This article was written by Barbara Figge Fox and Michele Alperin
Inc. magazine this year added a new wrinkle to its Inc. 500 list: the Inc. 5,000 list of the country’s fastest-growing companies, featured in the August issue of the 690,000-circulation magazine and on its website. Five Princeton-area companies made the Inc. 500 list. The last time Princeton had this many was in 2002.
Perusing the 5,000 list, we found 19 companies in the greater Princeton area — some that we had never heard of. They present an intriguing array. For instance, two E-commerce firms keep a low profile here but do big business over the Internet. Folica, selling beauty supplies, stakes its success on advanced web tools, like reader reviews. Broadspan Commerce sells furniture, primarily bedroom suites, by having orders shipped directly from the manufacturer. And those souvenirs you buy at Colonial Williamsburg, or those glasses you find at Target — they might have come from one of three glass factories in China owned by Artland.
As usual, information technology companies lead the category list in Princeton. Six of the firms are in this category, led by Epam Systems, First Tek, Software Galaxy, NewAgeSys, SysMind, and Princeton Softech. But a surprising niche is outsourced financial back office solutions, with Billtrust offering to do accounts payable for small-to-medium sized businesses, and ExpertPlan able to administer 401k plans.
There were three service companies — and all three are family-owned businesses: J.W. Poole, Xerographic Document Solutions, and Cooper Pest Solutions. In the human resource area are PrincetonOne (formerly Princeton Search Group) and the Brokers Group. A pharmaceutical manufacturer (Accumed); an pharmaceutical event planner, (Meeting Alliance); and a mega call center firm (AnswerNet/Cerida) complete the list.
Some of these companies never entertained the idea of entering the Inc. 5000 competition until the magazine’s writers suggested they apply. The requirements: companies must be independent, not subsidiaries or divisions of other companies, and must be U.S.-based and privately held, They must have had at least $200,000 in revenue in 2003 and $2 million in 2006. They can outsource some work overseas, and 7 of the 19 Princeton-area companies do that.
Expanding the list, says Jim Jelloan, the Inc. 5000 project manager, “allowed us to tell the stories of larger companies, older companies, and a wealth of companies in industries like manufacturing and construction that are underreported in the business media.” Those that made the cut get to buy the bling (desktop awards or plaques), They can use the Inc. 5000 materials in their press kits — for a price. To use a logo costs nearly $1,000 for the year. Posters are $590, and postcards start at $2,805 for 2,000.
Of the 782 companies on the 5,000 list from the northeast region, 170 are in New Jersey. Congratulations to the U.S. 1 19:
Billtrust, 1095 Cranbury-South River Road, Forsgate Technical Center, Suite 3, Box 480, Jamesburg 08831; 609-235-1010; fax, 609-235-1011. Flint Lane, president. Home page: www.billtrust.com.
Billtrust has grown from revenue of about $380,000 in 2003 to $4.4 million in 2006, a growth rate of 1,048 percent. It placed number 6 among business services.
What it does: automates invoicing and statement systems for small and medium-sized businesses.
Why it’s growing: “Market trends are in our favor,” says Mitchell Rose, vice president of marketing. “Any business sending out lots of bills is fair game for us, just like any company with employees is fair game for an outsourced payroll company. It is a very expandable market.”
Origin: Flint Lane, Billtrust’s founder (shown above), has considerable traction in the electronic payment space, because he co-founded Paytrust, a consumer-based electronic bill presentment and payment platform that now belongs to Intuit.
Special sauce: It offers both paper and sophisticated electronic solutions. It sells directly and has reseller and referral programs that account for 25 percent of revenue. It is also a billing partner for Intuit’s Eclipse accounting software.
Edison Venture Group, the Lenox Drive-based venture capital group that tries to invest in New Jersey businesses, gave Billtrust a vote of confidence this year by leading a $4 million first round of financing. Billtrust expanded this year from Windsor Industrial Park to 11,500 square feet at Forsgate Technical Center and now has 30 employees.
First Tek Technologies, 622 Georges Road, Suite 102, North Brunswick 08902; 732-745-0700; fax, 732-783-0261. Home page: www.first-tek.com.
First Tek Technologies has grown from revenue of $1.7 million in 2003 to $18.7 million in 2006, a growth rate of 1,000 percent. The firm has 300 employees.
