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Malcolm Lui:
Welcome to the High Value Sales Show of Eversprint.com. I'm Malcolm Lui, the Managing Member of Everysprint, and today we're speaking with Santosh Salvi, the CEO and Founder of Unique System Skills, a global I.T. service provider. Welcome to the call Santosh.

Santosh Salvi:
Good Morning Malcolm. How are you?

Malcolm Lui:
Awesome!

Santosh Salvi:
Great!

Malcolm Lui:
Santosh. You grew your company's revenue from $1.5 million dollars in 2014 to $2.7 million in 2017, an 81% increase, and in 2018 you're on track to hit around $2.9 million.

Santosh Salvi:
Absolutely

Malcolm Lui:
If

Santosh Salvi:
Right.

Malcolm Lui:
Before we talk about how you grew your company so fast can you briefly share what your company does beyond my quick intro and how your company differs from the competition?

Santosh Salvi:
Ok. Let me start. The company started in July 2008. Actually when I got laid off from Fidelity during that time the market was really bad. There was a lot of companies are basically laying off people. So I came out from one of the big financial company and at least I got a severance for six months and I had like two kids one in the high school. Other is in the eighth grade in the middle school. Fortunately my wife was working but during that time basically in order to blow the family I told my wife if I need to be valuable Linda contributing to the family I need to do something different. I need to basically figure it out because I'm what early 40s when I got laid off and it's very difficult to get a new job when you basically at a middle management level and you are not close to the technology so I started finding whether I can get train in the United States because I came to United States in 1994 and I was pretty much busy working on data field at various level of video various positions but over a period of time I lost the technical abilities and that was one of the things which I learned after looking after after getting laid off. So first thing I did is I couldn't find any kind of I.T. training institute which will do me a new skills at a reasonable cost so I really had to travel back to India away from my family for four months and I went over there.

Santosh Salvi:
I studied New I.T. skills in my area which was the chart below with 22 23 years old students with me so that gave me a lot of energy and a lot of learning. I came back after four months with energized lots of knowledge rebuild retool myself and I started my company and I started consulting all over the U.S. from 2008 to 2011 I did that I developed lots of clients over a period of time by doing a lot of hard work providing them the good solutions and slowly started building my solution provider company by giving them the right resources for any kind of or challenging projects they are working on. And in 2012 onwards I had enough work for me so I do not have to go on the projects and I started basically working full time on for my company. So first thing I did when I started full time for my company is in addition to the staffing. I started building my training services and from 2012 to 2014 I believe a training services with 36 I.T. courses which is like big high end courses like python by tunnel with data science are selenium APM whatever the skill switch lot of corporation needs and started basically delivering these courses or of November with the instructor slowly I got recognized for that valuable training services.

Santosh Salvi:
Then after a lot of efforts we got license from the Department of Education in state of New Hampshire for providing the I.T. training services first thing which I did once I got. Once I got basically license I started reaching out all the career centers. When the people who are losing their jobs are coming and start having seminars with them starts having basically tried to help them out trying to boost their confidence that losing a job is a reality but try to rebuild from that stage. It is necessary for you to be in the job market for the next 20 plus years. So in last one year we train 65 unemployed workforce within the New England area which is Massachusetts and New Hampshire out of 65 resources 75 percent of them got a really good well-paying I.T. job. So my training services started booming and now I'm basically I'm working in three states state of Pennsylvania New Hampshire Massachusetts and planning to go another two or three states in 2018 2019 to provide digi training services. We also because I am a big fan of giving back to the community and I always think about veterans because they are the one who basically trying to keep us safe over here. So we basically got approved for veterans spending services during last Christmas like by around the week of December 2018 and now we are.

