The Difference Makers: Celebrating People Making a Difference in the Document Imaging Industry

This month we are pleased to present our annual edition of the Difference Makers, a celebration of key individuals making a difference. This issue showcases those representing every segment of the industry, from OEMs, to services, software, and supplies providers, to industry analysts and pundits.

To assist us in making our selections we contacted dozens of respected folks across all segments of the document imaging industry and placed an open call for recommendations in the ENX/The Week in Imaging newsletter. Anybody who was featured last year was excluded from this year’s list. The difference makers we’re profiling are a result of those efforts and responses.

Difference makers come from all over the industry. Some are executives launching bold new strategies. Others are thinkers, teachers, innovators or they’ve run a highly successful business. This year, many are behind the scenes players, not widely known to many, but making an impact on their organizations and the industry.

We would like to thank everybody who participated over the past several months to help put this issue together. Without your input, this would not have been possible.

Now let’s meet the difference makers, presented in alphabetical order.

Doug Albregts
President
Sharp Imaging and Information Company of America
Why Doug Albregts is a Difference Maker: Even when all the uncertainty and speculation seemed to dominate the conversation about Sharp, Doug Albregts steered Sharp with poise. Sharp has not only survived but also grown and dramatically improved profitability. Doug has also helped Sharp stake out a unique position in the industry with its relationship strategy with Tech Data. Internally, there is an exciting new culture with almost no employee defections in three years.

“Doug transformed Sharp’s imaging group into the gem of the struggling behemoth. With a complete overhaul of their distribution system and the way they do business with their dealers, his strategy has made Sharp’s imaging group competitive despite all of the negative news over the last couple years. He’s a great guy and dealers love him and he will literally do just about anything for his resellers.”
– Andy Slawetsky, Industry Analysts

Laryssa Alexander
President of Field Services Division
ECi Software Solutions
Why Laryssa Alexander is a Difference Maker: With 19+ years in the software industry, Laryssa Alexander remains a valuable member of the ECi Software Solutions team focused on e-automate, FM Audit, Naverisk, La Crosse, and OMD software. A true road warrior, Laryssa continues to rack up frequent flyer miles in what seems like a never-ending quest to take the ECi Software Solutions message to market. She’s a visible presence at industry events where it’s not unusual to see her sharing her knowledge and insights with the dealer community on industry panels.

“She has stepped up and helped out several times in the transition to ECi’s Model.”
– Mike Grey, On Demand, Houston

Keith Allison
President and CEO
Systel Business Equipment Company, Inc.
Why Keith Allison is a Difference Maker: After 34 years with Systel, you would think Keith Allison has a pretty good handle on the document imaging industry and you’d be right. What Keith has built in North Carolina is one of the most successful dealerships in the country and one of the most unique too. As a testament to the growth that Keith has presided over, they recently celebrated the one-year anniversary of the opening of a 125,000 sq. ft. distribution and service center and have begun construction on a service and command center located in their corporate headquarters.

“How many other dealers do you know with the gumption to create its own Printing Services Division to provide commercial offset printing to the market? Despite spending more than three decades in the industry Keith is still going strong as he continues to make a difference not only in the markets that Systel serves but the document imaging industry as well where he is the model of a successful entrepreneur.”
– Scott Cullen, Chief Correspondent & Editor of The Cannata Report

Ron Alphin
VP of Business Solution Operations
Parts Now
Why Ron Alphin is a Difference Maker: Ron Alphin only joined Parts Now a few months ago but already big things are expected of him. Such is the nature of his reputation. He was previously responsible for the MPS operations at Supplies Network and instrumental in growing both the infrastructure and customer service that made SN a world leader in this category. He’s a volunteer contributor at the MPSA and if you survey readers across the dealer channel, you will find that he is universally loved and respected for his hard work, ability to deliver under pressure and infectious, positive attitude.

“When I think of a “go-to” person, Ron is top of mind. He is as friendly as he is smart, which makes him someone you want to know. On top of all this, he has an amazing talent at building programs and platforms that excel—driving revenue growth and operational performance. His track record speaks for itself, and I’m sure he will make another big difference in his new role. Watch out!”
– Ken Stewart, PMP, ChangeForge, LLC

Michael Amiri
Director of Dealer Services
Continuum
Why Michael Amiri is a Difference Maker: A 20-year veteran of the IT industry, Michael Amiri has built a team at Continuum that is dedicated to supporting the office equipment channel by maximizing efficiencies and profits with managed IT service offerings. Michael has worked tirelessly to assist office equipment dealers making the transition to managed IT services and he utilizes many resources to share his knowledge and experience, including conducting must-see webinars.

“Michael Amiri has developed and led the Office Equipment Dealer Program for Continuum for three years and has been relentless in his commitment to the channel and dealer success. In addition to his direct support, he is a frequent participant and contributor within industry events and publications and freely shares his perspective and best practices to aid dealer transition. Michael’s efforts have resulted in the on-boarding of over a hundred successful office equipment dealers for inclusion into the Continuum partnership.”
-Chris Ryne, GAP

“Continuum determined that the Office Technology channel is a strategic focus, and Michael has led Continuum’s channel program from its formation. Through his efforts, Office Technology dealers have been able to effectively expand their business into this important market.”
-Mitch Morgan, GAP

“He has learned our channel in a very short period of time. With his complete understanding of MNS he is able to communicate how it fits in our market and is open to advise dealers on the correct areas of their business to expand. He never misleads which is extremely important when entering new areas.”
– Edward McLaughlin, CEO, Valderus

Rick Bastinelli
President
Centric Business Systems, Inc.
Why Rick Bastinelli is a Difference Maker: Rick Bastinelli has built Centric Business Systems into a hugely successful business by doing it carefully and doing it right. Under Rick’s leadership, Centric offers a diverse range of hardware and solutions along with a consultative approach and full support. He says that total customer satisfaction is the goal and he appears to have achieved it. If that isn’t enough, his employees love him too.

“He has led Centric to more than double its market share in just a few short years. He is fully engaged in every sector of your business getting one of the best account penetrations in our industry. He has created a workplace that all his employees love to be a part of. Great leadership!”
– Edward McLaughlin, CEO, Valderus

Doug Bies
Senior Marketing and Planning Specialist – Managed Document Services
Canon U.S.A., Inc.
Why Doug Bies is a Difference Maker: Doug Bies has accomplished a great deal as part of Canon’s MDS Program, which is helping develop the managed services offerings for their customers. As Vice President of the Managed Print Services Association (MPSA), Doug has spent his current term collaborating with his peers to help deliver more value to its membership.

“Doug Bies has stepped up to the plate as VP and Board Member of the MPSA this year. He doesn’t just think of new ideas, he takes action on new ways to help our membership including heading up the committee that updated the definition of MPS, contributing blogs and articles and offering up concepts on how to bring new value to members.”
– Josie Heskje, GreatAmerica Financial Services Corporation

Laura Blackmer
Senior Vice President of Sales
Sharp Imaging and Information Company of America
Why Laura Blackmer is a Difference Maker: It’s probably not unusual for someone to make a difference right out of the gate and that’s exactly what Laura did when she joined Sharp nearly three years ago. Dealers seem to respect her and she’s done a superior job not only connecting with Sharp dealers all around the country but making her presence known throughout the document imaging industry, including last year’s Cannata Report recognition as the Female Executive of the Year. Indeed, Laura has provided Sharp with a much needed jolt of enthusiasm and experience.

