Some 25 years ago a business machine salesman named Joe Weis decided to go into business for himself. He set up a two-desk office on Salt Lake's State Street selling the high-tech office product of the time - the electronic calculator.
Today, Weis' Uinta Business Systems is Utah's largest reseller of business and microcomputer products and solutions. Along with the hardware, the company specializes in professional networking, clustering and telecommuting software.Since 1992, the company's revenues have grown almost 300 percent. Last year, Weis was given an Entrepreneur of the Year award, and Uinta Business Systems was recognized as one of the state's fastest-growing companies the year before that.
Also at the core of Weis' business strategy is anticipating the future from both suppliers and the needs of customers.
"(We need) to anticipate what our customer needs by communicating with them and communication with our technology vendors to develop a road map," Weis said. "It is important to be visionary enough to ensure will we have the benefits and certain kinds of technology for our customers."
Uinta counts among its clients First Security Bank, Zions Bank, Intermountain Health Care, Westminster College and Salt Lake Community College. Recently, the firm completed a $16 million overhaul of Thiokol Corp.'s computer system.
The firm is also a well-known supplier at the State of Utah and among Utah's political subdivisions. A recent high-profile installation was supplying Utah's law enforcement officers with in-vehicle laptop computers. Officers are linked to national and local law enforcement databases via wireless technology.
Uinta has broadened its market as its customer base has grown. For example, the many acquisitions by Zions Bank across the West has meant Uinta personnel have been called out across the bank's territory. The company maintains offices in Salt Lake City, Orem and Ogden and operates in Las Vegas under the name of In-fi-net Business Solutions.
Weis realized early on that the key to building his business was the kind of service customers got after they bought their machines. That's become even truer in today's environment. Only about 20 percent to 25 percent of a company's investment. Another 75 to 80 percent goes into networking the hardware together and product support.
Weiss, 54 sees his ability to change with the times as his key to success and longevity. He's seen the focus of Utah's corporations shift from the sometimes-frenzied acquisition of technology to office solutions - the art of making all of the technology work together.
That means constant retooling.
"We are reinventing the business every three to four years by offering different kinds of products and services," he said.
The future, said Weis, is digital. Digital technology is becoming ever more present in the office. Digital copiers and printers will soon be sitting alongside digital answering services.