As part of the 2021 Middle Market Leadership Summit, the Cleveland Business Journal recently spotlighted OMNI Systems Inc. as a Middle Market Standout. Company president Andrew Macek and CEO Adam DeFrancesco, alongside their leadership team, are being recognized for their efforts in leading the company through the pandemic.

When the Covid-19 pandemic took hold last year and office shutdowns began, many businesses had to re-evaluate their sales strategies. Demand changed for products across industry lines, and manufacturing was no exception.

For OMNI Systems, a Cleveland-area label manufacturer, the solution to the challenges brought on by the new market forces involved in an assessment of the company’s full clientele. What came next were cutbacks deemed necessary to position the business for its future.

“We saw everyone started running scared, and their order velocity started to double and triple and put a ton of strain on our product supply,” says Macek. “We had to jettison some of the small customers.”

The decision was made to put a focus on the company’s top customers, some of whose demand increased more than 70%. That move ultimately enabled OMNI Systems to navigate many of the challenges of 2020. It’s also positioned the company for continued gains this year and beyond.

Founded in 1990, the company – headed by founder DeFrancesco – does business out of Mayfield Village with 150 employees.

“Our cup of tea has always been the long run, which typically goes to larger customers,” Macek adds. “Now, we can be a little more selective on what we bring in on those presses. Our growth is more controlled and strategic.“

Macek says the company’s larger customers spend more than $1 million annually on labels with a limited amount of stock keeping units, or barcodes, while the smaller customers typically spend less than $250,000. Part of the decision OMNI Systems made involved consolidating operations from a leased site in Richmond Heights into the company’s 144,000-square-foot Mayfield Village location.

“We manufacture every label, so it became a capacity issue,” Macek comments. “And since then, we’ve brought in more machines.”

Social distancing remains a part of present-day operations for OMNI Systems, as well. “We’re requiring people to social distance and wear a mask again,” Macek said. “Our main priority is to keep everyone safe.”

To read an in-depth profile of OMNI Systems, click here for our recent feature.