What it does: Recruits information technology consultants and provides staffing and software development for large companies.
Why it’s growing: Booming demand for trained IT staff.
Special sauce: CEO Kumar Bhavanasi tries to predict what technologies will become popular in the next 12 to 24 months, then recruits and trains individuals in the expected technologies.
Broadspan Commerce, 57 Paterson Street, New Brunswick 08901; 732-418-5300; fax, 732-246-1888. Brian Salau Beck, owner. www.broadspancommerce.com.
Broadspan Commerce has grown from revenue of about $555,000 in 2003 to $5.2 million in 2006, a growth rate of 846 percent.
What it does: With just 12 employees, it sells home furnishing items from more than 100 furniture manufacturers on three websites. One of them, DirectlyHome.com, recently debuted a private-label furniture line.
Origin: Starting in 2002 by selling close-out futons on eBay, Brian Salau Beck wanted to move online purchase behavior from small ticket items to higher value items, like furniture and jewelry.
The son of a Freehold attorney, he was a finance major at Rutgers, Class of 1993, and has an MBA from Rutgers. He worked in economic development for New Brunswick, as a consultant to high tech businesses, and worked at Scient, an E-commerce consulting firm that went public during the E-commerce bubble. He says he “didn’t make millions,” but some of those proceeds went into this firm. “The company was profitable from day one.”
Why it’s growing: Emphasis on beds. “We have sold more than 10,000 beds, primarily headboards, footboards, frames, and are typically saving the client from 20 to 60 percent of what they would pay in a traditional furniture store, 20 to 40 percent from the discount store.”
Special sauce: Rather than maintaining dozens of sites, it provides the tools for buyers to feel comfortable — multiple product images, product-comparison details, lots of product detail, and consumer reviews.
Software Galaxy Systems LLC, 4390 Route 1, Suite 210, Princeton 08540; 609-919-1133. Home page: www.sgsconsulting.com.
Software Galaxy Systems has grown from revenue of about $680,000 in 2003 to $4.1 million in 2006, a growth rate of 503 percent.
What it does: Information technology consulting and software development as well as recruitment process outsourcing and software maintenance for, primarily, Fortune 500 companies. The firm has 35 employees. Offices are in Chennai, India; Portland, ME; Hayward, CA; and Newark, DE.
According to the company’s website, it has clients in nearly all industries — banking, energy, insurance, retail, professional services, public sector, and telecommunications — but it specifies particular skills for meeting FDA compliance rules for healthcare and pharmaceutical calls. The firm did not return two calls.
Folica Beauty Supplies, 8 Corporate Drive, 8A Corporate Center, Cranbury 08512; 609-860-8430; fax, 609-860-8432. Dennis Huang, president and CEO. Home page: www.folica.com.
Ranked No. 755, Folica Beauty Supplies has grown from revenue of $4.9 million in 2003 to $27 million in 2006, a growth rate of 451 percent.
What it does: Web-based sales of hair, nail, and other beauty products and supplies to consumers and salons, at retail and wholesale prices.
The firm has 30 employees. It is the primary online retailer for American Beauty Supply, based on Schalks Crossing Road, which imports and manufactures beauty products.
Origin: Dennis Shuo Cai Huang started the company in 1999 because, he says, “my wife made me. Her hair, to be exact. My wife, Shen Hong, has curly, frizzy unmanageable hair, especially in hot, humid weather. She tried various products to no avail. I thought there must be a lot of ladies out there with the same problem. ‘Wouldn’t it be great,’ I thought, ‘if there were a website to connect them so that they can share what works and what not’.”
Born in China, Huang came to the U.S. in 1989. After earning his master’s degree in chemistry from New York University, and a PhD in biophysics from Albert Einstein College of Medicine, he worked in a pharmaceutical company in New Jersey for three years before starting this firm in 1999.
Special sauce: Folica.com is more than just a website for buying beauty products, it is a site where consumers (especially women) can help each other and share their life experiences. Consumers can rate and review each product, post before & after photos, share tips and how tos, post videos, participate in Q&As.
Epam Systems, 989 Lenox Drive, Suite 305, Lawrenceville 08648; 609-844-0400; fax, 609-844-0415. Arkadiy Dobkin, CEO. Home page: www.epam.com.
