How to fail less

PERSONAL BIO

• Born in Leeuwarden, the Netherlands

• Father Registered Accountant, mother minister in church

• One older brother, three younger sisters

• Age: 41 yrs• I love to run and work out• Coach for my kids• I love philosophy, seeking “the

truth” and try to help the environment

• Live in Little Silver, New Jersey

PERSONAL BIO

• Joined the company in January 1998. • Various positions including Executive Vice President, Chief Financial Officer and

Chief Operating Officer. • Prior to joining Wayside Technology Group, worked for Ernst & Young in

Amsterdam, Holland. • Appointed President and Chief Executive Officer of Wayside Technology Group in

January 2006, and appointed as Chairman of the Board on June 14, 2006. • Received the Ernst & Young Entrepreneur Of The Year® 2011 New Jersey Award in

the Technology Services category. • In 2012, Mr. Nynens honored by the New Jersey Technology Council (NJTC) as the

2012 Public Company CEO of the year. • A graduate of the Advanced Management Program at Harvard Business School, Mr.

Nynens currently also serves as Chairman of the Board of the New Jersey Technology Council (NJTC), and as Chairman of the New Jersey Chapter of the Young Presidents Organization.

Distributor, reseller and service provider of software.

Incorporated in 1982, offices in U.S. and Canada

Public Company since 1995 (NASDAQ-GM) (WSTG)

OVERVIEW

STRUCTURE

Distributor Reseller Services

International Software Partners

FUNDAMENTALS

WHY DOES THIS COMPANY EXIST?

What if someone in your family asked you, what do you do?

Can you explain in one sentence what it is your company does?

SHORT VERSION:

We provide easy access to the right IT products!

FUNDAMENTALS

WHY DOES THIS COMPANY EXIST?

We believe in simplicity.

It is our mission to become the most trusted and respected software supplier. We do not want or aim to become the largest

software supplier nor the cheapest.

Customers want to work with knowledgeable and dependable people. They are frustrated with, and tired of, companies that over-promise. We specialize, focus on customer service, and

ask a fair price for our services.

FUNDAMENTALS

HOW DO WE COMPETE?

We compete on service, ease of doing business, price and availability.

We specialize and pride ourselves on our software knowledge. We do not see software as an “add-on” to

hardware.

We know what we sell.

NET SALES ($m)Revenue in $’000

FY 2006 FY 2007 FY 2008 FY 2009 FY 2010 FY 2011 FY 2012 $-

$50,000

$100,000

$150,000

$200,000

$250,000

$300,000

$350,000

Lifeboat

TechXtend

NET SALES ($m) Income before taxes in $’000

FY 1998

FY 1999

FY 2000

FY 2001

FY 2002

FY 2003

FY 2004

FY 2005

FY 2006

FY 2007

FY 2008

FY 2009

FY 2010

FY 2011

FY 2012

-20000

-15000

-10000

-5000

0

5000

10000

15000

SO WHAT DID I LEARN?

LESSONS LEARNED

DO YOU LEARN HOW TO DRIVE BY READING A MANUAL?

Changing and Succeeding Under Any Conditions

LESSONS LEARNED

Role of a CEO

1. Define strategy based on input customers and leadership team

2. Develop and recruit the leaders to implement and execute that strategy

3. Define and develop the culture4. Communicate all of the above

LESSONS LEARNED

WHAT’S THE GOAL OF YOUR COMPANY?

What is your goal this year, goals for your team?

LESSONS LEARNED

Have regular meetings with EVERYONE and ask what hurdles they face, and follow up

Do not forget that structure helps.

Are your requests clear or do you think they’re clear?

LESSONS LEARNED

WHAT IS STRATEGY?

How do you gain an advantage and how can we hang on to that advantage as long as possible?

LESSONS LEARNED

There are no quick fixes or magic formulas

Think of simple solutions first!

DID TODAY REALLY MATTER?Because it is the only thing that matters, today is it!

LESSONS LEARNED

Everyone gets advice, only the wise listen…

It is amazing what I learned after I knew everything

LESSONS LEARNED

Be passionate (and play to win)

“the unexamined life is not worth living”socrates

LESSONS LEARNED

say yes_

be yourself and respect others

Trust the ones who are looking for the truth, mistrust the ones who have found the truth

LESSONS LEARNED

Be flexible

“It is not the strongest of the species that survives, nor the most intelligent that survives.

It is the one that is the most adaptable to change.” Darwin

Average life expectancy of a multinational corporation-Fortune 500 or its equivalent?

LESSONS LEARNED

Moderation, taking charge and letting go.

Let your people do what they do best, do not get in their way, trust them

LESSONS LEARNED

What are your top 3 priorities?

Take 5 minutes and write them down, really think about it,

what is it you need to focus on this year, this quarter, this month?

LESSONS LEARNED

Now be really honest with yourself;

how much time do you spend on

your top 3 priorities?

THANK YOU