Santosh Salvi:
Our staff is working on how to provide training to the veterans trying to figure it out what kind of training skills they need and how we can basically try to try to map their skills to the current composition skills within the New England area. So I'm trying to basically reach many corporations who can work with me who can work with me to basically give a chance to our train local I.T. resources for their I.T. resource needs. So that is what the challenge which I'm trying to work on and I really need help from various levels and I'm trying to solve the puzzle. Day by day and I'm enjoying it so so far right now if you see the company we are basically working in four countries. We have consultants working in 13 states. We are giving training to four states right now in the United States. We have a plan of growing back to multiple more states and trying to figure out how we can do it or whether we can start the franchise or not. So we don't know that yet but I wanted to make sure that I do not lose the identity and I do not lose the personal touch which we tried to have with our local workforce

Malcolm Lui:
So right now you do I.T. training services and can you share a little bit about what your consultants do in the 13 states

Santosh Salvi:
The consultant basically are working with the big Fortune 500 companies and they work on basically on their critical projects. For example if any kind of oracle implementation is going on any kind of recipe implementations going on or there they are looking for to develop some kind of a big back in Java process. If they are trying to develop good MVC the darknet architecture if they are trying to basically test out their system end to end with automation to like selenium and APM. So we provide those kind of all very highly niche skills resources for a six month one year duration it goes longer than that some time. We also provide them basically. So these are the consultants which are working into my clients in 13 states right now.

Malcolm Lui:
Right. Okay. So you have one side your business those training training people in I.T. skills. Another one does the consultant work for the critical projects you describe. Is there another business line in your business

Santosh Salvi:
Another business line which we basically are developing it which is in 2019. It is basically working with the small businesses to help them building their websites because small businesses are always have a lot of budget issues because they are trying to basically do a lot of thing with minimal resources. So the website is one of them. Basically they need to be up to date on. So we are trying to package a reasonable service to build and maintain their website from the small businesses. In fact I have joined or local be a nine network recently to get more and more small businesses where we can provide them the web development service.

Malcolm Lui:
Right. Okay got it. Now you grew your business rapidly over the past few years. One point one million in 2014 to around two point nine million by the end of 2018. What would you say were the three biggest drivers of that success.

Santosh Salvi:
First these are the need because I wanted to work for next 20 25 years. When I got laid off from my a good well-paying job I wanted to do something which basically I'll be the boss. I can basically I have a region and I should know all the flexibility to execute that by hiring the right smart people. So mean my driver is my passion. And on top of that my employees who really believes in the vision of the company believes in giving back to the community and trying to work hard and trying to basically be with me to achieve the company's goals down the line. And we are making that progress and we are working together as a team. That is one of the driver. The second thing is even though I am basically technically a technical person I am a people person also so I am. I'm really going into those so social groups very effectively. I do a lot of volunteer work and so I build my connections without any kind of business into it. So sometimes what happens if you do that in order of time if people like you and people like what you are giving to the community they they come up front and they try to help you out in whatever way you go whatever way they can.

Santosh Salvi:
And that is how I get some of my connections sometime. Third thing is our quality of the service is very good. We basically if there is any kind of issue in the deliverables our senior management team are always on top of it trying to get to take the blame also if it is our fault and find a solution for it and trying to make sure the client has a minimal impact. We are a technology company so we are well ahead of what's going on in the market. What kind of new technologies are coming. So we are basically adjusting our services according to that change. We also are basically growing but we are growing a little bit more systematically. We believe in organic growth. So I'm not putting all kind of or all kind of like what you call inorganic variables into it and tried to grow the company simply like. Any Other fictitious number. I'm not that kind of a person I'm a mathematician so and I'm a logical person so that really helps me out staying focus

Malcolm Lui:
Ok so to recap the three biggest drivers. Number one was having a vision and having people that are supportive of your vision which also is tied to your passion and having your won't work as a team to achieve it. Number two building connections without any sort of business goals because you found that people appreciate how you help them and they come back and try to help you as well. The third one is this ensuring that you have a very good quality of service that has and if any problems arise you ensure that there's a minimal impact to the client.

Santosh Salvi:
Yes.

Malcolm Lui:
Does that about cover it

Santosh Salvi:
Yes.

Malcolm Lui:
Ok. Awesome. And you also shared perhaps them before growing systematically and organically not introducing any sort of variables that you can't really control all that well. Would that be a driver number for

Santosh Salvi:
Yes that is correct. Me

Malcolm Lui:
Like

Santosh Salvi:
Being practical being practical.

