If the last year and a half has taught us anything, it’s that it’s quite easy to get distracted and obsess over the changing conditions in the world. But David Concors has been fortunate enough to retain a laser-beam focus. The vice president of sales for Supplies Network, a Read More

It occurred to Tim Renegar that his company, Kelly Office Solutions, was on the brink of its 75th anniversary. The Winston-Salem, North Carolina-based firm had done the 70th anniversary celebration in style, and now the president will have to figure out what he can do for an Read More

Virtually every dealer executive surveyed in our August State of the Industry report agrees that corporate culture is a living, breathing entity. It requires constant attention and nurturing to continue reflecting the ideals of the dealership. When neglected for a prolonged Read More

Corporate culture was a fundamental aspect of business long before it became a buzzword and rallying point over the past 20 years. In the past, it was viewed in simplistic terms, notes Robert Woodhull, marketing manager for Woodhull LLC of Springboro, Ohio. That meant being a Read More

There are various measures that can define the depth and quality of a relationship between the dealer and client that go beyond the transactional versus contractual conversation, the number of placements and the degree of recurring revenue derived. While not all vendor Read More

How long has Glenn Elbin of Doing Better Business plied his craft in the technical service space? He debuted in 1984, the same year that the first personal computer, the Apple Macintosh, was released. That year also saw the first consumer cellular phone, courtesy of Motorola. Read More

The topic of this week’s continued look at serving the various needs of vertical markets may seem obvious—the acknowledgment that dealers must be certified, able and willing to adhere to government-mandated regulatory compliance protocol that comes with the territory of doing Read More

Tim Renegar remembers the 1970s fondly. It’s the decade that kicked off his career selling roll-fed, coated paper copier machines (plain paper machines were still on the horizon). In fact, Renegar’s first-ever cold call led to a demo and eventually a sale, and he found a niche Read More

This month’s State of the Industry report on vertical markets outlined many of the challenges facing specific market segments. From health care to hospitality, legal to manufacturing and education to government, dealers quickly discovered that a one-size-fits-all approach would Read More

It’s been many years since Marta Stylianou attended a global Canon management seminar in Tokyo. It afforded her the opportunity to learn from each business unit at Canon Inc., while enabling her to meet other Canon managers from around the world, learn their stories and absorb Read More

In a year that has witnessed several surprising executive power transfers among the manufacturer community, Monday’s announcement that Scott Maccabe was retiring as president and CEO of Toshiba America Business Solutions (TABS) raised not a single eyebrow among the company’s Read More

Somewhere in the offices of Epson, or perhaps in the man cave at his home, Elliot Williams is bound to have a poster of MacGyver, the clever, cunning, brilliant tactician and master of improvisation who could be counted on to save the day due to his resourcefulness. Williams Read More

Resellers can usually apply their general hardware and software solutions across a range of vertical markets. But there are a multitude of segment-centric tools offered by industry manufacturers that can enable you to cater specifically to business lines ranging from health care Read More

It doesn’t take a quiet moment of introspection to experience an epiphany. Quite often, it occurs during the most mundane of settings and circumstances. For Chuck Fruth, the CEO of Phoenix-based Fruth Group, it was a 2012 visit to his local Apple store. He was purchasing a laptop Read More

In a “Seinfeld” episode titled, “The Boyfriend,” Jerry Seinfeld and George Costanza are cooling down in the locker room following a basketball game when they spot former baseball star Keith Hernandez doing stretching exercises. Both Seinfeld and Costanza are awe-struck at the Read More