Bull`s Eye Awards: Distribution Executive of the Year - CHAMPION
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Bob Dutkowsky, Tech Data
When Bob Dutkowsky joined Tech Data in October 2006, he came to an IT
distributor that found itself in trouble. The company was losing money
in a time o
f
economic growth. The industry was going through changes as hardware
continued to be commoditized. And competitors were everywhere. A lesser
executive might have been crushed by the weight of such a challenge,
but Dutkowsky took it up and then some.
He embarked on an initiative to improve and standardize the
company’s warehouse management systems, simplifying processes and
cutting operational costs. And as he looked for cost savings in more
standardized operations, Dutkowsky also explored new technologies and
markets for Tech Data to diversify the company and expand its revenue
options. Under Dutkowsky, Tech Data began a digital signage initiative;
launched its Advanced Infrastructure Solutions division to capitalize
on the opportunities in servers, storage and virtualization; added a
printing business unit; and added a managed services offering, among
others.
Dutkowsky was also the one who presided over the tough decisions to
shut down certain operations, such as the company’s United Arab
Emirates operations and consolidating a German warehouse to the Czech
Republic back in 2007, even before the current recession hit. And when
the Wall Street meltdown limited credit options for channel partners,
Tech Data stepped in to recruit additional financial partners to help
channel partners get deals completed.
As the recession dragged on in 2009, Tech Data’s revenues were hit,
just like everyone else’s. But on each earnings call, Dutkowsky was
able to tell analysts about better profitability and plans to take
advantage of various upcoming opportunities. He has been quick to
spread around the credit for the company’s relative success in such
hard times.
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