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DEALER PROFILE
Zerographic Systems
celebrates
25th anniversary
In common with many other dealer
principals, Zerographic CEO Kevin
Corbett, had been working in the
industry for a number of years,
before making the decision to go it
alone and create something new.
Corbett had first-hand knowledge of
Xerox, family members had worked for the
company and it was a brand that he knew
and respected. Having already created
a credible footprint in the professional
print market, he approached Xerox and
was appointed one of the first UK-based
concessionaries, a move designed to
support his goal to build a business by
providing market-leading office printers
and MFPs, managed print services, and
production print systems.
Acquisitions expand reach
The company is headquartered in Stafford,
but has spread its geographical reach as
a result of several acquisitions. In 2005
it purchased Wakefield-based Xerox
concessionaire, Document Systems,
retaining the offices and key personnel
to establish a local sales team serving
businesses across Yorkshire.
A second acquisition of Weston-Super-
Mare-based Muro Digital in 2011, enabled
the firm to expand into the South West.
This Somerset branch houses a sales
team, engineers, technical support team,
warehousing and a distribution centre
for RISO, Xerox and finishing products.
There is also a dedicated telesales team
whose focus is on a range of niche binding
equipment. “Muro Digital always sold that
kit and there is some real expertise there,
so we took the opportunity to retain that
and expand the business by diversifying
into that sector,” Operations Director Mike
Sandell explained.
The firm’s specialisms sit within
document workflow solutions, managed
print services and production print systems.
An established Xerox Premier Partner, it has
helped organisations small and large, drive
down document and print related costs
and manages print fleets ranging from
one to 1,000 plus devices on behalf of its
customers. 80 per cent of customers have
been with the company which has been
named Xerox’s concessionaire of the year
many times, for five years or more, with
some, since day one.
“With three sales operations strategically
sited across the country, we have a big
geographical reach,” Sandell said. “We don’t
have a footprint in central London but from
Weston-Super-Mare we support customers
in the South West, into Devon and Cornwall
and across to South Wales. Our Stafford HQ
covers the Midlands and North West, and
our Yorkshire office serves clients across the
county and beyond,” he added.
Plan for growth
The company has enjoyed consistent year
on year growth over the last four years and
is geared to realise significant increases in
revenue and profitable performance over
the coming three years. Turnover today is
around £18 million and the company has
a target to achieve £30 million by the end
of 2019.
Zerographic Systems has a strategic
plan to continue the profitable increases
in revenue turnover over the next three
years. It intends to further expand and build
on its effective sales coverage through a
recruitment drive, as well as via relevant
tactical business acquisitions.
It has recently made two key
appointments to its management team,
Sandell came on board as Operations
Zerographic Systems was one of the first Xerox concessionaries
– fast forward 25 years, and it’s now one of the OEM’s largest
European Premier Partners
Director six months ago and more recently,
Mike Holyoake joined as Group Sales
Director. Holyoake has for the past 27 years,
held a number of senior management
positions across sales and business
operations for the OEM. The last five years
saw him leading the UK & Netherlands
as the Country General Manager within
Xerox’s European Graphic Communications
division, taking the business to significant
profit and double-digit return on sales
performance, whilst expanding its solutions
portfolio presence in the technology market.
Boosting headcount
“We have achieved a great deal through
organic growth,” Sandell said. “And we’re
now proactively looking to really ramp that
up. We are actively recruiting experienced
sales personnel to expand our commercial
and key accounts teams and further down
the line, we will be boosting numbers
within our graphics arts and production
print sales team.”
Headcount across all three branches
totals 58. The first stage of recruitment which
is already underway and which Sandell
hopes will be complete by end of Q2, will
see numbers increase by up to ten heads.
“This first stage is designed to strengthen
the teams already in place whilst phase two
will be all about setting up entirely new
specialist sales teams,” he added.
Complementing its Xerox offer,
Zerographic is also a Riso reseller. “We’ve
been successful with Riso in the South West
and we’re now looking a massively expand
this side of the business and to replicate
that success in the Midlands and North –
it’s another revenue stream and will play a
key part in meeting our growth objectives,”
Sandell said in conclusion.
We are
actively
recruiting
experienced
sales
personnel to
expand our
commercial
and key
accounts
teams
