Sales & Service

You’ve heard it. I’ve heard it. Our clients tell us: “You’re selling a commodity. All copiers do the same thing and service is not a major concern. Just give me your best Read More

A VP of operations at a large office technology dealer recently told us that one of his biggest achievements of the past year was completely turning over his four-person customer service team. Read More

In all copier sales departments across the country and yes, even in Australia, there is not a week that goes by when you don’t you hear this: “Nothing happens until a sale is made.” Yes, Read More

Over the years I would say that 90 percent of my clients leased their copiers with an option to buy the copier at the end of the term. Most of these leases had a buyout option for FMV (Fair Read More

No matter what part of the office equipment business you are in, finding the right people for your team is probably one of your biggest challenges. That’s because everyone is looking for Read More

Over the past week, I had the honor and privilege to be a speaker at the annual BTAS conference in Sydney, Australia. Business Technology and Services (BTAS), is Australia and Asia Read More

Selling or hosting document management software has long been a key service provided by digital imaging dealers. A lot has changed with document management solutions over the past few years, and Read More

I wrote this back in 2012 for a series of blogs titled, The Transition of the Copier Industry. Back in 2012 I focused this blog around the Ricoh eWriter. Today the Ricoh eWriter is nowhere to be Read More