When analyzing the scope and availability of potential acquisitions at his disposal, Rick Bastinelli—the president of Centric Business Systems of Owings Mills, Maryland—likes to keep an open-but-analytical mind. After all, there’s ample reason for Bastinelli to target the Read More

In a world where the subject of speeds and feeds was everything, the ability to venture away from the topic of MFPs with a client or prospect has become the more-popular approach for office technology dealers. Printers and copiers will always serve as the baseline offering; after Read More

The ability to expand wider and deeper into relationships has been a hallmark of success in the office technology universe, but it’s by no means relegated to the dealer space. One manufacturer that continues to leverage its relationship with enterprise-level clients is Read More

The fear of the unknown can be most gripping. But business goes on, and the highest-performing dealerships are always prepared to turn on a dime when market forces evolve. The same could be said for the online retailer’s role in the office technology industry. This week we wrap Read More

When the news broke that Staples had acquired DEX Imaging earlier this year, many observers speculated that the buyer was primarily intrigued by the dealer’s service component, and the industry is waiting with baited breath to see how that will translate when fully enacted (note: Read More

The term fortitudine vincimus graces the auto signature of Barney Kister, which translates as “by endurance we conquer.” The senior vice president of strategic relations at Supplies Network (and one of its founding partners) learned over the years that anything truly worthwhile Read More

One of the oft-repeated phrases dealers recite in discussing the merits of a true managed service contract is the “stickiness” it creates with the customer. The prevailing theory is that the more aspects of a client’s business that fall under the supervision of a dealer, the more Read More

It’s not enough for Vince Puente Sr. that his company, Southwest Office Systems of Fort Worth, Texas, enjoys success. Nor is it considered a victory if both the dealership and its client come out on top in a deal. However, should SOS, its client and Puente’s team members all Read More

The calendar may read September, but here at ENX Magazine, we’ve already got December on our minds. Hey, we’re in no rush to do holiday shopping, but it’s about to get a little hectic at our offices. Friday, Sept. 13 is the deadline for submitting your 2019 Elite Dealer Read More

In our September issue, we take an overview of the perceived or real threats posed by online retailers such as Amazon and Staples, the latter fortified by its acquisition of DEX Imaging. The question is, can these giants make meaningful inroads into the office technology space Read More

When asked about his approach to business and how it makes him such an impact player in our industry, George Gorman observed that he likes to seek out win-win scenarios that benefit all parties involved. Almost as an afterthought, he added, “I get great comfort in giving back to Read More

While we could discuss the ins and outs of the merger and acquisition theater on a weekly basis, alas, this week marks our final look at the subject for now, at least in terms of our state of the industry focus. You can check out the news section of our website, along with The Read More

We’d love to tell you that Jim George had a vision for being a successful executive in the office technology industry, but that would be inaccurate. In fact, the man himself admits to entering the industry with his “eyes wide shut.” George’s foray into the industry came via Read More

At a time when the divisiveness and political rancor in our country has polarized the collective psyche, the ability to reach out with gestures of comfort may be one of the few binding principles we can all agree upon. And regardless of your political, social or religious Read More

When it comes to office technology dealer clients, Laryssa Alexander can attest to one universal truth: once they have a solution that works for them, they’ll be a customer for life. And the president of the Field Service division at ECI Software Solutions appreciates and Read More