Find more resources at http://www.99robots.com Simon Nynens, Chairman & CEO, Wayside Technology Group and Chairman of the Board of the New Jersey Technology Council talks about lessons learned while building his career and company. Simon shares examples of what not to do, anecdotes and stories about what worked and what did not. This interactive discussion will focus on an honest assessment and lessons for others as to how to fail less. About the presenter: Simon joined Wayside in 1998. He has held various positions including Executive Vice President, Chief Financial Officer and Chief Operating Officer. Prior to joining Wayside Technology Group, he worked for Ernst & Young in Amsterdam, Holland. Simon was appointed President and Chief Executive Officer of Wayside Technology Group in January 2006, and appointed as Chairman of the Board in June 2006. Simon received the Ernst & Young Entrepreneur Of The Year® 2011 New Jersey Award in the Technology Services category. A graduate of the Advanced Management Program at Harvard Business School, Mr. Nynens currently also serves as Chairman of the Board of the New Jersey Technology Council (NJTC), and of the New Jersey Chapter of the Young Presidents Organization.

1. How to fail less

2. PERSONAL BIO
• Born in Leeuwarden, the
Netherlands
• Father Registered Accountant,
mother minister in church
• One older brother, three
younger sisters
• Age: 41 yrs
• I love to run and work out
• Coach for my kids
• I love philosophy, seeking
“the truth” and try to help the
environment
• Live in Little Silver, New
Jersey

3. PERSONAL BIO
• Joined the company in January 1998.
• Various positions including Executive Vice President, Chief Financial
Officer and Chief Operating Officer.
• Prior to joining Wayside Technology Group, worked for Ernst & Young in
Amsterdam, Holland.
• Appointed President and Chief Executive Officer of Wayside Technology
Group in January 2006, and appointed as Chairman of the Board on June
14, 2006.
• Received the Ernst & Young Entrepreneur Of The Year® 2011 New Jersey
Award in the Technology Services category.
• In 2012, Mr. Nynens honored by the New Jersey Technology Council
(NJTC) as the 2012 Public Company CEO of the year.
• A graduate of the Advanced Management Program at Harvard Business
School, Mr. Nynens currently also serves as Chairman of the Board of the
New Jersey Technology Council (NJTC), and as Chairman of the New
Jersey Chapter of the Young Presidents Organization.

4.  Distributor, reseller and
service provider of software.
 Incorporated in 1982, offices in
U.S. and Canada
 Public Company since 1995
(NASDAQ-GM) (WSTG)
OVERVIEW

5. STRUCTURE
Distributor Reseller Services
International
Software
Partners

6. FUNDAMENTALS
WHY DOES THIS COMPANY EXIST?
What if someone in your family asked you, what do you do?
Can you explain in one sentence what it is your company does?
SHORT VERSION:
We provide easy access to the right IT products!

7. FUNDAMENTALS
WHY DOES THIS COMPANY EXIST?
We believe in simplicity.
It is our mission to become the most trusted and respected
software supplier. We do not want or aim to become the largest
software supplier nor the cheapest.
Customers want to work with knowledgeable and dependable
people. They are frustrated with, and tired of, companies that
over-promise. We specialize, focus on customer service, and
ask a fair price for our services.

8. FUNDAMENTALS
HOW DO WE COMPETE?
We compete on service, ease of doing business, price and
availability.
We specialize and pride ourselves on our software
knowledge. We do not see software as an “add-on” to
hardware.
We know what we sell.

9. NET SALES ($m)
Revenue in $’000
$-
$50,000
$100,000
$150,000
$200,000
$250,000
$300,000
$350,000
FY 2006 FY 2007 FY 2008 FY 2009 FY 2010 FY 2011 FY 2012
Lifeboat
TechXtend

10. NET SALES ($m)
Income before taxes in $’000
-20000
-15000
-10000
-5000
0
5000
10000
15000
FY
1998
FY
1999
FY
2000
FY
2001
FY
2002
FY
2003
FY
2004
FY
2005
FY
2006
FY
2007
FY
2008
FY
2009
FY
2010
FY
2011
FY
2012

11. SO WHAT DID I LEARN?

12. LESSONS LEARNED
DO YOU LEARN HOW TO DRIVE BY READING A MANUAL?
Changing and Succeeding Under
Any Conditions

13. LESSONS LEARNED
Role of a CEO
1. Define strategy based on input customers and
leadership team
2. Develop and recruit the leaders to implement and
execute that strategy
3. Define and develop the culture
4. Communicate all of the above

14. LESSONS LEARNED
WHAT’S THE GOAL OF YOUR COMPANY?
What is your goal this year, goals for your team?

15. LESSONS LEARNED
Have regular meetings with EVERYONE and ask what
hurdles they face, and follow up
Do not forget that structure helps.
Are your requests clear or do you think they’re
clear?

16. LESSONS LEARNED
WHAT IS STRATEGY?
How do you gain an advantage and how can we
hang on to that advantage as long as possible?

17. LESSONS LEARNED
There are no quick fixes or
magic formulas
Think of simple solutions first!
DID TODAY REALLY MATTER?
Because it is the only thing that matters, today is it!

18. LESSONS LEARNED
Everyone gets advice,
only the wise listen…
It is amazing what I learned after I knew everything

19. LESSONS LEARNED
Be passionate (and play to win)
“the unexamined life is not worth living”
socrates

20. LESSONS LEARNED
say yes
_
be yourself and respect others
Trust the ones who are looking for the truth,
mistrust the ones who have found the truth

21. LESSONS LEARNED
Be flexible
“It is not the strongest of the species that survives,
nor the most intelligent that survives.
It is the one that is the most adaptable to change.”
Darwin
Average life expectancy of a multinational
corporation-Fortune 500 or its equivalent?

22. LESSONS LEARNED
Moderation,
taking charge and letting go.
Let your people do what they do best,
do not get in their way, trust them

23. LESSONS LEARNED
What are your top 3 priorities?
Take 5 minutes and write them down,
really think about it,
what is it you need to focus on
this year, this quarter, this month?

24. LESSONS LEARNED
Now be really honest with
yourself;
how much time do you spend on
your top 3 priorities?

25. THANK YOU