Sage Advice: Dealers Offer Caveats for Popular Ancillary Offerings

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
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Best of ECS: Bridging the Generation (Leadership) Gap

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
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Promotable Products: Dealers Discuss Raising Awareness of Newer Offerings

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
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The Elevator Pitch: Tech Providers Make their Case for Partnering

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
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Nominations Open for 2024 ENX Magazine Difference Makers Recognition Program

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
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Marginal Magic: Is There Good Money to Be Made in VoIP, Postal Gear and EV Stations?

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
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Diversification Opportunities: Is Your Market Ripe for a Given Product?

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
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Two-Minute Drill: Following Highly Successful Career, Rick Bastinelli Ready for Second Act

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
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Diversification Destinations: Technology Providers Offer Glimpse into Getting Started

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
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Undaunted (and Unblemished) Lexmark Sets the Stage for a Transformative 2024

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
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From Tragedy to Triumph, Automated Business Solutions Carves a Path Forward

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
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Deans of Diversification: Taking a Closer Look at Three Popular Ancillary Products

One of the great attributes of the office technology dealer ecosystem is its resiliency. The reason many of these companies have been in business for decades (100-plus years in some extreme cases) is their willingness to recognize that technologies change and evolve. If your firm
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The Sleeping Giants: Experts Ponder Long-Term Trends that Could Play a Role in Future

Like the swallows return to San Juan Capistrano or people complaining about Oscar nomination snubs, there are a few things we can count on every year. Here at ENX Magazine, we’ve done our part to bring continuity to your lives, be it through the Difference Makers program each
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Two-Minute Drill: Ray Belanger Believes UBEO the Best Option for Bay Copy’s Future

Milestone anniversaries are important in celebrating how a company has beaten the odds and remained a strong, ongoing concern through the many trials and tribulations encountered along the way. But as much as it is a time to thank employees and customers for their loyalty and
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The Ups and Downs of 2023: Industry Provides Report Card on Performance

Success is rarely an absolute, at least for the majority of businesses. Unless a company sets lofty goals that are accomplished—and if you did, proper kudos go out to you—it will take stock of all the pluses and minuses and reach an overall conclusion. For example, perhaps your
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