Malcolm Lui:
Being

Santosh Salvi:
That's

Malcolm Lui:
Practical.

Santosh Salvi:
It

Malcolm Lui:
Ok got it. Now can you share a little bit about what your plans are for 2019. I know you talked about developing a a new service to help small businesses with their Web site. And you also talked about expanding your training across beyond more than just force for states and you also talked about how you have a just this past December you were approved for doing work with veterans. So you're keen to grow that business as well. What are your plans to grow them. What can you share about how you will do those businesses out

Santosh Salvi:
Ok. We basically every year in December basically I have I share a presentation to my key team member about the plan for 2019. So in each and every type of services we have goals we have the targets and we basically have added three new parameters. This in 2019 one is basically as you said that providing the services to training services to veterans adding more states training services to more states and giving the website development Web site development services to small business owners in addition to that. What are some of your clients are global. So they are growing in Europe Australia so in order to provide them the service we need to basically put some kind of infrastructure and the processes in place to be the true global service provider by giving them the services they need in the staffing and training area to those countries. So we are working on that. So mostly maybe we might have a physical office in Australia or maybe in Europe based on how things are going. So I'm trying to figure that out and we are basically looking towards that

Malcolm Lui:
Right. Okay. Now of the three projects you talked about and maybe the fourth project with clients becoming more global which one is the highest priority for you

Santosh Salvi:
The highest priority for us is veterans veterans

Malcolm Lui:
Ok.

Santosh Salvi:
Is something we need to make sure that we build the infrastructure we build the necessary customize our training services so that they can be trained within three to four months max on maybe two months also and try to basically map the right job for them so that they can go on with their regular life being a citizen of the country and being a normal non Army life if they can do that. That is what the objective is.

Malcolm Lui:
Now when you say its highest priority is that highest priority because you want to help the veterans more than anything else or is errors at highest priority because it's also very attractive from our revenue and profitability perspective

Santosh Salvi:
The first one I wanted to use some services to the veterans because the thing is that they are already contribute a lot to the country. And if I can help them out getting back to their normal life with a decent paying job I would rather do that because I know that money is one of the important factor to be successful but that is not the only thing. And I'm basically right now I'm three million dollar company tomorrow if I go five millions then millions that's fine but if I basically provide the services to the people who deserve the most and that is how the company is going to get of the nice and

Malcolm Lui:
Now.

Santosh Salvi:
That is what I believe in

Malcolm Lui:
Sure. And now how far will you take this though and will you provide the service and at the end of the day make no money on this brand because there are costs right of delivering the training

Santosh Salvi:
Nor

Malcolm Lui:
With

Santosh Salvi:
Are they

Malcolm Lui:
That

Santosh Salvi:
Are we always basically there are lots of government sponsors trainings available. OK. So day day the government will pay for that training and we basically provide the training so it's not like we are running into the losses with that

Malcolm Lui:
Uk

Santosh Salvi:
We will make some profit but we will not be making a a good profit which we are getting from other sides of the business

Malcolm Lui:
Right. OK now you said you had the license to provide the training to veterans but you don't necessarily have the contracts or the deal to do it yet or do you or you already have that already as well.

Santosh Salvi:
We we we we got a licence to work with veterans. So now we need to basically do more marketing to try to reach them and try to basically help them understanding our services and try to basically get more and more inquiries for the training services for the veterans and then try to deliver that

Malcolm Lui:
But you said before the government has grants and programs to pay

Santosh Salvi:
Yep

Malcolm Lui:
For it. So are you. Do you already have you already won those contracts or are you still

Santosh Salvi:
Yeah

Malcolm Lui:
Need to

Santosh Salvi:
We

Malcolm Lui:
Win those

Santosh Salvi:
Are we are basically that is what the licence is about

Malcolm Lui:
Ok

Santosh Salvi:
We we can basically we can do the services to use those grants but we need to market our services to that domain.

