Magazine Article | April 1, 2017

The AIDC Business Plan Every Integrator Should Follow

By Jay McCall

When this integrator hits its sales goals this year, it will mark a quadrupling of its revenue since new ownership took over in 2010. Need we say more?

For more than 30 years, Business Solutions has been covering the IT channel with an emphasis on sharing growth strategies of successful VARs, integrators, MSPs, and ISVs. In the nearly 17 years I’ve been interviewing channel companies and telling their success stories, a handful stand out as being particularly insightful. One such company is Supply Chain Services (SCS), an automatic identification and data collection (AIDC) integrator that was founded in 2001. When Chip Emery took over the company in 2010 at the age of 63 — two years before most people are looking to retire — SCS had 14 employees and was doing less than $10 million in revenue. Fast-forward seven years later, and the company has 50 employees (most likely 60 employees by the end of this year), and it’s projecting another 10 percent revenue growth by the end of the year, too. A review of this integrator’s key business strategies and growth plans is well worth the time of every channel IT company striving for long-term double-digit growth.