In a July 25 email to membership, the Business Technology Association (BTA)—an industry-leading organization with members consisting of office technology dealerships, resellers, manufacturers, distributors and service companies—outlined its position on Ninestar and Lexmark. The Read More

To paraphrase a popular book’s title, everything a salesperson needs to know, they learned by teaching kindergarten. Or, in the case of Justin Wagner, it was fourth grade. It’s no secret that there’s a correlation between being an educator and a salesperson. Success in either Read More

When it comes to traditional MFP/copier sales, industry dealers have established territory rights set forth by their manufacturer partners that dictate which geographic areas are kosher for doing business. Companies that offend this edict will have their assets seized, doors Read More

It’s not known whether Josh Craig has ever watched the movie “Barbarians at the Gate” or other business/finance thrillers, but the general manager of Docugraphics found out a little something about the world of mergers and acquisitions: he absolutely loves it! It only took one Read More

There’s no denying that Mason Olds is a confident man. Canon U.S.A., Inc.’s executive vice president of sales was flush from the sterling performance his company had unveiled to hundreds of dealer partner attendees—many of them from the sales, service and solutions end of the Read More

The enormity of her career growth and continued success is not something Debra Merritt takes for granted. Her twin sons like to point out that she used to work in the mailroom, and is now the group manager for commercial channel marketing, North America at Epson. While that Read More

For many dealers that have embarked on adding ecommerce platforms to their websites, the project stands as a great, unfinished symphony. The truth is, ecommerce will always be an ongoing project for dealers, regardless of what juncture they’re currently occupying. Once the site Read More

There’s no debating that the office technology dealer community has been slow in embracing the use of an ecommerce platform to supplement and accentuate its existing salesforce. Late to the party is more apt: when resellers finally made the commitment to implement Keypoint Read More

Lindsay Keller has a valid point. The operations manager for The Swenson Group (TSG) in Livermore, California, points out there’s no lack of meetings, programs, webinars and consultative opportunities for office industry professionals engaged in sales and finance. In her world of Read More

Mason Olds laid out the ground rules from the very beginning of the Canon Dealer Summit that took place at the Omni Hotel in Nashville, Tennessee, from June 19-21. One, attendees were there to learn—that cannot be disputed, as Canon provided a menu of learning tracks that covered Read More

Garnering a reputation as a trusted source of technology and solutions that address a given vertical market entails diving into the deep end of the pool. Dealers need to be heavily fortified with subject-matter experts, an attentive and dedicated sales team and a service Read More

It’s been long said that one runs the fastest when being chased. Jeff Rudisel has long appreciated that notion, but in his case, the only thing that was hot on his heels was the fear of failure. Let’s turn back the clock. Rudisel was working in the service department for Savin Read More

Among the many roles Keypoint Intelligence seeks to embrace is identifying opportunities that can lead to growth for office technology dealerships. The Fairfield, New Jersey-based global market intelligence firm and product test lab—with offices in the United Kingdom, China and Read More

Referring to GreatAmerica Financial Services as a leasing company is similar to calling Disney World a theme park: technically, it’s correct, but there’s quite a bit more at play that helps define both. Yes, GreatAmerica is a leading finance arm to the office technology end-user Read More

There’s a pin on the lapel of Jim Edwards’ suit coat that symbolizes 65 years in business. Sometime in 2024, the chairman and owner of Edwards Business Systems and Virginia Business Systems (EBS/VBS) will replace it with one that represents 70 years. He’s looking forward to it Read More