Finding quality team members. Maintaining them. Keeping them happy. Not compromising any of your dealership’s standards. It can be difficult to serve all of these masters, but a combination of strategies and an abundance of sourcing options (such as current employees) can help Read More

In early October, Advanced Business Equipment (ABE) celebrated its 43rd anniversary by helping its friends, family and neighbors in Asheville, North Carolina, dig out from the devastation left by Hurricane Helene. Leading the charge was ABE owner Kevin Jackson, who worked day and Read More

Washington, DC (Dec. 18, 2024) – After a strong performance in 2024, the U.S. economy will continue to benefit from a solid labor market, rising household wealth, and resilient consumer spending next year according to the 2025 Equipment Leasing & Finance U.S. Economic Read More

Dealers and manufacturers alike are sounding the same growth bell. In order to add net-new revenue, it will be necessary to take share from your competitors. And guess who else is thinking along those same lines? Yep, your competitors. Businesses’ answer to pick-pocketing is just Read More

Anyone who has spent appreciable time in the office technology industry is familiar with the tale of Rick Lambert, the onetime sales stalwart for IKON Office Solutions and now a sales coach (selltoWIN) and digital marketing mentor (IN2communications) with myriad products designed Read More

Our December issue encapsulates 118 of the office technology sector’s leading providers, the Elite Dealers. For many companies, it was a very good year, as evidenced by strong year-over-year growth from the honorees. But by no means was the campaign without its flaws, as dealers Read More

One of the greatest fears a salesperson can have is getting a request for a product that he/she hasn’t handled before. Michael Oransky knows how that feels—from security cameras to tablets, laptops and access systems, he’s often found himself in foreign territory when a client Read More

Well, the tickets have been purchased and the flight has been booked for Executive Connection Summit (ECS) 2025. The annual industry kick-off to the New Year will take center stage from Jan. 12-15, 2025, at the Scottsdale Resort at McCormick Ranch in sun-baked Arizona. We have Read More

Ramsey, NJ (Dec. 5, 2024) — Konica Minolta Business Solutions U.S.A. Inc. (Konica Minolta) today announced the renewal of its Official Partnership with the International Motor Sports Association (IMSA). This year, the relationship will expand its impact through the company’s Read More

In the sport of NASCAR auto racing, drivers frequently remark how they prefer to be near the head of the pack, if not in first place. That may seem obvious, but beyond not falling behind, there’s the desire to race in clean air—no impediments in front of you, no dirty exhaust or Read More

Former Microsoft tech evangelist and noted blogger Robert Scoble once observed, “Change is inevitable, and the disruption it causes often brings both inconvenience and opportunity.” Change has long divided people into two categories: agents (opportunists) and victims (the Read More

Sales momentum is as much psychological as it is quantifiable. If an account representative has confidence, even if it’s a tad unwarranted, the upshot is a positive and aggressive push from quarter to quarter. We live in a world where perception is essentially reality, hard Read More

Many a CEO and VP of sales have professed a preference for hiring former college athletes. After all, they understand the team concept and how their role is essential to the overall success of the unit. They understand supporting and sacrificing, doing their part to enable others Read More

A dealer cannot survive by boxes alone; there’s a hell of a lot more to be found in the full catalog, and incentivizing behavior need not end with a meaty spiff. Cross-selling is the key to ensuring that MFP clients are well aware of your solutions, and vice versa. Let’s be Read More

Earlier in his career, when Jeff Swenson was appointed to serve on the Konica Minolta Dealer Service Advisory Council, there was a little bit of trepidation. Certainly he was flattered by the honor. However, at that juncture in his career, Swenson wondered what he could bring to Read More