Features

There’s no truth to the rumor that Dan Doyle Jr. owns a customer appreciation card issued by his local chamber of commerce, offering him a free dealership when DEX Imaging buys 10. Given Read More

One of the challenges in dealing with ancillary products and services is that, depending on the category, it can diverge entirely away from the more traditional offerings in a dealer’s arsenal. Read More

That Shane Nesbitt is a people person won’t draw any debate from those who work alongside or across the table from the ECMSI sales manager. There’s no carefully-crafted agenda lying just below Read More

The M&A activity pace quickened with a pair of deals announced late last week and another this week, all involving dealers that have demonstrated an appetite for acquisition. On Friday, Read More

One of the best aspects of offering ancillary products and services is the lack of client objections. We’d insert the word “utter” in there, but let’s not get cocky. Every expenditure demands a Read More

A compliment can have the same impact as food. Sometimes, it’s a sweet, transitory experience that’s soon digested and forgotten. Other times, it can make one’s eyes light up, like a rich piece Read More

You can have a slew of transactions or a slew of meaningful client relationships, but you can’t have both. What types of conversations are you having with your clients? I’m here to Read More

In the dealer sales rep world, nothing beats a sale. Unless it’s a bigger sale. And one that brings in monthly recurring revenue (MRR). That monthly splash is the heartbeat of a dealer; not all Read More

There have been a number of what one might call business “storms” during the course of the past two-plus years. The most recent one in the world of Carolina Wholesale Group Read More

At a superficial level, Tony Titone and his father, John, share a common career in that both of their lines of work involve putting ink to paper. As a 44-year veteran of newspaper production, the Read More

The ink on Sam Errigo’s new business cards barely had the chance to dry when the president and CEO of Konica Minolta Business Solutions U.S.A. identified one of the cornerstone initiatives he Read More

John Visentin, the vice chairman and CEO of Xerox, perhaps best known for attempting to acquire a larger manufacturer competitor just prior to the pandemic, passed away unexpectedly Tuesday due Read More