ABM (Allen Business Machines)
Fort Wayne, IN
www.abmfw.com
Year Founded: 1953
President/Owner: Dan Maucher
Number of Employees: 28
Primary Vendors: Sharp, Epson, Canon, HP, Datto, Lenovo
Primary Solutions Offerings: Square 9, Huntress, ID Agent, Microsoft
Primary Leasing Partners: GreatAmerica, U.S. Bank
Approximate Yearly Revenue:
$5-$10 million
Fastest-Growing Business Segments: Managed services (200%)
Biggest Accomplishment of the Past Year: ABM used the pandemic period to review internal processes and build a stronger foundation.
Why We Consider ABM Elite:
- ECM balance. In the past year, ABM made significant investments in enterprise content management to address client workflows and solidify its level of customer service.
- Deeper dive. ABM procured a managed services contract for a county government, a client that already relied on the dealer for its equipment needs. It was one of many deals that helped spark its tremendous growth in managed services.
- Service acumen. While already a past winner of Sharp’s Platinum Service Provider Award, ABM improved to AAA rated. This speaks to the company’s status as a leader in its markets for technical proficiency.
- Building blocks. ABM invested in the Entrepreneurial Operating System (EOS) to augment an already strong corporate culture and create a better overall company that stresses employee growth.
ACT Group
Cromwell, CT
www.goactgroup.com
Year Founded: 1974
President/Owner: Cynthia Gondek (CEO), Greg Gondek (President)
Number of Employees: 28
Primary Vendors: Ricoh, HP, Kyocera
Primary Solutions Offerings: Ricoh, Kyocera, HP, 3D Systems, Rize, Square 9, ecoprintQ, PaperCut, Cima Software, Kofax, GoldFax
Primary Leasing Partners: CIT, U.S. Bank, Wells Fargo, DLL
Approximate Yearly Revenue:
$5-$10 million
Fastest-Growing Business Segments: Software (24%), 3D materials (15%), MPS MIF (14%)
Biggest Accomplishment of the Past Year: ACT Group increased its customer base and machines in field while employees earned additional certifications.
Why We Consider ACT Group Elite:
- Website refresh. ACT Group is in the process of redesigning the ACT3D website to create a more modern feel that will help differentiate its 3D brand from the competition.
- Sustainability excellence. With its selection as a Ricoh Eco Excellence Dealer, which underscores its commitment to sustainability, ACT Group will incorporate the honor into its marketing strategy, underscoring its green solutions for the printing industry. The award also provides ACT Group with access to the most-up-to-date information on sustainability that it can share with customers.
- Client right-size. The biggest customer success story was a client conversion that helped reduce a fleet of 192 units to 60 across multiple locations, comprising delivery, installation and software training.
- Paving connections. ACT Group sponsored Klingberg Family Centers for the second straight year in the Hartford Business Journal’s 12th annual “Giving Guide: Business Gives Back” publication. The guide highlights local non-profit organizations in the weeks leading up to Giving Tuesday. The dealer has a full-page ad in the book.
Advanced Business Equipment
Asheville, NC
www.abecarolina.com
Year Founded: 1981
President/Owner: Kevin Jackson
Number of Employees: 34
Primary Vendors: Konica Minolta, Canon, KIP, Dell, HP, MBM Corp.
Primary Solutions Offerings: Microsoft, OneScreen
Primary Leasing Partners: GreatAmerica, DLL
Approximate Yearly Revenue:
$5-$10 million
Fastest-Growing Business Segments: Thermal scanners (72%), digital smartboards (42%), A4 (22%)
Biggest Accomplishment of the Past Year: Advanced Business Equipment augmented its sales and admin teams and updated/enhanced numerous processes to better position itself for growth.
Why We Consider Advanced Business Equipment Elite:
- Nonprofit support. To garner more non-profit customers, Advanced Business Equipment refocused its marketing approach, including blog interviews about their missions that are shared through social media to shout-outs that are displayed on the marquee at the dealer’s parking lot entrance. Professionally designed digital billboards are also created and displayed for three weeks.
- Thank-you note. As a token of appreciation for all new clients, Advanced Business Equipment sends thank-you cards from the desk of CEO Kevin Jackson via USPS.
- Top score. The dealer captured an RFP from a county-wide school system for 129 A3, A4 and single-function devices bundled with a managed print solution.
- Giving back. As a support gesture for many of its non-profit clients, Advanced Business Equipment participated in a backpack drive held by United Way Asheville and Buncombe County. Employees donated the costs of 20 backpacks, with the CEO matching that effort.
Alpha Laser & Imaging, LLC
Evansville, IN
alphalaserimaging.com
Year Founded: 1999
President/Owner: Aaron Althaus (executive partner, COO), Jason Althaus (executive partner, vice president of sales)
Number of Employees: 30
Primary Vendors: Ricoh, Canon, HP, Brother
Primary Solutions Offerings: PaperCut, Canon, Ricoh, XMedius, Microsoft, VMware, Fortinet
Primary Leasing Partners: U.S. Bank, Canon Financial Services, GreatAmerica
Approximate Yearly Revenue:
$5-$10 million
Fastest-Growing Business Segments: Production (25%), managed solutions (15%)
Biggest Accomplishment of the Past Year: Alpha Laser & Imaging‘s team remained steadfast throughout the pandemic period, employing hard work and a positive attitude.
Why We Consider Alpha Laser & Imaging Elite:
- Tech success. The dealer implemented NEXERA software for its service division, enabling it to manage areas including inventory costs, technician tracking, performance reviews, a bonus program and MIF analysis.
- Top takedown. In a challenging agreement that took nearly a year to finalize, Alpha Laser & Imaging put the finishing touches on a two-unit deal worth $275,000.
- OEM kudos. Alpha Laser & Imaging is a Ricoh Service Excellence Certified Dealer and boasts several Prestige Technicians—the highest service award available. It’s won these awards every year during the program’s nine-year existence.
- Employee enticements. Creating an environment that’s fun and provides an outlet for team member success is important to Alpha Laser & Imaging. The dealer gives random afternoons off so the entire company can catch a movie and holds employee luncheons every few weeks.
Altek Business Systems, Inc.