“Laura has come to the channel and notably adapted. She has added new approaches to the business and has earned the respect of all she has been in contact with for her integrity and commitment.”
– Edward McLaughlin, CEO, Valderus

Christina Bonadio
Executive Editor
Actionable Intelligence
Why Christina is a Difference Maker: Nobody embodies “behind-the-scenes leader” like Christina Bonadio. She has been instrumental in the overall success of Actionable Intelligence and the website, www.Action-Intell.com. As its executive editor, she’s responsible for everything from the design of the site, to its marketing and its content, and has been ever since it was launched nearly six years ago. In one way or another, Christina has shaped all the material that visitors encounter when they come to www.Action-Intell.com. Given that the site now contains over 2,000 posts, the bulk of which she researched and wrote, and thousands of executives from across the office imaging space have read those posts, Christina Bonadio is truly a thought leader in our industry.

“Christina’s deep knowledge, coupled with her ability to convey complex subjects into easy to understand articles, makes her one of the best analysts in the industry. She is my go-to source for insight on market trends, pending legal cases, mergers and acquisitions and other important topics. Her work at Actionable Intelligence has been an invaluable resource for me.”
– Shannon Parrish, Marketing Content Manager, SCC

Ron Books
President and CEO
ECi
Why Ron Books is a Difference Maker: Ron Books joined ECi in late 1999. Ten years later he was promoted to Chief Executive Officer. As CEO, Ron is responsible for the strategic direction and vision of ECi and those skills have helped revitalize the company. By bringing everything together under one umbrella, and the strategy to move from office equipment to managed services, Ron increased ECi’s success and positioned the core office dealer solutions to number one in the market. Most importantly, he has done it all through his respectful, constructive and energetic style.

“Ron is one of the smartest business guys I know. That trait, combined with being a great people person, makes a perfect combination for a CEO. Ron took a company that was headed towards chaos and brought it order, discipline and back to a place of respect in the industry. ECI is a critical player in the supply chain of our industry. If their systems aren’t performing properly, the industry comes to a standstill, profits are lost and independent resellers lose the fight against the superstores. Ron is the ideal leader for such an important company in our space. He has listened to all of us and has proven that his word is his bond.”
– Greg Welchans, President & CMO, Distribution Management

Sally Brause
Director of Pathshare HR Services
GreatAmerica Financial Services Corporation
Why Sally Brause is a Difference Maker: Everybody loves and respects Sally Brause, and we aren’t just saying that. The testimonials offered in her favor could have filled this entire issue. Sally consistently goes above and beyond in her role to grow Pathshare, GreatAmerica’s HR Services program. She has established herself as a go-to expert on HR-related matters among the Office Equipment customer community and has developed strong, positive relationships with many of GreatAmerica’s largest and most important OEM dealers. Sally represents GreatAmerica as a value-added partner in the markets they serve and has strongly contributed to GreatAmerica’s reputation as being “much more than just a finance company.”

“It’s an honor for Gobin’s Inc. leadership team in working with Sally Brause over the past four years. I personally have enlisted Sally’s expertise on numerous occasions and continually seek her perspective currently. Sally is in my eyes the best in HR, organizational restructuring, and corporate culture building not to mention an amazing role model. Sally’s dedication and leadership brings a unique perspective to our difficult decisions we face in the ever-changing office technology industry. I highly recommend Sally for any organization seeking consultation in various difficult business issues.”
– Dave Barrows, Director of Sales, Gobin’s Inc.

“Sally Brause is highly regarded within the office technology industry. We are grateful to have had her among the presenters at several of our district educational and networking events, including serving as the moderator of panel discussions at two of our events in 2015. Her skill set, knowledge, excellent presentation skills, and willingness to help others collectively make Sally a ‘true treasure’ within our industry. It is for these reasons that she was presented with the prestigious BTA President’s Award in 2014. We value the kindness Sally has shown our association and the industry in so many ways and look forward to working with her for years to come.”
– Brent Hoskins, Executive Director, Business Technology Association

Fred Carollo
VP of Originations, Office Technology
Everbank Commercial Finance
Why Fred Carollo is a Difference Maker: Fred Carollo is a household name in the industry, but he’s more than just a “finance guy.” Fred started his career managing office products and technology leasing operations. He has owned and managed three businesses in the retail, mortgage, and real estate sectors. Since 2006, Fred has been with EverBank Commercial Finance and has led its Office Technology platform since 2008. Entrenched in the daily operations of this evolving space, Fred is known as a thought leader. Trusted for his expertise and unique perspective, dealers and manufacturers rely on his agility and speed to tailor financing options that exceed client expectations.

“It has been my pleasure to get to know Fred Carollo. As with everything else we do, our opinions are formed by the dealers we know quite well all over the United States. Long before I met Fred Carollo, I was hearing from those same dealers how much they valued their partnership with EverBank. After meeting with him at a manufacturer’s dealer meeting, I learned firsthand his deep commitment to becoming a trusted financial partner to the independent dealers. Over the last three years of surveying dealers, EverBank has risen to become one of the top four leasing companies. That they have accomplished this over such a short period of time is directly attributed to their leader Fred Carollo.”
– Frank Cannata, The Cannata Report

Thy Cavagnaro
Senior Analyst, Business Applications Project Manager
Canon U.S.A., Inc.
Why Thy Cavagnaro is a Difference Maker: Thy Cavagnaro is the type of project leader that any business would want: intelligent, selfless, hardworking and committed to the success of customers. Thy spearheaded the connection between Canon and ECi to develop the Dealer Gateway for Canon, a cloud-based solution for dealers using ECi Software Solutions’ e-automate ERP system. In addition, she created a process that encouraged more dealers to sign up for ECi’s PO Processor service. Thy continues to work on projects focused on increasing efficiencies for Canon dealers.

“Over the past 3 years, Thy has been relentlessly focused on making it easier for dealers to do business with Canon. She works extremely hard and has spearheaded a number of projects to improve dealer efficiency and process improvement.”
-Kip Kugler, Strategic Solutions and Sales Manager, ECi e-automate

Shane Coffey
Senior Director of Product Management
Sharp Imaging and Information Company of America
Why Shane Coffey is a Difference Maker: Twenty years ago, Shane began his career at Sharp as a Quality Assurance Engineer. His dedication and tenacity helped land him in the role of Senior Director, Product Management for the Sharp MFP division. Shane leads a planning and marketing team whose work makes a global impact, driving the strategy for the entire line of Sharp MFPs. Over the years, Shane has worked tirelessly to bring Sharp MFPs to the forefront of technology, while driving practical innovations such as a unified toner – which protects dealer profit margins – and a shared platform design, greatly reducing dealers’ inventory costs.

“Don’t let Shane Coffey’s personality fool you. He may come across as a low-key personality, but under the surface he’s filled with unbridled enthusiasm for the technology he’s responsible for marketing. Shane has a broad background in product planning, marketing, technical expertise, launch management and team development, and Sharp is lucky to have him.”
– Scott Cullen, Chief Correspondent & Editor of The Cannata Report

David Concors
Vice President of Sales
Supplies Network
Why David Concors is a Difference Maker: Leadership and vision are critical qualities for success, and David Concors’ leadership has been instrumental in driving Supplies Network’s continued success as a print category focused distributor. In addition to providing overall direction for the sales team, David is highly influential in the development of value-add services and programs that create competitive differentiation to help resellers compete and succeed in a competitive market.

“David epitomizes the “work hard, play hard” mentality that defines Supplies Network’s culture and his passion for the industry is clear to anyone who has worked with him.”
– Michael Morris, TriMega

Joe Contreras
Vice President of Product and Solutions Marketing
Toshiba America Business Solutions
Why Joe Contreras is a Difference Maker: They’ve got an excellent team over at Toshiba and one of its more visible team members who is making a difference is Joe Contreras. He has a strong background in product planning, new product conceptualization, go-to-market strategizing, and marketing programs for document imaging, digital signage and LED markets, so it’s little wonder that he’s become one of the freshest faces at Toshiba when it comes to bringing those messages to market. Recently promoted, Joe is one of those people who is just plain easy to talk to; he keeps things simple, and does a fantastic job of explaining technology and company strategy. Toshiba seems to be a breeding ground for folks who are adept at making a difference.

