October 27, 2020

I’ve been in the imaging supplies surplus business for the better part of 15 years. Every day, I speak to copier dealers who all have a common and ongoing problem—obsolete and overstocked inventory. Having some obsolescence is key to providing top-notch service to their Read More

There’s something about barbecuing; it can be so gratifying to spend 19 hours cooking up the perfect brisket. I recently tried a cut of meat I had never cooked before, and as I was planning and looking up recipes, I came across some sage advice: every time you cook, only make one Read More

Based on the current pandemic and economic landscape, it’s more important than ever that professional sellers rethink the ways they approach and partner with prospects and clients. Customers determine the value of our sales proposition by evaluating our intentions toward them, Read More

A few years ago, at the Imaging Industries Executive Connection Summit, I recall another speaker saying that 41% of millennials preferred digital communication over live communication. As a B2B sales coach and owner of a digital marketing agency, that stat rung my bell. When Read More

Amid the continued uncertainty surrounding the COVID-19 pandemic, it’s hard to find an office technology dealership that’s not actively considering expanding its product and service lineup. It may be to capture opportunities in remote work technology, serve burgeoning office Read More

During this period of compelled isolation, the leading OEMs serving the office technology industry would like to remind their dealer partners that they do not need to go it alone when it comes to devising, implementing and executing a sales strategy to address a COVID-burdened Read More

Roland Tolan might not be the first prospector to seek out a fortune in California. But it’s knowing where to look, as opposed to revisiting oft-trodden ground, which will ultimately spell the difference between striking gold and coming up empty. The COO and partner of United Read More

Susie Woodhull gazes out the window of her office and sees the opportunity that lies ahead. The owner and CEO of Springboro, Ohio-based Woodhull LLC is not daydreaming, mind you. A 12,000-square-foot warehouse is being constructed behind the main facility and is expected to be Read More

Over the course of the past six months, COVID-19 has dealt the business community an array of challenges that have been difficult, and occasionally impossible, to reconcile. The hospitality industry, which banks on its customer community to gather en masse, has been impacted like Read More