Philadelphia—Day two of the BTA Grand Slam here at the Marriott Downtown was a spirited affair for the approximately 50 dealers in attendance, with an educational agenda that was uplifting, informative and even downright frightening. But the combination of these lively Read More

Natural selection is not a term limited to the animal kingdom or even nature. Survival of the fittest most certainly applies to the world of office technology equipment, and Michael Walsh finds himself smack in the middle of a competition jungle down in the Atlanta suburb of Read More

Need an extra boost to your sales and marketing endeavors? We’ve compiled a sampling of the various sales and marketing tools offered by manufacturers and solution providers. These tools help office technology dealerships gain support and guidance through branded and Read More

In simple terms, the beauty of the Internet of Things concept is the ability to have the integration of disparate and unrelated functions integrated by a single command center that can monitor and manage via mobile technology. OK, so maybe it’s not so simple, but there are Read More

There was a time not long ago when Dan Strull felt like he was not actually the CEO of Copier Headquarters. The corner office had his name on it, but it seemed like someone else was in charge. Now, after 17 years of operating as a Xerox agent, Strull has been reinvigorated by the Read More

Known for its reputation as a dealer-centric organization, KYOCERA Document Solutions America (KDA) continues to ride a wave of success, as evidenced by its eighth consecutive year of growth. Much of that success is directly attributed to its Total Document Solutions (TDS) Read More

At the heart of the sales and marketing approach in all walks of business is the fundamental core that dictates relationship building is the ultimate key in developing new business or expanding deeper into existing accounts. After all, a prospective client is confronted with an Read More

A sad but true fact of human nature is that bad news travels faster than good news. The key to success in the office technology industry is the ability to control that message, and the best way to do that is to ensure customers rave much louder than they rant when it comes to Read More

Philadelphia—The Business Technology Association’s traveling circuit made its East Coast stop here Sept. 13-14 at the Marriott Downtown with the BTA Grand Slam, which saw roughly 50 dealers taking advantage of a wide-ranging array of educational sessions and sponsor exhibits to Read More

All of us are guilty, to an extent, of getting lost deep in the weeds of life’s daily challenges, sometimes taking for granted the most meaningful aspects of life before getting jettisoned from the mortal coil. In that vein, the value of a successful life cannot be measured in Read More

Every business revolution has its genesis in the need to optimize efficiency, save money and enhance workflows. Well, to take it a step further from a managed print services point of view, a truly comprehensive program focuses on the continued optimization of document output and Read More

There are those people who simply feel uncomfortable talking about themselves, and Larry White certainly is one of them. The senior vice president of sales, Americas, for Toshiba America Business Solutions would rather extol the virtues of others, insisting that “I’m the most Read More

In the world of managed services, the path an office technology dealership takes during the ramping up process can often be marked with potholes. From staffing and contract considerations to process implementation, challenges can arise beyond the core competencies required to Read More

If you’re in need of a snap decision, then John Hey probably isn’t your man. But he definitely should be. He has enjoyed a long and colorful journey through the office technology world. From a 10-year stint with his father, Don, at the D.C. Hey Co. dealership in Minneapolis (and Read More

When we think of millennial attitudes toward the world of digital, we picture phone-toting men and women with their heads down, quietly tapping on their keypads. They’re using the internet to order from Amazon, request a ride from Lyft, make dinner reservations, find a date, read Read More