“While most professionals in roles similar to Joe at Toshiba are and have always been extremely knowledgeable, Joe comes across as being among the most credible. He’s always prepared, focused, engaging and eloquent when delivering product messages. Plus, his highly professional while interpersonal style of delivery never wavers, regardless of what type of environment he is in; whether it’s one-on-one in a quiet office or an extremely crowded and loud trade show floor. I would also add that Joe is always respectful and flexible.”
– CJ Cannata, co-owner and SVP brand strategy and development, The Cannata Report.

Dan Cooper
Executive VP of Field Operations
Global Imaging System Corp/Xerox
Why Dan Cooper is a Difference Maker: Dan Cooper is good enough to hold two executive positions. He is both the Executive Vice President of Field Operations and the President of Electronic Systems, Inc. (ESI), a position he has held since 2000. Dan Cooper is a critical part of the Global Imaging Systems (GIS) team, providing direction and vision to the company’s managed services division. Dan is another reason why GIS is a leading provider of business technology solutions.

“Dan Cooper brings a systemized and repeatable approach to the business. In addition to mentoring the office and production business, Dan mentors GIS’ IT companies, which specialize in managed IT services like networking & security, application delivery & mobility, virtualization & cloud computing, unified communications & collaboration, and data center services.”
– Eric K. Gayden, Vice President, Zoom Imaging

John Corley
President of Channel Partner Operations
Xerox
Why John Corley is a Difference Maker: John Corley has done an outstanding job in his multiple roles driving Xerox’s GTM channel strategy, including operations, marketing, sales and delivery of technology products and services. His efforts are a key factor in driving growth in the small and medium business marketplace through Xerox’s channel partners in North America and Western Europe.

“John Corley has been with Xerox for 22 years and in his new position one can’t help but notice his deep understanding of the issues and the challenges confronting the channel along with an ability to develop strategies for driving growth within the SMB space through Xerox’s channel partners in North America and Western Europe. The company is clearly in good hands with Corley at the helm of Channel Partner Operations.”
– Scott Cullen, Managing Editor & Chief Correspondent, The Cannata Report

Scott Cullen
Managing Editor and Chief Correspondent
The Cannata Report
Why Scott Cullen is a Difference Maker: This year Scott Cullen celebrates his 30th year in the document imaging industry, virtually all of them as an editor and writer with industry publications. Name an industry publication and he’s probably written for it at one time or another. While many of his editorial peers have come and gone, Scott continues to churn out content and remains one of the widest read and most respected journalists covering the document imaging industry. “If I’d known I would have been sticking around this long, I’d have paid closer attention to what was going on in the beginning when I was first starting out,” laughs Scott. “However, the longer I do this, I continue to surprise myself with just how much I have learned about this industry and how truly interesting it is.”

“I’ve known Scott since the late 1980s. My first memory of him was at a Canon function where he was handling public relations; he was then working at a PR firm. Through all of these years I have gotten to know Scott well, seeing him a few times each year at industry events. I am impressed with and grateful for his long enduring dedication to the office technology industry as a writer and editor. He has served the industry – and dealers in particular – very well in terms of bringing valuable information and well-written articles.”
– Brent Hoskins, Executive Director, Business Technology Association

Sarah Custer
MPS and Equipment Solutions Manager
Supplies Network
Why Sarah Custer is a Difference Maker: In her various roles at Supplies Network Sarah has been making a big difference driving growth of the MPS business for Supplies Network and its reseller partners. She’s also been a key collaborator between Supplies Network and its resellers, supporting ongoing process and program improvements. Her experience and expertise have landed her many speaking engagements at industry events and editorial space in industry publications. Those that work with Sarah describe her as hardworking, dedicated and highly enthusiastic when it comes to all things managed print. With oversight of both the sales and operations teams within the Solutions and Services group, managed print has become one of the fastest growing segments of Supplies Network’s business under Sarah’s leadership.

“Sarah Custer has an uncanny ability to turn bold ideas into actionable programs that make money in new ways. I’ve worked with Sarah closely over the last few years on initiatives that interest us both and can say that she is one of the most diligent and forward thinking leaders I know. She is one of those people you look forward to collaborating with because she simply gets things done, efficiently and with enthusiasm.”
– West McDonald, VP of Business Development, Print Audit

Debra Dellaposta
President
WPS Office Solutions
Why Debra Dellaposta is a Difference Maker: Debra Dellaposta presides over a team that anybody would want to be a part of. Her successful and forward-thinking company, WPS Office Solutions, has been recognized repeatedly as a “great workplace” by the independent analysts at Great Place to Work. She has been listed as one of the Top 100 people by Pennsylvania Business Central for 2014 and 2015 and has won multiple awards, including the Managed Print Services Association Leadership Award 2010, Savin Savvy, Elite Dealer Award, and Chamber Innovation Award. She can add this one to the list.
“Debra Dellaposta is a leader that makes things happen. She is smart, well spoken and is constantly researching new technologies and methods in order to keep WPS ahead of the curve. She has led WPS Office Solutions with great success. The company has been recognized for many honors, including a “Great Place to Work” and personally Debra earned the Pennsylvania Business Central 2015/2014 “Top 100 People” designation. She is the consummate community-minded leader having been involved with numerous charities and currently serves as Chairperson for the Penn State Altoona Enactus Business Advisory Board. Perhaps most importantly, Debbie is well respected and liked by her peers, employees and vendors.”
– Josie Heskje, GreatAmerica Financial Services Corporation

Mario Diaz
VP of Consulting
Photizo Group
Why Mario Diaz is a Difference Maker: A quiet person who prefers to toot others’ horn rather than his own, Mario deftly navigates the choppy waters of imaging consulting around the globe. He ensures he deeply understands his clients’ needs and desires, executes a plan to achieve their goals, and captures crystalline insights that cut through the noise. While he’s not putting a lot of noise out on ‘the circuit,’ he’s working behind the scenes with some of the most well known players in our industry.

“Working across multiple industries over the course of his extraordinary career, Mario Diaz has a unique ability to blend his technical engineering background with his skills as a consummate marketing professional. His focus is always on putting the customer at the center of every interaction and finding solutions that will have a positive impact on their business objectives. There are many ingredients to building a successful business, but the core ingredient is always the people. Mario truly makes a difference for his customers, his colleagues and the industry as a whole.”
– Anne Wolf, CEO, Wolf Communications

“With Mario innovation – and the successful impact of that innovation – runs deep and in every project he approaches, for every client.”
– Heidi Gracie, Director of Marketing, Arizona State University

Terry Dixon
Executive VP of Sales and Marketing
Global Imaging Systems/Xerox
Why Terry Dixon is a Difference Maker: Terry Dixon brings more than 20 years of experience in management in the office technology space and a proven track record for building and leading a business. Named Vice President of Sales and Marketing for Global Imaging Systems in 2011, Terry Dixon has delivered again. His passion and knowledge has been a critical factor in driving record-breaking MPS sales for GIS.

