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 ensuring that MFP clients are well aware of your solutions, and vice versa. Let’s be 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 honor. However, at that juncture in his career, Swenson wondered what he could bring to Read More

Ramsey, NJ (Nov. 19, 2024) — Konica Minolta Business Solutions U.S.A. Inc. (Konica Minolta) is proud to announce it has been recognized by NJBIZ as an organization committed to supporting and elevating female employees in New Jersey. NJBIZ is the state’s leading business journal, Read More

Few people would debate that, in our personal and professional lives, artificial intelligence (AI) is only scratching the surface of possibilities. Then there’s the little matter of what exactly constitutes AI. For years, we have been using technology tools that have intuitive 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 fear, to name a few. It strips one of the mojo, the swagger that can project a 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 dealer or a manufacturer direct in the process (that’s ample reason in itself to ring the 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 around the weight of his long career, but a know-it-all attitude is the first step 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, fought a 20-month battle with glioblastoma, a form of brain cancer, and passed away in the Read More

When Mike Marusic joined the ranks of the overemployed and assumed the role of Dynabook president, it wasn’t just a matter of streamlining the corporate reporting process. The president and CEO of Sharp Imaging and Information Company of America—parent company of Dynabook—sees a 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 for meaningful change. With the knowledge that the solutions he and his team implement Read More

It occurred to Thomas Sheng that a toner technology his company, Avision, offers may actually result in the company making less money. Still, the president of the Taiwan-based manufacturer knows the cost savings enjoyed by end-users and the positive impact on the environment are Read More

Dealers, how strong is your relationship with the manufacturers whose lines you carry? Most will say it’s pretty strong, but ask yourself if your dealership is taking full advantage of all the resources that can be found in the customer portal. Better yet, have you done a deep Read More

One of the chief obstacles for any newcomer to the A3 MFP stage is developing a reputation for high-quality products and unparalleled service—basically akin to telling a tree cutting it needs to become a mighty oak ASAP. It doesn’t happen overnight, and in some circumstances, not Read More

Living in two worlds doesn’t seem to faze David Willie, nor does working 12 hours a day, seven days a week. Some people may know him as the owner of Waco, Texas-based CTWP, a multi-line dealer with more than 10,000 customers. But for the last 30 years, Willie has also been Read More

Perhaps the last thing an account rep wants to hear from a VP is the idea that the MFP isn’t the center of their dealership’s universe. Sales reps know how to sell them because they’ve been seemingly hawking them forever. The profit margin’s good, as are the residuals. Three- and Read More