Ranked No. 1,085, Epam Systems has grown from revenue of $16.4 million in 2003 to $70.5 million in 2006, a growth rate of 451 percent. Founded in 1993, it has been in the top 500 four times. It was rated the top Eastern European ITO service provider in “The 2007 Global Outsourcing 100” and was named the top technology practitioner of business intelligence software on the VARBusiness 500 list of North America’s largest IT solution providers, integrators and services companies.
What it does: Outsource software engineering for a variety of industries. It has 60 employees in Lawrenceville and about 2,500 globally including at its European headquarters in Budapest, Hungary; support and delivery operations in the United Kingdom and Germany; and software development centers in Russia, Belarus, Ukraine, and Hungary.
Why it’s growing: A European market that has learned to recognize the value of outsourcing information technology services. With centers in Eastern and Central Europe, EPAM provides European companies with “nearshore” outsourcing alternatives. Recently EPAM has been expanding its capabilities by mergers. Also a plus: American respect for Soviet engineering.
Origin: Arkadiy Dobkin, 47, grew up in Minsk, where his father was a watchmaker, and his mother was a medical assistant. He has an MS in electrical engineering from the Byelorusian National Technical University. In Russia he set up his own programming business in 1991, then emigrated in 1993, accompanied by his first wife and their daughter, with $2,000 in his pocket. He worked as a programmer and started moonlighting.
Special sauce: “My success,” Dobkin said in an earlier interview, “is due to a combination of different reasons, not just my personal strengths: some luck, the right timing, the right idea, and my understanding of, not just America, but Eastern Europe.”
SysMind LLC, 38 Washington Road, Princeton Junction 08550; 609-897-9670; fax, 609-897-9676. Kavita Gorty, president. Home page: www.sysmind.com.
SysMind has grown from $2.2 million in revenues in 2003 to $8.8 million in 2006, a 294.4 percent growth. An enterprise application integrator, it is located in the octagonal building on Washington Road, but most of its 85 employees, are located in Wilmington, Delaware, and Schaumberg, Illinois. Last year it was ranked No. 141.
What it does: Software and consulting services for the financial services industry for such clients as Baxter Healthcare Corporation, Warner Chilcott Labs, Unisys, Adecco, Federal Express Canada, AT&T Capital Corporation, Bank of Ireland, Bank of America Fleet Financials, Sun Trust Service Corporation, Petsky Prunier LLC, and Standard Chartered Bank of Honk Kong.
Why it’s growing: The trend toward outsourcing and offshoring and also a strategy of hiring programmers with specialized financial knowledge.
Origin: Justin Sloggatt, CEO, is a native of Northport, New York, and majored in education at State University of New York at Geneseo. For Fortune 500 firms he installed, and trained staff on, new financial systems.
Kavita Gorty, the founding president, has a computer science degree from Osmania University in India. Venk Gorty, vice president of operations and technology, has a master’s degree in computer science from Fairleigh Dickinson; both Gortys have 10 years experience in software development. They founded the firm in 1999.
ExpertPlan, 50 Millstone Road, Windsor Corporate Park, Building 400, Suite 300, East Windsor 08520; 609-918-2500; fax, 609-918-1328. Julian Onorato, CEO. www.expertplan.com.
ExpertPlan has grown from revenue of $2.3 million in 2003 to $7.8 million in 2006, a growth rate of 242 percent. The firm became “cash flow positive” in the fall 2006 and is officially profitable as of this year. It has 53 employees and is ranked No. 69 among companies in financial services.
What it does: With an automated and technologically advanced record-keeping platform, ExpertPlan administers 401k plans, handling everything from selling the plan and keeping the records to designing the tax forms. Participants can manage their own accounts, eliminating third-party errors and reducing costs and administrative hassles. Its clients include asset management firms, broker dealers, insurance companies, CPAs, payroll companies, and banks.
Clients also include small to medium-sized companies that want to retain key employees but cannot afford to offer a retirement plan. It provides a private label solution for 130 companies. ExpertPlan’s annual administration fee for an employer-sponsored plan is $750 per year and $30 per participant.
