Executive Corner
Interview with Jim Phillips, Digital Gateway
- By Laura Kittner
- 06/01/2010
Digital Gateway has assisted over 1,000 companies drive their business operations successfully with its e-automate dealer management software. e-automate has become the fastest growing business management system nationwide.
Jim Phillips is the CEO of Digital Gateway.
What is your current state of mind?
Dealers in our industry are climbing out of the worst economic recession most have ever experienced. The best way they can secure their future and start growing again is take massive action by focusing on what matters. Most of what I do every day is focusing my company on optimizing the dealer operating system and partnerships that will facilitate dealer success in the new economy.
What is the greatest challenge you face today?
Keeping my hand out of the candy jar at our reception desk! That, and figuring out how to best help the 1,000+ dealers using e-automate to protect themselves from the threats they are facing every day. This is what keeps me up at night and gets me out of bed in the morning.
What do you see as your biggest opportunity?
Providing the independent dealers with the finest operating system available integrated with their key industry partners. It's allowing us to integrate the independent dealers' world with the key players in our industry in ways I could only dream about a decade ago. It's a big opportunity and something we're absolutely focused on.
What is the quality you like most in a sales manager?
They must believe in what they do how they do it and for whom. They also must have a passion to be the best.
What would you consider your greatest achievement?
My wife's still in love with me after all the crap I've put her through over 37 years. My five children are great people and my best friends. Seven grandchildren that are the reward for having children. Being able to stand before my employees at our annual picnic and celebrate the fact that we're accomplishing what we set out to do 15 years ago—creating something that dealers trust to run their entire business.
If your customers were to describe your company in three words, what would they be?
Digital Gateway cares.
Managed print services or managed services?
I don't care what we call it as long as it helps dealers get to the heart of the matter that leads to their Market Profit Strategy.
Where are you investing the most within your company this year?
Successfully completing e-automate's two-year, two-million-dollar conversion to the .NET platform, which will allow us to be responsive to the needs of our dealers in ways our competitors only dream about.
What is your greatest concern for this industry?
CEO's not responding to the real threat that exists from manufactures and IT VARs positioning themselves to win their largest customers away from the independent dealers.
How would your employees/co-workers describe you?
A hard-nosed son of a buck who won't let up until our customers are happy! I hope they'd say he's the most passionate, over-the-top committed nut we've ever worked with.
Who are your favorite writers?
Matthew, Mark, Luke and John and a bunch of their friends. Stephen Covey—we’re neighbors so I have to say that.
Why do you hold your current (business) position today?
Because no one else was crazy enough to do it! No, it takes a unique set of skills to see where the industry is headed and have the courage to put our money where the future is going to be. I guess that's why people around here put up with me.
Do trends exist in this industry?
Trends exist in every industry. For us, the key trends are having more visibility into exactly what's happening in your business at any moment, new previously unattainable levels of automation that allow businesses to do more faster, and better connectivity so businesses can work together toward a common goal.
What is your favorite quote?
"Individual commitment to a group effort—that is what makes a team work, a company work, a society work, a civilization work."—Vince Lombardi
This article originally appeared in the June 2010 issue of The Imaging Channel.
About the Author
As the Editorial Director of The Imaging Channel, Laura has 10 years experience with the print and imaging industry. Prior to launching The Imaging Channel, Laura was a founding member and the Vice President of Marketing and Global Business Development at PrintFleet Inc. She has also held various executive level marketing and communications positions, and is a Professor in the School of Business, at St. Lawrence College. Laura holds diplomas in Advertising and Public Relations and Integrated Marketing Communications.