(Editor’s note: The following Elite Dealer profile was inadvertently omitted from the list of profiles we ran throughout the month of October. We apologize for the omission.) OFFIX, LLC Gainesville, VA www.offix.com Year Founded: 1999 Number of Employees: 30 This Year’s Big Read More

With the office technology industry and end users concentrating more on document and information security at the device, it’s only natural that this is a major emphasis within Xerox. Despite the company having a reputation as an industry leader in this area, the cost of Read More

It’s a cliché that sales is a “numbers game.” Basically, that phrase means that the more people you try to sell to, the more sales you will make. Experienced salespeople know their “ratios”: for instance, that they will have to make X numbers of calls each month, in order to have Read More

By the time you read this I’ll be laying low at a music conference in the Catskills. As some of you know when I’m not writing about the wonderful world of imaging technology, solutions, and services, I’m indulging my hobby as a monthly concert promoter. While there I’ll be Read More

You can’t keep James Davis, former president of Digital Gateway down. After Digital Gateway was acquired by ECi earlier this fall, rather than sitting back and taking it easy, he acquired Digital Gateway’s field service management product, Remote Tech and created a new venture Read More

In planning for an event where I was speaking to a group of owners, I had been talking with several CIOs, IT decision makers (Professional IT Buyers) and doing a lot of research on their likes and dislikes about sales and marketing approaches. I was overwhelmed with some rants Read More

It’s difficult enough for office technology dealers to successfully transition into managed print services, but once you add network and IT services to the mix, that combination has the potential to be lethal to a dealer’s existing business. However, even more lethal is not Read More

As the title of this article implies, the best Managed Print Service (MPS) reps are built not found.  As MPS gains more exposure, acclaim and momentum, more dealerships are looking to jump on the bandwagon. As with all other programs in your dealership, your level of MPS success Read More

If only I could put my feet up now that I’m done with The Elite Dealers. Unfortunately, I’ve got no time for that. What I was able to find time for was a telephone interview last Friday with Gary Stevens, President and CEO of Agiliant, a new managed print and managed network Read More

Following are the big and small news stories for the month of November and the first two days of December: Copier Careers Publishes 2011 Sales Representative Salary Survey Results Dec. 1 – For more than a decade, Copier Careers has been publishing yearly salary surveys for Read More

There may have been a time when a salesperson simply needed to know the product in order to succeed. That time is no more. Today’s sales professional must understand their prospective client’s business in order to effectively communicate how their own products and services can Read More

Martin Group www.martingroup.com Lake Geneva, WI Year Founded: 1980 No. of Employees: 30 Approximate Yearly Revenues: $5 million Recent Performance: Grew 20 percent the last three years. This Year’s Big Win: Winning back their biggest school district client, who is also one of Read More

It’s been loads of fun putting together this year’s list of Elite Dealers. And now the final group is ready for viewing. In addition, I have selected a dealership who I feel is the Elite Dealer of the year. After reading their nomination form, I felt this was one of the strongest Read More

Many companies struggle to be efficient and effective in implementing new strategies, approaches, and initiatives. Companies faced with increasing customer requirements, multi-product and vendor proliferation, shorter product lifecycles, increasing customer buying cycles, and Read More

We’re into the third week of The Week in Imaging’s 2011 Elite Dealers with another 10 profiled this week.  One of the best things about running my own publication and selecting the Elite Dealers is that I can pretty much make changes on the fly. And that’s what I’m doing now. Read More