Telford, PA
www.altekimaging.com
Year Founded: 1991
President/Owner: Ray Derstine
Number of Employees: 24
Primary Vendors: Kyocera, Xerox, KIP
Primary Solutions Offerings: Microsoft, DocuWare, MyQ, Kyocera
Primary Leasing Partners: GreatAmerica, Wells Fargo
Approximate Yearly Revenue:
$5-$10 million
Fastest-Growing Business Segments: Production (400%), managed IT (41%)
Biggest Accomplishment of the Past Year: Altek Business Systems added two new sales reps during the pandemic and performed extensive training.
Why We Consider Altek Business Systems Elite:
- Digital marketing. By partnering with a marketing company to expand SEM and PPC campaigns, Altek Business Systems was able to drive traffic to its website and create new, organic customer leads.
- Diligent outreach. The dealer keeps a steady flow of customer communications that go beyond upgrades or issue resolution. It provides periodic account reviews for possible contract adjustments and to dig deep into existing or potential challenges, solidifying its client relationships.
- Well-rounded solution. A rapidly expanding HVAC company on the East Coast turned to Altek Business Systems for a 39-unit placement in addition to three KIP wide-format machines. The five-year pact also includes MyQ software.
- Educational support. Altek Business Systems purchased 50 backpacks, filled them with school supplies and donated them to the Keystone Opportunity Center for distribution to families identified as having food insecurity. Employees also donate time each week to the organization, distributing fresh fruits and vegetables to more than 300 local families in conjunction with the Food for All pantry.
Automated Business Products
Centennial, CO
abpcopy.com
Year Founded: 2005
President/Owner: Paul Archer
Number of Employees: 45
Primary Vendors: Kyocera, HP, Xerox, Epson
Primary Solutions Offerings: Square 9, PaperCut, Kyocera, Biscom
Primary Leasing Partners: LEAF, Xerox Financial Services, U.S. Bank
Approximate Yearly Revenue: $8.9 million
Fastest-Growing Business Segments: MFPs/printers (5%)
Biggest Accomplishment of the Past Year: Automated Business Products ended 2020 with more employees than it had at the start of the year, and is growing revenue significantly in 2021.
Why We Consider Automated Business Products (ABP) Elite:
- Peer perfection. ABP played a significant role in growing collaboration, idea sharing and mutual assistance for the Select Dealer Group peer organization. Ordinarily meeting three times a year, ABP instituted weekly Zoom meetings in March 2020 for all member companies. Now held monthly with targeted gatherings for sales, service and finance/operations groups, the meetings are critical to staying current with business trends.
- MNS rollout. After a lengthy investigative period that incorporated input from peer organizations, ABP assembled a strong managed network services program and team. The dealer recruited a vCIO from one of its clients (with permission) to head the effort.
- Air apparent. The year’s biggest takedown for ABP was the nation’s largest air ambulance company, which has 500 locations and 10,000 employees including skilled pilots and critical care workers. ABP beat out a number of national suitors to win the business, which includes hundreds of printers and MFPs as well as fleet management. The client is adding 10 to 20 new devices each month.
- Helping hands. Through Mean Street Worship Center, ABP team members prepare and serve lunch to more than 100 Aurora citizens every other Saturday throughout the year. The dealer provides the center with supplies and services for its A3 MFP at no cost, one of numerous organizations for which it furnishes gratis prints and copies.
Bay Copy
Rockland, MA
baycopy.com
Year Founded: 1972
President/Owner: Ray Belanger
Number of Employees: 30
Primary Vendors: Konica Minolta, Muratec, Toshiba, Lexmark
Primary Solutions Offerings: MPS, office products
Primary Leasing Partners: GreatAmerica
Approximate Yearly Revenue:
$5-$10 million
Fastest-Growing Business Segments: Office products (36%), MPS (5%)
Biggest Accomplishment of the Past Year: Bay Copy made a strategic hire to increase its reach into the health care market.
Why We Consider Bay Copy Elite:
- Marketing resources. Bay Copy keeps attuned to the best and most effective marketing strategies through a number of resources, such as participating in the Select Dealer Group peer organization, the Lexmark Dealer Advisory Board and the South Shore Chamber of Commerce.
- Vertical target. By providing thought leadership pieces in national health care journals, Bay Copy amasses a portfolio of marketing resources that can be leveraged when contacting prospects in this field.
- Point person. The aforementioned critical hire, Peter Racicot, is the former owner of Fallon Ambulance Service, an emergency medical transportation firm with more than 500 employees serving Greater Boston. Racicot’s extensive list of contacts within the New England health care sector made him an idea fit as director of health care and strategic accounts for Bay Copy.
- Early vaxxers. Given the company’s strong relationships with many health care-based organizations, Bay Copy was able to provide its essential and front-line employees access to COVID-19 vaccines when they became available to them. The dealer incented employees who received the vaccine with $500 bonuses.
Budget Document Technology
Lewiston, ME
www.bdtme.com
Year Founded: 1989
President/Owner: Tom Oullette (president), Steve Oullette (CFO)
Number of Employees: 35
Primary Vendors: Konica Minolta, Xerox, Lexmark, KIP, HP, FP Mailing
Primary Solutions Offerings: PaperCut, Ademero, Square 9
Primary Leasing Partners: GreatAmerica, U.S. Bank, Xerox Financial Services
Approximate Yearly Revenue: $9.2 million
Fastest-Growing Business Segments: Hardware (25%), rental (53%)
Biggest Accomplishment of the Past Year: Budget Document Technology opened a new sales office in Amesbury, Massachusetts, which was a driving force in growing hardware sales by nearly 25%.
Why We Consider Budget Document Technology Elite:
- Infrastructure investments. During the pandemic, the dealer invested $130,000 to address infrastructure needs through new servers, PCs, autos, an e-automate upgrade and a new website.
- Client considerations. Budget Document Technology developed flexible strategies for client maintenance agreement pricing. While some clients requested contract evaluations, the dealer initiated many offers of revised service billing options to provide them with greater flexibility. Sales reps were coached on how to present these alternatives during product refreshes.
- Customer service. The dealer engaged Kingston Training to develop a standardized approach to questions about service, finance and delivery.
