Editors Blog

So you want to add production print to your menu of products and services? Before you phone up (or email) your OEM representative, it might be good to take a step back. No, make that two steps. Read More

It’s no secret that the office technology dealer circuit is blessed to have a large number of manufacturers whose offerings—while different in their own ways—meet a high standard of excellence. A Read More

Some would argue that adding another manufacturer line, at face value, would not be a priority for Impact Networking. After all, the dealer—with reported revenues just shy of $200 million Read More

Skills sets that are portable and adaptable to any number of business segments can make for a valuable commodity from a human resources standpoint. In the case of Evelyn Pichardo, who currently Read More

Want to become an effective leader? Brian Balow ascribes to what he terms the “no ego approach.” The vice president for production sales and solutions, dealer channel, at Ricoh is loath to take Read More

If there’s one thing that purveyors of production print equipment relish, it’s the opportunity to furnish services and supplies. The profit from the initial sale can be lucrative, depending on Read More

As any dealer interested in entering a new discipline will attest, there are a few key questions that precede the decision to pull the trigger. What’s the ROI? Is it a good fit for my customer Read More

Given his love for the game of softball (his Austin, Texas team even won its league recently), it’s not surprising that one of the axioms Rick Havacko abides by daily is that the name on the back Read More

Selling new equipment is a lot like trying to lose weight. Suggesting to someone who’s trying to trim down that they need to “eat right and exercise” is accurate (if trite) advice. Anyone who has Read More

Although Brian Kimball isn’t really much of a sports enthusiast, outside of enjoying a game of golf, he certainly can appreciate the glamor, tradition and the significance of the Stanley Cup. The Read More

There you stand, belly to belly with a client, and you’ve secured the order for a small fleet of MFPs and a dose of PaperCut software. Feeling good time, right? But since this customer already Read More

Dave Moorman freely admits to being confident. He’s a two-sport star, in a sense, as president and CISO for Novatech—a big-picture executive meshed with a granular technology foundation. He’s Read More