It’s been nearly 30 years since Access Control Devices Inc. (ACDI) debuted as a purveyor of coin-op controllers, card readers and value-add stations, which is quite a niche segment to serve. But as the years have ticked off, ACDI is gradually migrating from tools that serve some Read More

OK, the calendar reads March, so we’re already at 2024’s one-quarter pole. To those of us who just packed away the last of the holiday decorations, this is unbelievable and just a tad bit alarming. Clearly, Father Time seems to have some place to go, and we’re all just along for Read More

Not long ago, the narrative behind Thomas Fimian was that of a Swiss immigrant who became a successful U.S. business owner at the helm of an office technology dealership in South Carolina. That’s an uplifting tale embodying entrepreneurial spirit, regardless of the industry. Read More

For a dealer account representative, building an impressive (and lucrative) deal that only begins with an MFP is like organizing a parade. Think of the most impressive one you’ve attended and all the elements that combined to make for an epic experience. Consider the coordination Read More

One of the many benefits of joining an industry peer group is the ability to canvass members on the merits of adding a new product or service to your portfolio. The responses are often brutally honest, which makes the advice all the more valuable. After all, press and analysts Read More

One of the many beauties of the office technology sector is the proud tradition of leadership that has been passed from family member to family member within many organizations. That was on full display during last month’s Executive Connection Summit in Scottsdale, Arizona, where Read More

It’s time to talk about that frustration shared among virtually all office technology dealers. There are few things more frustrating than finding out a prospect or client—particularly the latter—is unaware that your company offers (fill in the blank). Potential clients get Read More

From Canon to Xerox, Epson to Toshiba, Sharp to Lexmark, Ricoh to Konica Minolta, and Brother to Kyocera, the office technology reseller community has more than its share of options for peddling A3 and A4 units. Pretty much this entire crew (along with HP) boasts significant name Read More

We live in a results-oriented world, which has been a reality for many, many moons. It’s particularly true in business, as the ways and means of accomplishing a task pales in comparison to the result; unless that result is resoundingly negative, little attention is paid to h Read More

There was a time not long ago when auction and antique shows were huge on cable television. PBS, of all networks, set the standard with its “Antiques Roadshow.” The scripted drama “Storage Wars” has lasted about 15 years, including several iterations, and Read More

As dealers ponder whether a certain ancillary product offering is a good fit for their particular client and geography base, there are several obvious checklist items to consider. Cost to entry, degree of training required, the need for subject-matter experts and possible monthly Read More

It is impossible for Rick Bastinelli to retire, for that would mean the longtime top executive of Baltimore-based Centric Business Systems is ready to sit back and relax. But while he did technically call it a career a couple weeks ago, at the conclusion of a two-year transition Read More

OK, so we’ve identified three diversification outlets for dealers to consider, and you’ve probably read the main article detailing your fellow resellers and their journeys into offering mailing equipment, EV chargers and unified communications. But why stop there? The team at ENX Read More

Clark Bugg has a secret, but he’s not going to tell you what it is, so don’t even bother asking. The vice president of North America channel sales at Lexmark was recently promoted, and one doesn’t earn stripes by spilling the beans. Hell, he even swore the press/analyst crew to Read More

Alan Albergaria was taking a pre-dinner stroll the evening of March 27, 2020. The previous two weeks had been hectic as businesses, including Automated Business Solutions (ABS), scrambled to get situated in the wake of the pandemic. Albergaria, the president and co-founder of the Read More