VOL. 128 | NO. 58 | Monday, March 25, 2013
SMALL BUSINESS SPOTLIGHT
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XMC Reaches Anniversary, Expands in East Tennessee
MICHAEL WADDELL | Special to The Daily News
XMC Inc., the second-largest Xerox dealer in the U.S., is celebrating 20 years in business and is currently expanding into new areas of East Tennessee.
Last summer the company moved into larger corporate headquarters in Bartlett, and during the past year the company has expanded its footprint to include Chattanooga and Knoxville.
CEO Bob Hamilton began working in the office equipment industry when he was only 8 years old when he went to work during the summer for his grandfather, who ran a printing company in Jackson, Tenn.
Bob Hamilton, right, is president and CEO, and Sean Seward is a partner in XMC Excellence in Office Solutions. Not pictured is partner Ben McCaghren. (Photo: Lance Murphey)
“He taught me that there are two things that you need to do if you want to be successful in business: one, take care of your customer base, and two, take care of your employees,” Hamilton said.
Hamilton became an owner/partner in 1979 at Tom Lawler’s, a family business in Jackson. The company became an authorized Xerox dealer in 1983 when Xerox rolled out its program for rural America, and it was awarded four ZIP codes in the Memphis market in 1991 when Xerox extended the program into metro America.
Hamilton sold his interest in Tom Lawler’s to his brother in 1992 and took over their one store in Memphis.
“I had been the No. 1 agent in the country before then, so I went to Xerox and let them know I was in Memphis and I was going to start hiring sales people, so I needed territory,” said Hamilton, who is now Xerox’s oldest tenured business partner in the country. “So they gave me all of Memphis in late 1992, and soon after Xerox asked us to also open in Jonesboro, Ark. We’ve expanded from there.”
In the beginning, Hamilton had just one employee, Ben McCaghren, who is still with the company today and is now a partner. XMC’s third partner, Sean Seward, joined the company shortly after it formed and has now also been with XMC for nearly 20 years.
“We really started exploding in 2005,” Hamilton said. “That year we opened up offices in Jackson, Tenn.; Huntsville, Ala; Florence, Ala.; and Nashville.”
XMC expanded into East Tennessee in June 2011, opening a site in Chattanooga, and at the start of this year the company took over the Knoxville territory for Xerox. XMC also has stores in Little Rock, Ark., and Savannah, Tenn., taking its total stores to 10.
Over the past 20 years, XMC’s customer base has increased dramatically.
“When I took over we had less than 100 customers and today we have more than 30,000,” said Hamilton, who has worked in the industry since 1975. “I’m most proud of our relationships with our customers. We could not have grown to this size without taking care of our customer base.”
XMC is now the second-largest Xerox dealer out of nearly 300 in the U.S. A sales team of 40 manages its client roster, generating more than $50 million in revenue for Xerox per year. Hamilton believes future growth could potentially double that figure.
“I want to be a $100 million business partner for Xerox,” Hamilton said. “Anybody who is in business is a potential client of ours because we sell everything Xerox manufactures, from a $500 desktop printer to a $1 million I-Gen production device and everything in between.”
XMC touts the fact that they represent the last American manufacturer left in their industry.
“We’re proud to represent Xerox because they have the research and development and manufacturing in the U.S., plus financing and servicing of the products, so it is a one-stop shop,” Hamilton said.
Last year XMC moved its corporate headquarters to a new space in Bartlett to accommodate recent and future growth, doubling in size to 15,000 square feet. XMC employs a staff of 30 locally and 75 companywide. Hamilton expects to add 10 to 15 new salespeople by the end of the year.
“Over the past five years, we’ve maintained double-digit growth, and do not see that stopping. We are growing market share both in our existing territories and in new markets,” he said. “We’ve been blessed. If you do what’s right and take care of your customer base, you can grow a company, and we’ve been fortunate to be able to do that.”