies Vendors: Ricoh, Sharp, West Point

Primary Leasing Partners: DLL, US Bank

Approximate Yearly Revenues: $40-$45 million

Fastest Growing Segments of Centric’s Business: Combining organic growth, new products, and

services, geographic expansion and acquisitions, Centric has experienced a 57% increase in revenue over

the past three years.

Biggest Accomplishment of the Past Year: Its ability to maintain significant growth in all aspects of the

dealership, including revenue ($40,000,000+), staff (exceeded 165 employees), customers (exceeded

20,000 devices under contract), and pages serviced (exceeded 100,000,000 pages per month).

5 Reasons We Consider Centric Elite:

1. To fuel growth and maintain staffing for all five offices, Centric hired three full-time recruiters.

This has reduced the dealership’s dependency on employment agencies, hired better candidates

that match its culture, and reduced turnover.

2. The growth of its MPS clients; during the past three years Centric has doubled the number of

printers under contract.

3. Its vertical market approach to developing net new business in the marketplace. Centric has

recruited, hired, and trained members of its sales staff to become experts and focus on specific

vertical markets. All its efforts are directed to prospecting, presenting, supporting and building

business relationships in their vertical assignments. Key areas of vertical market focus are

healthcare, legal, religious, government, education, and production.

4. A company culture based on commitment to customer satisfaction. Named the CustomerFIRST

program, it consists of three major principles: responsiveness, communication, and ownership.

These programs have been very successful because Centric’s employees are motivated by them

and they benefit customers with outstanding service.

5. The creation of incentive recognition and motivational programs for all of its employees. Centric

hosts several company functions per year to thank staff and their families for their dedication to

Centric. Its CustomerFIRST philosophy promotes a company culture based on commitment to

customer satisfaction. Incentives built into the CustomerFIRST program include employee

awards, monetary gifts, and trips. Employees are motivated to follow the philosophy and the

customers benefit from their commitment. Additionally, Centric provides a corporate culture

that is centered on employee satisfaction. An internal rewards program, called Caught In Action,

allows peers to award each other for a job well done.

 

Edwards Business Systems, Inc./Virginia Business Systems, Inc.

Bethlehem, PA

www.edwardsbusiness.com, www.virginiabusinesssystems.com

Year Founded: 1954

Principal/President/CEO: James B. Edwards, Chairman of Edwards Business Systems/Virginia Business

Systems/ Raymond Fuentes, President of Edwards Business Systems, Inc. (EBS)/James Dotter, President

of Virginia Business Systems, Inc. (VBS)

Number of Employees: 164

Primary Vendors: Konica Minolta, Xerox, Ricoh, Muratec, HP, Supplies Network

Primary Solutions Offerings: Square 9, Objectif Lunes, Adobe Systems, Nuance, NSi

Primary Supplies Vendors: Supplies Network

Approximate Yearly Revenues: $36 million

Fastest Growing Segments of EBS’s & VBS’s Business: MPS, Solution Software, and Production Print.

Biggest Accomplishment of the Past Year: Its continued growth and profitability.

5 Reasons We Consider EBS & VBS Elite:

1. As EBS/VBS celebrates its 60th year it will enjoy a 10 percent increase in business in 2014 over

the previous year as it becomes a $36-million dealership.

2. Its Fast Forward Document Solutions tag line, which succinctly explains what the dealership

offers its customers.

3. Its proactive client account reviews not only review service performance, but help the

dealership understand what changes are going on with clients and their businesses. This process

allows EBS/VBS to make recommendations and provide solutions that best suit their customers’

needs.

4. The growth in MPS, Solution Software, and Production Print. EBS/VBS offers specialized teams

of professional service and support to evaluate, implement, and manage successful software

solutions for its clients.

