In any scenario where a prospect is seeking a package solution for its needs, the ability to prevail over would-be suitors is somewhat contingent upon the prospect’s business motives. More specifically, is this client seeking the lowest-cost provider, or does it value a Read More

Regardless of what you may have learned in elementary school, the shortest distance between two points is rarely a straight line, especially when point A is a college student and point B is a rewarding career. Case in point is Carrie Fox, the director for scanners, consumables Read More

The summer of 2022 may be on its last leg, but the merger and acquisition landscape continues to sizzle with a trio of announcements to greet September. On the dealer side, DEX Imaging was at it again, reeling in Cleveland-based Meritech, a $32 million performer. Fisher’s Read More

Software integrations can often be game-changers when forging a partnership with a well-known and ubiquitous player. In the case of WestFax and its secure cloud fax solution, the ability to integrate with PaperCut MF—one of the leading print management platforms on t Read More

To know Applied Innovation (née Applied Imaging) is to understand the impact that Applied Chemistry has on every aspect of the company’s operation, both internally and customer- or partner-facing. The core values of the company illustrate and differentiate the dealer’s value Read More

This is an introduction for a man who doesn’t need one, but it’s certainly merited. Arthur (Art) Post has been in the office technology industry seemingly as long as the space has existed. Road warriors who frequent trade shows as well as manufacturer and association events are Read More

EDGE Business Systems was seemingly doomed from the beginning. After all, the metro Atlanta dealership is orchestrated by four type-A salespeople—Josh Salkin, Rick Duerr, Cha Holmes and Rich Simons—with no entrepreneurial leanings or previous experience in running a business. Read More

With an event as significant as the pandemic, which brought fundamental changes to the way business is conducted, comes a set of challenges—some readily apparent, others taking form and identity with the passage of time. The latter count is as frustrating as it is interesting: Read More

Takedowns. Wins. Slaying the dragon. Nothing is quite so pleasing as capturing the business of a major client, with bonus points for wresting the account from a formidable competitor. In fact, the sales rep may add a little gusto to the bell ringing if the incumbent vendor was a Read More

When the conversation turns to employment, the bottom line remains as frustratingly consistent as the supply chain situation…which is to say, the news remains the same. But given the shifting tides of the economy and rising inflation, it will be interesting to see the impact on Read More

There’s a memorable scene in the movie “Fast Times at Ridgemont High” where Mark Ratner is on a first date with the incomparable Stacy Hamilton at a restaurant. When the check comes, Ratner reaches for his wallet, and a subtle look of horror crosses his face when he realizes that Read More

I know you’re busy, but take a look at today’s date in the lower right corner of your laptop or on your cell. Yes, it’s really mid-August; colleges are welcoming students back, as are public schools in some parts of the country. Some of us still haven’t even ventured to the beach Read More

Ledena Cayetano knows how to establish a commanding presence in front of a crowd. After all, the current Consortium program manager for Toshiba America Business Solutions learned an abundance about case building during her time as a practicing attorney specializing in Read More

Over the years, much focus has been placed on the importance of cultivating top-notch sales representatives. As the Great Resignation has rumbled across the American business landscape, dealers have mobilized to ensure the conditions created by COVID have not cracked open the Read More

There are fewer things more unnerving from a professional standpoint than being an employee of a company that has been acquired by another entity. The mind races with questions: will the entire team be kept on? Will my job be eliminated due to redundancy or because the acquiring Read More