There’s no debating that the office technology dealer community has been slow in embracing the use of an ecommerce platform to supplement and accentuate its existing salesforce. Late to the party is more apt: when resellers finally made the commitment to implement Keypoint Read More

Lindsay Keller has a valid point. The operations manager for The Swenson Group (TSG) in Livermore, California, points out there’s no lack of meetings, programs, webinars and consultative opportunities for office industry professionals engaged in sales and finance. In her world of Read More

Mason Olds laid out the ground rules from the very beginning of the Canon Dealer Summit that took place at the Omni Hotel in Nashville, Tennessee, from June 19-21. One, attendees were there to learn—that cannot be disputed, as Canon provided a menu of learning tracks that covered Read More

Garnering a reputation as a trusted source of technology and solutions that address a given vertical market entails diving into the deep end of the pool. Dealers need to be heavily fortified with subject-matter experts, an attentive and dedicated sales team and a service Read More

It’s been long said that one runs the fastest when being chased. Jeff Rudisel has long appreciated that notion, but in his case, the only thing that was hot on his heels was the fear of failure. Let’s turn back the clock. Rudisel was working in the service department for Savin Read More

Among the many roles Keypoint Intelligence seeks to embrace is identifying opportunities that can lead to growth for office technology dealerships. The Fairfield, New Jersey-based global market intelligence firm and product test lab—with offices in the United Kingdom, China and Read More

Referring to GreatAmerica Financial Services as a leasing company is similar to calling Disney World a theme park: technically, it’s correct, but there’s quite a bit more at play that helps define both. Yes, GreatAmerica is a leading finance arm to the office technology end-user Read More

There’s a pin on the lapel of Jim Edwards’ suit coat that symbolizes 65 years in business. Sometime in 2024, the chairman and owner of Edwards Business Systems and Virginia Business Systems (EBS/VBS) will replace it with one that represents 70 years. He’s looking forward to it Read More

If there’s one thing the office technology dealer community is good at, according to Robert Woodhull, it’s the ability to tell a compelling story in convincing clients that a certain technology is vital to their success. On the other hand, the vice president of business Read More

It can often take years for an office technology dealer to develop a top-notch competency in a given business vertical. Not only is it imperative to hire a subject-matter expert to quarterback the initiative, it can take years of garnering customer satisfaction to accrue a Read More

Not that it matters, but it may be the case that Brandi Noye never attended a Penn State football game when she was a student. But when you listen to the phraseology used by the school’s alumna and current director of business development at Doing Better Business (DBB), one can Read More

There’s little doubt that Clark Bugg represents everything that we love about Kentucky and its reputation for congenial folks who make you feel right at home. The easygoing, Mountain Dew-swigging director of North America dealer channel sales for Lexmark International knows how Read More

How a dealer defines its partnerships with customers that represent a given vertical market truly goes a long way toward ensuring repeat business. The oft-repeated phrase “people don’t care what you know until they know that you care” may be approaching cliché status, but it Read More

Much credence for success in the business world has been attributed to “who you know”; e.g., leveraging relationships to get ahead. Every now and then, we’re reminded that “what you know” likely carries more weight, and that certainly was the case for Matthew Baroletti in the Read More

The U.S. Department of Homeland Security (DHS) has restricted the import of products manufactured by two China-based companies, including Ninestar, the majority shareholder of Lexmark International in Lexington, Kentucky. The action stems from alleged forced labor practices in Read More