“Terry Dixon is the ultimate driver in the organization, his energy is contagious. Under his leadership the Managed Print Services (MPS) went from $0 to now being almost 10% of the business. Terry’s passion for the business constantly drives him to seek ways to grow and improve Global.”
– Eric K. Gayden, Vice President, Zoom Imaging

Jeff Dotzler
Director of the GFConsulting team
Gordon Flesch
Why Jeff Dotzler is a Difference Maker: When the Gordon Flesch Company decided that they were going to commit to being a leading provider of Managed IT Services in the Midwest, they needed to find the right person to fill that role. They found that person in Jeff Dotzler. Jeff is the Director of the GFConsulting team, a team of professionals he created to help customers improve efficiencies, uptime and security while managing their costs. Jeff continues to lead the consulting group in a professional and forward-thinking manner, always looking for new growth opportunities and ways to expand their services.

“Jeff Dotzler, Director of The GFConsulting team, is responsible for the expansion of technology products and services for the fastest growing division at the Gordon Flesch Company. Jeff launched the managed print services program, developed the managed IT services offering, and has achieved significant growth with GFC’s enterprise content management product.”

– Michael Amiri, Director, Dealer Services at Continuum

John Eckstrom
President and CEO
Carolina Business Equipment, Inc.
Why John Eckstrom is a Difference Maker: Probably nobody has had a more circuitous route to the office technology space than John Eckstrom. The amiable president and CEO of Carolina Business Equipment (CBE) graduated from the University of South Carolina with a degree in accounting. After college, he went to a local firm working in the tax department and then moved to a firm where his focus was bank auditing. After two years, Eckstrom moved into private business where he became branch controller for a Fortune 500 company. He then became director of finance for a manufacturing company and was CFO to a mechanical contracting firm. Eckstrom came to CBE in November 1994 as the company’s controller and moved into the general manager position in March 1995. At the end of 1995, he purchased half of the company and became its president. In October 2000, Eckstrom purchased the rest of the company.

“John has not only built his business but has volunteered to share his knowledge, expertise and experience with the industry.”
– Bob Goldberg, Ex-Officio/General Counsel, BTA

“John’s experience and knowledge of the industry is a great resource. John has already shared his expertise with BTA by serving on their Board of Directors, and now is a member of the IBPI Board of Directors, so that we, too, can share his industry insight.”
– Randy Horshok, Executive Director, IBPI

Pete Emory
Director of U.S. Research and Lab Testing US/Asia
Buyers Laboratory LLC
Why Pete Emory is a Difference Maker: Want to know about a device? Ask Pete Emory. The 25-year industry vet works with all of the OEMs, evaluating and quality-checking devices and setting standards for the industry through his test methods. He is a major behind-the-scenes difference maker that has had a dramatic impact on the quality of devices being manufactured and is the voice behind many of the improvements we see year after year.

“Pete’s knowledge of how devices work and his belief on how devices should work is most likely the best in the industry. I for one contact him for details on how devices work constantly. His professionalism when it comes to testing products and sticking to the process that is used for testing is outstanding. Not only is he an incredibly knowledgeable person on all products and is always a professional when it comes to his work, but he is also one of the nicest guys I know. I consider him a friend first and a colleague second.”
– James Coons, OSBG A3 Hardware & Solutions Competitive Marketing, Xerox

Gene Fontana
Executive Vice President
Royal Imaging
Why Gene Fontana is a Difference Maker: Gene is an industry veteran with over 30 years of experience in both the manufacturing and distribution channels of the imaging industry. His passion is helping dealers grow their business while providing ongoing training on new product releases and alternative channel opportunities. Nothing about Gene is plain vanilla. He brings 31 flavors (and blazers) of expertise to every distributor-dealer relationship. He has been instrumental in Royal Imaging’s continued growth and success.

“Gene was my first boss and mentor in this industry over 25 years ago and early on I learned from him what it means to be a sales executive. Gene was and continues to be likable, professional, quick with a joke, and passionate and intelligent about our business. Gene makes a difference in the relationships he builds because of these attributes and from early on I saw from him that it wasn’t just about the sale, it’s about creating mutual trust and fostering a relationship where the success of the buyer and dealer is paramount. I, like many in this industry have learned from Gene and his relentlessly positive attitude always shines through.”
– Luke Goldberg, SVP, Clover Imaging Group

Elizabeth Fox
Business Unit Responsible for Xerox Managed Print Services
Xerox
Why Elizabeth Fox is a Difference Maker: Elizabeth Fox is helping lead Xerox into the future. Her worldwide business unit is responsible for offering Xerox Managed Print Services through their indirect partners to provide profitable solutions. An innovator who holds six patents, Elizabeth is passionate about leveraging changing market dynamics to drive new opportunities for customers and partners through insight, creativity and collaboration.

“Elizabeth has always been forward-thinking, and has continued to evangelize advanced solutions’ place in the print industry. She is a keen advocate of helping dealers and resellers better position and package. It is these things that I think make Elizabeth a difference maker.”
Ken Stewart, PMP, ChangeForge, LLC

Adrian Fuentes-Sanabria
VP of International Sales
Toshiba
Why Adrian Fuentes-Sanabria is a Difference Maker: There are those who run away from problems and those who keen to address them. Adrian is definitely the latter. He is a skilled communicator who is always poised to work out his customers’ issues and provide the tools and direction necessary to succeed and grow. Adrian has played a major role in Toshiba’s Latin America sales success.

“He is able to understand our needs and sets strategies in order to address them appropriately. He interacts with all sectors within Toshiba, so that his customers receive the best service available. In addition, he makes every effort within his reach to achieve his customers’ growth targets. I consider that because of his command of the Spanish language and his knowledge of the business culture in Latin America, Adrian has been able to handle himself very successfully in our region. He is also highly intelligent, which has enabled him to adjust smoothly to the continuous technological changes. We believe that Adrian has been a key factor in the growth of Ranko in Argentina.”
– Rodolfo Paskvan, President, Ranko S.A.

“I have been working with Adrian for approximately 15 years. He possesses a wealth of knowledge in the industry. He is very approachable, positive, pays attention to detail and executes the plan. It has been a great pleasure working with Adrian.”
– Camille Malaret, National Copier

Michael George
CEO
Continuum
Why Michael George is a Difference Maker: With more than 25 years of leading software companies, it’s no surprise that Michael George has had so much success at Continuum. Since joining the company a little over four years ago, it has grown 30 percent annually. Under his leadership, Continuum has delivered new products specifically for the IT channel, launched the Navigate by Continuum user conference that has sold out for two straight years, opened a European headquarters office and new Boston headquarters and has recruited exceptional talent to his executive team and Board – all focused on the success of the channel. Michael directed the establishment of the Continuum Veterans Foundation, a nonprofit organization providing financial support to local and national charities that focus on helping veterans find jobs in IT. The foundation has donated more than $150,000 since its founding in 2012.

“His leadership has helped bring a whole new dimension to the MNS offerings and made the transition a profitable path for dealers.”
– Edward McLaughlin, CEO, Valderus

Bob Greenhalgh
Senior Vice President
Toshiba America Business Solutions (TABS)
Why Bob Greenhalgh is a Difference Maker: A skilled leader and true business professional, Bob Greenhalgh consistently delivers results. He operates a network of more than 100 office equipment dealer locations throughout the United States and Latin America and achieves consistent success while maintaining a motivated and loyal sales force.

