Dealers share their 2022 goals.
With the turning of the calendar page from the previous year to the new year, there’s always a sense of optimism heading into the new year. This year we thought it would be interesting to find out the business goals of 18 dealers of different sizes from across the country for 2022.
“During COVID, we spent additional time training our team and streamlining our processes so after we survived the pandemic, we could thrive. We added a “-rowth’ day to our routine every week where we would do a deep dive on a topic or learn about something more in-depth. We changed our forms and documented and refined many of our procedures. It allowed us to take off once businesses came back. It was long overdue, and I will make sure to keep on the lookout for ways to improve without waiting for another crisis.” Dawn Abbuhl, president, Repeat Business Systems, Albany, New York
“In 2022, Marco resolves to provide clients with the business technology tools, expertise and support they need to be resilient and grow in a dynamic marketplace. That means continuing to make investments in our talent, implementing new solutions and growing as an integrated technology partner that clients confidently depend on to get it all — securely.” Doug Albregts, president, Marco, St. Cloud, Minnesota
“Our primary goal for 2022 is to profitably double our IT Division.” Chelsey Bode, president, Pearson-Kelly Technology, Springfield, Missouri
“Impact’s focus for the new year will be our cybersecurity services – providing personalized, passionate protection in the form of enterprise-level security for businesses of all sizes. Organizations worldwide are pivoting to protect data on laptops and tablets because of a pandemic-led surge of remote work, and the ability to detect and respond to security breaches quickly and effectively is crucial. We designed a brand-new, state-of-the-art Security Operations Center (SOC) to help our customers achieve rapid response times and maintain the very best cybersecurity protection.” Frank Cucco, CEO, Impact Networking, Lake Forest, Illinois
“In 2019, we were on track for a record-setting year. Our entire team is resolved to not only get back to 2019 levels but to exceed. During 2020 and this year, we focused heavily on software and solutions-based products to help our customers with productivity and efficiency. We are just now seeing the impact of that focus, and the pipeline of opportunities for 2022 is very exciting.” Deb Dellaposta, president, Doing Better Business, Altoona, Pennsylvania
“I’ve come to learn in the past two years that goals need to be living/flexible; existential influences like COVID and supply chain risks have created a need to focus on services. 2022 may once again bring unforeseen challenges no one can project. Maintaining employee stability, increasing customer satisfaction, and enhancing our customer experiences are essential. Increasing cost variability to revenues is necessary. De-risking supply chain challenges through vendor comprehensiveness is more important than ever. Lastly, being patient as the economy restabilizes.” Kevin DeYoung, president, QualPath, Pompano Beach, Florida
“DME’s resolution for 2022 is to continue on our geographical expansion and acquisition strategy. We are going to continue working with charities from our communities. All employees will have a day to volunteer. Most importantly, we will be recognized again as a best place to work.” Jim George, president, Donnellon McCarthy Enterprises (DME), Cincinnati, Ohio
“TGI’s 2022 resolution is to make sure our clients are ahead of the curve and ready to adapt to the everchanging business conditions. We are more prepared than ever with the expertise of TGI’s own iPower Technologies. With the acquisition of a full-service IT provider, our solutions span from the desktop to the data cloud and beyond. We are dedicated to ensuring the security and accessibility of our customer’s networks and data. With cloud solutions, security preparations, and workflow enhancements, we aid our clients to prepare for the unexpected. We are committed to educate all our sales professionals to solve business problems for our customers and not just sell equipment.” Frank Grasso, CEO, TGI Office Automation, Brooklyn, New York
“For 2022, we are going to continue looking at diversifying our product and services offerings. We have done well this year with interactive boards, video walls and digital signage and look to continue doing more projects like that. We are also looking at IT Services and Unified Communications. We also hope to hire more technicians in the coming year. We’ve seen good growth in new markets and that has made hiring more techs very important in the coming year. Last but certainly not least, we are working on continuing to strengthen our web presence and finalize and go live with our e-commerce storefront.” Jason Habbal, vice president, Vision Office Systems, Charlotte, Greenville/Spartanburg, North Carolina
“I believe 2022 will be another challenging year for the dealer channel, following a challenging 18 months with COVID-19 and all of its restrictions. Going into 2022, with supply and machines shortages and the loss of page clicks, we will all need to find other avenues of revenue. For dealerships in our industry to survive and thrive, we will need to find both short-term and recurring revenue streams. Managed Network (IT) is a natural opportunity and a logical evolution from MPS. For the dealerships considering adding managed network services, they’ll need a partner to get started and to build the service. Another area for dealers to explore is document management; again, dealers should partner with an organization that will help and support them. One short-term revenue source that is popular is the interactive board. There are also opportunities with LED video walls or scoreboards. With the right partner, these options can become recurring revenue streams if you implement advertising with them. Again, you will need the right partner. So, the way I see it, we will need several partners in the next phases of our business. Let’s all hope that the dealer channel stays strong and continues to grow. Let’s hope that 2022 will become a strong year for us all.” Chip Miceli, CEO, Pulse Technology, Des Plaines, Illinois
