June 25, 2015

June 25, 2015 – Marco, Inc., a leading technology services provider in the United States, continues its expansion throughout Wisconsin with the purchase of the copier sales and service business of Hadley Office Products. On Monday, Marco welcomed the employees that Read More

 Distinguished leader in direct marketing is celebrated during Canon Solutions America customer event  Melville, NY, June 24, 2015 – Canon Solutions America, Inc., a wholly owned subsidiary of Canon U.S.A., Inc., today announced that IWCO Direct, a nationally recognized and Read More

Discuss New Products & State of the Industry Sanford, NC, June 24, 2015 – This year’s Business Inform 2015 Expo held May 19-21 in Moscow, Russia featured representatives from Static Control and the company’s authorized Russian distributor, TEKO. During the event, Static Read More

There’s a myth being perpetuated across the document imaging industry in that there are riches to be made in Managed Services. Go to any BTA conference, most dealer meetings, or read online or print publications like this one and you can’t sit through more than 15 minutes of Read More

In last month’s article, we concluded the three-part series on the Biggest Mistakes Buyers Make. In this article, we examine the 5 Biggest Deal Killers.  Deal Killer #5: Misunderstanding Risk  Any transaction involves a certain amount of risk for both buyer and the seller. The Read More

Good sales managers spend a significant portion of their time on the coaching and development of their salespeople.  This is your opportunity to become a difference maker in your salespeople’s career.  Something you need to understand is this:  Your entire value to your company Read More

Earlier this year at the Kyocera dealer meeting in Las Vegas, I met Dean Johnson, service manager for Royal Business Systems in Anchorage, AK, one morning at breakfast. He had a wealth of stories about living in Alaska and the challenges of servicing office technology throughout Read More

If offering Managed Services were easy, then every office technology dealer would be offering it. But not so fast, it’s not all that easy. And not many dealers offer it yet despite the many pundits who are promoting Managed Services as a way to offset declining hardware sales and Read More

Across our industry there is often an underlying understanding with dealer principals that the salary they provide to attract sales talent is only bait used to catch the next sales rep. It’s an attraction and comes without clear expectations or authority to define any of the Read More

There’s so-so service, there’s good service, and then there is the kind of service that Indiana Business Equipment (IBE) provides, service based on measurable metrics that clearly identifies just how well the dealership is doing compared to everyone else in the industry using the Read More

With companies in the document imaging and office technology industries vying for the spotlight as industry players, the fight to stay ahead of the competition and capture significant market share has never been fiercer. Businesses are investing countless dollars to beat out Read More