www.multiylinesolutions.com
www.multiylinesolutions.com

Multiyline Solutions, based just outside Nashville in Brentwood, TN, USA, is a relatively new label converter, but its owner’s vision for the company runs deep. Daniel Burgess, founder and CEO, spent more than 30 years in the IT industry, and in 2016 he decided the time was right for a new opportunity.

While working for a telecommunications company, Burgess befriended one of his customers, who happened to be a label manufacturer. Recognizing Burgess’ aptitude for sales and knowledge of manufacturing, he suggested there was potential in the label and package printing industry – if Burgess wanted a change of scenery. It turns out, he did.

“At the end of 2016, that opportunity to change careers presented itself,” explains Burgess. “My contact told me my timing was perfect, as they had just come off the best year they had had in 20 years. Their sales were through the roof, and they wanted to continue to grow. We sat down and talked, and that’s how my journey started.”

Burgess took a position with this label converter, where he started to learn the ins and outs of the industry. Burgess’ entrepreneurial spirit, however, had his eyes set on one day running his own label business.

“I started off as a contractor and worked with them for 18 months,” notes Burgess. “My whole goal – which I told them – was to get into business for myself, though. That’s what tipped the scales. In 2018, I launched Multiyline Solutions with my wife, and we’ve been going full speed ever since.”

Burgess wears many hats at Multiyline, as he is still in the process of expanding the company. Multiyline serves its clients using Epson ColorWorks solutions, and for larger, more complex jobs, Burgess has partnered with several label manufacturers.
Multiyline’s product offerings are not limited to labels, though. Burgess came into the industry with a vision for one-stop-shop, with an emphasis on automated and digital offerings. Serving as a supplier to customers throughout the US and Canada, Multiyline also distributes color label printers and applicators, box erectors, VFFS (vertical form fill and seal) machines, automated packaging solutions and more.

“When we first started the organization, it was just labels,” recalls Burgess. “But I always visualized a business plan that featured several different options, which were connected but not overlapping. On the packaging side, we knew we wanted to design and implement labels and packaging. I’ve always been a hardware person. I enjoy equipment and machinery, and I understand how manufacturing works. So, getting involved with packaging machinery and labeling equipment was something I knew I definitely wanted to do. In fact, one of my first larger sales was an automatic label applicator to a company out of Chattanooga, TN.

“It was more than just a label applicator, though,” Burgess adds. “We provided them with a complete, end-to-end solution – that’s everything from printing labels on-demand and in-house, plus all the label application on the back side to get the product out to their clients. One thing that makes us unique – whether it’s a small company or a big company – is being able to serve customers with labeling, packaging, or if they need equipment to help automate some of their processes. Having a cohesive solution across the board is value to our customers.”

Burgess has relied on his persistence and confidence to acquire new customers. “I do a lot of cold calling,” he explains. “I also work with an organization that forwards me a lot of leads. My first label sale was a group I called on a year earlier, but there was no opportunity at that time. About a year later, I knocked on his door again, and at that time he said there was a project I could work on for him. He gave me the details and I ran the specs, and Multiyline landed the deal. My philosophy is just follow up and follow through, and don’t stop knocking. That door eventually opened.

“When you first get started, you need some wins to build the confidence to know you can find success in a new industry,” he adds. “I always thought I could do it, but until you get that first sale under your belt you’re always a little skeptical. I just have the sheer persistence of staying after it. That’s been ingrained in me, and I’ve been that way my entire life. I don’t quit on anything. Having the fortitude, guts, grit, whatever is required to get it done is the personality I have.”

Multiyline Solutions has identified numerous, profitable label markets, although lately the company has seen an influx of orders in the food industry – with an emphasis on farming and agriculture. The company also has clients in the beverage space on its manufacturing side. Burgess has left no stone unturned in finding potential clients, either.

“Early on in my sales career in the IT industry, I found a niche going to places that were off the beaten path, that other people didn’t want to go to because they wanted to call on the biggest companies in the world,” says Burgess. “And that’s good, I had some of those too, but at the same time some of these other organizations need people to help them, and they’re looking to work with someone. I’ve found a lot of success that way – places that weren’t necessarily in the heart of the metroplex.”

Currently, Burgess has a home setup for his label manufacturing. In the future, Multiyline Solutions has its sights set on expansion. That includes more equipment, such as a full-scale digital press, extra employees, and growth into a new facility.

“We plan on expanding,” states Burgess. “Our goal is to bring on a few more folks here in the future. Plus, I have three children, and we’ve had conversations about their interest in the label and packaging business – and becoming a part of the organization. When I started this business, I always had in my mind that I wanted this to become a family business, creating opportunities for generations to come. I’ve got a grandson, as well, and hopefully he’ll take an interest in it. Hopefully we’ll see several generations become a part of this business.”

Burgess has also been active at numerous industry events, as he explores. “Focusing on digital and automation has been my belief from the very beginning, even though the group I started with was a traditional flexo house. Digital has always been at the top of my mind, and as I learned about more converters getting into the technology, I knew that was the direction I would go eventually.”