Malcolm Lui:
Ok. What are your plans to reach out to the veterans. Your marketing PANTS

Santosh Salvi:
The marketing plan is basically as I said that I go personally to both places. I give the presentation and then I train my staff. So initially I will go. I will try to present and then order put up by my staff will do that and understand because it's not just giving the training it's understanding where they stand. What is the regimen look like. What they need to get a new job. So there there has to be a work which needs to be done. And that is what we are trying to do with unemployed workforce. And we like to continue the same with veterans.

Malcolm Lui:
Ok. And what countries what states are you able to provide the service with this license.

Santosh Salvi:
Right now basically we can provide the service at this point in New Hampshire. We can also provide the service in Massachusetts so we can go because there is no limit. As such I go if basically if we have a physical location in that particular states we can provide the services

Malcolm Lui:
Ok. That's a requirement. Meeting physical location

Santosh Salvi:
Yeah because you need to be there and because of what we need to be basically having some kind of office over there. So the veterans can come and meet and all that kind of thing.

Malcolm Lui:
Is not something you can do virtually

Santosh Salvi:
We have a way to do it well actually. But right now government is not ready. The veterans sections of it is not a hundred percent sure about it. So we have to work that's what the rules

Malcolm Lui:
Right. OK. Now I know you said that you're going to do a bit of marketing in-person one on one. But how are you to get them to meet with you to begin with. What's the plan there.

Santosh Salvi:
Are we. We basically and there are some kind of a groups in New Hampshire and Massachusetts where I can go I can request a 20 minute presentation during their staff meeting or something

Malcolm Lui:
Okay.

Santosh Salvi:
Go from there. It's a lot of hard work but again we have to do it because I see that we are providing the value and that will impact Their day to day life.

Malcolm Lui:
Yeah. Now what about doing some online advertising to market directly to the veterans and engine

Santosh Salvi:
Yeah we are doing a lot of a CEO. We are basically. Our website is completely SEO compliant. We use Facebook campaigns. We also sometimes put some kind of blogs and all. So we are planning on doing that. We are also redoing our website in Q1 of 2019 to reflect our veterans services also so that at least one day people will come on our Web site. They know what kind of things we do in training

Malcolm Lui:
Right. Yeah definitely it's one of the biggest challenges right sometimes

Santosh Salvi:
Yeah

Malcolm Lui:
Businesses existing customers they don't know what else the business does. Right.

Santosh Salvi:
Yeah

Malcolm Lui:
So

Santosh Salvi:
Absolutely.

Malcolm Lui:
They end up buying it from some other vendor and they could easily

Santosh Salvi:
E

Malcolm Lui:
Have bought it from the same vendor if they need some.

Santosh Salvi:
Absolutely. That is correct and that really some time will we really work hard for a new vendor. But if you have build a little bit of awareness program with the existing vendors we might do much better with less efforts

Malcolm Lui:
Yeah exactly. Now another project that you talked about so on top of your list is the veteran Training Service. How how

Santosh Salvi:
Yet

Malcolm Lui:
Big a how big a potential is the Web site development for small businesses.

Santosh Salvi:
A website development for the small businesses is when it comes to the numbers. Initially it may or may not be a big potential but within three years or something that will basically help me out taking a medium size or a bigger size project because I need to start providing those solutions. To the small business build my base because I'm a I.T. professional. I have worked on many big projects. My consultants are working on many big projects but under company banners I have to start at some level where I can start delivering it consistently and then basically go for a bigger project. So this is strategically this is a very important step for us to be a solution to solution provider end to end and we can start that with web development and or whatever development we can easily convert that into our enterprise services.

Malcolm Lui:
Right. But the same companies are you me providing

Santosh Salvi:
No know that we will try to basically once we're building for the small businesses we can show the use cases so we can show the testimonial and go in marketing doing damage sites companies and then to the big companies

Malcolm Lui:
Right. Okay. And then why not just start with the midsize or the big companies to start. And like you have great relationships with them already

Santosh Salvi:
Yeah but basically midsize and the big companies if I get any kind of a project with the existing clients I can go for that but that's really a time consuming thing that the more and more time you do it badly you might hit the contract within six month nine months whereas this thing can continuously keep going I can hire more developers so I am unknowingly I am building the team to provide the services for the midsize and the big companies.

Malcolm Lui:
Right.

