When Mike Marusic joined the ranks of the overemployed and assumed the role of Dynabook president, it wasn’t just a matter of streamlining the corporate reporting process. The president and CEO of Sharp Imaging and Information Company of America—parent company of Dynabook—sees a Read More

The title on Marc Grégoire’s business card may read “chief information officer,” but in his day-to-day interactions at Seattle-based Copiers Northwest, his underlying thrust is to be a catalyst for meaningful change. With the knowledge that the solutions he and his team implement Read More

It occurred to Thomas Sheng that a toner technology his company, Avision, offers may actually result in the company making less money. Still, the president of the Taiwan-based manufacturer knows the cost savings enjoyed by end-users and the positive impact on the environment are Read More

Dealers, how strong is your relationship with the manufacturers whose lines you carry? Most will say it’s pretty strong, but ask yourself if your dealership is taking full advantage of all the resources that can be found in the customer portal. Better yet, have you done a deep Read More

One of the chief obstacles for any newcomer to the A3 MFP stage is developing a reputation for high-quality products and unparalleled service—basically akin to telling a tree cutting it needs to become a mighty oak ASAP. It doesn’t happen overnight, and in some circumstances, not Read More

Living in two worlds doesn’t seem to faze David Willie, nor does working 12 hours a day, seven days a week. Some people may know him as the owner of Waco, Texas-based CTWP, a multi-line dealer with more than 10,000 customers. But for the last 30 years, Willie has also been Read More

Perhaps the last thing an account rep wants to hear from a VP is the idea that the MFP isn’t the center of their dealership’s universe. Sales reps know how to sell them because they’ve been seemingly hawking them forever. The profit margin’s good, as are the residuals. Three- and Read More

In thinking about the ins and outs of hiring, it sometimes comes down to having a good feeling about someone. And while HR and other exec folk have been burned by relying on the “gut” to decide between two or more candidates, it’s a time-honored practice. Maybe not for long, Read More

It was about 13 years ago that Michael Horvath discovered the product he was most adept at selling was actually himself. The recurring revenue took the form of professional fulfillment. Horvath never had any designs on working for an office technology dealership; he felt his job Read More

When we last visited the topic of hiring and retention a few years ago, conditions were especially favorable toward job hunters. It was the era of the Great Resignation, an extended period when four million members of the workforce were switching jobs each month. And while the Read More

Sometimes a vision can seem clearer on paper than it does in practice. When Dean Swenson decided to transform his business in 2003—leaving the comforts of being a Xerox Agency member to begin anew as an independent Konica Minolta dealer—the reset button was hit on his annual Read More

Affinity Business Communications, the publisher of ENX Magazine and ENX The Week in Imaging, is pleased to announce the 2024 Elite Dealers list. We will present extensive profiles on each of the 118 honored dealers—ranging from below $5 million in revenue to $400 million-plus, in Read More

After spending the last couple weeks putting the pieces back together in the aftermath of Hurricane Helene, Kevin Jackson—the president and CEO of Advanced Business Equipment (ABE)—finally has reason to smile. The dealership, based in storm-ravaged Asheville, North Carolina, is Read More

Our starting point is less important than our ultimate destination. And sometimes a phone call is all it takes to get moving in the right direction. Just ask Vince Jannelli, the associate vice president, software product management for Sharp Imaging and Information Company of Read More

There are two popular narratives in today’s employment landscape when the subject of remote work is broached. Some see it as the new post-COVID reality, while others believe it is largely becoming a thing of the past in the wake of several prominent companies issuing Read More