Thursday, May 29, 1997

Abilene move worked out well for Ratliffs

By BOB BRUCE / Abilene Reporter-News

Despite the coat and tie, Wes Ratliff likes to describe himself as "an old technician. I like to work on equipment."

For years that's what he did before he and his wife, Clara, moved from Dallas to Abilene in 1978 to open an A.B. Dick office equipment outlet.

Being a technician has provided some bizarre moments, such as:

-- Women with bouffant hairdos caught in the rollers of a printing press.

-- Driving from Dallas to Denton to free a fellow technician whose hand was jammed in the gears of a printing press.

-- Marveling at the mess made by a mimeograph machine when someone failed to replace the inkwell cap.

"It made a circle of black ink on the walls," he said.

Things seem to be a little less hectic these days, Ratliff says, chuckling at the memories.

The Ratliffs' move to Abilene - a town they'd never seen - was prompted by a couple of things. They wanted a smaller town in which to raise their children and Wes wanted his own distributorship.

So they got a $74,000 loan from Syd Niblo at First State Bank and bought the A.B. Dick dealership from Charles Lacy at Abilene Printing & Stationery.

Their first month they did $350 worth of business. Today, gross sales approach $200,000 a month. That's in three cities - Abilene, San Angelo and Wichita Falls - covering 42 counties.

Starting with three employees in '78, they've grown to a staff of 21 and an annual payroll of $450,000.

"We took a chance and the Lord blessed us," Wes said.

The Ratliffs operate two companies: the A.B. Dick distributorship, of which he is president, and Automated Copy Systems Inc., of which Clara is president. Automated Copy Systems offers Canon business equipment, which was added in 1981.

Recently the Ratliffs received the Small Business Salute from the Small Business Council of the Abilene Chamber of Commerce.

Wes, 57, says he's puzzled as to why.

"Maybe I just look like I need some help," he said, grinning.

On a more serious note, Wes said, "We sell a vast array of products," itemizing things like copiers, fax machines, electronic typewriters, digital printers, color laser printers, paper shredders, book binders and paper folders.

"I enjoy helping people. It's making your customers your friends," Wes said, explaining his philosophy of business.

Before moving to West Texas, Wes worked for A.B. Dick in Dallas and Clara was with Employers Casualty. But they lived in Terrell, 30 miles east, where Wes lived after graduating from high school in Strawberry, Ark., in 1958.

He left Arkansas for two reasons - he had relatives in Terrell and job opportunities in Strawberry were virtually non-existent. Before making the move to West Texas, Wes had worked his way up from graphic arts technician to sales manager.

In the meantime, he studied for four years at night school at Southern Methodist University.

The Ratliffs are in their third business location in Abilene. From 1978-83 they occupied 1,200 square feet at 1934 Industrial Blvd. That was followed by a 4,500-square-foot site at 4409 Crawford. In 1988 they moved to their present offices at 2611 Post Oak Road, which contain 8,000 square feet.

"We've had a lot of help. The good Lord has helped us - and a lot of people," he said.

A son-in-law, Kevin New, is vice president/products for the A.B. Dick operation. He is married to Terri, the Ratliffs' oldest daughter.

"Our people like to come work. They're great," Wes said. Most are long term, averaging 13 years' employment.

Wes insists he is not a workaholic, saying that when he's off work, he's off work and never mentions the job on the golf course or at the fishing hole.

Business hours are 8 a.m. to 5 p.m. Monday through Friday.