July 28, 2015

A little over two years ago, Craig Knouf, a document imaging industry veteran, decided to roll the dice and get back into the document imaging business in a mature Portland, OR market, a market with some formidable big name competition. Was that a smart move, a smooth move, or Read More

If you’ve been around this industry long enough you get to know people or you get to know names if not the actual person. That’s the way it’s been for me. One subset of the document imaging industry that’s always fascinated me is the sales consultants. Some I know personally, Read More

I’ve written a lot about the ups and downs of sales and marketing execution. I don’t know that I’ve ever encountered a perfect organization but there are certainly companies that execute very well. Naturally, there are those that don’t. When a dealer engages a consultant, it Read More

Successful resellers are always on the lookout for new product lines to complement their offerings and fuel growth. It’s not surprising, then, that many of them are partnering with 3D printer OEMs. Estimates for growth of the 3D market vary widely, but annual growth has Read More

HP Enterprise LaserJet Series M601, M602 and M603 Series – Continuous Tray Lifting message on control panel Issue Description: The printer will not go to a ready state because there is a message on the control panel saying “Tray Lifting,” which will not go away. Cause/fix: Read More

I had a really powerful conversation with a friend of mine a few days ago. He’d just left his position of several years, managing a sales force selling to (through) independent dealers in his industry, both small and medium sized. He’d done a nice job. His division had posted Read More

It’s a good bet the old adage, ‘Those who can’t do teach’ doesn’t apply to your average document imaging industry sales consultant. Sales consulting and training has become a cottage industry as folks who were once out in the field selling day in and day out or running Read More

It usually starts with service. And that’s exactly how things started for Nexus Office Systems, a Rockford, Illinois-based dealership where providing customers with superior service has always been part of the plan. Indeed, the company was founded with service in mind and that’s Read More

When an office imaging dealer needs quick and reliable circuit board repairs or a replacement board, the first call many make is to Hytec Dealer Services, Inc. They also depend on Hytec to lower circuit board replacement costs and help improve their first-call effectiveness, Read More

Welcoming the Newer Models to the 7425 Style Xerox® WC 7425, 7428 & 7435 styles, 7525, 7535, 7545, & 7556 styles, and 7830, 7835, 7845, & 7855 styles) When new models follow older models’ footprints, it’s a huge help. It helps reduce the learning curve to work on a Read More

I interview hundreds of professionals from all segments of the document imaging industry every year. Some days I do as many as three or four interviews a day. Sometimes it’s only one. Rarely is it none. More often than not, these interviews are informative and insightful. An Read More

I need to make a long story short. A few years ago there was a slug of a copier salesperson/owner running around New Jersey selling equipment, doctoring leases, not returning equipment, not paying buy-outs on the equipment, and who knows what else may have transpired.  Eventually Read More

Bryn Mawr, PA, July 27, 2015 – After having three consecutive sellouts of the Strategic Sales Management Workshop, Strategy Development, a leading management consulting and advanced sales training firm, has scheduled an additional class on September 15-16, 2015 at the Hyatt Place Read More

Family-run business experiences unprecedented success with Canon equipment Melville, NY, July 27, 2015 – Canon Solutions America, Inc., a wholly owned subsidiary of Canon U.S.A., Inc., today announced that Chromatic Inc., a California-based leading print provider, continues to Read More

June New Business Volume Up 4 Percent Year-over-year, Up 34 Percent Month-to-month, Up 9 Percent Year-to-date Washington, DC, July 24, 2015 – The Equipment Leasing and Finance Association’s (ELFA) Monthly Leasing and Finance Index (MLFI-25) (MLFI-25), which reports economic Read More