24 Jul

Digital pivot pays dividend

Greg Clarke tells Sean Gallagher how he swapped fruit and veg, and fax machines for high-tech office success

Not very long ago, having a fax machine was seen as being ahead of the curve when it came to using technology in business. Today, faxes have largely been replaced by photocopiers with integrated scanners that speed up the transfer of documents while eliminating waste and reducing costs.

Similarly, advances in video conferencing have greatly reduced the time and cost associated with staff having to travel to face-to-face meetings with other colleagues or customers located in different parts of the country or indeed the world.

One company at the forefront of helping firms keep up to date with such advances is Dublin-based Digicom. Set up in 1997, it employs 36 and has an annual turnover of more than €8m.

“Our business can largely be divided into two main areas,” says managing director, Greg Clarke at the company’s headquarters in Dublin. “Firstly, we specialise in office print technology which includes supplying, installing and servicing everything from printers, and photocopiers to scanners and document management systems and software. These take care of the needs associated with running a modern office facility from capturing and importing documents to managing, storing, indexing, archiving and delivering documents throughout an entire organisation. We also provide security systems that protect these documents against unauthorised access.”

Greg then points to recent research that shows that workers can spend up to 20pc of their time filing or searching through paper documents. They can also spend as many as 10 hours a week searching for documents that were incorrectly filed or recreating misplaced ones.

“By implementing document management in a digital format, employees can now instantly retrieve documents within a digital repository through a simple search function that allows companies allocate a lot more time to using information and a lot less time trying to find it,” he says.

“The second part of our business involves the supply, installation and servicing of all things audio visual from large format LCD displays used for video conferencing and unified communications to digital signage and digital room booking systems,” Greg says.

His customer base includes large firms in the finance, tech, professional services and pharma sectors, such as Bank of Ireland, Northern Trust, HP, Indeed, Matheson, William Fry, Mazars and MSD. In addition, he works with a variety of local government clients including Cork County Hall and Roscommon County Council as well as a wide variety of small and medium-sized businesses.

“While most of our work is in Ireland, we also carry out work abroad, primarily in the UK and Europe, and usually on behalf of companies that are based in Ireland but who have staff and operations in other countries,” he says.

From Dun Laoghaire in Co Dublin, Greg spent his teenage years helping out in the family’s fruit and veg wholesale business. There he would regularly be called upon to do everything from unload bags of onions to mucking out fruit that had gone off. “It taught me a valuable lesson about the challenges of dealing with products with a short shelf life where you had to either sell it or smell it,” he says.

After school, he completed a degree in marketing in Trinity College before returning for a time to join the family business. However, he quickly came to the conclusion that his future in the business was limited due to the emergence of supermarket chains with dedicated fruit and veg departments. With that in mind, he headed off in search of a different career.

He began by selling electric typewriters before progressing to photocopiers and faxes. In 1988, and driven by a desire to experience life outside Ireland, he headed firstly to the Isle of Man and then to Los Angeles, where he spent the next seven years selling IT and computer software.

By 1995, he was ready to return home and set about establishing his own company, which was officially launched two years later. “I could see that all technologies were going ‘digital’ so that’s why I called the business, Digicom, standing for Digital Communications,” says Greg.

At the time, his biggest challenge was learning how to manage his cash flow. This was because investment in equipment was usually upfront while payment from customers was often slow.

Having worked abroad for years, he joined the Dublin Chamber of Commerce as a way to develop contacts and new opportunities. It was a move that would turn out to be invaluable.

In 2001, Greg hired sales director and now shareholder, Peter Fox to lead the development of the audio-visual side of the business. Originally from Cabinteely, Peter had built up a considerable track record in sales from selling franking machines with Pitney Bowes, paging systems with Eirpage and telco and internet services with Worldcom.

“We could see that technology was developing at a fast pace and that the nature of work itself was also changing, with many people now opting to work remotely,” Peter says. “Companies had staff in multiple locations and across different countries who needed to collaborate with each other regularly and we believed that video conferencing and webcasting would be the next big thing,” he adds.

They began to target young companies with growth potential on the basis that if they got in with these early, they could grow with them. Their strategy worked. As did their decision to approach FDI clients and the recruitment companies and office fit-out businesses that helped them get set up in Ireland.

“Our key differentiator in the sector has come from the extensive range of print and audio visual brands we stock but more importantly from our genuine commitment to providing impartial advice on what solutions best suits are clients’ individual needs,” says Greg.

Looking to the future, Greg and Peter see huge opportunities in both print and the audio visual as companies continue to seek out more efficient and more cost effective ways of doing business and communicating with staff, customers and wider stakeholders. “We plan to continue to grow at home and abroad and are confident we can double our turnover over the next three years,” says Greg. “We are always on the lookout for suitable acquisitions to help speed up that process and are currently undertaking research into developing a whole new division within the company that we hope to launch in 2017,” he adds.

After using the expertise he developed abroad, Greg, who is committed to giving back, became President of the Dublin Chamber of Commerce last year. He is also a board member of www.bizworldireland.org, a not-for-profit organisation that teaches entrepreneurship skills to primary school students. “It’s my way of doing my bit to help develop the next generation of Irish entrepreneurs,” he adds.

Sunday Indo Business

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