- Significant sale. Budget Document Technology’s biggest and most complex deal was a 77-unit installation, with more than half the fleet placed outside of its territory, requiring it to work with multiple dealers from the northeast to Florida. The deal included desktop printers, mid-volume MFPs and production print with MPS. With another 30 units tacked on to the agreement, it represents the largest dollar transaction in company history.
Copier Fax Business Technologies, Inc.
(Copier Fax BT)
Buffalo, NY
www.copierfaxbt.com
Year Founded: 1990
President/Owner: Al Scibetta, Andrea Scibetta, David Scibetta (owners)
Number of Employees: 36
Primary Vendors: Konica Minolta, Lexmark, HP
Primary Solutions Offerings: DocuWare
Primary Leasing Partners: DLL
Approximate Yearly Revenue: $8 million
Fastest-Growing Business Segments: MPS (50%), MNS (30%), hardware (25%)
Biggest Accomplishment of the Past Year: By restructuring its sales team, Copier Fax Business Technologies completely changed how it covers territories, provides customer service and works in a more collaborative manner.
Why We Copier Fax Business Technologies, Inc. (Copier Fax BT) Elite:
- New blood. As part of the company’s restructuring, Copier Fax BT hired a sales manager (Dave DiMizio), an MPS manager, a director of IT and a strategic territory manager. The infusion of leaders and the restructuring initiative provided a dramatic increase in net-new business.
- Come together. After a pandemic-induced hiatus, Copier Fax BT brought back a number of special events, including its annual golf tournament. This provided the dealer a chance to interact with clients face to face in an outdoor setting.
- Power play. Copier Fax BT renewed its agreement as the Official Office Technology Partner of the Buffalo Sabres. The dealer crafted a new program that adjusted the way it advertises to better accommodate viewers watching the game on TV or through other media. In addition, Copier Fax BT installed thermal cameras in the arena for employees and fans.
- Community support. The dealer is a major sponsor of Summit, a non-profit organization that brings awareness to autism, and also supports Buffalo Hospice. A number of employees are involved as board members for organizations including Rotary International, Summit Education and Cardinal O’Hara.
celebrated his
62nd year in
the industry in 2021
Copiers Plus
Fayetteville, NC
www.copiers-plus.com
Year Founded: 1985
President/Owner: Bob Smith
Number of Employees: 51
Primary Vendors: Kyocera, Muratec, Epson, Canon
Primary Solutions Offerings: Kyocera Document Solutions, Ademero, DataBank, Biscom, PaperCut, MyQ
Primary Leasing Partners: GreatAmerica, Wells Fargo, LEAF, Marlin, CIT
Approximate Yearly Revenue:
$5-$10 million
Fastest-Growing Business Segments: Monochrome printers (50%), software (45%), MPS (10%)
Biggest Accomplishment of the Past Year: Copiers Plus added a number of key service personnel to help spur growth, including a new vice president of service and a hardware manager.
Why We Consider Copiers Plus Elite:
- Marketing spokesperson. Copiers Plus has engaged a local radio personality who acts as a spokesperson for its product and service offerings in one of its regions. The dealer furnished the host with an MPS, supplies, toner and service, and he in turn provides insights to listeners about his experiences.
- About us. The company began sponsoring events that enable it to address attendees and provide a corporate overview, allowing Copiers Plus to position itself as an industry leader.
- Legal briefs. The dealer captured the business of a legal firm with offices throughout North Carolina. The solution entailed a variety of A3 and A4 placements along with enterprise security, global device management and software integration with their practice management systems.
- Industry accolades. In addition to being named a Kyocera Platinum Dealer and a GreatAmerica Prestige Partner, Copiers Plus was named to the 2021 Best Employers in North Carolina by Business North Carolina.
Corporate Business Systems
Madison, WI
www.corpbussystems.com
Year Founded: 1998
President/Owner: Mike Blake
Number of Employees: 20
Primary Vendors: Xerox, Ricoh/Savin, HP, Lexmark, Canon, FP Mailing
Primary Solutions Offerings: PaperCut, CapturePoint, Treeno
Primary Leasing Partners: GreatAmerica, Xerox Financial Services
Approximate Yearly Revenue:
$5-$10 million
Fastest-Growing Business Segments: Net-new business (12%), MPS (8%), overall sales (5%)
Biggest Accomplishment of the Past Year: In an effort to diversify its offerings, Corporate Business Systems became an authorized partner with FP Mailing Solutions.
Why We Consider Corporate Business Systems Elite:
- Augmenting sales. Corporate Business Systems added solutions and app training for its sales staff to bolster relationships with clients beyond the equipment sale.
- Clear communications. The dealer takes pride in the fact that it doesn’t employ phone trees of communication or triage service calls. Clients can be assured that Corporate Business Systems’ sales, service and administration are exceptional, as shown by a Net Promoter Score of 93.75.
- Contractual success. A large manufacturer with multiple locations turned to Corporate Business Systems for a solution that included more than 100 devices with MPS.
- Community caring. In addition to supporting non-profit entities, Corporate Business Systems partners with organizations that focus on assisting area homeless people.
Definitive Technology Solutions (DTS)
Bloomington, MN
go-dts.com
Year Founded: 2004
President/Owner: Mark Stokes (CEO), Gordon Running (president and COO)
Number of Employees: 35
Primary Vendors: Sharp, HP, Dell, Lenovo
Primary Solutions Offerings: SonicWall, Yealink, Ubiquiti, PaperCut, DocuWare, Microsoft, Veeam, VMware, 3CX, StorageCraft, Trend Micro
Primary Leasing Partners: U.S. Bank, GreatAmerica
Approximate Yearly Revenue:
$5-$10 million
Fastest-Growing Business Segments: MNS (29%), managed voice (44%)
Biggest Accomplishment of the Past Year: Definitive Technology Solutions partnered with its OEMs to create various sales training programs, and its account representatives logged 150-plus hours of technical training.
Why We Consider Definitive Technology Solutions (DTS) Elite:
- Service excellence. DTS earned the Sharp Platinum Level Service Award for the 11th consecutive year and also gained its first AAA distinction as one of 16 dealers recognized nationwide.