5. Becoming an Approved Partner in the Xerox Authorized Dealer Program. This is one of the most

important changes that the company has encountered this year. Adding the new line of

products from printers, to MFPs, to light production products, required the team at VBS to

quickly ramp-up their training, knowledge, and service. Within the first month of being a Xerox

Dealer, VBS landed a major government agency and was able to deliver, install and service over

120 machines in two months.

FlexPrint, Inc.

Mesa, AZ

Year Founded: 2005

Principal/President/CEO: Frank Gaspari

Number of Employees: 190

Primary Vendors: Brother, Dell, HP, Lexmark, OKI, Ricoh Family (Lanier, Ricoh, Savin, Gestetner), Sharp, Xerox XPPS

Primary Solutions Offerings:  FM Audit, ROI Print Manager, PaperCut, National Managed Print Program

Primary Supplies Vendors: MSE, Clover Technologies, West Point Products Azerty, Supplies Network

Primary Leasing Partners: GE, GreatAmerica, US Bank, Wells Fargo

Approximate Yearly Revenues: $38 million

Fastest Growing Segments of FlexPrint’s Business: For the past three years, its MPS business has grown more than 96 percent, year over year.

Biggest Accomplishment of the Past Year: Recognized in the Inc. 500|5000 list for the 5th consecutive year for organic growth.

5 Reasons We Consider FlexPrint Elite:

1. It’s success with MPS with fully 100 percent of its customers under an MPS contract.
2. Its founding business principal of providing strategic management of its clients’ existing document output environments rather than services as an afterthought or support for hardware sales, which is the primary area of FlexPrint’s organic growth.
3. The effectiveness of its 1 to 1 marketing efforts, particularly this past year. One successful example is a “Survivor Pack” created for C-level executives attending a national conference, which had a response rate of 95 percent.
4. The way FlexPrint takes great pride in providing excellent benefits and unusual perks to keep employees engaged and motivated in taking care of its customers. The company sincerely believes that Happy Employees = Happy Customers. Some of the interesting incentive programs FlexPrint provides include: Flex10 Incentive Awards – 60 employees receive $300 gift cards to places of choice, in addition to being eligible for a vacation to Cabo San Lucas and $10,000 in paid bills (awarded to top 10 employees at the end of the year); dream vacations of choice to 10 employees and their families; car payments for a full year to 20 employees.
5. National and industry recognition, including the Inc. 500/5000 list for the fifth time, a nine-time winner of the ‘Best Place to Work” award (the latest for the Chicago marketplace), Perfect Image Award for Best MPS Program, and inclusion in the CRN 500 list as a top technology integrator.

 

Flo-Tech

Middletown, CT

www.flotech.net

Year Founded: 1992

Principal/President/CEO: Leo Bonetti

Number of Employees: 162+

Primary Vendors: HP, Canon, Xerox, Lexmark, Dell, Zebra

Primary Solutions Offerings: MPS, Nuance eCopy Sharescan, HP Access Control Intelligent Print

Manager, HP ePrint Enterprise

Primary Leasing Partners: Canon Financial, US Bank, Great America

Approximate Yearly Revenues: $30+ million

Fastest Growing Segments of Flo-Tech’s Business: MFP placements, and MPS with more than 30,000

devices under contract and managing 1.5 billion pages and growing.

Biggest Accomplishment of the Past Year: For the second year in a row, Flo-Tech was selected for the

Photizo MPS Leaders Index—one of only 14 companies worldwide noted as the “gold standard” in MPS.

5 Reasons We Consider Flo-Tech Elite:

1. Its unique positioning in the industry. Flo-Tech is smaller than the large OEMs, but larger than

the average copier dealers and resellers. With a “right-sized” company like Flo-Tech, it is nimble

enough to provide clients with personal attention, work with them to resolve key issues, and

provide flexibility that other organizations can’t offer. On the flip side, Flo-Tech is large enough

to have the resources, infrastructure, and technology to provide innovative solutions and

support millions and millions of transactions on a monthly basis, while providing personal

attention and innovative solutions.

