Like Rock and Roll, the Dealer Channel Is Here to Stay

You may have noticed a theme among many of the major manufacturers at their recent dealer and media events. They love the channel more than ever, and they believe that success of their new initiatives and product lines are heavily dependent on the success of their dealers. Xerox,
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Diverse Printing Environments Create Complexity for MPS Accounts

An assessment of a prospect’s printing environment should be part of every MPS proposal. Done properly, it will show where an MPS program can bring value and properly set expectations. Infrastructure providers offer help in this area, too. Another advantage of an assessment is
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Samsung-HP: The Long Hello and New Opportunities Ahead

Samsung held its Printing Solutions National Dealer Meeting during the last week of March 2017 in sunny Chandler, AZ, with 254 attendees. It was the first opportunity for Samsung and HP jointly address to Samsung dealers and press laying out the roadmap as to what to expect once
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MPS Can Be a Launching Pad for New Services

MPS is about adding value, and if a provider has built its tools and infrastructure properly—or found the right partner—then it has options for expanding its managed services beyond print. “We’re a managed services provider for managed business services,” said Doug Johnson, chief
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Konica Minolta’s Workplace Hub Aims to Be the Workplace of the Future

Five years in the making, Konica Minolta’s new Workplace Hub is intended to dominate the SMB environment.  Unveiled in dramatic fashion in Berlin on March 23rd, 2017, the Workplace Hub represents a paradigm shift for Konica Minolta. When word of Konica Minolta’s new Workplace Hub
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The EFI FAST Program: A Model for End-User Training and Self-Help

Here’s an all-too-common scenario: A business buys a production print system with a digital front-end (DFE), but it receives inadequate training or loses the people who do have that training. Because they don’t know how to properly configure the system, The business becomes
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Konica Minolta’s Kevin Kern: Dealer Channel Key to Success in MFPs and Beyond

For Konica Minolta Business Solutions, 2016 is likely to go down as a milestone year. At its dealer meeting in August, the company made a big commitment to the production print market with the launch of its Accurio brand. Konica Minolta also announced it had taken a stake in MGI,
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Canon’s Mason Olds Is Bullish on the Dealer Channel and the Office Imaging Market

Last August, Canon U.S.A. announced its One Canon initiative. Its goal was to get all of Canon’s internal groups serving the B2B market working together. For dealers, this means better and faster access to all of Canon’s products and services. Those B2B-focused entities include
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Frontier Imaging Succeeds with Reliability, Price, and Responsiveness

Started in 1999 in sunny Southern California by its CEO, Boon Leo, Frontier Imaging, Inc, has quickly become a reliable distributor of copier supplies and parts for major brands such as Canon, Ricoh, Konica Minolta, Kyocera Mita, Sharp, and Toshiba. Over the years, it has added
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BEI Services: Improving Service Department Performance & Profitability

Introduces REACH Leadership Development Academy Many dealerships are exploring managed network services and other avenues to reach deeper into their customer base. Many of these projects require significant investments as dealers ramp them up, putting a drain on net profits.
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Toshiba Powers Carolina Panthers’ Gameday Needs

The Carolina Panthers have built themselves into an elite team in the NFL with a real shot at repeating its Super Bowl appearance this year. That success was built largely on the blood and sweat spent by the team’s players and coaching staff, but Toshiba technology played a role
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Carolina Wholesale Group Acquires Digitek Computer Products

On August 22, Carolina Wholesale Group (CWG) announced that it acquired Digitek Computer Products, making it one of the largest distributors of imaging supplies and business machines in the United States. “We’ve been a distributor for close to 45 years, and we’ve witnessed a
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Compass Sales Premiers Successful Annual Sales Execution Summit

Compass Sales Solutions, a leading sales force automation provider for the office technology industry, kicked off its first annual Sales Execution Summit in Las Vegas, Nevada during August 3-4, 2016. The summit featured presentations by Monte Sloan of JD Young, Scott Shanafelt of
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Lexmark Dealer Show: Disruptive New Products and Powerful Solutions

“Lexmark is staying Lexmark.” These were the words spoken by Ron Binkauskas, Lexmark’s VP & GM, Imaging Solutions and Services, North America, as he addressed the audience at their recent dealer show in Fort Lauderdale, Florida. Binkauskas noted that he wasn’t at liberty to
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