“I’ve worked closely with Bob Greenhalgh for the past 10 years and have a good feel for the collaborative leadership style he brings to Toshiba and his teams. Bob has excellent business insight and marketing instincts, both of which have contributed to his success at Toshiba Business Solutions (TBS). Bob truly cares about his employees. He works hard to develop his people while improving focus on the customer. He trusts his leaders and his TBS marketplaces to consistently deliver strong results.”
– Alex Rivera, Vice President National Accounts, Wells Fargo Vendor Financial Services Bob

“Bob Greenhalgh possesses a unique blend of leadership qualities that put him in a class of his own. Not only does he demonstrate passion for serving customers, but as well for developing his organization and continuous improvement. His experience as a successful dealership owner gives him the confidence to drive his management staff at Toshiba Business Solutions to treat their business with an entrepreneurial spirit, and lead with courage. Toshiba has a true veteran in their ranks with Bob, and anyone that’s dealt with him, has dealt with a classy professional.”
– Mike Johnson, Vice President, North American Business Channels & SMB, Lexmark International

Vince Janelli
Senior Director of Software Product Management
Sharp Imaging and Information Company of America
Why Vince Janelli is a Difference Maker: Vince Janelli has deftly led Sharp Imaging and Information Company of America’s (SIICA) Software-as-a-Service (SaaS) venture while also managing a team of product management professionals responsible for a portfolio of embedded hardware functionality and APIs, a multi-sourced software suite, as well as the Sharp Partner Program and associated channel programs.

“I consider Vince one of the most astute people in the industry when it comes to solutions. Just press his button and watch him go. It’s taken me a while to catch up with half of what Vince has been telling me for the past decade, but when it comes to talking embedded solutions, and actually any kind of solution, Vince is my go to guy.”
– Scott Cullen, Chief Correspondent & Editor of The Cannata Report

Todd Johnson
Partner
Strategic Business Associates
Why Todd Johnson is a Difference Maker: Todd Johnson founded Global Imaging along with his father, Tom Johnson, and built it into a hugely successful business. Since joining Strategic Business Associates in 2010, Todd has been instrumental in reviewing and updating the Imaging Model. His hard work in facilitating the financial surveys for the four major trade associations has provided data and analysis that has helped hundreds of dealers improve their businesses. No other work has had a greater impact on the industry than the SBA Financial Model. He also does outstanding clients work and has facilitated many sales and acquisitions for the dealer community.

“Todd has a deep understanding about the industry Business Model, and the critical success factors for success. His knowledge and skills around helping dealers increase their operating performance makes him a true asset to our industry.”
– Mitch Morgan, GAP

Jerry Jones
CEO
Cannon IV
Why Jerry Jones is a Difference Maker: Innovator is a word that is often overused, but Jerry Jones can truly be called an innovator. A leader among his reseller peers for decades, Jerry was an early proponent of MPS and instrumental in founding collaborative groups like INTEC. He has also been involved in numerous OEM dealer councils.

“Jerry is an industry leader who absolutely reflects the professionalism and leadership in his company that we all aspire to achieve.”
– Doug Johnson, Chief Strategy officer, LMI Solutions

Bud Karakey
VP of Operations
BEI Services
Why Bud Karakey is a Difference Maker: Bud Karakey is known as one of the smartest and most enthusiastic innovators in the industry. Long before Big Data and IoT were popular industry buzzwords, Bud was a key proponent. As an initial partner in Automated Dispatch System (ADS), he helped change the way technicians were dispatched. Now with BEI, Bud has engineered a transformation of the company into a service solution provider and has proven himself to be a great leader and innovator.

“I have worked with Bud on many projects and I always found him to be a consummate professional and a fantastic ambassador for BEI and for the industry!”
– Michael T. Stramaglio, President CEO, MWA Intelligence

Lindsay Kelley
President and Co-founder
Prospect Builder
Why Lindsay Kelley is a Difference Maker: Leads matter and Lindsay Kelley knows it. With research showing that buyers are 57 percent of the way through the decision making process before contacting a rep, industry pioneers like Lindsay Kelley of Prospect Builder are helping dealers build inbound marketing strategies to capitalize on this trend. Inside the industry her team helps develop and build strategies to attract new leads, convert them to sales opportunities, and smoothly hand these leads off to sales reps. Outside the industry, she has led Prospect Builder to become a HubSpot Gold partner in less than a year.

“Lindsay Kelley is leading the industry by bringing inbound marketing to copier dealerships. She leads a team of industry professionals that achieved HubSpot Gold Partner certification.”
– Darrell Amy, Chief Innovation Officer, Dealer Marketing

Mike Kirkpatrick
CIO
Standard Office Systems of Atlanta
Why Mike Kirkpatrick is a Difference Maker: Mike Kirkpatrick has made a career out of making people successful. A founder of CEOJuice, Mike has worked hard to ensure copier dealers are equipped with the latest technology in sales and service optimization through Automated Best Practices. He was a co-founder of an e-automate users group, and works closely with ECi regarding enhancements to e-automate and the new products they bring to market. Most recently, he completed a financial modeling report process to support the SBA/BTA ProFinance KPIs, and he’s currently working on new tools to provide clients with workflow and task management to help them reduce dependency on email for internal process communication.

“Mike has been an instrumental voice of the dealer community for years. He’s built his business with 100% focus on automation. His efforts continue to make a dramatic impact on dealers’ financials with best practices and workflow automation.”
-Laryssa Alexander, President, Field Service Division, ECi Software Solutions.

Barney Kister
Senior Vice President of Strategic Relations
Supplies Network
Why Barney makes a difference: Barney Kister is the primary relationship manager with OEMs and other key clients engaging with Supplies Network’s MPS program and other strategic initiatives. One of the founding partners of Supplies Network, he has been instrumental in the development of the Supplies Network Managed Print Services program. It’s been said that if there’s something going on in the imaging channel, Barney most likely knows about it. With over 35 years of industry experience, Barney is as wise and as knowledgeable as they come – and gracious in sharing that knowledge. We know that because of his valuable contributions to ENX for which our readership and we are grateful.

“As SVP of Strategic Relations, Barney works closely with manufacturers and key Supplies Network business partners to bring innovative programs and services to the market, ultimately benefitting all in the provider chain. Barney’s warm personality and influence have impacted not only his Supplies Network colleagues, but many throughout the industry over the years.”
– Tom Walter, Vice President of Distribution and Aftermarket Sales, Toshiba America Business Solutions, Inc.

Brad Knepper
President
All Copy Products
Why Brad Knepper is a Difference Maker: Brad Knepper is the young President of All Copy who is making a name for himself. A true entrepreneur, Brad is acquiring dealerships and turning them into successful businesses by providing a diverse range of products and services – and managing them well.

“Brad represents a new breed of dealer. He is a young, aggressive owner who has grown his business from a tiny dealer to over $60 million in revenue. He is aggressively buying up smaller dealers and rapidly expanding. He is active in a number of Copier Industry Groups and is always willing to share his knowledge. Brad is a multiline dealer and has strong relations with many, including serving on the Sharp Dealer Advisory Council.”
Mike Marusic, Senior Vice President, Marketing and Operations, Sharp Imaging and Information Co. of America

Mike Lecak
President
Collaborative Consultant Group
Why Mike Lecak is a Difference Maker: A 30+ year veteran of the office imaging and technology industry, Mike Lecak brings a valuable and unique perspective to both the planning and execution of projects. After successful stays at ComDoc and Toshiba, Mike joined Print Inc. in 2004 to manage sales for the company’s channel-focused Print Value Solutions program. He led a team that was responsible for bringing MPS practices to Print Inc.’s channel partners, including sales, service, training, and sales compensation models. In 2009, Mike joined Konica Minolta to manage the West Region for managed print services. For the Collaborative Consultant Group, Mike provides a hands-on approach that focuses on proven, successful strategies that drive bottom line results.

“Mike combines the executive leadership experience with the practical hands-on experience in business operations and MPS that make him an invaluable consultant to independent dealers. Mike is the trainer on MPS topics for the BTA, where I have seen him help dealers rebuild and start successful MPS practices.”
– Sarah Henderson, Director, MPS Solutions, Clover Imaging Group

Aaron Leon
CEO
LD Products
Why Aaron Leon is a Difference Maker: Although only in his late 30s, Aaron Leon has built LD Products from a start up in his college dorm room to a $100 million per year internet giant, selling consumables online. He also has created a large government-facing dealership team.