- Marketing initiatives. DTS partnered with Evolved Office on SEO and PPC marketing campaigns as well as their digital product gallery. By partnering with TAG for marketing support of its MNS, DTS was able to produce a new “front-end package” to send to prospects.
- Top rated. DTS requests client feedback through Google Reviews, and the company has a current rating of 4.9 of 5 stars and 125 reviews.
- Local support. While DTS was unable to participate through in-person volunteer activities, the dealer plans to resume them in the near future to complement its monetary donations to local charities.
Electronic Office Systems
Fairfield, NJ
eosnj.com
Year Founded: 1983
President/Owner: Andrew Ritschel
Number of Employees: 35
Primary Vendors: Ricoh, Kyocera, KIP, Canon, HP, ShredPro
Primary Solutions Offerings: PaperCut, DocuWare, OpenText
Primary Leasing Partners: LEAF, DLL, Wells Fargo, U.S. Bank, Macquarie, CIT
Approximate Yearly Revenue:
$5-$10 million
Fastest-Growing Business Segments: Refinance in place (15%), refurbished equipment (10%), A4 (10%)
Biggest Accomplishment of the Past Year: Electronic Office Systems’ technical staff performed nonstop product cross-training.
Why We Consider Electronic Office Systems Elite:
- Pandemic processes. In order to better navigate business during the pandemic, Electronic Office Systems revised its website, created a targeted email campaign and used personalized letters to customer decision-makers with phone call follow-ups.
- Segment sales. Electronic Office Systems notched another agreement with a large retirement community in a deal that included a fleet of machines and an upgrade to the customer’s workflow infrastructure.
- Corporate ethos. Armed with its 60 guiding principles, Electronic Office Systems strives to have the right team members occupying the right seats in the proverbial bus. The dealer crafted a “no drama” work atmosphere centered on serving the clients, whether they are customers, suppliers or co-workers.
- Front liners. Electronic Office Systems is a staunch supporter of its local law enforcement and fire department/emergency medical services networks. It also donates goods and services to public and private school causes.
Elite Imaging Systems
Troy, MI
www.eliteimagingsystems.com
Year Founded: 1994
President/Owner: David Snyder
Number of Employees: 25
Primary Vendors: Kyocera, Canon, HP, Lexmark
Primary Solutions Offerings: Microsoft, MyQ, PaperCut, Square 9
Primary Leasing Partners: Wells Fargo, CIT, DLL, U.S. Bank, Balboa
Approximate Yearly Revenue:
$5-$10 million
Fastest-Growing Business Segments: Software (18%), MPS (12%), Net-new hardware (5%)
Biggest Accomplishment of the Past Year: Elite Imaging Systems focused on growing net-new business and added a major health care client. The company increased its MIF by 11% in 2020.
Why We Consider Elite Imaging Systems Elite:
- Visual aids. By installing audio/visual gear in its equipment showroom, Elite Imaging Systems has been able to provide remote product demonstrations. Internally, the dealer used Zoom meetings and Microsoft Teams to bolster its video conferencing platforms.
- Contractual success. Elite Imaging Systems won the business of a large Detroit-based nonprofit, which will see 50 A4 devices, MPS and software to enhance the organization’s billing and operational workflow.
- Idyllic environment. Creature comforts and measures to bolster employee job satisfaction are important to Elite Imaging Systems. The corporate offices include an attractive kitchen and dining space, while its warehouse is organized and spacious. Employees are provided anniversary cards of appreciation and the company holds seasonal cookouts to build teamwork. Elite Imaging Systems’ sales team has quarterly events to celebrate their accomplishments.
- Charitable endeavors. Elite Imaging Systems contributes to the Grace Center of Hope, sponsoring a family in need during the holidays. The firm also donated to multiple charities throughout southeastern Michigan.
GoodSuite
Woodland Hills, CA
www.goodsuite.com
Year Founded: 1998
President/Owner: Dan Strull
Number of Employees: 42
Primary Vendors: Sharp, Konica Minolta, Xerox, HP
Primary Solutions Offerings: Microsoft, Datto, Fortinet
Primary Leasing Partners: U.S. Bank, Wells Fargo
Approximate Yearly Revenue: $6 million
Fastest-Growing Business Segments: MNS (220%)
Biggest Accomplishment of the Past Year: GoodSuite made its largest acquisition in company history, adding a firm with similar core values.
Why We Consider GoodSuite Elite:
- Dealer identity. One of GoodSuite’s most noteworthy marketing investments was the creation of a four-minute video that discusses the firm’s core values. Initially planned for two minutes, the video was so well received by its customers that it was left in its original form.
- Team synergies. By driving the alignment between marketing and sales, GoodSuite has enjoyed enhanced collaboration, resulting in significantly greater customer reach and non-user leads.
- Deeper and wider. GoodSuite’s three-year cross-selling campaign, aimed at ushering 25% of its copier hardware clients into IT services, has gotten off to a solid start. Through the first nine months of the program, GoodSuite had cross-sold 6% of its customer base.
- Happy teammates. In its quest to create a fun working environment, GoodSuite offers a number of activities every Friday during the fourth quarter. Past perks included pancakes cooked by CEO Dan Strull, massages in the break room, spin the wheel/win a prize and In-N-Out Burger treats.
Image Matters
Knoxville, TN
www.imagemattersinc.com
Year Founded: 1999
President/Owner: JD Sullivan (president), Bob Lovelace (CEO)
Number of Employees: 30
Primary Vendors: Xerox, HP, Lexmark, Muratec, Brother, Epson, KIP
Primary Solutions Offerings: Xerox, PaperCut, Kofax
Primary Leasing Partners: GreatAmerica, Wells Fargo, CIT
Approximate Yearly Revenue:
$5-$10 million
Fastest-Growing Business Segments: Production (22%), MPS MIF (38%), new-business MIF (61%)
Biggest Accomplishment of the Past Year: Image Matters made significant investments in its IT infrastructure to adapt to the remote/hybrid work needs of employees and customers.
