Coming off a year when the ability of account executives to peddle MFPs and other varieties of hardware became severely cramped by supply chain issues, one might gather that dealers across the United States would tamp down expectations and perhaps revisit the quotas they’ve Read More

No one could ever accuse Linda Sudderth of not giving 100% effort in her role as a sales manager. But there was a period when the current North American sales manager, business systems for Epson America tended to do a little too much. Or even a lot too much, so to speak. It’s not Read More

I’ll be the first to admit I’m a bit of an odd bird. Inspiration and motivation find me at the oddest hours. Like many of you, I’m prone to logging on at 11 p.m. or later to tend to a bit of business, and I’m also more than likely to log a couple of hours working on Sunday before Read More

As part of this month’s State of the Industry report on elevating dealer sales and reps to the next level, we’ve pulled together a roundtable of manufacturer experts to share their thoughts on the current landscape. With the many downward pressures today’s account representative Read More

Understanding that better times are ahead can be a difficult notion after a business-altering event such as the pandemic. But when manufacturers such as Canon continue innovating to address current hybrid needs, it’s much easier for dealers to reconcile the margin loss of Read More

Earlier this summer, Dan Strull sat in an Entrepreneurial Operating System (EOS) L10 meeting along with his senior leadership team at GoodSuite, and he was checking his phone for updates on the Major League Baseball All-Star Game. MLB’s annual midsummer classic culls the greatest Read More

It’s not the easiest time to be an office technology dealer sales rep. COVID-19, the supply chain fiasco, inflation, rising interest rates and other largely pandemic-spawned issues have placed a drag on activity in the business community as a whole. Conversely, the degree of Read More

It may have been billed as the 2022 Dealer Roadshow, but as John Sheehan stood front and center in a conference room filled with dealer principals at the Westin Michigan Avenue, the senior vice president of channel sales for Sharp Imaging and Information Company of America Read More

Not all dealers embrace a one-size-fits-all approach when it comes to incenting software and solutions sales. But every account representative has an overall number he/she must hit to fulfill their quota so that they can pack for that president’s club trip to Aruba or the Read More

We can often remember in vivid detail those days when everything seems to go wrong. A multitude of unfortunate circumstances swarms about, seemingly conspiring to align against us. We’re left in a hapless heap at day’s end, hopeful that a good night’s sleep and a push of the Read More

The wonderful aspect of software solutions is the seemingly endless list of titles and applications that can serve end-users on both a vertical and horizontal level, from niche-specific titles that can aid a specific market segment (health care, legal) or business process Read More

The adage “Choose a job you love, and you’ll never have to work a day in your life” has been variously attributed to many sages, led by Confucius, and modified by countless others. Its origin matters not; clearly, it’s wise advice that transcends time. It may be said that Sally Read More

The world of software solutions represents a fully stocked pond into which dealers can cast their lines. From print and feet management to document management and all things IT, there’s no lack of opportunities for resellers to look beyond the box at a time when MFP procurement Read More

Long boasting a love of math and science, Bob Lamendola has an analytical mind. That doesn’t mean a fear of the unknown won’t rear its head on occasion. Lamendola has encountered his share of crossroads during a 36-year career spent largely in information technology, some of Read More

We offer bonus insight into the military life of 2022 ENX Magazine Difference Maker Chris Johnson. The year was 2004. Chris Johnson had every right to be content in the life he’d carved out for himself. He was making a handsome living in sales with Konica Minolta and was Read More