Corporate Vision August 2017

38 CORPORATE VISION / August 2017 , Following on from this, Mr. DeNicola predicts some of the developments within the industry as well as commenting on how the firm will adapts to these. “We stay abreast of emerging developments in our industry by maintaining active membership in organizations like the CDA, whose membership includes 60 – 70 of the best independent companies in our industry and representing $1,000,000,000 of annual revenues. They provide industry trends via quarterly education meetings for member company C-Level executives. Also, our management team is charged with monitoring industry trends through their professional association memberships. “Print volumes, equipment sales, and the resulting revenue annuities will decrease. There are several ways we are going to make up for these decreases. I will speak to three of them. The first, and the least profitable will be to take a larger piece of the pie for ourselves by increasing our equipment market share. We are doing this by hiring additional sales staff and investing in the marketing to help them make the sale. The second is to make the pie larger by selling more IT solutions and options into the current market. And the third is to develop new revenue streams (for Thermocopy) to sell into the market, such as managed IT services and taking advantage of the increasingly strict regulatory environment regarding IT security and the privacy of personal information.” Integral to running a successful business is excellent customer service. Therefore, staff must be armed with the necessary information in order to provide the best service to clients. Mr. DeNicola discusses the internal culture within the firm and how this contributes to the success of the company. “As stated before, we have always had a culture of creating raving fans. I believe that Thermocopy embodies the spirit of what an excellent company should be. Not only do we deliver excellent products/service, but we also make sure our company culture is one of excellence. Our mission statement/core values are instilled in our employees. The first item a new employee is introduced to is the Thermocopy Mission Statement. The Mission Statement includes the following commitments; To Our Customers, We Commit: • To provide an experienced, tenured team of professionals • To nurture our business relationships • To outperform all competition To Our Employees, We Commit: • To provide a professional work environment, offering team-based leadership and performance-based compensation • To provide professional and personal development through continuing education • To provide a vision of growth and stability To Our Community, We Commit: • To invest money and workforce to achieve civic goals • To be an environmentally responsible business partner “We do our best to live up to each one of those commitments on a daily basis, and it just does not get any better than that.” To ensure there is a good working environment, it is important to hire the right staff. Mr. DeNicola mentions the firm’s approach to hiring staff and discusses how management are able to attract the very best talent to the company. “We typically recruit utilizing our centers of influence. We are looking for candidates that exhibit the behavioral energy to do the job. Our hiring process includes an initial screening interview, followed by a behavioral energy assessment which determines the candidates “can do” and last, a long interview (2–3 hours in length) in which the hiring manager determines the candidates “will do.” We retain good people by making sure they have the right attitude, skills, and knowledge to do the job and this provides the team member a good foundation with which to succeed in our organization. Also, we make sure we live up to our mission statement commitments to our employees: • To provide a professional work environment, offering team-based leadership and performance-based compensation • To provide professional and personal development through continuing education • To provide a vision of growth and stability.” Looking ahead, Mr DeNicola discusses the future of the firm, listing future plans and projects for the firm. “We are in the process of implementing a business plan that will increase our market share in the office equipment space from 18% to 23%. The business plan required a sales department reorganization with plans to increase the sales force by 25% and implementing ways to make sales more efficiently. Also, we will be building additional revenue streams with managed services and taking advantage of the increasingly strict regulatory environment regarding IT security and the privacy of personal information.”

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