2. Flo-Tech’s Alert Management Software™ (AMS), a unique remote monitoring application for its

customers’ printing and imaging infrastructure. This patent-pending Flo-Tech developed system

manages thousands of alerts generated by customer printing and imaging devices with

automated, intelligent alert handling capabilities to improve the availability and productivity of

their output-infrastructure while reducing the support requirements. This can be used to

monitor devices across the country from a central location. AMS is also a platform for predictive

service and the basis for Flo-Tech’s recognition as a CIO100 Award Winner presented by CIO

Magazine.

3. Its Activity Based Cleaning (ABC) Program™, a strategic preventative maintenance program

designed to optimize fleet performance, minimize downtime, and maximize the useful life of

devices. With Activity Based Cleaning™, preventative maintenance is performed based on actual

page volumes and device utilization measured against a set of predetermined thresholds. Flo-

Tech’s program, which also includes proactive parts replacement, was designed to maximize the

effectiveness of preventative maintenance cleanings and to keep devices consistently operating

at peak performance.

4. Its Referral Rewards program. In 2013, Flo-Tech introduced a new referral program called

Referral Rewards that leverages social media and includes a charitable contribution component.

For participants in the program providing qualified referrals, Flo-Tech will make a donation to

one of four selected charities (American Cancer Society, American Heart Association, The Make

a Wish Foundation and St. Jude’s Children’s Hospital) or to a charity of the participant’s

choosing.

5. It employs people with disabilities in conjunction with the Arc of Meriden-Wallingford, a local

non-profit organization that provides advocacy, residential, recreational, community and

employment services to adults with intellectual, developmental and cognitive disabilities. Under

this program, Flo-Tech works with ARC to gainfully employ people that take advantage of the

service they provide. Based on the success of this program, Flo-Tech has also been honored by

the Arc of Meriden-Wallingford as “Employer of the Year.”

 

Fraser-AIS

West Reading, PA

www.fraser-ais.com

Year Founded: 1971

Principal/President/CEO: Bill Fraser

Number of Employees: 132

Primary Vendors: Sharp, Canon, Canon Océ, 3D Systems, HP, Microsoft, VMware, Intel, N-able,

ConnectWise, Intact Document Management Software, Axcient

Primary Solutions Offerings: Prisma Software, N-able, Connectwise, VMware, MaaS 360, Equitrac,

Papercut, Kodak Capture Pro, ScanShare, Print Fleet, PDF Pro, Sharpdesk Mobile, SharePlus, Fingerprint,

Sharp AIP (Authorized Integrator Program) Suite, Intact Document Management Suite, Axcient

Approximate Yearly Revenues: $27-$31 million

Fastest Growing Segments of Fraser’s Business: Managed Network Services. Fraser has invested in the

transition from a stand-alone copier dealer to a full IT strategy provider, integrating the sales and IT

forces together into one unified team providing document management, MPS, software solutions, and

IT and network support to develop the paths of the company and the careers of the employees. With its

sales force getting a better understanding of the IT world, Fraser is able to pursue a higher quality of

technology support systems and adapt new processes that have been streamlined the past year.

Biggest Accomplishment of the Past Year: Adding 3D printing to its lineup of tools and its company

culture.

5 Reasons We Consider Fraser-AIS Elite:

1. Revenue for the first six months of 2014 is up by 16.67 percent while net operating income is up

10.9%.

2. Its focus on getting customers in the door to receive an educational experience of what the

dealership can provide. Its demo and showroom is split into five areas: Global Support, Disaster

Recovery, Document Management, 3D Printing, and Production & Graphics equipment. This has

helped Fraser become successful in building relationships with IT professionals by getting them

in its offices and providing them with a hands-on experience with what Fraser has to offer.

3. Customer Appreciation. Fraser prides itself in thanking their customers. Throughout the year it

holds many customer appreciation nights or networking events focused solely on customers.

