November 4, 2014

What’s Hot & What’s Not?

This week Casey Stewart, business development and market manager for OFFIX in Richmond, VA, shares what’s hot and what’s not in her market. What’s Hot? Stewart: SOLUTIONS!  Each customer usually needs something more than just a copier. We are finding our customers are loving
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Five End of Year Tips to Help You Sell More

I should have written this the last week of September and not the first week of November.  Well, it’s still good and if you put these tips into practice you’ll not wind up with the end of the year blues. Ah, the last quarter of the year leads us to Halloween,
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ENX Magazine November 2014 Issue

Between the Lines A New Era for ENX & The Week in Imaging by Scott Cullen State of the Industry Aftermarket Roundtable: What’s Hot, What’s Trending, and What’s New by Scott Cullen News Briefing OEMs Search for Infringing Products on Both Sides of the
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OEMs Search for Infringing Products on Both Sides of the Atlantic

Going into 2014, there was every indication that it would be another busy year for attorneys representing hardware manufacturers. As last year ended, Canon, Epson, HP, Lexmark, and Samsung were pursuing cases in either Europe or in the United States, and some had cases pending in
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Are You Your Own Worst Enemy? Change!

How is it that some people embrace change so willingly and use it to launch and maintain success while others seem to run from it and refuse to implement it? I’m always amazed how long someone will tread the same path over and over without the slightest consideration that the
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Dealer Spotlight: Celebrating Solutions with DOCUmation’s Scott Woolfolk

Scott Woolfolk, president of DOCUmation of San Antonio, a dealership formed by the merger of two San Antonio companies in 1997, has spent the last 28 years in the office imaging industry. He considers himself fortunate to be part of such a vibrant industry and successful
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How to Value Your Business: Part 3 of 3: The Trouble with Purchase Price Multiples

In last month’s article, we discussed valuation methodologies and some of the ways in which you may gain insight into the value of your own business. In this month’s article, we examine a valuation subject misunderstood by most and loved by many, purchase price multiples.
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Baseball and Copier Sales

One of the beautiful things about the game of baseball is the fact that stats are kept on everything.  Think about it, how often has the casual fan heard an announcer in the World Series say, “He leads the American League in two out RBIs after the seventh inning in games since
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Supplies Wholesalers: A Legacy of Good Value

When one recaps the history of the compatibles market, someway, somehow, Bob Willmes’ name is likely to come up. After all, he’s been doing this for 30 years, and although he may not describe himself as an industry pioneer, he was one of the first selling compatible products,
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Aftermarket Roundtable: What’s Hot, What’s Trending, and What’s New

To get a better sense of what’s happening on the aftermarket side of the office imaging industry of late, we contacted representatives of some of the leading supplies companies, including Luke Goldberg of MSE, Monte White of Supplies Network, Gary Willert of LMI, Eric Martin of
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Presenting the Initial Managed Service Offering

I’ve been talking about the initial Managed Service offering with prospects and partners for years. During this time I have learned that there is no right or wrong way to present the concept of Managed Services to customers, although some are more effective than others. For a
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HP LaserJet Pro M401, M425 MFP, M521 MFP and Color LaserJet Pro M476 MFP, M570 MFP

Issue: The device may not awake from Sleep/Auto Off mode, even when all wake events are selected. This includes sending a print job, touching the control panel, receiving a fax, or opening a door. The device’s power light may be blinking but in order to wake up the device it must
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Some Catching Up to Do with the WC-7328 Family

Xerox models: WorkCentre 7328, 7335, 7345, 7346 (and WC-7228, 7235, 7245) There’s more to be said about this 7328 family of machines. It remains a viable population of full color copiers in the aftermarket scene. This group was the last of the C32 style to be produced.  In
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Between the Lines: A New Era for ENX and The Week in Imaging

It’s sort of old news, the merger between ENX and The Week in Imaging. Although I guess it’s new news if you didn’t know already. To succinctly summarize, one of the office imaging industry’s leading print publications, ENX, has merged with one of the office imaging industry’s
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