Cloud-based ERP for independent office products dealers

Success Story:
Union Office

Keeping up with technology in the cloud

As home both to the industry’s largest big box player, Staples, and its largest independent, W.B. Mason, Boston is among the most competitive office products markets in the country.

But even as those two giants fight it out in a fierce, no-holds battle every day, there is still plenty of opportunity for forward-thinking smaller independents with the right business model. Case in point: Joe Danizio, Jr., and his team at Union Office in Wilmington, Massachusetts.

The dealership was founded by Joe’s father, Joe, Sr., in 1965. Back then, it was father and son, Joe’s mother, and two other employees.

Joe’s father would take the orders, his mother would write up the invoices and Joe himself would mail the invoices and make the deliveries.

Joe struck out on his own in 1983, forming Union Office Interiors as a separate company. Fast forward to today and that dealership is in the hands of Joe and his business partner, Lou Fragoso.

Sixty employees strong, Union boasts four locations including a furniture showroom in downtown Boston and satellite offices in Hanover, Massachusetts, and Augusta, Maine, with a product mix that, in the words of its website, offers “everything necessary for mid-sized, 20-200 employee professional services companies doing business in a digital age.”

It’s an impressive story of an organization with the courage to change with the times when necessary and the willingness to invest in the business to stay strong and competitive.

Technology is the key to Union Office's success

Not surprisingly, intelligent use of technology has played a key role in Union’s success; using DDMS for many years and Britannia before that.

“You can’t compete without near state-of-the-art technology today and if you’re not willing to invest to keep up when it’s necessary, you’re going to fall behind very quickly,” warns Danizio.

Most recently, it has led Union to move business management to the cloud, by adopting ECiCloud. The decision wasn’t exactly a hard one, explains operations manager Juliette Trahan.

“It was time to upgrade and once we took a look at what our options might be, ECiCloud looked like our best choice,” she recalls. "The DDMS folks know their own system inside and out and if there is an issue, they take care of it immediately. It all runs so much more smoothly.”

And, she reports happily, the changeover could not have gone better.

“It was a true team effort,” she recalls. “The implementation team conducted an extensive interview with us as part of the prior planning to make sure they covered all the bases when we made the switch. As a result, we experienced zero down time between moving from a server version to the cloud.”

ECiCloud for DDMS makes running a complex organization simple

Union is a complex organization with a diverse product mix and multiple locations but, says Trahan, the cloud-based system took all that complexity in stride and then some.

“We had printers in our Massachusetts headquarters that were printing from a computer sitting in Dallas, but it all went very well,” she reports. “And it’s so much easier now for our sales reps and satellite offices to connect and access key data than it used to be.”

The move brought Joe Danizio and his team significant benefits on several levels, but he’s very much aware the change is only one more point on the journey and definitely not a final destination of any kind.

Keeping up with technology is a constant process and, already, he’s thinking ahead to the next steps.

“Our furniture division has been using iPads and smart phones in their presentations for quite some time now and we’ll be learning from them and figuring out how best to move forward as a company,” he explains. “Mobile technology is no doubt the next wave and we need to be ready to do whatever it takes to make the most of it. We’ve also been making some significant efforts in social networking platforms like Facebook and Twitter and that activity, too, will become increasingly important.”

It’s that kind of thinking that has kept Union Office moving forward in a business environment that includes the likes of Staples and W.B. Mason.

Going up against those two industry giants every day isn’t exactly easy for anyone. But with innovative technology partners like ECi, Union Office looks well set to keep its growth momentum going, no matter how tough the competition.

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