Entré Computer has expertly piloted Southwest Florida businesses and institutions through

a rising sea of computing technologies.

Businesses today rely so heavily on computers that, according to a study reported by VentureTech Network, nine of ten small businesses that experience a total loss of data for ten days or more will go out of business within two years. Increasingly complex information management tools have become essential.

“Even the smallest Southwest Florida businesses are now computerized,” says Michael DeVane, president and owner of Entré Computer Center. “Most link employees using an intraoffice network. The majority upgrade their system every year.” He confirms that the average life of a business computer is three years.

DeVane (pronounced DE-VON), identifies today’s four hot business computing needs as:

• Imaging, which stores information in paperless forms

• Security, installing firewalls and backup systems to protect against loss of data, guard privacy and thwart hackers and viruses

• Regional office networks, using dependable direct lines

• Virtual private networks, linking offices among cities via secure Internet connections

Today’s industry keyword is “solutions,” defined as a user-friendly integrated package of computer product set-up and services that solve a particular customer need. Yesteryear’s computer consultants, who depended on hardware sales, have learned to change with the market, or sink.

Marketing Re-Programs

Sea changes in the computing industry have become expected, if unpredictable.

“Surviving 17 years in this business is a great accomplishment in and of itself,” observes Pete Moe, a senior sales representative with Entré Computer Center since 1992. Customer needs long ago exceeded basic installation and service to sail into oceans of complex technology: computer networks, Internet connections via modem, DSL, ISDN and T1 technologies, and remote access links with home offices and field staff. In response, Entré Computer has become expert in technology needs analysis, customized configurations, programming, technical training and service that are ideally suited to small and medium-size businesses.

Correctly handled, market shifts benefit both Entré and its customers. For example, as increasingly less-profitable hardware sales became the domain of big box retailers and manufacturer-direct sales over the Internet, Entré accelerated its focus on business solutions and services. A seasoned and loyal crew among Entré’s 22 employees now partner with clients as permanent in-house information technology consultants. Highly trained staff members dependably visit client sites one day a week. Here they troubleshoot, answer questions, train staff and set a course of projected and budgeted future needs. Entré staff stay close to client needs, too, through ongoing phone support. They can nip glitches in the bud and prevent expensive problems from forming.

Businesses applaud the concept. It keeps corporations and institutions up-to-date without the effort or expense of hiring, paying and training a salaried in-house information technology manager. “We provide peace of mind at a fraction of the cost of a full-time employee and at about half the price of an on-call consultant,” says DeVane.

“It’s a sweet partnership,” comments Moe. “Every one of these customers is satisfied.”

DeVane and Moe agree that the advent of the Internet has altered the market beyond anything experienced since computers appeared. “The World Wide Web gave a face to the Internet,” says Moe. “These last five years it swept through the industry like a tidal wave, completely changing the way people think and do business.”

Why? While skilled computing boosts productivity in business operations, finance and customer service, the Internet goes further, giving every business the opportunity to compete profitably with entities many times its size.

Never Ending Learning Curve

DeVane cautions that getting caught up in a constant need to have “the latest and greatest” technology can hurt a customer’s bottom line. He notes that, “It’s a rare product that doesn’t emerge with bugs in its first release.” Hence, Entré Computer Center’s operating policies protect customers from harm if they jump quickly into new technologies.

First, Entré Computer technicians continually train, update and advance their certification skills. No small feat in a universe of constantly changing parameters. Managers devour trade magazines and online newsletters and attend quarterly industry conferences. Original Internet research deepens know-how. Vendor presentations combined with online and telephone support deliver rapid answers to technology questions as they arise.

Next, Entré Computer partners with experts ranging from Internet service providers to DSL installers to wireless companies. They rely regularly on a data-savvy accounting firm for finance management projects. They count Compaq, IBM, Hewlett-Packard and Microsoft among their resources and reap 35 percent of their business as a qualified Compaq Government Education Reseller serving schools and governments. If they haven’t encountered a particular customer set-up before, they’ll partner with a specialist to acquire the necessary expertise for optimizing the existing network during reconfiguration.

Membership in VentureTech Network gives Entré access to a nationwide pool of top talent in 500 computer companies like itself. In-house VentureTech technical resources, operating under the auspices of megalith Ingram Micro, provide another daily, up-to-the-minute resource.

In addition, Entré Computer routinely pre-tests installations before proceeding on behalf of a client. “We know what works, and what doesn’t work,” says DeVane. “We only sell product we have experience with.” The alternative — losing credibility with customers — is unthinkable.

The principal’s long personal experience managing and working with small and medium-size businesses provides a huge customer bonus. At the same time, baby boomer DeVane is delighted with the proliferation of brilliant computer people in their 20s and 30s. They bring fresh knowledge and energy to Entré’s task force.

“Industry old-timers like us, however, also bring indispensable business knowledge,” he says. “We know which roads not to go down” and which avenues will keep customer operations flowing smoothly.

“Of course, nobody’s perfect,” adds Moe, “but customers know when they hire us that we will never turn our back on a problem. Our guys stay with it until we get it right.” Moe’s heritage of computer sales and training strongly complement DeVane’s management and merchandising skills. Both hold business degrees.

This year, Michael DeVane went one step further, buying out his long-time investment partner from up north, who had been with him as an Entré franchisee and later as an independent. In 2001 he assumed 100 percent local ownership. He admits that, “It feels good. A bit scary. Exciting.” But then, he’s always run Entré Computer Center like he owned it.

Lifeblood in Relationships

Entré trains its people consistently in what is most important — customer relationships. “It’s hard to get across the idea of always doing more than what is expected, but our team has been with us long enough that they understand it,” says DeVane. “Our lifeblood is developing solid client relationships that stay with us for a long time.”

The same principle holds in employee relationships. Team members thrive through fair treatment and ongoing individual investment in world-class training. Good communications, conducive work environments and listening to suggestions nurture a can-do workforce who knows how to maintain healthy customer relationships. Fortunately, finding good people is becoming easier. Keeping them happy is critical.

“Working together, we constantly redefine this business,” says DeVane. With 17 years’ experience steering and safeguarding their customers and their own company through relentless waves of change, he concedes that, “We should be pretty good at it by now.”