Let’s be honest. There’s nothing shocking about the rate in which DEX Imaging acquires dealers. If we had to spitball a figure, Dan Doyle Jr. and his transactions unit typically acquire six dealers of various sizes each year. While the rest of the M&A circuit seems to have Read More

Anyone who has sat through a Kate Kingston sales training presentation is immediately captivated by her passion for the sales game and her genuine desire to help account reps become their best versions professionally. Gifted with a booming voice, commanding presence and an Read More

The production print business carries with it some of the same trappings as managed IT. It’s not simplistic technology; it requires a great deal of knowledge and experience to be proficient as a dealer. The technical service component can make or break a relationship; extended Read More

One of the best attributes that accompany the production print portfolio is the myriad market opportunities and the subsets of offerings within them. Commercial/P4P operations, in-plants, package printers, labeling/bar coding and marketing departments are mostly well-versed in Read More

Leaving a positive lasting impression with someone can sometimes be oddly difficult. Far too often, one negative experience can cast a pall over all the others. But a general rule of thumb can help mitigate such instances. In the case of Dan Donnelly, adhering to a famous quote Read More

Difficult though it may be to believe, we are approaching the fourth quarter of calendar year 2026. While December may seem a ways off, it’s time to wrap up the nomination period for the 2026 Elite Dealers edition. The question is, have you filled out the form to be considered Read More

One of the most poignant moments of last week’s BTA IGNITE Kansas City, which marked the 100th anniversary of the venerable association’s creation, was the parade of dealer members who were introduced during the dinner held at Union Station. In all, 12 members with 50-plus years Read More

It’s been said that everyone’s eyes sparkle bright in the sunshine. That applies to customer service also; a problem-free experience can elicit a truly happy response. The real challenge is consistently replicating the steps that produced the outcome. But if 99 out of 100 clients Read More

The beauty of production print is its veritable smorgasbord of offerings. It can serve the high-output needs of end-user offices, or provide spectacular, super-sized imagery for marketing and artistic endeavors (among others). It can be down-and-dirty applications in print shops Read More

As a child, Saleh Shirafkan gained a reputation for being too rough with his toys. What his parents didn’t realize was that their little boy was actually paving the way to his future vocation. Fascinated by how things worked, Shirafkan would dip into his father’s toolbox and Read More

A golf course provides ample opportunity to kick around ideas, and Andy Slawetsky would agree with that assessment. The CEO behind Industry Analysts, one of the office tech industry’s top news and trends media outlets and someone who frequently tees off at charitable fundraisers, Read More

The Business Technology Association (BTA) blew out the candles at its 100th anniversary celebration earlier this month in Kansas City. It’s been a long journey for the organization since its debut as the National Association of Typewriter Dealers, and while the technologies have Read More

It doesn’t necessarily take a profit and loss statement to identify when an acquisition candidate in the office technology dealer realm doesn’t measure up to a buyer’s standards. During the course of his 40-plus year journey, James Morrissey has witnessed the good, the bad and Read More

In the world of production print, what the client cares most about can greatly outweigh speeds, feeds and even the manufacturer lines adorning a dealer’s portfolio. That can vary based on the customer, be it a commercial printer, in-plant shop, central reprographics department Read More

This publication is guilty of frequently extolling the virtues of dealers diversifying into ancillary products and services. And dealers are frequently wary of embracing the somewhat derisive term of shiny, new things, like cheap jewelry from a mall kiosk. Who can blame them? Read More