What prompted the launch of GFConsulting Group in 2012?

We thought [that] everyone knows the print industry is at best, level, maybe going down depending on … how you position yourself in the industry. [So,] we really had to diversify the company, but do it within a realm of "What's something we can bring to our current customers?" And we looked at that IT services business and that [solution provider] business … we've got 20,000 customers out there, and it's really a fraction of the services business. A lot of people are out there providing IT services – a lot of mom-and-pop shops, very small operations. We knew that if we could come with a good offering that, we could probably be successful just selling to our own accounts. It wouldn’t take that much because we looked at some IT companies [that] only have 300 or 500 customers at the most and be fairly successful.

So, we knew … if we could get 500 or 1,000 or 5,000 of our customers to do business on the IT side, we could have a heck of an IT business. That really motivated us.