February 1, 2014

The New York metropolitan area is a copier dealers dream with an amazing amount of business and potential business squeezed into a small footprint. It’s also one of the most competitive markets in the United States with a host of large, successful dealerships and manufacturer Read More

The American author and poet Maya Angelou once said, “When you know better, you do better.” Hewlett Packard appears to have taken Dr. Angelou’s words to heart in its ongoing effort to eradicate from the market cartridges that violate its intellectual property. Rather than file a Read More

I was chatting with a friend recently about what I do—interviewing office technology dealers—which prompted her to tell me that in her previous job as facilities manager for a New Jersey university the university’s purchasing manager once told her that copier salesman were the Read More

ITC Systems ITC Systems celebrates their 25th Anniversary as an international company specializing in cashless, Integrated Transaction Control Systems. They design, develop, manufacture and implement state-of-the-art card based management solutions that are typically found on Read More

Question: Hi. I have a strange problem. After a stabilization sequence the first B/W copy out has the first 3 inches missing or very faint. Every copy after that is fine. I have replaced the Black IU and the transfer belt but the problem still exists. Now the customer is Read More

If the touch screen on the control panel is unresponsive or failing to in specific areas, follow these steps to calibrate it: Turn the product Off. Press and hold the number key (#) and the Clear key ©) while turning the product on. A dot will display in the upper left corner of Read More

Exposing the Tricks of Rogue Copier Reps by Scott Cullen HP Uses Education to Rid the Markets of Infringing Consumables by Charles Brewer 16 Questions with Frank Grasso, CEO of TGI Office Automation by Scott Cullen Building A Successful Managed Services Business Part 1 of a 6 Read More

The highly popular Xerox DC250 style has proliferated into a whole range of models, each with their own versions of the color drum cartridges.  It is high time we revisited this type of drum cartridge and brought all of these new models into the fold. We’ll get into the Read More

The New Year is upon us, and with that, you can expect a brand new round of annual and regional trade shows to participate in. If you’re a dealer or solutions provider juggling your business offerings with an eye toward what will happen next, Q1 in early 2014 is the best time to Read More

For those who are blessed, or cursed, with having an entrepreneurial spirit, failure is just another element of winning. When listening to financially successful people, tales of hardship, loss, and fiascos are all part of their path to ultimate victory. You rarely find this type Read More

It’s been a long month as this is my fourth and last dealer show of the year. And what a show! Konica Minolta has been busy to say the least and their efforts have not gone unrewarded. After a nice welcome event the first night, it was down to business Monday morning with Read More

Having the right used equipment strategy can absolutely help your dealership reap greater profits.  Whether you are going to use it to penetrate into new accounts or as a path to upgrade your customers into new equipment, dealers that are incorporating used equipment into their Read More

Good people are hard to find, especially when you do not know what you are looking for. In recruiting we often use the phrase “Searching for Top Talent.” It is important to recognize the difference between talent and skill. While skill is something that is learned over time, Read More

Throughout my career, I’ve always maintained that when selling is done right, it’s one of the most purely beneficial and enjoyable ways to make a living that there is. And then there are times that I’m disappointed in the ethics of my profession. Such an instance happened a Read More

Dealers today seek any advantage over their competition, and sales reps scream for a real differentiation that would allow them the advantage over competitors – and yet few have any sort of marketing plan in effect to aid their desire. In the last seven years, I’ve worked with Read More