Santosh Salvi:
Ok.

Malcolm Lui:
Maybe funded.

Santosh Salvi:
Because I cannot I cannot just go and tell them that I am doing this thing. Can you please give me this. I have to prove myself I have to show everything in place and then they will be comfortable because all the big corporations does have the budgets and they want to be very sure that they are using their money wisely.

Malcolm Lui:
Yeah. I mean these guys are spending a fortune 500 they're spending know easily are spending tens of millions of dollars on their Web sites and their back end and

Santosh Salvi:
Exactly.

Malcolm Lui:
Everything together

Santosh Salvi:
Yeah

Malcolm Lui:
With it. So what's their marketing plan on finding the small businesses for your Web site development service

Santosh Salvi:
First is basically my my inside sales people and all they keep calling and they they have the same kind of marketing data with them. So they they basically keep on calling and they're trying to get some more and more and more and more basically write companies the right segments and then try to sell our services to them go and join the local be a nine networks or any other networks available and trying to spread the word and basically again on top of that try to work with your existing clients because I have 14 direct clients with the big companies and trying to slowly provide show them that this is also we do these are the projects we take and try to basically get them educated. Also

Malcolm Lui:
Yet. Now you said the right companies know right seconds what segments are you looking at

Santosh Salvi:
We are basically looking for mainly in the healthcare because lots of doctors offices dentists they need their website to be up to date. They need a lot of things needs to be done because their data really means data basically the high value services. But if they approach the data each more more customers so their revenue will go up because they're high value

Malcolm Lui:
Right. Definitely

Santosh Salvi:
Yeah. So those are the things we are looking at we're looking for mainly the law offices. Big insurance providers like any kind of all states or whatever they have the local offices. So we are looking into those kind of businesses where they have the potential to grow by putting their website more free user friendly and tried to generate something out of it.

Malcolm Lui:
Yes. Plus all those businesses you mentioned have a recurring element to them. Right.

Santosh Salvi:
Yes though though we when we package the services we talk about providing the solution and then there will be a maintenance

Malcolm Lui:
Right.

Santosh Salvi:
Agreement

Malcolm Lui:
But even the nature of their own business right. Every

Santosh Salvi:
Yeah. Yeah

Malcolm Lui:
Doctors

Santosh Salvi:
Absolutely.

Malcolm Lui:
Dentists insurance law

Santosh Salvi:
Yeah

Malcolm Lui:
Offices

Santosh Salvi:
But

Malcolm Lui:
You know this

Santosh Salvi:
Yeah

Malcolm Lui:
Not a one off service they provide their clients. It's also recurring.

Santosh Salvi:
Yeah.

Malcolm Lui:
So makes

Santosh Salvi:
Yeah.

Malcolm Lui:
It easier for them to say yeah makes sense. These guys help me get new business. That's this business. They stick with me for you know depending on the business to give

Santosh Salvi:
But.

Malcolm Lui:
You 20 years of a lifetime value can be quite high.

Santosh Salvi:
Yeah. But right now basically the company the way in which it is we are getting 75 percent of the revenue from mainly the project staffing. That is where we are growing more and more but we are doing that for a while. So we are well seasoned to do that and we can easily grow very well in that domain also

Malcolm Lui:
In working with the small businesses and so they got a service you can easily mention to

Santosh Salvi:
Yeah. Exactly.

Malcolm Lui:
Anyone you work with right.

Santosh Salvi:
Yeah

Malcolm Lui:
If

Santosh Salvi:
Yeah.

Malcolm Lui:
He doesn't need to

Santosh Salvi:
That

Malcolm Lui:
Hire more people as they grow very

Santosh Salvi:
Yeah

Malcolm Lui:
Much

Santosh Salvi:
Absolutely. Yeah

Malcolm Lui:
Rare to not to be able to grow without hiring new people.

Santosh Salvi:
Yeah absolutely. So it definitely our staffing business will definitely grow very well because we know what we are doing. We are very good. We love the talent. We have a good validation process in place. We are a good network of good technical people with us. So we definitely can outperform our competition when it comes to I.T. staffing and training

Malcolm Lui:
Right. So then to just kind of refine what you what you do from our earlier conversation your company provides training in four states for I.T. training. You have consultants working in 13 states as well as working for countries and you also have a a product staffing capability as well.