These events are co-sponsored with Fraser’s vendors and provide a great way to get its vendors

some face to face time with the people that use their products every day. These events build

personal and professional relationships that last between Fraser and its customers for 30+ years.

4. The various programs and committees in place that promote change and new ideas, which are

then brought to the leadership team. One of its biggest successes was the creation of the FAST

Team, Formative Action for Successful Teamwork. This team is made up of employees from

accounting, billing, customer support, and the leadership team who meet quarterly to discuss

problems as well as ideas to help streamline all aspects of the workflow that they handle every

day.

5. Fraser’s Global Support Center. The Global Support Center and Virtual Intelligence Software

(VIS) continue to evolve and provides an unmatched level of service to Fraser’s customers. To

keep its service one step ahead of the competition, Fraser has created an internal position for a

VIS Specialist. This person is responsible for setting up new customers, creating and reporting on

service and supply alerts. She works closely with the Global Support Center team to provide

great support for our customers.

 

Impact Networking LLC

Waukegan, IL

www.impactnetworking.com

Year Founded: 1999

Principal/President/CEO: Frank Cucco

Number of Employees: 182

Primary Vendors: Konica Minolta, Kyocera, Riso, KIP, Muratec

Primary Solutions Offerings: DocuWare, ObjectifLune, NSi, PaperCut, ViaWorks, Square 9, Kofax, MPS

Primary Supplies Vendors: Konica Minolta, Kyocera

Primary Leasing Partners: GE, Key Leasing, Everbank

Approximate Yearly Revenues: $45 million

Fastest Growing Segments of Impact Networking’s Business: Document Management (30%),

MPS (25% year-over-year growth rate for overall MPS service revenue, 90% in new monthly billings),

Online Marketing (175%), Production Print (10%)

Biggest Accomplishment of the Past Year: Breaking ground on its new flagship corporate headquarters.

This was a true symbol of the dealership’s growth and success.

5 Reasons We Consider Impact Elite:

1. Integrations with Out-of-the Box Software. A unique service Impact offers is custom solutions

tied into off-the-shelf software. As a result Impact has seen a substantial opportunity to cross-

collaborate strategic service offerings (Document Management software—PaperCut,

PlanetPress and ViaWorks, etc.) with its Creative Services Group’s custom application

development skills. Recently, it’s been leveraging this collaboration between the Document

Management team and Creative Services Group to focus on automating office workflow tasks.

While the bulk of its engagements have been focused on lowering cost and increasing efficiency

with its document management and MPS hardware solutions, this collaboration takes these

ideas even further. Impact will assess business workflow scenarios, such as payroll processing,

invoicing, taking orders or packing inventory, and identify redundancies and replace them with

cost saving automation. Impact’s team of software developers can write custom applications to

allow for the sharing of data across multiple software suites: a client’s ERP system can talk to its

payroll system and their in-the-field sales people can place real-time orders into the ERP using

tablet-based web apps. These integrations can eliminate redundant data entry and streamline a

clunky out-of-date business process. Having this staff in-house adds a level of expertise not

commonly seen in this industry.

2. Its Updated Showrooms. This year, Impact focused on upgrading its showrooms to enhance this

experience because 60 percent of customers who come in for a demo become customers. The

dealership has moved its Chicago office to a new space on Michigan Ave, spacious enough for an

additional sales team. The office is state-of-the-art with new Impact branded displays and

technology. It added new formal conference meeting spaces with upgraded technology for

presentations, and the Chicago office has a café for less formal and casual client meetings.

Impact also completely gutted and renovated its Brookfield office to accommodate a bigger

showroom with upgraded technology.

3. Impact has one of the most comprehensive mentorship programs and on-going sales and

equipment training in the industry, allowing it to continually refine employee skills and give

them the tools they need for success. Employees undergo a rigorous two-week training program

and are encouraged to use part of their workday for research and education, such as reading the

latest industry news, trends, and strategies. The majority of its branch managers began as entry-

level sales reps and worked through the ranks. This practice of promotion from within has

maintained a high percentage of employee retention in senior level positions.