Origin: Founder Winthrop Cody, a descendant of the first governor of Massachusetts Bay Colony and a distant relative to Buffalo Bill (Buffalo Bill Cody) is a 1982 graduate of the Massachusetts Institute of Technology with an MBA from the University of Connecticut. He had been CIO of the retirement planning of CitiGroup when he quit his day job to found ExpertPlan in 1999 (U.S. 1, March 15, 2000). He aimed to harness the power of the Internet and technology to streamline the automation and efficiency of record keeping and administration.
Cody incubated the firm at Trenton Business & Technology Center in 1999 and soon moved to Windsor Corporate Park. From 2002 to 2006, under CEO Tim O’Brien, the firm grew from managing 200 plans to more than 5,000 plans. He was succeeded by Julian Onorato, former senior vice president at ADP Retirement Services and a vice president at SunGard Data Services. ExpertPlan opened a sales office in Atlanta, the first of several planned regional offices.
Special sauce: ExpertPlan has an open architecture network with 50 fund families. It offers only those funds that can be traded in a 401k plan, and it always works through a financial intermediary, because it believes all participants need a financial advisor. TD Ameritrade, for instance, partners with ExpertPlan for its 401k participants who want a self-directed brokerage window. At Putnam Investment it handles 401k plans with $1 million or less.
Why it’s growing: ExpertPlan was among the first of the web-based retirement plan providers; it grabbed market share and acquired a number of strategic partners. Then legislative and regulatory reform increased the demand for 401ks. “People are looking at the 401k as primary retirement savings vehicle,” says Russ Brown, senior vice president of sales and relationship management.
After seven years, Expert Plan administers and record keeps more than 6,200 plans and 95,000 participants’ records, and it oversees $2.5 billion in investments. A recent client, Sentinel Administrative Services, brought in more than $115 million to manage. The latest deal, with UBS Fiduciary Trust, brings ExpertPlans from the small and micro-market sectors into medium-sized and large markets.
But, says Brown, “a plethora of companies have entered this market.”
Meeting Alliance, 14 Main Street, Bank Plaza, Robbinsville 08691; 609-208-1908; fax, 608-208-1909. David D’Eletto, managing partner. Home page: www.meetingalliance.com.
Meeting Alliance, a meeting and event planning service, has grown from revenue of $7.2 million in 2003 to $18.6 million in 2006, a growth rate of 157 percent. In August the firm was named No. 256 in Entrepreneur magazine’s list of the 500 fastest-growing small companies, and it was named one of the 25 most influential firms by a trade magazine, Corporate Meetings & Incentives. The firm has 22 employees.
What it does: Runs meetings and events for medical and pharmaceutical companies, including Bristol-Myers Squibb and Novo Nordisk.
Origin: David D’Eletto knew co-founder Michael Franks when they both freelanced as event planners. Franks’ sister, Barbara Jackson, left another firm to join them.
D’Eletto majored in finance at George Washington University, and ran a restaurant on Long Beach for 14 years, working as a freelance travel director in the off season. Michael Franks, after graduating from Temple, worked as general manager for chain restaurants before going into event planning.
Barbara Jackson had been director of Amex One, managing meetings for large clients and focusing on program development.
Fall-out from the award: The Entrepreneur award came out of the blue, which gave them the idea for the Inc. award. “Once we got the three awards,” says D’Eletto, “we hired a PR firm, for the first time, and redesigned the website.” The site launches on September 24.
Special sauce: Each employee focuses on one client’s culture and tries to move beyond a traditional client-vendor relationship to become a partnership. “We run meetings as if we were an extension of the company,” says D’Eletto.
NewAgeSys Inc., 231 Clarksville Road, Suite 200, Princeton Junction 08550; 609-919-9800; fax, 609-919-9830. Limy John, president and CEO. Home page: www.newagesys.com.
NewAgeSys Inc. has grown from revenue of $3.4 million in 2003 to $8.4 million in 2006, a growth rate of 144 percent. It has 90 employees.
What it does: IT business services (custom application development, SAP upgrade and support, and offshore development) for Fortune 500 companies, mostly pharmaceuticals, such as Sanofi-Aventis, Merck, and Johnson & Johnson.
Why it’s growing: CEO Limy John has divided the business into three parts, each with a website: Technology Consulting Services www.newagesys.com) for Fortune 500 firms, Clinical and Scientific Support Services www.newageclinical.com) for Fortune 500 pharmaceutical and biotech firms, and eCommerce Solutions for Small and Medium Businesses www.newagesmb.com). Services for the third division are delivered from an offshore development center in Cochin, India. “We have been focused on the quality of our services,” she says.
