Acquiring Minds Buying and Building a Xerox Dealer to $30m
Aug 18, 2025
Jeff Horn, an entrepreneur and former owner of Benchmark Business Solutions, shares his entrepreneurial journey from leaving a stable job to acquiring a $5 million Xerox dealership, ultimately growing it to $30 million. He discusses the importance of building strong relationships in the first 90 days and relying on capable employees for success. Jeff also highlights the challenges of scaling operations, navigating strategic acquisitions, and his transition into the role of investor, providing valuable insights for aspiring business owners.
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Finding The Right Platform Business
- Jeff discovered Benchmark after meeting its owner years earlier and learning it was a leading Xerox agent with strong local roots.
- He bought it because it fit his skills in sales, technology, and finance and showed clear growth potential.
Agent-To-Dealer Margin Lift
- Shifting from agent to dealer converts commission income into product margin plus recurring service revenue.
- That transition can dramatically increase revenue and long-term enterprise value.
Integrate People Carefully
- When integrating acquisitions, be methodical about compensation changes and move slowly on pay-plan harmonization.
- Keep name changes transparent and act quickly to build one unified culture.