May 1, 2014

Looking at the Cloud from Both Sides Now: The Cloud’s Impact on Resellers and Their Customers by Scott Cullen Designing a Winning Sales Team Model Building A Successful Managed Services Business Part 4 by Charles Lamb Lexmark Suffers a Couple of Legal Defeats, but Wins a Read More

Subject: Kyocera 5035 Jams Question: Machine was running well but then I started getting some jamming at the registration area. Now it jams almost every time at registration whether it’s single or two sided, from every tray. I’ve serviced the registration clutch and feed clutch Read More

There are certain variables i.e. paper type/weight, toner quality, print speed and fuser life that in certain combinations may require an adjustment to the fuser print mode if the toner is not properly bonding to the paper.  The newer FUTURESMART printers will have this option Read More

Repairing and Rebuilding the Fusers for the WorkCentre® 7328, 7335, 7345 & 7346 series, and 7228, 7235 & 7245 series. Plus, Revisiting the C32 & C2128 Versions of these Fusers The 7328 family of machines is the final group of models in the “C32 style”.  Many of the Read More

It was a busy couple of days with several hundred analysts coming in from all over the world. Like last year, the day started off with CEO Meg Whitman addressing the crowd. Meg told the crowd that HP has three focuses – cloud security, big data and mobility. Very exciting. But Read More

When I started out in selling, I thought that it was all about presenting.  I’d get up in front of my customers, give a great speech, and they’d be reaching for their checkbooks before I even finished.  Well, suffice it to say that I learned.  In fact, I’ve learned a lot since Read More

Face it, it is inevitable, because we are all human…and mortal. At some point, we must exit the businesses we own and operate. However, talking about business exits or succession plans is about as popular as discussing life insurance, dental work, or colonoscopies. We all know we Read More

I cringe every time a sales professional asks me that question.  I’d be perfectly fine if their question was directed at the structure of the email that they compose but they are asking me for a “plug and play” email: No such email exists.  I frequently ask the sales professional Read More

It’s been 12 years since Dan Doyle, Jr. and his father, an industry veteran, launched DEX Imaging in Tampa, FL. What a wild 12-year ride it’s been as their dealership has grown from zero to more than $118 million a year in revenue. The Konica Minolta and Kyocera dealer now has Read More

The cloud continues to dominate thoughts and discussions among IT Solution Provider and Managed IT company owners and executives, as it should. However, to make the best business decisions for the future, it’s useful to know the cloud’s many precedents over the history of Read More

At the end of March, attorneys for Lexmark International received court rulings that will profoundly impact two of the firm’s most notable lawsuits. On March 25, the U.S. Supreme Court ruled unanimously that Static Control Components, one of the remanufacturing industry’s leading Read More

Throughout this series, I have continually emphasized that each phase of development for your company’s future must be rooted and aligned to your key business objectives and market strategy. This is absolutely true for designing a proper sales team model. Sales organizations of Read More

The Go-To Partner for Quality Products and Service In 2007, Q2 was formed with the primary goal of offering Independent BTA Channel dealers a superior option for parts and suppliers. Until then, dealers had the choice of purchasing from higher priced and less flexible OEMs, or Read More

I’m finally ready to answer those dealers who have been asking me about when I’m going to be posting the Elite Dealer nomination form on The Week in Imaging Website. The time is now. Just click on the logo on the right hand side of the site or the logo that illustrates this Read More

There is a question being asked on a sales management LinkedIn group, and I am paraphrasing, “Are high quality sales professionals born that way or developed?” This question demeans the sales profession. Would anybody ever ask if a doctor was born with his or her talent or Read More