Ayanna Kirton, Staff ReporterDUANE LUE-FUNG, CEO of Copier Concepts, has plans to expand the reach of his copier business through the formation of a group of companies dedicated to providing quality business products and solutions. These aspirations are no doubt the product of his current success and the ability to run an effective business in an industry that he describes as very technically challenging.
Mr. Lue-Fung's history as an entrepreneur began in 1997. During a vacation from the copier company to which he was employed, his time away from work led him to thoughts of ways to supplement his income. "I was
thinking about various business opportunities then the entrepreneurial spirit kicked in and I decided to take the plunge on my own," said Mr. Lue-Fung, who confessed that he built his company from the ground up.
"Copier Concepts was founded with the aim of creating a difference in an industry where I felt support and servicing of equipment fell short. I knew where I wanted to go and I understood the process and what it would take to get me to where I wanted to be," he said.
BEGINNING
"I started my business completely contrary to how it should have been started," said Mr. Lue-Fung. "It began in my room with one PC, a printer, and a fax machine," he said. "I was CEO, administrative assistant, accountant, it was a one-man show with nowhere to store the machines or stock spare parts," he said.
"My desire to become an entrepreneur was innate...and I had to do it the old-fashioned way with very little help and no rubbing shoulders with the big players," he said, commenting on the fact that success in business in Jamaica is achieved largely by the right connections and being a part of the proverbial "old boys network".
But Mr. Lue-Fung's ability to make an effective sales pitch helped to increase his leverage. "I was always told that I was a very good salesman, that I could sell anything period. I had the confidence so that made it easier," he said. "It was also important to know the products I was selling and I studied the various features of the machines I was trying to sell which made my product knowledge unrivalled. I studied and understood document solutions, copiers, and the whole Xerography (copying) process," said Mr. Lue-Fung. "I knew the industry and knew the markets that I wanted to get into. So I called several companies, introduced myself, went into those companies, assessed their needs and made a few recommendations about how to address those needs."
Over time, Mr. Lue-Fung's client roster grew and these same clients helped him to add another dimension to the business. "I used them to provide user testimonials to potential clients. These were critical as I would often take potential clients to perform demos on site to allow the product speak for itself," he said.
Today, some six years later, Copier Concepts is located in the heart of New Kingston. One of the fastest growing copier companies in Jamaica, the company is the most recently appointed local distributor of the Konica Minolta brand of copiers. Mr. Lue-Fung said he approached this company for a distribution deal because he considered the Konica Minolta brand the Rolls Royce of copiers but without the price tag. "It is very hardy and sturdy and the brand has become the fastest growing brand in Jamaica, without a doubt," he said. "It is now number three in the market, which is quite shocking since it was the last one to enter the market."
CORPORATE CLIENTS
With over 400 corporate clients across the island, the company customers span a range of sectors including the finance and education sectors. The CEO attributes the company's success not only to the distributorship of a world-class brand but also an understanding of the technology and the ability to service the equipment that it sells.
"Technical capacity is key," says Mr. Lue-Fung. "Copiers must only be serviced by factory trained technicians in order to sustain the products' useful life. This business also involves very meticulous and detailed stocking of spare parts and supplies as well as constantly keeping track of the total machines in the field," said Mr. Lue-Fung.
"From an outsider's perspective the idea of entering or working in this industry might make one apprehensive because of its technical and capital intensive nature," he said. "It is something that you have to love.
"I love what I do, the technology excites me. Digital technology has changed and copiers have moved from one-dimensional products to multi-functional devices that can print, scan, and send faxes. It is ever changing and it improves daily," said Mr. Lue-Fung.
His formula for success: "We have a very contemporary approach to the business. Our sales persons are driven and genuinely interested in the products, understand them and know how to sell them," said Mr. Lue-Fung. "I know that the only way to achieve sustainability in this business is through integrity, proving to your customers that you can deliver what you promise," he said. "We've mastered that so now the focus is on growth, looking down the road to be one of the most formidable businesses in the industry."
