Editors Blog

A dealer cannot survive by boxes alone; there’s a hell of a lot more to be found in the full catalog, and incentivizing behavior need not end with a meaty spiff. Cross-selling is the key to Read More

Earlier in his career, when Jeff Swenson was appointed to serve on the Konica Minolta Dealer Service Advisory Council, there was a little bit of trepidation. Certainly he was flattered by the Read More

Confidence can be a funny thing, coming and going as it pleases, just like a teenager. When it checks out, confidence leaves more than its fair share of baggage—doubt, insecurity, hesitation and Read More

The latest trend in cybercrime is that attackers don’t really focus on “hacking” in; they’re logging in. We see this now in the wild, driven by organized criminal groups like Scattered Read More

It’s not surprising that one of the barometers used to measure the success of a sales department is its ability to secure net-new business—taking down a client, and unseating either another Read More

It’s amazing the depth of information you can absorb simply by listening. Elliot Williams knows this to be true. The director of product marketing for Business Imaging at Epson could easily throw Read More

The office technology industry is deeply saddened by the loss of Wes McArtor, the president of NEXERA (formerly BEI Services) and a 30-year fixture on the industry circuit. Mr. McArtor, 67, 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 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 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 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 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 Read More