It’s been said that the most competitive of salespeople hate losing more than they like winning. While it may sound like backward logic, there is a difference. Quite a meaningful one, actually. For those who live by the sale, closing a deal is always the default expectatio Read More

You have to give the office technology industry credit. Just when you think it’s become mundane and predictable, 2023 strolls into our lives and turns it upside down. Following three years of almost nonstop pandemic talk and the latest headaches in what seemed like a never-ending Read More

In the spirit of the season, it’s time to put a bow on the November State of the Industry report on selling non-MFP hardware. Beyond talk tracks and vertical entry points, a number of these offerings profiled—from interactive white boards to security/access systems—call for an Read More

It’s true that not all super heroes wear capes, nor do they all look like Jason Momoa, for that matter. Saving the day in the business world rarely entails stopping a large boulder from hitting a bus, or preventing aliens from taking control of the world. No, some of the most Read More

A letter arrived for my youngest son, Jayson, the other day, trumpeting the news that we’d been treated to just the day before via an electronic announcement: He had been accepted to Seton Hall University. Jay wants to take the three-plus-two master’s program in international Read More

Office technology sales reps can sell MFPs all the live-long day. It’s not quite to the level of automotive salespeople, who in recent years have had the benefit of high demand and low inventory emptying dealer lots almost as soon as new models arrive. We’ve had our own supply Read More

When she was named senior vice president, CFO of Sharp Electronics in 2018 after nearly five years as a controller, Moonsun Park saw it as validation of not just the faith the company had in her abilities, but also the tools she possessed to reconcile challenges. And despite the Read More

Reps introducing clients and prospects to non-MFP hardware offerings within their dealer catalog is fully covered in Sales 101 training. Obviously, every rep is going to (or should) keep his/her eye out for any opportunities to serve client needs—be it through a tech review/site Read More

It’s not an embellishment to say that the internet has enriched our lives during the past 30 years. It ushered in an age of instant information. Unfortunately, the cost of admission was being exposed to a great deal of misinformation in the form of rumors, half-truths and Read More

Word play of the day: let’s take a look at reoccur and recur. They sound alike and are frequently used interchangeably. As your handy dictionary points out, the general meaning is “to happen or appear again.” The lone difference is in the frequency of each. Let’s use an example. Read More

In the October issue of ENX Magazine, we examined the trends and tactics that are impacting dealers’ success with managed print services (MPS). Included in the editorial package was a manufacturer feature on the state of MPS. Unfortunately, one of the acknowledged pioneers Read More

Jennifer Healy has never shied away from a challenge. Having accrued nearly 30 years in the industry, with all but four of them spent immersed in the world of marketing, she forged a Teflon-like coating that prevented challenges from sticking. Thus, when the opportunity came to Read More

There’s no denying the critical role MFPs play in the sales and marketing efforts of the office technology manufacturer sector and, of course, its reseller partners. Beyond the speeds and feeds, however, lies a world of opportunity with some of the less-celebrated elements of the Read More

It’s sometimes dangerous to get caught up in prevailing theories, especially as they pertain to the office technology space. Larry White, for one, eschews the talk surrounding the demise, current or pending, of print. The president and CEO of Toshiba America Business Solutions Read More

Family comes first to Bill Tracia—always has, always will. From a business perspective, however, one gets the impression that the president and owner of Northern Business Machines, a.k.a. NBM Inc., has a thirst for competition that can never be fully quenched. And this is what’s Read More