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Putting people in front of computers

Business First of Buffalo - October 8, 2004 by Joe Iannarelli

That's an odd credo for a company that has a portion of the word "technology" in its name - but it's just as true as its founder's dedication.

"Anyone can do technology," says Ryan Erwin, president of Techium Inc. "You don't always find someone who is willing to invest time in creating a relationship. That's what sets us apart."

What's going on: Techium specializes in computer services for small- to medium-sized businesses.

Services include firewall security measures, remote access, Web design and network support. Simply put, Techium is the information technology department for businesses that don't have one.

"There's no easier way to describe it than that," Erwin says. "Your data is your data. Without it, you are just a bunch of people that meet at the same place every morning for coffee. A lot of times small businesses don't have the time or know-how to maintain their own networks. That's where we come in."

Who's who: Erwin is president. Kenneth Tirohn is vice president of finance and operations.

Employees: 10

Clients: The Women and Children's Hospital Foundation, Plaintiff Support Services and Counsel Financial Services. Other clients include law firms and physicians as well as clients in Florida and Colorado.

Year founded: 2003

History: Erwin grew up with a PC in his home and worked at various information technology companies in the region. His first computer was portable, a KayPro 200.

"It was heavy and had a big handle to lug it around," he says. "I knew I always wanted to work with computers but there is a human element to the business. Good technicians are important but you have to build relationships with people and not just service them."

Tirohn was an addictions counselor at the Erie County Medical Center. Computers are his hobby and his profession.

"I decided to follow my dream after meeting Ryan while working together at another IT company," he says. "We don't want to be vendors. We are individuals that do more than just come and work on your computer system. That's not always the case with a lot of computer service companies."

Tirohn's first computer was an Atari, mostly known for its game consoles at the time.

"Things certainly have changed a bit," he says. "The wireless world is constantly changing and so does the technology that goes along with it."

Opportunities: Overpriced hardware and service markups are a point of entry for Techium.

"A company might have a service installed for a certain amount of money and discover the real price," Erwin says. "There are huge markups on certain products. We can address the needs of our clients more effectively by providing back office support and keep more employees in the fold. That starts with building relationships."

Techium utilizes wireless technology to streamline certain processes associated with billing and account management.

"The customer gets the invoices in their hands immediately and can't second-guess any other part of the transaction," Erwin says. "Small business owners have enough to deal with and have to be careful with time management. We personalize the service and our customers appreciate that. That comes from having personal contact with them day-in and day-out to strengthen that relationship."

The company has also partnered with various hardware manufacturers and software providers to keep costs affordable. Erwin says this enables Techium to eliminate mark up.

Valued relationships: The strength of the company was tested earlier this year when Erwin was diagnosed with Hodgkin's lymphoma. Despite a tumor in one of his lungs, Erwin managed to continue working, even while undergoing chemotherapy.

"I had my PDA, phone, laptop and portable printer with me," he says. "It made the nurses angry but I kept working to keep my mind fresh. It helped me maintain my focus."

Erwin's prognosis is excellent with his final treatments expected in the coming months. The ordeal helped the company maintain its competitive edge.

"This magnified the value of strong relationships," Tirohn says. "Our clients stayed with us through it all. They took that risk because of the relationships we already built."

Challenges: Time management.

"We work about 17 hours a day," Erwin says. "The volume of business has increased. That makes it harder for me to manage my time. We have to maintain that focus of putting people first. It all goes back to the philosophy we had when we started the business. If we don't put people first, we have lost our identity."

Plans: A Chicago office is a possibility.

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