When the subject of action bias is mentioned, inevitably the topic of “analysis paralysis” is invoked. When confronted with challenges, sometimes leaders sink into the trap of being afraid to move forward and fall back on measured and deliberate approaches. That is the exact opposite MO assumed by John Fulena, the national director of production and industrial print, dealer sales for Konica Minolta Business Solutions.
That is not to say Fulena is impulsive and reckless. After nearly 40 years in the office technology game, he has both the experience and confidence to conquer that which stands in his way, without the need to workshop every decision. It is ingrained in Fulena’s DNA and continues to serve him well.
“I believe in examining the situation, reviewing the options and solutions, and then implementing the solution effectively,” said Fulena, a 2022 ENX Magazine Difference Maker. “Bias for action drives my approach. I don’t believe in letting things linger and try to make an impact by making quick decisions. I’m not afraid to take chances as well.
“However, I also feel that in order to take those chances, you have to have good people around you to help make the decisions. So far for me, it’s worked very well. I am also results-oriented and believe having successes and failures is important in what drives everything you do.”
Taking that first step led Fulena to the industry not long after graduating with a marketing degree from Gannon University in Erie, Pennsylvania. Seeking a job in sales, he latched on with Itek Graphix, where he sold typesetters (“I didn’t know the production industry at all—I just needed a job”). Random or not, Fulena’s path was already set in 1984.
Like every action-oriented performer, Fulena has a taste for winning. He’s passionate about everything he does and always seeks to make a difference on a daily basis on both professional and personal levels. The combination of action bias and a thirst for doing things right the first time leaves no margin for error in judgment and execution. That’s where having a crackerjack support team pays dividends.
“The most rewarding aspect is being able to contribute on many levels,” Fulena observed. “It’s all about helping the company financially, putting programs in place that are relevant internally and externally, and helping some of the younger people in this business develop their careers.”
Key Mentors
Fulena had his share of individuals who helped him craft his own approach, beginning with Mary Flanagan, his first boss at Itek Graphix, who introduced him to the sales game. One of the turning points in Fulena’s career came when he teamed with manager Tim Vellek at Ricoh to amass a production business that scaled to a billion dollars in eight short years.
“I learned so much from Tim from a business standpoint,” he recalled. “He trusted me and taught me how to run a business internally and externally.”
Another Ricoh mentor was Mike Benedict, who imparted to Fulena the value of listening and showed him the path to problem-solving. “He really understood how to motivate and make you a better manager and person,” Fulena added.
Building that production unit at Ricoh from the ground up, with no customers or revenue and a staff of 25, truly impressed upon Fulena the heights that were possible from a business point of view. As director of product marketing, he was the third member of the fledgling team. Fulena remembers sitting through the internal rollout meeting, with Vellek presenting a 287-slide deck. The one slide that caught everyone’s attention was the one that outlined the goal of reaching a billion dollars within 10 years. Little did they know the goal would be eclipsed two years ahead of schedule.
“It was a fantastic learning experience, since I was literally involved in every aspect of the business,” Fulena noted. “It was great fun as well and I made some lifelong friends in the process.”
Surpassing Goals
He has carried that taste of success to Konica Minolta, where he is charged with the overall performance of the production and industrial business on the dealer side. Despite the bounty of obstacles 2021 threw its way, the group overachieved on its plan.
“It was one of the most rewarding accomplishments of my career given all the challenges we faced,” he said. “A great team of people deserves most of the credit.”
Continuing to grow production and industrial print is foremost on his list of 2022 goals, and Fulena will be implementing new programs and tools to help the Konica Minolta team and its reseller partners. Abiding by the bias for action is the first step in driving more business and overshooting goals—making Fulena the ideal person for the job.
“It’s all about more promotions, better training, more education, finding easier ways of doing business and most importantly, adapting to this new business world that keeps changing,” he said. “It will require better awareness, better insight and better planning to continue to adapt to whatever ‘normal’ becomes.”
Fulena and his wife, Janine, have been together for more than 25 years. He has two adult daughters, Audrey and Jessica, the latter having tied the knot this past March in St. Thomas. The Fulenas are diehard Red Sox rooters, but his football heart belongs to the Steelers and not the Patriots. He’s been an avid boater for most of his life, but Fulena sold his vessel a few years ago and picked up a 30-foot trailer camper. Traveling and camping throughout most of the year is their new obsession, and he’s developed a passion for freshwater fishing and has given fly fishing a shot. When not on the go, Fulena loves to don his Italian chef’s hat and prepare pasta, sauce and sausage from scratch. He caps it off with a homespun limoncello.
