Falcon Farms for a Future

Thursday, December 16, 2004

Falcon Communications Solutions, Inc. is a local corporation that serves more than 1,000 businesses in the Prince William area. Creston Owen founded Falcon Communications in 1995 and the company will celebrate its tenth anniversary in 2005.

Falcon is focused on four primary areas: telephone installation and service; voice and data cable design and installation; wireless products and services; and long distance and data services. Falcon is proud to partner with Comdial, Toshiba and Ericsson for telephone systems, voice mail and unified messaging solutions; Sprint for Internet access, frame relay, T-1's, toll-free and long distance services; and Nextel for national, all-digital, wireless solutions.

Mike Hoover and Tom Lensis of TML Copiers and Digital Solutions discuss possible business leads with Creston Owen of Falcon Communications Solutions, Inc. The trio have enjoyed a mutually beneficial business relationship for more than 15 years.

Falcon prides itself on the finest service in the Mid-Atlantic region, averaging same and next-day service on service requests, as well as an average of 48 minutes response time on emergency service calls. Falcon today is servicing thousands of clients in the Mid-Atlantic region and is definitely in the top three in the Prince William market.

Creston attributes Falcon’s success to his business development philosophy. Creston likens business development to hunting and farming. He suggests that the “hunter” seeks out an opportunity, brings into the sight scope, remains focused and pursues the opportunity until he achieves the goal—“bags it”—or loses it. Then, the hunter moves on to the next opportunity.

Although falcons are famed hunters, ironically, Creston describes his business development process as farming. “A farmer,” he says, “tills the fields, throws out fertilizer, waters appropriately and pulls weeds throughout the fields for years. The farmer nurtures and watches all the fields grow and come to harvest.”

Creston equates this farming process to networking and building lasting relationships by attending organization luncheons, sponsoring community event, and doing things with potential purchasers on an ongoing basis.

Creston, an active member of the Prince William Regional Chamber, has been involved with the Valor Awards program, and has played a major role in public policy committee issues. Creston remarks, “One of the great things about the Chamber is you surround yourself with other successful business people—belly to belly.”

Several of these carefully tended relationships are with other Regional Chamber members. For example, in 1989 when Tom Lensis and Mike Hoover of TML Copiers and Digital Solutions needed a telephone system they called Creston. (Creston owned another company at the time.) Then, this year, when TML moved into its new office, Creston was again selected as the supplier for its telephone system needs. Creston attributes such business and repeat business to his long-term investment approach.

Additionally, back in 1992, Murray Parker, a past Chairman of the Region’s Chamber and Trustee of First Mount Zion Baptist Church introduced Creston to First Mount Zion decision makers. And, in 1998 when the church undertook Phase I of its major building project, Falcon Communications was selected to provide the telephone system. In 2002, when the church began Phase II, Falcon Communications was one of only two subcontractors from Phase I to be included in Phase II.

Likewise, Creston recalls, “I have known John Elkin (retired from Burgess & Niple) for years. Then in 1996, when his company built a new corporate headquarters in Dulles, I got an opportunity to do business with him.” Later, based on that experience, when Burgess and Niple built a new office facility on the Prince William Parkway, Falcon was again called to provide the telephone system.

Of course, Falcon Communications is not the only business to bloom and prosper in these relationships. TML Copiers & Digital Solutions provides Falcon with its office automation technology system.

Tom Lensis and Mike Hoover own TML Copiers and Digital Solution. Tom worked for the Prince William County Public Schools and in 1985 he began TML as a part-time copier service business. Tom’s skilled services were in high demand and he decided to leave the school system and operate TML on a full time basis.

In 1988, Tom and Mike met. Mike had a small company selling fax machines. After a few months, the two agreed to merge their companies and TML Copiers & Business Machines, Inc. was formed in 1989. Today, TML sells, services and supports copiers, printers, fax machines and scanners and provides network services to businesses throughout the Washington metropolitan area.

Mike Hoover, President of TML, believes the company’s distinction is its responsiveness. Mike explains, “We get things done—now! ” He and Tom are involved in every aspect of the business and they take their customers’ service needs seriously. TML prides itself on responsive service and long term customer, vendor and employee relationships. In fact, over the past several years, 87 percent of TML’s business has come from current customers and referrals from its customers. The company has a 90 percent staff retention rate over the past two years and enviable long-lasting vendor relationships.

In the late 1980’s, Tom and Creston met at the home of mutual acquaintance. And, over the past 15 years, Falcon has been a customer of TML and TML has been a customer of Falcon. However, the relationship doesn’t stop there. The two companies have organized networking sessions for their sales personnel, and for the last six years Falcon and TML have co-hosted an annual customer appreciation golf outing at Evergreen Country Club, another member of the Region’s Chamber. Mike Hoover believes that by working together, the two companies have introduced each other to dozens of prospects that are now customers.

Tom Lensis agrees, “Referrals are of tremendous benefit. Whenever anybody is looking for a new service, when you know someone that’s had a positive experience, it takes away the pain of learning the hard way. So, you can make a better business decision, one that’s not just based on price. So, referrals are how we get many of our customers.”

As for new developments, TML is set to roll out a new “professional services suite.” In the digital realm, copiers are not just copiers. Copiers now scan, print, fax, email and archive. TML’s new program of services will allow customers to use their copier to its full advantage.

TML, particularly through its representative Laura Watts, is also an active member of the Region’s Chamber. Laura has served as a Special Ambassador, and TML has been active participant in the Chamber’s annual trade show, the Golf Classic and numerous networking events.

TML principals and employees are also very active in the community and serve on boards of various community organizations. In fact, TML was awarded Manassas Mayor’s Small Business of the Year Award in 2002 for its community involvement and support.

With humble beginnings as a garage-based business, TML will celebrate its 20th Anniversary in 2005 in a brand new 40,000 square foot facility near the Manassas Airport in the Gateway Business Park. TML built and owns this new facility. The company occupies about half the space and has 12,000 square feet available for rent. And, of course, Falcon Communications provided the new telephone system.

About TML Copiers & Digital Solutions

Tml Copiers & Digital Solutions sells, services and supports copiers, printers, fax machines and scanners and provides network services to businesses throughout the Washington metropolitan area.

About Falcon Communications Solutions, Inc.

Falcon Communications Solutions, Inc is a full service telecommunications company that offers high-end communications products and services. This client-focused company has received numerous prestigious awards and enjoys partnership with industry top names.