“Aaron is basically the Mark Zuckerberg of our industry – a data and marketing analytics genius. Their facility out in Long Beach is hands down the most impressive building I’ve visited in our industry outside of an OEM. Aaron is both humble and a tireless innovator.”
– Christian Pepper, Director of Marketing and Business Intelligence, LMI

Larry Levine
Social Sales Strategist
Social Sales Academy, Dealer Marketing
Why Larry Levine is a Difference Maker: If you use LinkedIn, you have certainly encountered a post by Larry Levine. A former copier salesman and frequent ENX enews contributor, Larry is now the standard bearer for selling through social media, particularly LinkedIn. A co-founder of the Social Sales Academy, he helps by guiding and coaching copier sales reps on how to create their branding moment on LinkedIn while sharing the power of integrating the use of LinkedIn into the sales process. An example is the LinkedIn Copier Roadshow, a multi-city event which instructs dealers how to successfully integrate the use of LinkedIn to help grow new business.

“Combining his 27 years of industry sales experience with a passion for continual improvement, Larry is the right leader to take this industry’s sales skills to the next level. Plenty of people are talking about LinkedIn, but Larry has actually walked the walk.”
– Todd Lee, Vice President, Sales, Office Automation Group at Wells Fargo Equipment Finance

Nelson Lin
VP of IT Services and CIO
Konica Minolta Business Solutions U.S.A., Inc.
Why Nelson Lin is a Difference Maker: In a world of increasing interconnectivity, Nelson Lin is leading a team that is driving change in the industry. Nelson is spearheading the transformation of Konica Minolta’s corporate IT to an innovation-driven enterprise business unit. Utilizing knowledge of the industry, experience in delivering business impacting applications and technology solutions as well as newly-formed strategic partnerships, Nelson is helping Konica Minolta offer new business services that leverage SAP Business One and MWAi’s Forza to deliver new business value to dealers. Other projects Nelson is working on include partnering with All Covered to create new solutions for dealers and future enterprise customers. Indeed, Nelson is forming new relationships for dealers and their customers by enhancing their experiences through innovation.

“Nelson Lin is one of the brightest and most talented executives in our industry and I have great confidence that Nelson Lin will be one of the most visible leaders who will play a major role in the transformation of the BTA Channel!”
– Michael T. Stramaglio, President CEO, MWA Intelligence

Kim Louden
Vice President of Sales
GreatAmerica Financial Services Corporation
Why Kim Louden is a Difference Maker: Kim Louden is another one of GreatAmerica’s talented and versatile team members who goes out of her way to provide solutions for dealers. During her 17-year tenure at GreatAmerica, Kim has handled many responsibilities, including credit, sales and team leadership. Kim serves on the MPSA’s Standards and Best Practices committee and earned her M.B.A. from the University of Iowa.

“Kim was someone who I first worked with during my tenure at GreatAmerica, where she has and continues to lead new team initiatives, national accounts, and MPS billing and contracting models. She is someone who I respect immensely for her vast knowledge of financing and the imaging industry overall. Her contributions as the Chair of Standards and Best Practices Committee and leadership on the MPSA Board has been invaluable this year.”
– Sarah Henderson, Director, MPS Solutions, Clover Imaging Group

Scott Maccabe
President and CEO
Toshiba America Business Solutions/Toshiba Global Commerce Solutions
Why Scott Maccabe is a Difference Maker: Perhaps no one in the industry is tasked with more than Scott Maccabe. In less than three years Scott has made his mark by leading a major OEM in the document imaging channel. What we like about Scott is that he’s personable, a good listener, and has the respect of not only his employees within Toshiba but those of us in the press and consulting/analyst community who closely track what Toshiba is doing. Scott Maccabe took the reins of TABS at a time when it was dealing with many challenges. His calm, even demeanor set a tone that enabled Toshiba to address these challenges in a practical, common sense way. He is a leader in every sense of the word.

“As leader of two Toshiba companies (Toshiba America Business Solutions and Toshiba Global Commerce Solutions, which operates throughout the world), Maccabe is probably the busiest executive within our industry. Perhaps just as important, he is one of the more grounded and amiable C-level executives you’ll find. He will also make himself available to anyone who crosses his path at whatever event he may be attending, which is extremely rare for someone of his stature.”
– Frank Cannata, president, editor-in-chief & publisher, The Cannata Report.

John MacInnes
President
Print Audit
Why John MacInnes is a Difference Maker: Although you won’t see John MacInnes at tradeshows or industry events, you will see his people and his ideas. John is a leader who trusts his senior team to speak to his vision of the future of managed print. He is a master orchestrator and serial entrepreneur always looking for new ways to drive the industry forward. His leadership enabled the first SBB (Seat Based Billing) platform for managed print, the Top 100 Summit, and the first RMM dashboard to tie device, user and document data together in one single pane of glass. He is changing the face of how office equipment dealers do business and make money in the new era of imaging.

“John is one of the most innovative, forward-thinking, warm-hearted individuals in this industry I’ve had the pleasure to work with. After knowing John for well over a decade now, I believe John would be the headshot next to the definition of Difference Maker.”
– Ken Stewart, PMP, ChangeForge

Frank Mallozzi
Senior Vice President of Global Sales and Marketing
EFI
Why Frank Mallozzi is a Difference Maker: Nobody is on a hot streak like EFI, and Frank Mallozzi’s knowledge and experience has helped make EFI one of the most innovative and upward trending companies in the industry. Tasked with many responsibilities, Frank has delivered, including spearheading important efforts to grow new production offerings in the document imaging space. He helped direct the implementation of a document imaging-focused track for distributors at the popular Connect users’ conference, and last year, the global sales and marketing organization that he directs for EFI, pulled off a remarkably successful rollout of production-class wide-format inkjet technologies available through leading channel suppliers like KMBS and KM Europe.

“Frank was one of the first people I met when I started doing this just over 20 years ago. He comes from the copier side and he’s one of the reasons EFI is still so strong in our channel. EFI is one of the most successful companies I follow and Frank helps drive the programs that put their solutions in your hands. He gets dealers and it’s nice to know there’s someone at that level at EFI that knows this channel so well.”
– Andy Slawetsky, Industry Analysts

Eric Martin
President
Clover Imaging Group
Why Eric Martin is a Difference Maker: For years Eric Martin has worked alongside Clover Technologies CEO, Jim Cercleski, to help build one of the largest and most powerful companies in the aftermarket imaging space. Eric has been instrumental in fostering and growing many of the key strategic relationships that have been cornerstones to Clover’s success, including the tier one distribution channel, big box retail, OEM and independent dealer channel. Along with Cerkleski, Eric was critical in helping drive the acquisition strategy that created the foundation for the Clover Imaging Group. He is also responsible for many of Clover’s environmental and community outreach programs such as “Clover gives back” as well as contributions to the Jillian fund for cancer research.

“If you look at the meteoric rise of Clover in our industry in a very short period of time you can associate much of that success to the drive and determination of Eric. Singularly focused on winning, Eric is a decisive leader, a man of his word, and a force in our industry that you do not want against you. We at Supplies Network are happy to partner with them, and I am proud that I can call him my friend.”
– Greg Welchans, President & CMO, Distribution Management, Supplies Network

Chis McFarlane
President
PrintFleet
Why Chris McFarlane is a Difference Maker: At PrintFleet’s core is collecting the most accurate, reliable data and utilizing algorithms to make this data useful and provide partners and customers with actionable information. Chris has transformed the business model, changing it from the one-time large purchase of a PrintFleet Enterprise system to a much more flexible and scalable SaaS model in the form of Vision. Even with this significant change, Chris led PrintFleet to year over year growth of 20 percent and expansion of the business globally.

