Founder Jim Loffler tells Exec Digital how Loffler Companies developed from a business offering a single service into a true one-stop shop for office technology and services
Written by Gabe Perna and Produced by Sean Bakke
Travel along Highway 494 in Bloomington, MN, and chances are you’ll catch a glimpse of the eye-capturing corporate headquarters for Loffler Companies, a leading provider of digital office technology, services, and IT solutions. The sheer size and location of the 80,000 square foot building represents the company’s growing presence in a competitive industry.
Owner Jim Loffler started the company in 1986 by providing analog dictation devices to local doctors and soon expanded into a full-fledged supplier of copiers, printers, scanners and fax machines. He continued to add services and technology until the company established itself as a total integrated office technologies, services and IT solutions provider for the Twin Cities region.
“Twenty-three years ago we started with one single product. We’ve retained that product and we’ve added more to the point we are now able to provide them a true turnkey office solution to improve their business,” says Loffler, explaining that the company added services and products to meet client needs. “As we got into one business and grew our customer base, we built good relationships with clients. Our clients would come back and ask if we did other things.”
By having diversified products, services, and solutions, Loffler General Manager and Vice President Don Tremblay says the company can maintain valuable ongoing relationships with its customers. Tremblay notes if the company limited itself to just selling copiers, they’d likely only work with a company every three to five years. Their current structure allows them to connect with clients every year regarding phones, dictation equipment, IT services, FM managed service, and of course copiers and printers.
Regionalized power
The growth of Loffler can be seen in pure numbers. In five years it has increased revenues from $23 million to $48 million. As Loffler notes, the rise to the top has had a lot to do with its relationships with other companies and organizations. Its quality reputation allows Loffler Companies to distribute state-of-the-art business technologies such as its multifunctional printers not only locally, but also for companies with a worldwide presence.
Loffler associates with an impressive list of global partners including Canon, HP, Microsoft, NEC and Konica Minolta. Tremblay says the relationship between Loffler and its globally-known partners is a win-win situation.
“Our partners typically want a quality market presence and share in major cities,” explains Tremblay. “It’s kind of a mutual relationship – they seek us out and we seek them. Their reliance on us is to have a healthy, sound business capable of building market share in Minneapolis, which is the 15th largest market in the US. From our perspective, we won’t commit to a partner unless we believe we can become their main partner in this market place. For Canon and Konica Minolta copier/imaging solutions, we are their largest distributor in this market and among the top 10 percent in the country.”
These relationships further allow Loffler to be a one-stop shop for small businesses. With all the products and services offered, Loffler can integrate IT solutions with the copying, printing and telephone worlds for smaller and mid-sized companies.
Along with forming strategic relationships with notable companies like Canon, Konica Minolta and HP, Loffler has partnered with local Minnesota organizations as well, including local professional sports franchises, the NFL’s Vikings, the NBA’s Timberwolves and MLB’s Twins. Loffler is also thoroughly involved with many charitable organizations, including St. Joseph’s Home for Children, further enhancing the company’s local and national reputation.
Investing
One of the main reasons for Loffler growth is the many investments it puts back into the business. Whether it’s investing in its employees or in new products, the company has never shied away from putting earnings back into the company. One such example is its training programs. Tremblay says the company will bring in outside consultants to train its sales staff as well as offer in-house training in technology and business consulting.
Other investments made by the company have been in technology. Tremblay points to software the company has bought to improve operations. An example is its recent investment in e-automate from Digital Gateway, which runs Loffler’s back office operation. All of their IT projects and major installs are tracked, measured, and monitored through Connect Wise, another software tool. Also, it uses sophisticated software known as PrintFleet to monitor and manage a client’s complicated print environment.
The expertise of Loffler’s people to understand the products and the technology is an advantage Loffler has over its competitors. “Technology and software is only one part of an innovative solution. The key is to have talented employees that can execute a strategy and solution effectively. We can support clients at a very high level. That’s where they get the maximum return on their investment,” says Loffler.
Upbeat culture
Even in difficult economic times, the outlook at Loffler is positive. Loffler and Tremblay note the family feel has stayed strong and upbeat despite the recession. The company still has its annual holiday party, picnics, afternoon boat outings, and offers motivational sales recognition incentives.
Furthermore, because of its diversified services, the company is well positioned to survive the bad times. Loffler says total integrated solutions are ideal for the company’s clients during a recession. Many clients contract with Loffler to be responsible for implementation and management of technology and services solutions in their office, to allow existing employees to focus on their business’ core competencies.
“Business is hard these days and technology is very complicated. We can go in and be the trusted advisor to tie all of these technologies together for a client,” says Loffler. “Integrated solutions is what makes us unique. The marketplace is responding to that.”