In the sport of NASCAR auto racing, drivers frequently remark how they prefer to be near the head of the pack, if not in first place. That may seem obvious, but beyond not falling behind, there’s the desire to race in clean air—no impediments in front of you, no dirty exhaust or Read More

Former Microsoft tech evangelist and noted blogger Robert Scoble once observed, “Change is inevitable, and the disruption it causes often brings both inconvenience and opportunity.” Change has long divided people into two categories: agents (opportunists) and victims (the Read More

Sales momentum is as much psychological as it is quantifiable. If an account representative has confidence, even if it’s a tad unwarranted, the upshot is a positive and aggressive push from quarter to quarter. We live in a world where perception is essentially reality, hard Read More

Many a CEO and VP of sales have professed a preference for hiring former college athletes. After all, they understand the team concept and how their role is essential to the overall success of the unit. They understand supporting and sacrificing, doing their part to enable others Read More

A dealer cannot survive by boxes alone; there’s a hell of a lot more to be found in the full catalog, and incentivizing behavior need not end with a meaty spiff. Cross-selling is the key to ensuring that MFP clients are well aware of your solutions, and vice versa. Let’s be Read More

Earlier in his career, when Jeff Swenson was appointed to serve on the Konica Minolta Dealer Service Advisory Council, there was a little bit of trepidation. Certainly he was flattered by the honor. However, at that juncture in his career, Swenson wondered what he could bring to Read More

Ramsey, NJ (Nov. 19, 2024) — Konica Minolta Business Solutions U.S.A. Inc. (Konica Minolta) is proud to announce it has been recognized by NJBIZ as an organization committed to supporting and elevating female employees in New Jersey. NJBIZ is the state’s leading business journal, Read More

Few people would debate that, in our personal and professional lives, artificial intelligence (AI) is only scratching the surface of possibilities. Then there’s the little matter of what exactly constitutes AI. For years, we have been using technology tools that have intuitive Read More

Confidence can be a funny thing, coming and going as it pleases, just like a teenager. When it checks out, confidence leaves more than its fair share of baggage—doubt, insecurity, hesitation and fear, to name a few. It strips one of the mojo, the swagger that can project a Read More

It’s not surprising that one of the barometers used to measure the success of a sales department is its ability to secure net-new business—taking down a client, and unseating either another dealer or a manufacturer direct in the process (that’s ample reason in itself to ring the Read More

It’s amazing the depth of information you can absorb simply by listening. Elliot Williams knows this to be true. The director of product marketing for Business Imaging at Epson could easily throw around the weight of his long career, but a know-it-all attitude is the first step Read More

The office technology industry is deeply saddened by the loss of Wes McArtor, the president of NEXERA (formerly BEI Services) and a 30-year fixture on the industry circuit. Mr. McArtor, 67, fought a 20-month battle with glioblastoma, a form of brain cancer, and passed away in the Read More

When Mike Marusic joined the ranks of the overemployed and assumed the role of Dynabook president, it wasn’t just a matter of streamlining the corporate reporting process. The president and CEO of Sharp Imaging and Information Company of America—parent company of Dynabook—sees a Read More

The title on Marc Grégoire’s business card may read “chief information officer,” but in his day-to-day interactions at Seattle-based Copiers Northwest, his underlying thrust is to be a catalyst for meaningful change. With the knowledge that the solutions he and his team implement Read More

It occurred to Thomas Sheng that a toner technology his company, Avision, offers may actually result in the company making less money. Still, the president of the Taiwan-based manufacturer knows the cost savings enjoyed by end-users and the positive impact on the environment are Read More