Origin: Limy John grew up in Cochin, in the Indian state of Kerala, where her grandparents and parents farmed rubber, cardamom, pepper, ginger, and coconut. She earned a degree at the M.A. College of Engineering in Cochin, Class of 1989. She worked for Tata Consultancy Services in Chennai and Bombay, and, in this country, at PaineWebber, Medco, Pricewaterhouse Coopers, and Merrill Lynch. She and her husband, Johny, cofounded the firm in 1994 and moved it near to Vaughn Drive in 2003.
In August the Johns nearly doubled their space, moving from 5 Vaughn Drive to 6,400 square feet on Clarksville Road. They were represented by Jane Moni of Triad Properties. The new office is just 1.5 miles from the old one, but it avoids the Alexander Road bridge, now under construction. The phone and fax did not change.
Special sauce: Johns says her consultants think of business needs as well as technical solutions. “They have to know what the client needs instead of the client telling them.”
The Brokers Group
The Brokers Group, 202 Carnegie Center, Suite 304, Princeton 08540; 609-924-8900; fax, 609-924-8929. Dan Reynolds, CEO. Home page: www.thebrokersgrp.com.
The Brokers Group has grown from revenue of $2.7 million in 2003 to $6.4 million in 2006, a growth rate of 143 percent. Last year the firm ranked 398 in the Inc. list, and CEO Dan Reynolds was a finalist for the Ernst & Young entrepreneur of the year award. The firm has 75 employees.
What it does: Staffing, specializing in technology and pharmaceutical testing.
Why it’s growing: A focus on two vertical markets, not just IT but also clinical services. “Because of our targeted verticals we have experienced growth even through the downturn of the staffing market,” says Reynolds.
Origin: The son of a schoolteacher and an electrician, Reynolds majored in chemical engineering at Rutgers, Class of 1997, with the intention of going to medical school, but he soon moved into staffing. He started the firm in 2001. He lost clients after 9/11 and diversified geographically to stay afloat.
Special sauce: Reynolds believes that to minimize staff quality and reduce it to straight commodity is a big mistake. “Hiring, training, and other employment are typically the largest expense on most company’s P&L sheets. The most valuable asset in any company, despite technology advances, continues to be that company’s people.”
AnswerNet/Cerida Investment, 345 Witherspoon Street, Princeton NJ 08540; 609-921-7450. Home page: www.answernet.net.
Cerida, part of the AnswerNet group of companies, has grown from revenue of $4 million in 2003 to $8.5 million in 2006, a growth rate of 115 percent. The firm has 1,000 employees.
What it does: The world’s largest telemessaging firm is also a contact center services provider, offering inbound, outbound and E-bound voice and text-based customer contact and fulfillment services.
Why it’s growing: Key acquisitions and a high retention rate.
Origin: Gary A. Pudles founded AnswerNet in 1998 and embarked on an aggressive acquisition plan. AnswerNet has more than 50 sites and recently bought out all its minority shareholders and institutional investors. Recently it moved half its Princeton staff to Willow Grove and added a market research division that has 300 seats in Las Vegas, Denver, and Canada.
On September 17 the parent company, AnswerNet, was scheduled to buy the last remaining units of the Western Union’s telephone answering service, now called Answer America.
Special sauce: Cerida focuses on high-end selling and marketing, for products with long sales cycles.
Princeton Softech, 111 Campus Drive, University Square, Princeton 08540-1423; 609-627-5500; fax, 609-627-7799. Paul Winn, CEO. www.princetonsoftech.com.
Princeton Softech grew from revenue of $29.8 million in 2003 to $56.2 million in 2006, a rate of 88 percent. It was also named a Rising Star on Deloitte’s 2006 Technology Fast 500. With 2,200 global clients and 200 employees, it has sales offices in Australia, France, Italy, Spain, and the UK.
What it does: Database archiving and database testing.
Why it’s growing: Clients include almost half the Fortune 500.