Why We Consider Image Matters Elite:
- Marketing blueprints. Image Matters relies on a multichannel marketing strategy that incorporates SEO-driven brand awareness, radio advertising, community involvement and an aggressive telesales approach. The dealer continues to enhance its online presence and website capabilities, producing fresh and engaging content that appeals to clients and prospects alike.
- Sales splash. One of Image Matters’ most critical takedowns was one of the country’s premier waterpark/family resort businesses. The deal provided more than 100 A3/A4 units and MPS to support an existing fleet of competitive print devices. Workflow software was included to bolster a process redesign for registration and HR. In addition to increased device uptime and significant cost savings, the Image Matters workflow software solution reduced the time required for customer registration and new employee onboarding by 32%.
- Partner recognitions. Image Matters is an eight-time Xerox Platinum Document Security Partner. HP cited the dealer as a Managed Print Sales & Endpoint Security Specialist, while GreatAmerica bestowed it with Premier Dealer distinction for nine years running.
- Versatile catalog. As a multi-platform technology provider, Image Matters isn’t beholden to any one hardware or software solution. That enables the dealer to marry best-in-class technology with benchmark service and support.
Kraft Business Systems
Grand Rapids, MI
www.kraftbusiness.com
Year Founded: 1994
President/Owner: Jeffrey Cousins
Number of Employees: 36
Primary Vendors: Lexmark, Xerox, Konica Minolta
Primary Solutions Offerings: Microsoft, FileBound, DMS, Kofax
Primary Leasing Partners: GreatAmerica, Team Financial
Approximate Yearly Revenue:
$5-$10 million
Fastest-Growing Business Segments: MNS (10%)
Biggest Accomplishment of the Past Year: Kraft Business Systems did its best to get ahead of the pandemic and ensured that all team members were working in unison to handle day-to-day client needs.
Why We Consider Kraft Business Systems Elite:
- Focus shift. Production print is a new offering for Kraft Business Systems, which placed four units during the past year. The dealer also shifted its marketing focus to three core types of clients.
- New business. Kraft Business Systems developed a team and strategy for closing production business, which led to securing two significant accounts.
- Fresh approach. The dealer adopted a new foundation for running its business, employing the Entrepreneurial Operating System model to provide clear, attainable expectations for the team.
- Stately support. Michigan institutions, including several universities and homeless shelters, are among the organizations supported by Kraft Business Systems. Employees often suggest fundraising drives, including food and clothing, that the dealer will back.
Martin Group
Lake Geneva, WI
www.martingroup.com
Year Founded: 1980
President/Owner: John Stensland
Number of Employees: 20
Primary Vendors: Konica Minolta
Primary Solutions Offerings: OneSource, PaperCut
Primary Leasing Partners: GreatAmerica, Financial Capital
Approximate Yearly Revenue: $5 million
Fastest-Growing Business Segments: Client referrals
Biggest Accomplishment of the Past Year: During the course of the pandemic, Martin Group made use of time and tools to reevaluate its training and onboarding programs.
Why We Consider Martin Group Elite:
- Website reboot. Martin Group is in the initial phase of redesigning its corporate website. It aims to create intuitive navigation that improves the visitor experience, provides clients and prospects with easy-to-find info and data, and enhances access to customer service resources.
- Incumbent success. After years of trying to convince a client to replace its print management software, Martin Group proposed and delivered a complete strategic plan with recommendations on right-sizing equipment and repositioning existing assets, in addition to offering a more suitable print management software. As a result, the client is reporting greater productivity.
- Looking good. The dealer implemented a recognition program, called “Marvelous Martin,” for employees who go above and beyond in delivering on its value proposition. Employees nominate team members each month for their outstanding efforts. The winners, selected by the company’s management team, receive a certificate, cash bonus and company-wide recognition.
- Good citizen. Martin Group supports many local organizations, schools and other causes. Area school districts benefit from the dealer’s sponsorship of athletics and fundraiser contributions (items and cash). The Agape House (a home for young girls), local food banks and 4H are among the other causes it supports.
Millennium Business Systems
Livonia, MI
www.2millennium.com
Year Founded: 1997
President/Owner: Michael Neu
Number of Employees: 30
Primary Vendors: Toshiba, Xerox, KIP
Primary Solutions Offerings: PaperCut, Toshiba, Xerox
Primary Leasing Partners: GreatAmerica, U.S. Bank
Approximate Yearly Revenue:
$5-$10 million
Fastest-Growing Business Segments: MPS (18%), hardware (12%)
Biggest Accomplishment of the Past Year: By opening a Lansing office in early 2021, Millennium Business Systems is now able to expand its service offerings into central Michigan.
Why We Consider Millennium Business Systems Elite:
- WFH special. The dealer customized its MPS program to offer free printers to remote workers during the pandemic.
- Driving profits. The year’s top takedown was a large automotive manufacturing supplier with offices throughout the country.
- Manufacturer recognitions. Millennium Business Systems copped the Toshiba ProMasters Elite Certified Dealer honor for technical service prowess, and was also named a Platinum and Prestige Partner by GreatAmerica Financial Services.
- Tomorrow’s techs. In conjunction with a local school district, Millennium Business Systems invites vocational classes to come in and disassemble legacy copiers to develop their mechanical skills.
On Demand, Inc.
Houston, TX
www.ondemandhouston.com
Year Founded: 1999
President/Owner: Michael A. Gray
Number of Employees: 20
Primary Vendors: Xerox, Epson, Kyocera, Sharp, FP Mailing, MBM Corp., Martin Yale
Primary Solutions Offerings: PaperCut, Umango, Drivve, Satori
Primary Leasing Partners: Xerox Financial Services, GreatAmerica, DLL, Wells Fargo, Marlin, CIT
Approximate Yearly Revenue:
$5-$10 million
Fastest-Growing Business Segments: Xerox and Epson sales (80+%)
Biggest Accomplishment of the Past Year: In an effort to address continued growth, On Demand hired a general manager.
Why We Consider On Demand Elite:
- Pricing program. On Demand offers three-tier color pricing—users only pay for the percentage of color used.
- Employee versatility. In order to more efficiently assist customers, the dealer cross-trains all employees, thus avoiding time-consuming callbacks.