“In an industry where data is king and managing that data continues to increase in importance, PrintFleet has been emerging as one of the premier data collection options in the document imaging industry and President Chris McFarlane is one of the reasons why.”
– Scott Cullen, Chief Correspondent & Editor of The Cannata Report

Joe Miller
CIO
Flo-Tech
Why Joe Miller is a Difference Maker: Joe Miller is the consummate CIO. His skill and knowledge has guided the development of Flo-Tech’s technology and application infrastructure. He has implemented technologies and best practices in data security, disaster recovery and business continuity and he has been instrumental in the development of a number of key Managed Print Services applications that provide added value to Flo-Tech customers.

“Joe is someone who is leading the industry with software integrations and enhancements to continually improve his customer’s workflow and overall experience. When I am looking for a leader to help bounce off ideas for workflow related to Managed Print Services Joe is someone I call first.”
– Sarah Henderson, Director, MPS Solutions, Clover Imaging Group

Vaclav Muchna
Co-founder and CEO
Y Soft
Why Vaclav Muchna is a Difference Maker: Vaclav Muchna is a true entrepreneur. He co-founded Y Soft, a leading enterprise office solutions provider, while still a university student in the Czech Republic. Since then he has help build a company that currently supports more than 14,000 Fortune 1,000 and SMB customers in 80 countries. In a bold move, he purchased a 3D printer company in order to direct the development of the device by integrating it with print management software. He continues to be innovative, growing Y Soft beyond the traditional print-print management industry to address all of customers’ business process optimization needs.

“I have been working with Vaclav and Y Soft for two years now. Vaclav has organized his company to be a true valued partner. Our industry is undergoing a change where customers need more than just MPS or print management. Vaclav’s vision to create a platform so that additional solutions can be added to their existing print management is indicative of innovative thinking.”
– Kirk Pothos, VP MPS Offer Development, Xerox

Christian Pepper
Director of Marketing and Business Intelligence
LMI Solutions
Why Christian Pepper is a Difference Maker: Meet an industry professional who is equally adept at marketing, new product development, and business intelligence as he is in sharing his knowledge with others in seminars and webinars. Christian is an extraordinary presenter and his astute observations, particularly when it comes to strategic marketing, are not only an asset to LMI but also the entire document imaging community. It’s great to have him as part of the club.

“Christian truly is a difference maker. He has a significant grasp of the relationship between a dealer’s go-to-market strategy and how this relates to both OEMs and Distribution. A real professional and a gentleman.”
– Scott Lewis, National Director of Sales, Caroliona Wholesale Group

Chris Polek
CEO
Polek & Polek
Why Chris Polek is a Difference Maker: Since Polek & Polek opened its doors in 1974, the family business has done things right and they’ve done them well. Chris Polek has certainly continued the family tradition. Their slogan, ‘We didn’t set out in 1974 to be the biggest distributor to the imaging community, just the best,’ is in no danger of being changed.

“Chris, in my estimation, is the nicest guy in the industry. There are many close seconds, but Chris holds the top spot. He is a champion for the independent dealer, and is a tremendous relationship-builder. He supports industry events without hesitation, attending most (if not all) of the events himself.”
– Randy Horshok, Executive Director, IBPI

Tim Renegar
President
Kelly Office Solutions
Why Tim Renegar is a Difference Maker: Tim Renegar defines success. Taking a small dealership and turning it into one of the 50 fastest-growing companies in the region in the last two years is no small feat. He wasn’t afraid to embrace new technologies and solutions either. He has been highly successful in his integrations with MPS, document management and managed IT. Ultimately, Tim understands the importance of people and he is a first rate motivator.

“I have known of Tim for a while but personally only about three and a half years. It is incredible what he continues to do in this industry and he treats people right.”
– James Buck, Regional Sales Manager, Impression Solutions.

Tom Salierno Jr.
CEO
Global Imaging Systems/Xerox
Why Tom Salierno Jr. is a Difference Maker: With more than 30 of years of industry experience, including serving as President and Chief Operating Officer of Ricoh U.S.A., Tom Salierno Jr. knows a thing or two about the document imaging industry. He currently leads the fastest growing unit within Xerox and is well known among his peers for his concise mission plans, consistency in message and well run organization. He means a lot to Xerox and that should say it all.

“Under Tom Salierno’s leadership, GIS has grown its annual revenues by 50%. Tom has an incredible ability to get the best from everyone and fosters an environment of teamwork and respect. It’s evident that the best interest of Global Imaging and its employees are his priority.”

– Eric K. Gayden, Vice President, Zoom Imaging

Terry Smith
Sales Manager
Kingsport Imaging Systems, Inc.
Why Terry Smith is a Difference Maker: With over 30 years of experience in the business, Terry Smith has learned a thing or two about effective management. His leadership skills, motivational techniques and relationship-building initiatives have truly inspired and encouraged the sales team at Kingsport Imaging Systems. He identifies with each of his team members and eagerly takes turns riding along with them to get to know their thinking and territory. As one of his staff stated, “Terry is very good at motivating the sales team in a positive manner. He teaches us the tools to be successful that he has learned over the course of his career. He’s a very effective motivator because he doesn’t use scare tactics or threats. Instead, he offers advice and anecdotes.”

“I’ve know Terry and have worked for him as a manufacturer’s representative, supporting his sales teams, for only a couple of years but I can tell you that he is a professional and well respected by his teams and in our industry. His depth of knowledge and years of experience have been beneficial to the successes of his sales teams and, unlike some in sales management, he works to coach and develop his team members instead of over-managing them.”
– Chuck Knight

Aldo Spensieri
Vice President of MPS
Clover Imaging Group
Why Aldo Spensieri is a Difference Maker: The talented, amiable and multilingual Aldo Spensieri has been at the forefront of innovation in the imaging channel for years. He has held positions at many well known companies in the industry and has always excelled. Aldo currently runs the Clover Imaging Group’s MPS offering, which is known in the market under the Axess brand. He is the education chair for the MSPA and is also involved with the Cost Per Seat council as well as the MPS Community for CompTIA.

“I have worked with Aldo in one capacity or another for over a decade and can tell you enthusiastically that he is a true champion of innovation in the imaging channel. He has an honest and tempered approach to doing what’s right for both partners and peers. Aldo has the unique ability to challenge us all to consider what we’re doing that could use some spit and polish while making us all comfortable with the positive impacts change can have. Aldo doesn’t shy away from progress, he inspires it.”
-West McDonald, VP of Business Development, Print Audit

Brian Stevenson
President
footPRINT Managed Services
Why Brian Stevenson is a Difference Maker: One of the pioneers of MPS, Brian Stevenson is the President of footPRINT Managed Services and a Director with TriMega Purchasing Association. Brian recently led the successful INTEC Ignite event, co-located with ITEX this year. The exclusive event attracted most of the top MPS and technology-focused resellers across North America, along with their key supplier partners.

“Brian is the quintessential professional—humble, optimistic, and quietly brilliant. Brian sees things for how they are and understands how to navigate challenging landscapes and collaborate with others to ensure people get what they want. That’s a sure sign of a difference maker!”
– Ken Stewart, PMP, ChangeForge, LLC

Tawnya Stone
Director of Strategic Technology
GreatAmerica Financial Services Corporation
Why Tawnya Stone is a Difference Maker: When people think of GreatAmerica they think leasing, but Tawnya Stone is a testament to the forward-thinking nature of the company and its versatile personnel. As the chair of CompTIA’s Managed Print Executive Council, Tawnya has worked hard to ensure that the dealer community has greater access to all emerging technologies – not just traditional MPS knowledge.

