Hartford Business Journal

November 7, 2016

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www.HartfordBusiness.com November 7, 2016 • Hartford Business Journal 3 FACES OF BUSINESS From salesman to president, Cartisano's first job sticks By Stan Simpson W hen Jay Cartisano landed his first job out of college as a copy and fax machine salesman, he had a one- year plan. The 1989 Ohio University graduate wasn't sure if sales was something he really wanted to do for a career. Twenty-seven years later, Cartisano is still with the same company — Connecticut Busi- ness Systems — only now, he runs the place as company president since 2012. It looks like that busi nes s -ma nage - ment degree is pay- ing off. Cartisano's experience in sales was invaluable as he evolved into a compa- ny leader, with more responsibilities. "You learn to be incredibly orga- nized,'' said Carti- sano, who'll turn 50 in January. "You learn to communicate effec- tively, which I think is really, really important. You also have to demonstrate hard work. In our business, no one comes to your door. You have to go out and generate new business." As Cartisano's career evolved — sales manager, vice president of sales, senior vice president of sales — so too has CBS' services. The company's forte is now document man- agement, workflow solutions and office tech- nology. It still sells copy machines, faxes, soft- ware and maintenance contracts. In short, the company assesses the technology capabilities, business processes and information flow of an organization, then — in collaboration with the client — devises a strategy to make the opera- tions more productive and less costly. Custom- ers include large and small businesses, higher- education organizations and nonprofits. "I love the business; I'm very passionate about it,'' said Cartisano. "I think there is a demand for what we do. Organizations will invest in tech- nologies and services if it will make their busi- nesses run better — and provide a savings at the same time. We've been able to do that." Cartisano says revenues increased 10 percent annually in recent years; with a yearly budget of about $90 million. The document management/ workflow solution portion of the business is up about 30 percent. He credits the company's growth to a culture of high expectations and intensified focus on professional development for the 300 employees. As they acquire more skills, confidence and expertise, the company, Cartisano says, grows accordingly. "We created an environment where we have people who are incredibly hard working, and passionate about what they do,'' said Cartisa- no, sitting in a meeting room at the company's Great Meadow Road headquarters in Wethers- field. "We created an atmosphere here that pro- motes success and fun. … People need to see there is opportunity. Or, they'll go elsewhere.'' He describes his management style as direct and engaged. A former three-sport high school athlete in Mahopac, N.Y. — bas- ketball, baseball and football — Cartisano concedes he is "very competitive" and "very involved and very engaged in all functions of the business. My ability to effectively com- municate has gotten better; and to take ideas from my people, think them through — and delegate them effectively." CBS, founded in 1986 by Michael Shea, is cel- ebrating its 30th year. It started with two offices. Continued GREEN SOLUTIONS…ONE SOURCE The company that builds and installs the critical systems in virtually every type of facility is the same company you can rely on to maintain them. For 50 years, our clients have trusted us to provide sustainable, more efficient, greener facilities. We are experts in: Energy Systems & Incentives Building Automation Technologies Sustainable Design & Operation 860.871.1111 Toll Free: 800.741.6367 nemsi.com License #'s: E1-104939 • S1-302974 • P1-203519 • F1-10498 • SM1-192 • MC-1134 MECHANICAL • ELECTRICAL • PLUMBING • SHEET METAL • BUILDING AUTOMATION • FACILITIES SERVICES 196 6-2016 196 6-2016 Stan Simpson Jay Cartisano stands by two printer systems sold by CBS (Connecticut Business Systems) in Wethersfield. A former three-sport athlete, Cartisano says he's very competitive. P H O T O | S T E V E L A S C H E V E R

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