- Top takedown. On Demand won the business of a large engineering and construction solutions company to the energy industry.
- Overflow solution. When customers have jobs that are too big for their own fleet, they can avail themselves of any of On Demand’s three showrooms of equipment.
Pearson-Kelly Technology
Springfield, MO
www.pearsonkelly.com
Year Founded: 2004
President/Owner: Chelsey Bode
Number of Employees: 41
Primary Vendors: Konica Minolta, Kyocera Copystar, Epson, Verkada
Primary Solutions Offerings: Microsoft
Primary Leasing Partners: GreatAmerica, DLL
Approximate Yearly Revenue:
$5-$10 million
Fastest-Growing Business Segments: Solutions (830%), Security (385%), VoIP (63%)
Biggest Accomplishment of the Past Year: President Chelsey Bode purchased Pearson-Kelly Technology from her father, Mike Kelly, to become the sole owner.
Why We Consider Pearson-Kelly Technology Elite:
- Swag success. One of the more innovative and successful marketing strategies launched by Pearson-Kelly Technology was its swag campaign. Reps would present clients and prospects with specific branded swag items as a table-setter for arranging meetings or promoting services. One initiative, “We Believe in Coffee,” saw reps distribute coffee mugs that contained a card with the dealer’s services listed, along with an IOU for free coffee. That produced a 60% success rate in setting up meetings.
- Say cheese. The dealer netted its largest non-copier pact to date with an agreement to install more than 400 surveillance cameras at a local retail shop. Pearson-Kelly Technology also partnered with a local jail to provide 20 A3 devices and 10 label printers.
- Guiding principles. Core values play a significant role in helping Pearson-Kelly Technology vet and hire recruits, as well as identifying coaching opportunities with current employees.
- Active voice. One of the dealer’s “We Believe” principles is “We Believe in Listening.” Company owner Chelsey Bode sits down with the top clients and seeks suggestions on how Pearson-Kelly Technology can improve its services. That input is used to adjust the dealer’s processes, when needed.
Plus Inc.
Greenville, SC
www.plusinc.net
Year Founded: 1958
President/Owner: David Carson (president), Frank Gonzalez (vice president of sales), Danny Summers (vice president of service), John Campbell (CFO), Chris Carson (vice president of operations)
Number of Employees: 31
Primary Vendors: Konica Minolta, Ricoh, Canon, Microsoft, Dell, HP
Primary Solutions Offerings: Microsoft, PaperCut, Kofax, DocuWare
Primary Leasing Partners: Wells Fargo, GreatAmerica, U.S. Bank, in-house
Approximate Yearly Revenue:
$5-$10 million
Fastest-Growing Business Segments: MFP/computer hardware (10%), managed IT (10%)
Biggest Accomplishment of the Past Year: Plus Inc. was able to survive the pandemic without layoffs or pay cuts, and it acquired a local competitor.
Why We Consider Plus Inc. Elite:
- Football frenzy. Plus Inc. enhances its visibility as a sponsor for many local organizations, including the Greenville Triumph SC of the United Soccer League and its 15,000-seat Triumph Stadium at Legacy Early College.
- Locally focused. Customers like doing business with Plus Inc. because of its strict focus on companies in upstate South Carolina. The dealer is small enough to offer personable service, yet large enough to fulfill clients’ service needs.
- Account success. Two of the dealer’s top takedowns were one of the largest churches in the northern part of South Carolina along with a private K-12 school system. In a third deal, Plus Inc. provided production equipment for a university.
- Strength in numbers. Plus Inc. is a family-style business with five owners and several third-generation family members on staff.
Quality Business Solutions
Baltimore, MD
copyquality.com
baltimorecopiers.com
Year Founded: 2001
President/Owner: Jerry DiMartino
Number of Employees: 55
Primary Vendors: Konica Minolta, Kyocera, FP Mailing, MBM Corp., HP, Dell, Sangoma, Formax, Fujitsu, Mitel, Polycon
Primary Solutions Offerings: PaperCut, Kofax, Prism, Square 9, Datto, Storage Guardian, ECI Solutions, Falcon Technology
Primary Leasing Partners: In-house leasing, DLL, Wells Fargo, LEAF, GreatAmerica, CIT, U.S. Bank
Approximate Yearly Revenue:
$5-$10 million
Fastest-Growing Business Segments: IT services (85%), in-house leasing (50%), document management software (35%)
Biggest Accomplishment of the Past Year: Quality Business Solutions increased its sales over the previous year, placing more machines in customer home offices and remote locations.
Why We Consider Quality Business Solutions (QBS) Elite:
- Expanded services. With website design, IT support, telecom and postal solutions, QBS can provide one-stop shopping for its customers.
- Wellness program. QBS carved out a $250,000 deal with a health care client, thus eliminating a problematic lease the client experienced with its previous vendor. The agreement provided thousands of dollars in savings and included a Square 9 document software solution for scanning directly into the organization’s EMR system.
- Destination employer. Locally owned and family operated, QBS has cultivated a comfortable workplace where employees are respected and treated like family.
- Targeted solutions. QBS provides custom-tailored document workflow solutions and proactive support. Post-implementation, the dealer focuses on increasing the customer’s business growth and making its daily operations more productive.
Southwest Copy Systems Inc.
Albuquerque, NM
southwestcopy.com
Year Founded: 1992
President/Owner: Kevin Simpson (president), Michael Contois (CEO), Dorothy Contois (vice president)
Number of Employees: 28
Primary Vendors: HP, Toshiba, Sharp, Lexmark
Primary Solutions Offerings: Intermedia, Collabrance
Primary Leasing Partners: DLL, GreatAmerica, U.S. Bank
Approximate Yearly Revenue:
$5-$10 million
Fastest-Growing Business Segments: VoIP (240%), MNS (100%)
Biggest Accomplishment of the Past Year: Southwest Copy Systems’ customer base includes many companies that have done business with them for 15-20 years.
Why We Consider Southwest Copy Systems Elite:
- Product proliferation. The dealer’s aggressive marketing strategy is targeting customers and providing education on how managed network services and VoIP phone systems can provide a greater service package.