Santosh Salvi:
With the product staffing the consultants working in 13 states and four countries comes under Project staffing

Malcolm Lui:
Got it. In addition to working in all the enterprise related projects the

Santosh Salvi:
Yeah

Malcolm Lui:
Critical

Santosh Salvi:
Exactly

Malcolm Lui:
Projects

Santosh Salvi:
Yeah.

Malcolm Lui:
As well. Okay got it. Three last questions for you. First one imagine someone driving down the freeway in a drive by a billboard and they're only gonna see this billboard for six seconds. I think that's the magic number. What is that message you're gonna have on that billboard that they can read and consume and think about in six seconds.

Santosh Salvi:
Ah I can see I.D. staffing and training provider.

Malcolm Lui:
Got it. I.T. staffing and training provider Yeah. Six seconds isn't long it isn't much time to have someone read it. It's very short unless you buy multiple billboards and

Santosh Salvi:
Yeah.

Malcolm Lui:
Stack

Santosh Salvi:
Yeah.

Malcolm Lui:
Them.

Santosh Salvi:
That

Malcolm Lui:
Maybe

Santosh Salvi:
Is

Malcolm Lui:
You

Santosh Salvi:
Correct.

Malcolm Lui:
Can have a longer message

Santosh Salvi:
Yeah. Yeah.

Malcolm Lui:
So. Last question for you. Who are your ideal clients and what's the best way for them to reach you and your team

Santosh Salvi:
The ideal clients definitely. Fortune founded companies. That is how we are surviving right now. Those are the people who know that the companies will us recording requirements all the time. Okay so the big companies who are always struggling to get the right resources they can reach me at Santosh system skills darknet say and you always switch gears and Tom act system skills dot net. I can understand their pain. I can understand the quality of the resources they are getting for their project staffing and I can provide them the right solution because I know that I was part of those kind of projects which I have executed in my career. I understand the challenges very well and I can definitely get them the right resources at a reasonable cost. I want to say chip but I don't. Okay cost. And they can help getting their projects done within time and they can one with many other complex projects so that that is what one of the things which I would like to do. I want your clients to know that any Fortune 500 or the mid-sized companies looking for I.T. staffing resources they can reach me in addition to that if any of those clients are looking for training their employees. Without coming in person to any physical location we can provide that technology training through online with the instructor because many of the companies are taking a big projects in new technology because of the change in the technology and somehow their staff needs to be trained the week.

Santosh Salvi:
We have a training courses which can go like every day two hours which will fit into their working schedule. They can take it from their office on their computer so they can learn in some small increments and they can be more productive to their projects. So any any corporation is looking for the I.T. training they can reach me again. Santosh systems can start next so those are the main things which I what I would like to focus on. And the third part I always said is any kind of a website development projects. If they are interested or any kind of a Q A project they're interested that we can execute that also very well. Again the email is Santosh systems can start next. They can also reach through our website. They can also connect to the LinkedIn or any other social media like Facebook or what so they can always reach out to us. They can call our office. We are basically based in Nashua New Hampshire so they can reach us over here. And that's the way they can approach me.

Malcolm Lui:
And the veterans can reach out to you through the same same channels as well

Santosh Salvi:
Yeah absolutely. Now disconnect from the dating services

Malcolm Lui:
All right. And plastic. Thanks for joining us today Santos and sharing how you accelerate your company's high value sales.

Santosh Salvi:
Thank you very much for putting me into this phase.

Malcolm Lui:
I appreciate you sharing your plans. I was on a really fascinating seeing

Santosh Salvi:
Yeah.

Malcolm Lui:
How businesses get got to where they are today and hearing how they're going to get to where they're going.

Malcolm Lui:
We've been speaking with Santos Salvi, the CEO and Founder of Unique System Skills, about his company's rapid growth. For interviews with other fast growing high value sales companies or to learn how we can accelerate your firm's high value sales through automation, visit Eversprint.com.

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