As a seasoned poker player, Tom Callinan has become well versed at calculating odds. Knowing when to muck your hand is at least as important as knowing when to go all in. It entails recognizing when your opponent has a strong hand or is bluffing. The ability to read people can mean the difference between cashing in at the end of the night and hitting the rail early.
The experience, intuition and intestinal fortitude required to be a successful card pro mirrors many of the essential ingredients necessary to flourish in business, which is why it’s not surprising to see many presidents and CEOs competing in the World Series of Poker. Both have that adrenalin burst that accompanies success. They involve taking risks, hashing through the odds of success and knowing when to pounce when the opportunity presents itself.
Callinan, a 2019 ENX Magazine Difference Maker, has enjoyed his share of “cashes” during a 35-year career in the office technology space. He founded a copier and fax machine distributorship in Philadelphia, which he later sold to IKON Office Solutions, then served in a number of executive roles with that organization. He oversaw strategy, business development and P&L for IKON’s largest holdings, one of which was a $1.4 billion business unit.
The world of copiers was first introduced to Callinan, curiously enough, while hanging out at the Jersey Shore in his early 20s. One of his best friends worked in copier sales, yet found time during the week to soak up some rays on the beach with his buddies. Callinan noted that his pal would lay on the beach with a towel on his face, in order to not get too tan.
“I thought, if this guy does that well and doesn’t work five days a week, I need to own one of these companies,” Callinan mused.
Developing Success
At the office, the president of Flex Technology Group (FTG) bets heavily on his team and relishes the opportunity to develop its individuals. After all, a well-nurtured team can help in the execution of an organization’s business goals. At the same time, Callinan is providing support for each member’s career, enabling them to achieve personal goals and develop a passion for their work.
Developing people is the number one role of a manager, according to Callinan. “I set that expectation for the organization,” he said. “I also believe business results don’t happen by accident, and I drive having scalable and repeatable processes in place. Finally, I am a student of business and I try to execute on today while looking into the future and making sure we have the people, processes and strategy in place to be relevant long-term, without chasing shiny objects.”
During the course of 35 years, Callinan has benefitted from the wisdom of many industry veterans. Jim Forese, the former chairman and CEO of IKON, taught him the importance of integrity as a leader, combined with achieving business results. In Peter Shoemaker, Callinan learned how to get into the important details and how to ask probing questions that help people think on their own. His current boss and career-long friend, Frank Gaspari, imparted the importance of working relentlessly. Another IKON executive, Bob Woods, provided a strong example of integrity, combined with achieving business results.
Mapping Out Growth
Callinan is proud of the success enjoyed by FTG and its member companies. He feels the team, at every level and in every function, has developed to match the organization’s growth, “so that we aren’t leaving quality employees behind.” For this, he is thankful for every manager within the organization and their efforts to develop team members. It is through this continuous development and improvement that FTG can attain its business goals, which include growing revenue and EBITDA by 7% year-over-year. In addition, FTG is looking to add $75 million in revenue through the acquisition of new partner companies.
On the personal side, Callinan has three grown daughters: Taylor, a physician assistant in South Carolina; Brianna, a marketing professional in California; and Haley, an accounting major at Temple University in Philadelphia. Callinan makes weekly trips from FTG’s office in Arizona for weekend visits with his girlfriend in Philadelphia and to spend time with Haley.
When he’s not check-raising at the casino, Callinan and his daughters love to visit exotic beaches in the Caribbean, St. Thomas or Turks and Caicos. Europe is another favorite destination. “With my daughters, if it’s warm and has a beach, they’re ‘all in,’” he added.