Origin: Joe Allegra (now a venture capitalist with Edison Venture Fund) founded it in 1989 and sold it to Computer Horizons for $43 million in 1998. In 2002 two private equity firms bought back Princeton Softech in a $21 million deal (U.S. 1, April 3, 2002) and installed Paul Winn as CEO. A mechanical engineer from Utah State, Class of 1969, Winn had worked for IBM and a storage software firm, PowerQuest, which he sold to Symantec Corp. Last month IBM agreed to buy Princeton Softech (U.S. 1, August 8).
Special sauce: Softech’s products help keep up with regulatory data governance requirements, such as Sarbanes-Oxley rules, by securely segregating historical data from current data and storing it cost-effectively. Its test data management software can help clients try out new software and settings without revealing the real data.
Artland, 231 Herrod Boulevard, Suite A, Dayton 08810; 609-395-1500; fax, 609-395-3555. www.artlandinc.com.
Artland has grown from revenue of $9.2 million in 2003 to $14.7 million in 2006, a growth rate of 60 percent. The firm has 19 employees, including 10 warehouse workers, in Dayton, plus 750 workers in Beijing, Xian, and Guangzhou, China.
What it does: Designs, manufactures, and distributes (retail and wholesale, and private label) decorative tabletop and houseware products such as glassware, ceramic dishware, stainless steel barware, and aluminum serving pieces. It licenses products to Colonial Williamsburg and the National Historic Trust, and it will soon introduce Austrian crystal.
Why it’s growing: Thanks to the “casualization” of America, today’s bride is more likely to be a Target bride or a Crate ‘n Barrel bride, not a Lenox bride. As a manufacturer, Artland can offer turnkey solutions and a variety of contemporary designs to stores ranging from Sam’s Club to Nieman Marcus.
That glassware breaks is, says Artland’s Bill Flaherty says, is “a kind of annuity. When breakage occurs, you just hope it doesn’t occur on the way from the factory.”
Origin: Mason Cheng, the founder, had worked in a government-owned glass factory in Xiang (the area known for its terra cotta soldiers). He started manufacturing in China, where 90 percent of the world’s glassware is made.
He came to the U.S. 11 years ago, recruiting such Lenox veterans as Jimmy Stieff (of Kirk-Stieff silver), Flaherty (a 1975 Trenton State graduate, and former golf pro), and Maggie Riegel, a Rhode Island School of Design alumna who directs product and design. About 85 percent of glassware is manufactured by three or four companies, and Artland has a marketshare estimated to be “the high teens.”
How it connected with Inc.: The magazine initiated the call to Artland, perhaps because of a 2005 trade magazine story.
As a manufacturer for everyone else’s souvenirs, Flaherty doesn’t plan to buy any of the bling that Inc. sells — the plaques, the clocks, or whatever. Says Flaherty: “We are just not that ego-driven.”
J.W. Poole Inc.
J.W. Poole, 15 Butcher Road, Monroe, Box 1237, Hightstown 08520; 609-443-8101; fax, 609-448-7146. Joseph W. Poole III, president. www.jwpooleinc.com.
J.W. Poole Inc. has grown from revenue of $3.7 million in 2003 to $5.8 million in 2006, a growth rate of 58 percent. The family owned firm has 15 employees.
What it does: Designs and installs air conditioning and heating systems for offices, multi-unit residences, and large homes in New Jersey and Pennsylvania.
Why it’s growing: Some of the firm’s customers have expanded, building office parks in New Jersey and Pennsylvania. The custom design-build systems for expensive houses have had good word-of-mouth. And the sales force doubled when son Josh joined the firm.
Origin: J.W. Poole founded the firm in 1989 when Allied Air Conditioning, which he partly owned, went bankrupt. One son, Joe, is a pipefitter and has been field foreman for six years. Josh majored in economics at Rutgers, Class of 2004. With his father, he does estimating, sales, and product management. A brother-in-law handles the sheet metal. Mom handles the accounting and collections.
How it connected with Inc: The magazine initiated the contact. Now Josh Poole plans to buy the $100 plaque and present it to his father at the end-of-year party.
Accumed Inc., 2572 Brunswick Pike, Lawrenceville 08648; 609-883-1818; fax, 609-883-2288. Yogsh Besai, quality control manager. www.accumed.org.
Accumed has grown from revenue of $20.6 million in 2003 to $32.2 million in 2006, a growth rate of 56 percent. The firm has 350 employees and has a manufacturing capacity of more than 65 million units annually.