- Drive for five. Southwest Copy Systems notched its fifth pact with Albuquerque Public Schools, an agreement that entails more than 1,500 units, including Toshiba A3 and HP A4 devices with print management software for the district’s corporate offices.
- Employee engagement. The dealer continues to promote personal and business growth, and employs an open-door policy for team members to ask questions or discuss issues with management.
- Corporate giving. A longtime supporter of the Wounded Warrior Project, Southwest Copy Systems also assists Catholic Charities and St. Jude’s Children’s Hospital, among others.
Stone’s Office Equipment
Richmond, VA
www.stonesoffice.com
Year Founded: 1970
President/Owner: Sam Stone
Number of Employees: 25
Primary Vendors: Sharp, Lexmark, Epson, FP Mailing
Primary Solutions Offerings: PaperCut, Lexmark
Primary Leasing Partners: GreatAmerica, U.S. Bank, Wells Fargo
Approximate Yearly Revenue:
$5-$10 million
Fastest-Growing Business Segments: Digital signage/display (150%), desktop services (40%), MPS (35%)
Biggest Accomplishment of the Past Year: Stone’s Office Equipment completed service training and attained the Sharp Platinum Service Award.
Why We Consider Stone’s Office Equipment Elite:
- Welcome back. Stone’s Office Equipment rolled out a back-to-work program that provided clients with displays for customer reception areas and conference rooms. Additionally, the dealer offered a “welcome-back” device cleaning and check-up service for businesses closed for an extended period of time during the pandemic.
- Net-new gains. The dealer enjoyed a 35% increase in net-new business, much of which included MPS opportunities. One of its most notable deals was a large PaperCut sale and installation to a nearby county.
- Sharp performance. In addition to the Platinum honor, Stone’s Office Equipment garnered Sharp’s Hyakuman Kai Elite Dealer Award. It was also named a 2021 Document Management Solution Winner by Virginia Lawyers Weekly.
- Charitable spirit. Stone’s Office Equipment is a staunch supporter of Day in May, which recognizes local first responders and charities. The dealer also sponsors clean water and street programs as part of Keep Virginia Beautiful.
The Swenson Group (TSG)
Livermore, CA
theswensongroup.com
Year Founded: 1993
President/Owner: Dean Swenson
Number of Employees: 22
Primary Vendors: Konica Minolta
Primary Solutions Offerings: PaperCut, Kofax, Square 9, Prism, Microsoft
Primary Leasing Partners: GreatAmerica, U.S. Bank
Approximate Yearly Revenue:
$5-$10 million
Fastest-Growing Business Segments: MNS (33%)
Biggest Accomplishment of the Past Year: The Swenson Group took advantage of the extra time stemming from the pandemic to focus on employee training and added certifications.
Why We Consider The Swenson Group (TSG) Elite:
- Educating clients. In tandem with All Covered, TSG hosted a cybersecurity webinar for clients and prospects led by a subject matter expert. The presentation was well received, and while it wasn’t a service pitch, it yielded a number of prospects for the dealer.
- Different approach. With many competitors ramping up email and phone prospecting, TSG continued to make advancements with its 1:1 video prospecting initiative. That produced numerous initial appointments with prospects who were intrigued by the dealer’s different approach.
- Critical offerings. TSG has significantly grown its MNS and managed voice offerings during California’s shelter-in-place period. This source of recurring revenue has been critical to the dealer’s top-line number. In fact, TSG’s IT business represents nearly 20% of total revenue.
- Helping hands. The dealer enjoys full participation from its employees for customer fundraisers. TSG also sponsors its non-profit clients’ golf tournaments, crab feeds and casino nights.
U.S. Business Systems, Inc.
Elkhart, IN
www.usbus.com
Year Founded: 1992
President/Owner: Michael Kidd
Number of Employees: 30
Primary Vendors: Kyocera, Sharp, Lenovo
Primary Solutions Offerings: Microsoft, Datto, Pax8
Primary Leasing Partners: U.S. Bank, GreatAmerica
Approximate Yearly Revenue:
$5-$10 million
Fastest-Growing Business Segments: IT division (145%), managed services, hardware
Biggest Accomplishment of the Past Year: U.S. Business Systems used the pandemic period to do daily webinars and training on how to consult via Zoom and Microsoft Teams.
Why We Consider U.S. Business Systems Elite:
- That easy. U.S. Business Systems rolled out its Simple rate billing program that eliminates meter reads and cost-per-copy counts. It dovetailed with the dealer’s earlier introduction of content-as-a-service (CaaS), which bundles IT management with print. Clients are attracted to the fixed pricing, IT support and bottomless printing.
- Banking big. A credit union provided U.S. Business Systems with its top takedown, a $500,000 deal for computer hardware and devices.
- Survey says. Earlier this year, U.S. Business Systems distributed an end-user survey, and clients praised the dealer for being easy to work with and more responsive to their needs than any other provider they had engaged.
- Building futures. With an employee serving on the local board of Habitat for Humanity, U.S. Business Systems participates as a company in building projects. The dealer also supports the Boys & Girls Clubs of America.
United Office Systems, Inc.
Marietta, GA
unitedos.com
Year Founded: 1992
President/Owner: Michael Walsh
Number of Employees: 21
Primary Vendors: Konica Minolta, Lexmark
Primary Solutions Offerings: PaperCut, Konica Minolta, Prism Software
Primary Leasing Partners: Wells Fargo, LEAF, U.S. Bank
Approximate Yearly Revenue:
$5-$10 million
Fastest-Growing Business Segments: VoIP (75%), A4 (35%), MPS (20%)
Biggest Accomplishment of the Past Year: United Office Systems used VoIP phone systems to increase its net-new business.
Why We Consider United Office Systems Elite:
- Touch points. United Office Systems devised an email marketing campaign to illustrate its menu of products and services to clients and prospects.
- Top of mind. Post-installation service and support is critical to the dealer’s success. This includes courtesy calls by the service team and in-person visits from sales representatives every six months, which keeps the dealer top of mind with its clients.
- Speaking terms. United Office Systems netted a deal that included 250 phones for a large commercial HVAC firm.
- Employee autonomy. The dealer cultivates an environment where employees are empowered to make decisions in the best interest of its clients, which helps foster long-lasting business relationships.