“Les Olson Company is focused on continuing to grow our image and print business. All areas are doing well, including MPS. Our collaboration and display business has really gown in 2021, and we have a lot of momentum heading into 2022. We feel the big opportunity for us is to continue to grow in managed IT services and software solutions. We now offer it in all nine of our branches. In fact, we are in the middle of a build-out of our second Network Operation Center. (The first center is in our Corporate Branch. We have all 35 seats filled now.) This new center will be a 24×7 secure facility with help desk and remote support. We will continue to add service offerings from desktop to server support, back-up and storage, security, telephony, and cabling. We plan for double-digit growth in this important part of our business again in 2022. The future is very bright for us.” Troy Olson, president, Les Olson Company, Salt Lake City, Utah
“Kelly Office Solutions will grow in 2022! We have always been a growth company of at least 15% per year, and we will do that again in 2022. Not in spite of the current business climate but because of it. We will bring our new revenue streams online and become much more of a workflow solutions-driven sales force than ever before. Our people have learned when you don’t have hardware readily available, you must sell application/solutions to workflow needs to continue to meet our revenue goals, and we are! Kelly has been leading business forward since 1947, and we have no plans to stop.” Tim Renegar, president, Kelly Office Solutions, Winston-Salem, North Carolina
EOS’s goals for 2022 include:
- “Raise our employees/work family’s income.
- Fill open sales territories with quality people. Have a strategy for hiring flighty millennial’s/Gen Z’s (who also don’t print!). We need people who want to commit to more than two years before leaving for their next job.
- Sell as many (in-house) refurbished MFPs that we can when we can’t place new products.
- Refinance as many client’s MFPs in the field that we can when we are not able to sell something new or refurbished first.
- Grow our revenues more than 10% and our profits over 3% for 2022.
- Share with our key manufacturer’s upper management our marketplace insights, observations, and trends and the negative effects of some of their policies, actions or inactions.
- Regularly promote and strengthen our company’s culture.
- Promote EOS in the marketplace as a top products/services provider and a regular societal/community contributor.
- Buy up local competitors/small jobbers and consolidate our marketplace.”
Andrew Ritschel, president, Electronic Office Solutions, Fairfield, New Jersey
“Here at Premium Digital, we are going back to our basics and calling on our clients to offer them all of our four divisions which will enable our sales reps to go wider in the accounts and grow our account base. We are all held accountable for our actions and responsibilities. We want to increase our net new business through attending networking events and prospect follow-ups. We are having our reps continue to add clients and revisit clients in our CRM to offer our products. We had a great year after the pandemic, and we want to continue this success into 2022.” Van Seretis, principal, Premium Digital Office Solutions, Troy Hills, New Jersey
“2022 represents a huge opportunity for Southwest. With all the disruptions in manufacturing and availability, we continue to focus on MPS and taking over fleets of customers’ print devices. Although we would rather be able to do a full replacement of the fleet, by taking over the fleet we get the MRR and set up a hardware upgrade in the future. We also have a focus on our MNS/VoIP offerings. Our goal is to have 20% of the company’s revenue from these new sources, and based on our early success we think it’s possible over the next few years to hit that goal. We welcome 2022 and see great things happening at Southwest.” Kevin Simpson, president, Southwest Copy Systems, Albuquerque, New Mexico
“The goal for 2022 is to shake off the past two years of stagnation and focus more on the things we can control. In 2020 we had a pandemic, and in 2021 we had supply chain issues. Both are teachable lessons, and we are studying what worked well, what didn’t work (and why), and was there anything we could’ve done better. We will continue to provide best-in-class service and customer experiences to each customer, separating us from our competition.” Sam Stone, president, Stone’s Office Equipment, Richmond, Virginia
“We have built the infrastructure for the arena of Managed Services and IT in 2021 and look to see our client base grow month after month continuously throughout the year while hitting a total annual revenue target that would be a 100% increase since 2018. Shore’s total revenue annual growth target for 2022 would be to continue our growth at a rate of 20%, while continuing to be an industry leader in customer service.” Chris Wolowitz, vice president, Shore Business Solutions, Clark, New Jersey
“We resolve to provide exceptional service in new markets across Texas while prioritizing company culture and empowering businesses to embrace technology and efficiency. Our team will work tirelessly to earn recognition for providing the best service in Texas and remaining a member of the Ricoh RFG Circle of Excellence, as we have for 10+ years. We’ll be driven by our family-owned values and work towards another year of recognition as a Top Employer in Texas, along with being named a ‘Best Place to Work in Texas’ by Texas Monthly.” Hunter Woolfolk, co-president, DOCUmation, San Antonio, Texas