4. Its Creative Services Group. This Group supports other Impact departments with custom client

solutions in addition to offering direct services to Impact’s customers, including branding,

marketing collateral creation, custom website design and development as well as CRM and

backend database development. Impact’s Creative Services Group also recently began offering

online marketing and social media management services to help strengthen its clients’ brands

across the web.

5. Its charitable efforts. Impact is involved with several organizations, and since the dealership

stresses how important community involvement is to its employees, each region supports their

own charity. The dealership currently has four organizations that it works with, the largest being

its Letters to Santa program that is supported by Impact’s Illinois branches. Last year, Impact

employees raised $14,760.50 for its Letters to Santa Program.

 

Modern Office Methods (MOM)

Cincinnati, OH

www.momnet.com

Year Founded: 1957

Principal/President/CEO: Kevin McCarthy

Number of Employees: 185

Primary Vendors: Canon, Lanier/Ricoh, Samsung, HP

Primary Solutions Offerings: Managed Print Services, Document Management, Mobile Workforce &

Cloud Printing, Production Print Solutions, Document Capture Solutions, Cost Recovery & Security

Software, Electronic Form Solutions

Primary Supplies Vendors: Supplies Network, LMI

Primary Leasing Partners: US Bank, Wells Fargo, DLL

Approximate Yearly Revenues: $40 million

Fastest Growing Segments of MOM’s Business: The strategy and focus on the MPS program has paid off

and MOM grew this area of the business by 145 percent in 2012. Devices under contract grew by over

110 percent in 2011 vs. 2010, and annual clicks under contract grew by more than 130 percent.

Biggest Accomplishment of the Past Year: For the second time in four years, MOM was named the 2013

Image Source Magazine Outstanding Service Program. MOM also was the back-to-back winner in 2012

and 2013 for Community Involvement from the Cincinnati USA Regional Chamber of Commerce.

5 Reasons We Consider MOM Elite:

1. Its FleetCare Managed Print Services (MPS) program, which has been a key driver of future

growth.

2. Its aggressive growth strategy has been fueled by the acquisition of two separate document

solutions companies, both former Xerox office equipment dealers. Both companies brought

different strengths to the table from production print to rural market relationships. These

acquisitions have taken MOM into an industry sector where it did not previously have a

presence.

3. Being awarded the 2014 Corporate Community Service Award at the Blue Ash Awards. Through

its efforts with the Jump START Your Nonprofit contest and MOM Live Well – Work Well

Wellness Team, the dealership has become a leader in Community Involvement in the markets it

serves.

4. The four-step process that MOM’s sales reps follow when they become engaged with a new

prospect. The four key words that are associated with this process are “CLARIFY, SIMPLIFY,

IMPLEMENT, REVIEW. MOM’s approach is consultative, so it must first CLARIFY the needs of

each specific client because they are all different. Sales reps then work to SIMPLIFY the client’s

current state. Next, MOM IMPLEMENTs its strategy to fit the client’s culture and takes

advantage of the new technology they are investing in. The final step of the process is an

ongoing REVIEW schedule. Reviews vary from client to client and may be scheduled for every

month, quarter, or bi-annually. These reviews are strategy sessions to encourage a partnership

feel with clients and find out if there have been any changes to the way they are doing business.

By holding these reviews, MOM is able to adapt its offerings to the clients and reallocate any

equipment to better serve their needs.

5. To make its offices a more enjoyable place to work, the dealership recently developed the Live

Well – Work Well wellness committee. The committee has already been responsible for the

2013 Holiday Season “Maintain, Don’t Gain” contest, the “Thin It to Win It” contest, and the

“Jump START Your Walking” contest that will coincide with MOM’s Jump START Your Nonprofit

contest. The wellness committee has also opened MOM Fresh Markets in all of its branches.

Committee members stock the Fresh Market with healthy and affordable foods.