United Office Technologies Group
Irvine, CA
www.uotg.net
Year Founded: 1987
President/Owner: Roland E. Tolan (CEO), Mark O’Brien (chairman)
Number of Employees: 15
Primary Vendors: Konica Minolta, Brother, Lexmark, Toshiba, VoIP
Primary Solutions Offerings: Microsoft, Apple, All Covered, cloud, web design, MOBOTIX
Primary Leasing Partners: Wells Fargo, CIT
Approximate Yearly Revenue:
$5-$10 million
Fastest-Growing Business Segments: MPS (30%), MFPs (40%), IT (20%), VoIP (10%)
Biggest Accomplishment of the Past Year: United Office Technologies remained open during the pandemic in one of the hardest-hit parts of the country and quadrupled its sales and service revenues.
Why We Consider United Office Technologies Group Elite:
- Single source. United Office Technologies introduced startup offices, allowing it to build a client’s entire infrastructure, including furniture, phones, IT, PCs, website and marketing services support. The dealer launched a new website that provides a more in-depth look at its comprehensive product and service line. Customers can take a bundled approach for the single payment of hardware and services.
- Top takedown. The dealer landed a significant deal valued at more than $1.5 million with an escrow and real estate client, entailing a mix of A3, A4 and MPS with applications. United Office Technologies is in the process of providing a full outsource for IT and security services.
- Employee-centric. Taking a page from Richard Branson’s book, United Office Technologies believes in taking care of its employees as they take care of customers. In addition to competitive compensation, benefits and bonuses, the company holds weekly barbecues with gift giveaways and employee recognitions.
- Community caring. United Office Technologies supports the fundraising activities of its private school clients and assists non-profit customers in their mission and outreach initiatives.
Vision Office Systems, Inc.
Charlotte, NC
www.visionofficesystems.com
www.vosupstate.com
Year Founded: 1997
President/Owner: Fred Habbal
Number of Employees: 40
Primary Vendors: Canon, Sharp, Muratec, Brother, Clear Touch, KIP
Primary Solutions Offerings: Canon, PaperCut
Primary Leasing Partners: GreatAmerica, Key Leasing Services
Approximate Yearly Revenue: $5 million
Fastest-Growing Business Segments: Desktop printers (30%), interactive displays/video walls (100%)
Biggest Accomplishment of the Past Year: Vision Office Systems expanded into the Asheville, North Carolina marketplace and continued to see growth.
Why We Consider Vision Office Systems Elite:
- New math. Amid the pandemic, Vision Office Systems was able to grow the hardware side of its business. Net-new business has taken off considerably, accounting for roughly 70% of monthly sales revenue.
- Home grown. Much of the success in net-new growth is attributed to the dealer’s in-house marketing efforts, and it continues to seek out creative ways to engage new clients in a more digital world.
- Big board. A local government tapped Vision Office Systems for the implementation of a 138” video wall from Clear Touch, which will be used for the IT department’s server mapping, special events and emergency operations.
- Top performers. Vision Office Systems partnered with FCS Nation Radio to present the Southern Conference Player of the Week for FCS Football, heightening the company’s brand in the markets it serves.
W.J.S. Enterprises
Jefferson, LA
www.wjsenterprises.com
Year Founded: 1964
President/Owner: Russ Jacketti (president), Chris Hosch (vice president)
Number of Employees: 52
Primary Vendors: Canon, Lexmark, HP
Primary Solutions Offerings: Canon, PaperCut
Primary Leasing Partners: Canon Financial Services, DLL, GreatAmerica
Approximate Yearly Revenue: $6 million
Fastest-Growing Business Segments: MPS (7%), software (5%)
Biggest Accomplishment of the Past Year: W.J.S. Enterprises was able to avoid layoffs during the pandemic and exceeded its manufacturer’s target level by 5%.
Why We Consider W.J.S. Enterprises Elite:
- Cost cutters. W.J.S. Enterprises unveiled a pair of initiatives to help local schools and businesses save money during the pandemic. Schools were offered the free use of machines, paying only for impressions. The dealer also included work-from-home units in maintenance agreements.
- Top deals. Over the past year, W.J.S. Enterprises secured deals with the Louisiana State Senate and a large bank.
- Happy family. Cultivating a family atmosphere has come naturally for W.J.S. Enterprises, a company that endured Hurricane Katrina. Team members all support one another in times of need.
- Corporate responsibility. The dealer partners with and supports charitable organizations including BridgeHouse, New Orleans Mission and Nommi.
Wisconsin Document Imaging
Green Bay, WI
www.wis-imaging.com
Year Founded: 2010
President/Owner: Cory Spice
Number of Employees: 35
Primary Vendors: Ricoh, Xerox, Kyocera, Epson, Canon, Duplo, DestroyIt, Dell
Primary Solutions Offerings: DocuWare, PaperCut, Microsoft, WatchGuard, Webroot, Solutions Granted
Primary Leasing Partners: U.S. Bank, Wells Fargo, DLL
Approximate Yearly Revenue:
$5-$10 million
Fastest-Growing Business Segments: Production service (66%), service contract (20%), hardware (15%)
Biggest Accomplishment of the Past Year: Wisconsin Document Imaging continues to have success through its new partnership with Xerox and an influx of net-new customers.
Why We Consider Wisconsin Document Imaging (WDI) Elite:
- Partnership promo. WDI has focused much of its marketing efforts on its new relationship with Xerox and a website refresh. These highlights have been promoted through social media posts and email.
- Tenured talent. Over the past year, WDI added three experienced sales reps, cementing the company’s reputation for problem-solving excellence. The breadth of experience is also being touted through social media and email marketing.
- Top takedowns. Ordinarily drawing much of its business from small- to mid-sized local businesses in Wisconsin, WDI notched its top deal with a large corporation in the northeastern part of the state. The agreement includes approximately 200 A3 and A4 devices.
- Corporate philanthropy. The dealer sponsored a three-minute match during the annual CP Telethon, which raises money for therapy, aquatic exercise, child care and other needs for citizens in the Green Bay area. WDI also furnishes print collateral and free device use for area not-for-profit organizations.
