Gregory Modica, CEO of Government Supply Services (GSS), El Dorado, Arkansas, and a certified pilot, was on course for a career in the skies when his life took a different turn.
“My background was in aviation, but when my mom got sick with cancer, I came home to be her primary caregiver,” he explains. That’s when he realized another need: “I wanted to figure out a way to help disabled military personnel, so I got the idea of starting a company that would provide independent employment opportunities for people with disabilities and individuals who wanted to work from home because of potential challenges associated with commuting to a traditional office environment.”
For Modica, office products afforded the perfect opportunity for this, so he set up a business with the aim of providing the best products available, with the best possible service and support, at competitive prices. He also was quick to understand the commercial opportunities presented by the internet: “This all happened in 2009, before Amazon started targeting the business market, so it was a new idea for most people and online ordering in the workplace wasn’t as big a thing.”
Modica’s plan obviously worked. The company has since grown its annual revenues to around $3 million; and—in addition to strong sales to local, state and federal government, as the company’s name suggests—it has also developed a solid fanbase of loyal local business customers. Indeed, last September, GSS was named Minority Business of the Year by the Little Rock Regional Chamber of Commerce and the Love Little Rock Council.
Modica attributes the success of GSS—which he likes to say also stands for “God, Service and Self”—to two major factors: “First, without faith and God, none of it would have been possible. Second is understanding and using the many resources available to small businesses. I have a military background, including procurement, and I worked as a plant manager, so I understand how the product moves. I spent a year researching, including working with the Small Business Association (SBA) and the General Services Administration.”
Modica also takes time to share this insider insight with other dealers: “Sometimes I represent the SBA, giving talks and webinars. There are a lot of programs out there, at the federal, state and local levels: the SBA, state and federal; the Department of Veteran Affairs; the Department of War; and local chambers of commerce, to name a few. With the internet, it’s easier to access so many more resources. It comes down to learning how to do business with them. Success is about being able to do the same things that larger corporations can. This includes partnering with larger corporations, including Amazon. I do consulting to help teach people how to do this for free. It’s part of my original meaning of GSS—my mission to serve.”
Modica urges dealers to seize these chances with both hands: “You have to be willing to partner and take advantage of the opportunities suppliers offer. If you do, you can offer everything from MRO to industrial, environmental, health and safety, and even medical supplies.”
Dealers also should avail of advice and guidance from peers in the local community, he suggests: “Mentors can be a powerful asset for learning about the opportunities out there. Talking with people in business is very important, so don’t be afraid to ask them to mentor you. Participate in your community at the state and local level. I became a member of the Chamber of Commerce and was appointed to the board, so people got to know me at the state and local level.”
And to really plug into the industry, business conferences and similar events can be invaluable for dealers. “Go to conferences!” he insists. “Many state and federal agencies, organizations and corporations hold them. Set up a booth; have flyers and business cards with your website, and an informative 15-minute pitch ready. Often, the buyers are there looking to buy and you can get a signed contract right there.”
Other Modica “musts” include having a presence on LinkedIn and “keeping up to date with technology to make it easy for government entities to do business with you, including linking directly to your portal.”
Ultimately, those dealers who put the effort into tapping lucrative markets will reap the rewards. “I can’t stress enough the huge opportunity for dealers to get government contracts,” Modica concludes. “It starts with taking advantage of the many government resources available. Then, find the right people to partner with and go after the large contracts.”
Headquarters: El Dorado, Arkansas
Top management: Gregory Modica, president and CEO
Annual sales: $2.9 million
Number of employees: 4