Jim Estill: The deal maker

I have known and interviewed Jim Estill for more than a decade and what I found about him is that he is extremely entrepreneurial. He practically owns half of Guelph, Ont., where EMJ Data Systems Ltd., the company he founded back in 1979, is based.

He personally showed me his land and the remaining

acreage for expansion if he every wanted to increase the size of EMJ’s current distribution facility.

Over the years he has been very successful acquiring companies at bargain basement prices such as Daisytek, Empac and SDMS. All these companies were in financial trouble and all of them proved to be strategic assets for EMJ. In fact, SDMS strengthened EMJ’s position in point-of-sale distribution business, which was one of the reasons why Robert Huang, the CEO of Synnex, offered him $56 million to enter into this Synnex/EMJ alliance.

Estill was also smart enough to partner with up-and-coming companies such as Citrix Systems and Macromedia before others.

Beyond finding trend setting IT companies, he would drill down deep to partner with obscure little companies such as Extensis, Hemera, Dantz and Global Graphics for success. And, would also take flyers on Casio for handhelds when every one else wanted Palm or Acer with Tablet PCs.

In my opinion, Estill has remained successful because he isn’t looking for a home run ever time at bat. He’s happy with a hit, a walk, hit by pitch, balk anything just to get on base. It is a philosophy that’s been working for many, many years. One of Estill’s classic quotes is. “”We’re more of a workhorse than a racehorse.””

Also Estill is a reasonable man. During the rock-bottom year of 2001, unlike his peers, Estill did not see fit to lay anyone off. It was business as usual for him and EMJ, which consistently delivered profitable quarter after profitable quarter. Estill could have made staff reductions and no one would have batted an eye.

Estill is very unique for a CEO. He picks up his own phone. He hires technically training people as his sales staff. And, he doesn’t golf, which in this industry is a misdemeanor offence.

Moving forward, however, I wonder if Estill will still be able to be entrepreneurial or will this new alliance put handcuffs on him.

A positive first step was to leave Estill in charge. No disrespect to Mitchell Martin, who is a first class executive in his own right, but Estill brings clout to Synnex big time in this market place and he, with his unique management style will challenge Tech Data Canada and Ingram Micro Canada in the IT distribution market place.

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