What it does: Develops and manufactures over-the-counter pharmaceutical tablets, powders, liquids, and breath strip products.
Why it’s growing: A strong research and development team allows the company to launch new products every year.
PrincetonOne, 88 Orchard Road, Skillman 08558; 908-281-6023; fax, 908-281-6052. David E. Campeas, president and CEO. www.princetonsearch.com.
PrincetonOne, formerly Princeton Search Group, has grown from revenue of $17.4 million in 2003 to $23.7 million in 2006, a growth rate of 36 percent. The firm has 12 employees in Princeton and 257 overall, including at 14 other locations in the United States, and it is an MRI Network affiliate.
What it does: Executive search, contract staffing, resource planning, recruiting and training.
Why it’s growing: Baby-boomer retirements are fueling a talent shortage, and it is offering more HR services at new locations in Europe and Asia. It takes an advertising approach to recruiting.
Origin: David Campeas, above, who is married to a columnist for Women’s Wear Daily, grew up in East Windsor, the son of a salesman. Four years after graduating from Rutgers in 1982, he bought a franchise of Management Recruiters International.
When MRI spun off the executive search division he was running, he bought it to create Princeton Search and recently changed the name to PrincetonOne to reflect its expansion to recruitment process outsourcing.
Pharmaceutical companies may want to outsource the sales force for a particular drug. “There are contract sales force companies, but we come in when the company wants to hire their own. In three months we can put 300 people on the street,” says Campeas. The firm helped Cepracor build a 1,000-person sales force to launch Lunesta, a sleep aid. PrincetonOne also helps companies attract college graduates with in-demand majors by putting together recruiting and internship programs.
How it connected with Inc.: Campeas contacted Inc. and had a 30-minute interview that qualified the firm to be one of only 120 human resource companies in the 5,000. “There was a level of subjectivity,” he says. “It was our first foray into getting on the radar.”
Xerographic Document Solutions Inc., 127 Route 206 South, Whitehorse Commercial Park, Suite 16A, Hamilton 08610; 609-259-3800; fax, 609-259-3975. Rich and Robert Weise, partners. www.xdsinc.com.
Xerographic Document Solutions Inc. has grown from revenue of $2.8 million in 2003 to $3.6 million in 2006, a growth rate of 28 percent. The firm has 18 employees and more than 2,000 customers in New Jersey.
What it does: Distributes and services office equipment, focusing primarily on multi-function copiers and printers.
Why it’s growing: It can sell a broad range of products: Xerox, Konica Minolta, Samsung, Kip, and Hewlett Packard. It features a new Konica Minolta product at a color production print open house on Thursday, September 20, 10 a.m. to 4 p.m., free by reservation to extension 105.
Origin: Brothers Rich and Bob Weise grew up in Olean, New York, near Buffalo, where their father, a basketball coach for St. Bonaventure, took his team to the final four in 1970.
Rich graduated from Rider University in 1982 and started with Xerox in Princeton. and Bob finished St. Bonaventure in 1984 and worked for Xerox in Olean. Together they started their dealership in 1994 and moved last month from 2,000 square feet at on Route 206 South in Hamilton to 5,700 square feet in Robbinsville.
“When we were with Xerox alone, Xerox may not have had the best product for a particular requirement,” says Rich Weise. “We are constantly training and retooling, and that’s a value to our customer,” says Bob Weise.
Cooper Pest Solutions Inc., 351 Lawrence Station Road, Lawrenceville 08648; 609-799-1300; fax, 609-799-3859. Phillip W. Cooper, president. Home page: www.cooperpest.com.
Cooper Pest Solutions Inc. has grown from revenue of $3.6 million in 2003 to $4.4 million in 2006, a growth rate of 24 percent. The firm’s 60 employees serve 7,000 residential and 3,000 commercial accounts in New Jersey and Pennsylvania. In May Cooper Pest Solutions won the Small Business Administration’s family-owned business of the year award.
What it does: Pest management services for residential and commercial properties.
Why it’s growing: A new bed bug management service now represents 10 percent of its revenue.
Origin: It was founded in 1975 by the parents of Phil and Richard Cooper, who started working for the company when they were teenagers. Their father, who would later get