When Jeff Wilson entered the office technology space in the late 1990s, he only had a cursory knowledge of printers and copiers. That mattered little, because Wilson knew people.
Blessed with the “gift of gab,” the man knew how to work a room. He’d been surrounded by older, wealthy people during his time working as a youngster at a golf club in Washington state, and could converse with people as equals. The intimidation element was a non-factor.
And early in his office technology journey with Print, Inc., having cut his teeth in managed print services even before there was such a term, Wilson teetered on the brink of switching careers. That is until he met Frank Gaspari—who was just beginning to assemble what would become the Flex Technology Group (FTG) empire—and found a kindred spirit, a business sensei of sorts.
Now the vice president of business development and FTG’s unofficial MPS evangelist, Wilson’s people and sales skills mesh nicely as he helps organizations within the company’s umbrella to break into enterprise business and national accounts in a more profound and meaningful way that has translated into big dollars and huge upside potential.
“I love building relationships,” said Wilson, a 2020 ENX Magazine Difference Maker. “There’s nothing I like more than getting out of the office, meeting new people, hearing their stories and turning them into customers. Equally gratifying is helping folks within our organization get better at what we do, help them win deals, find success and make money.
“I’m fortunate to visit each of our 17 companies and train teams on how to get better at selling MPS, how to win enterprise accounts and compete with the OEMs. I help give them the confidence to do it on their own. That organic growth is the favorite part of my job.”
That all begins with Wilson’s value proposition in building those relationships. Sitting down in a business meeting at the onset, he sees to it that stone-faced, serious demeanors give way to ice-breaking chuckles by making a self-deprecating remark to ease the tension.
“When you break down those walls, that’s when people start to love you, trust you and believe in you,” Wilson noted.
While Wilson didn’t require any tutelage for his people skills, he certainly discovered an executive in Gaspari whose genuine, earnest qualities have motivated executives far and wide to relocate to Arizona and join the FTG crusade. His brand of leadership could inspire team members to go through the proverbial wall for the firm.
“His greatest gift is not only the ability to relate to people, but also make them feel important,” Wilson noted. “He knows how to treat people right. He’ll ask how your wife is doing at her job. Not many people care enough to find out more about you. He’s the type of person I want to emulate…there are not enough of those people in business today.”
Perhaps what thrills Wilson the most about FTG is its MPS competence, and how it vastly supersedes the definition lesser platforms promote. As FTG’s offering blossomed and differed significantly from competitor offerings, Wilson’s confidence grew to the point where national/enterprise deals began to fall the company’s way with regularity.
Wilson’s work with the 17 companies has enabled them to step outside their comfort zone and assert MPS as a strength as opposed to a defensive play. He helped guide California-based Caltronics to a level of proficiency that enabled it to secure a couple of major takedowns, including a national account it had been calling on for 15 years, to no avail. Caltronics’ MPS adoption was a watershed moment for Wilson and FTG, and now the branch has the tools and confidence to attack opportunities on its own.
“It’s a new tool in their belt and it’s making their business more profitable,” Wilson added.
Backed by that MPS competence, a number of FTG family companies are in the process of closing out major deals that can add a flourish to what has been a difficult year due to the pandemic. Wilson feels FTG is only touching the tip of the opportunity iceberg when it comes to MPS. With a number of OEMs enduring their own challenges, Wilson believes the door is open for FTG to capitalize on those enterprise accounts and spur more organic growth.
But while his job is centered on imparting MPS knowledge, Wilson is mindful of elevating his own game. “I’m never afraid to ask for feedback, whether it’s from Frank or account executives,” he said. “I firmly believe that if you’re not getting better, then you’re going backward.”
Wilson and his wife, Kristy, have been married for nearly 15 years. They have a son, Logan, 11, and a daughter, Harper, 10, and love attending their activities, such as club soccer and gymnastics. While a back injury in college negated his plans to become a pro golfer, Wilson still enjoys hitting the links. A fitness enthusiast, he loves the blast of endorphins he receives from working out.
Married in Maui, Wilson would love nothing more than to set up shop in Hawaii. “It’s my happy place,” he said.