“Tawnya has contributed to the imaging channel far beyond our traditional outlets. She has adeptly introduced office equipment dealers to solid knowledge around adjacent verticals like Managed IT Services while at the same time helping them to strengthen their traditional practices. Tawnya is exceptionally keen and intelligent and I’m looking forward to seeing how she helps our channel to do more in 2016 and 2017.”
– West McDonald, VP of Business Development, Print Audit

Lou Stricklin
Director of Marketing and Product Marketing
Muratec America
Why Lou Stricklin is a Difference Maker: Lou Strickland wears many hats at Muratec and he wears them all well. He is responsible for marketing, product marketing and he is even the treasurer of the MPSA. Lou possesses acute knowledge of the industry and has been called on by media outlets for his opinions on everything from the BTA channel and MPS to MNS.

“Lou Stricklin is, simply put, a quality man. He has spent countless hours as a Board Member and Treasurer of the MPSA. His actions show that he truly cares about this industry and about the MPSA’s success. He has been a sponsor of the Marketing & Communications Committee that I Chair, and doesn’t just listen to the calls, he offers his time and expertise—often in the midst of international travel and the incredible responsibilities he holds at Muratec—his full time job!”
– Josie Heskje, GreatAmerica Financial Services Corporation

“Lou Stricklin is an industry leader. He represents his company at many industry events and is a difference maker in his leadership in the MPSA.”
– Kevin Morris, CEO, OneDOC

Larry Trevarthen
Director of Business Imaging
Epson America, Inc.
Why Larry Trevarthen is a Difference Maker: Amazingly, Larry Trevarthen has only been with Epson since 2014 where he’s been playing an integral role in his position as director, business imaging, particularly when one takes into account some of the company’s key introductions of the past 12-18 months. Without question the most notable introduction has been the Replaceable Ink Pack System (RIPS). He’s also been at the forefront of some of the company’s latest hardware introductions and has been instrumental in raising Epson’s profile within the document imaging industry.

“It has been a pleasure as we embark on this new relationship with Larry Trevarthen and his team. Larry and his team are facing a daring challenge by introducing a new technology to the BTA Channel, but we believe in our future with Epson and the revolutionary products they are presenting to this industry. We believe they will be fixtures in the BTA Channel. We appreciate Larry seeing the extreme value with entering into a partnership with Impression Solutions, and the vital support we will provide that is known to dealers nationwide.”
– Ray Looney, Vice-President of Sales, Impression Solutions

R. Steven Tungate
VP and GM of Supply Chain, Service and Innovation
Toshiba Business Solutions
Why R. Steven Tungate is a Difference Maker: Steven is another one of those unheralded, behind-the-scenes executives who has played a major role in Toshiba’s success. His responsibilities are numerous and wide-ranging, and include overseeing the company’s innovation, technical support, as well as the service and supply chain management organizations. He leads the company’s industry-recognized technical support and service teams and manages more than 1,000 employees that interact with customers daily.

“Steve Tungate is a great asset to the Toshiba team. He understands and is knowledgeable on both the dealer side and the manufacturer side. Steve’s background and experience gives him the tools to help make Toshiba a better company.”
– Jack Stargel, president, Stargel Office Solutions

Steve Weedon
CEO
Cartridge World
Why Steve Weedon is a Difference Maker: Anybody familiar with remanufacturing or the distribution side of aftermarket imaging components and supplies knows and respects Steve Weedon. A former executive at Static Control Components (SCC), Steve helped build SCC into a global aftermarket powerhouse. He recently made headlines by helping APEX acquire SCC and also in Golden Green’s acquisition of Cartridge World. In August 2015 he was appointed the Global CEO for Cartridge World to help reinvigorate the brand and drive the global reseller network forward.

“I met with Steve recently and was impressed with the scope of his vision and how his strategy is uniquely focused on making every global franchise stronger and more successful. Cartridge World has some huge initiatives planned for the next two years and if Steve is able to deliver on his vision, the CW brand will enjoy a resurgence and become a credible force again in the channel.”
– Christian Pepper, Director of Marketing and Business Intelligence, LMI

Gavin Williams
Executive Vice President, Special Business Unit – SAP B1
MWAi
Why Gavin Williams is a Difference Maker: If anybody knows how to sell software it’s Gavin Williams who originally joined MWAi in 2009 as director of sales. He knows a thing or two about solutions too, which is why Gavin has been an instrumental member of the MWAi team as it raises the profile of SAP FORZA within the market. He’s also making a difference outside the firm as well as part of the charity cross-country motorcycle rides he participates in with MWAi President Mike Stramagalio.

“Gavin Williams is not only a great friend but he may be the most tenacious sales person I know. It doesn’t matter if it’s an ERP package, a new Harley or raffle tickets, if Gavin sets his sights on you, get your check book out. Every company should have a head of sales like Gavin.”
– Andy Slawetsky, Industry Analysts

“The only thing that is more mission critical to our industry than the adaptation of new technology and services are the leaders driving it. As our generation begins to take the reigns of what the generation before built, a leadership group must lead the way. Gavin has proven he is part of that group and will help future proof our industry.”
David Scibetta, EVP/CIO, Documentelligence™

Sue Wilson
Vice President of supply chain management
Toshiba America Business Solutions
Why Sue Wilson is a Difference Maker: Dealers love Sue Wilson because she gets answers. Though her role is not a public-facing one, Sue is one of the industry’s game changers. For more than 15 years, she has integrated a series of process improvements to definitively drive efficiencies within Toshiba’s supply chain resulting in cost savings for her company and its customers. The steps she took to significantly reduce the impact of last year’s West Coast port strike underscore her value to Toshiba while cementing her as a true difference maker.

“Sue approaches her own responsibilities with grace and precision and is renowned for going out of her way to solve problems and find solutions for dealers in areas that may fall outside of her purview. On top of that, Sue sets the utmost standard of class and integrity in and out of our industry and I am proud to call her a partner and friend.”
– CJ Cannata, co-owner and SVP brand strategy and development, The Cannata Report

Danielle Wolowitz
Vice President of Corporate Marketing Group
Kyocera Document Solutions America, Inc.
Why Danielle Wolowitz is a Difference Maker: If you’ve been covering this industry long enough you tend to realize that product planning and marketing positions are often stepping stones within OEM organizations to bigger and better things. Starting with Ricoh in 2001 as an associate product manager before moving to Kyocera in 2005 as a product and solutions marketing manager, it’s not surprising to anyone who has met Danielle or worked with her that she has taken on an even bigger role in the Kyocera organization. Kyocera has assembled a top-notch team during the past few years and Danielle continues to be where the action is as Kyocera keeps rolling out new products and apps.

“In her role as VP Corporate Marketing at Kyocera Document Solutions America Inc., she heads up Product Marketing, Marketing Communications, Education Services and Product Planning – four key areas of responsibility. Danielle brings a tremendous sense of knowledge, commitment and innovation to her position. Those of us who work closely with her can strongly attest to her fine leadership and most meaningful contributions – both strategically and in day to day operations.”
– Tom Hadlock, SMA, NYC

“Danielle has been through several regime changes at Kyocera and has continued to be a rising star. Her experience with both hardware and solutions has given her a strong understanding of the importance of each product type and the balance dealers need between these two offerings. In an industry dominated by men it’s been refreshing to see Danielle excel to such a senior level and I look forward to seeing just how far she will go.”
– Andy Slawetsky, Industry Analysts
Thank You
This special issue would not have been possible without the input of the many individuals who took the time to respond to our requests for recommendations and comments about this year’s difference makers. We would like to thank everybody who participated over the past several months to help put this issue together.