There’s a pin on the lapel of Jim Edwards’ suit coat that symbolizes 65 years in business. Sometime in 2024, the chairman and owner of Edwards Business Systems and Virginia Business Systems (EBS/VBS) will replace it with one that represents 70 years. He’s looking forward to it Read More

If there’s one thing the office technology dealer community is good at, according to Robert Woodhull, it’s the ability to tell a compelling story in convincing clients that a certain technology is vital to their success. On the other hand, the vice president of business Read More

It can often take years for an office technology dealer to develop a top-notch competency in a given business vertical. Not only is it imperative to hire a subject-matter expert to quarterback the initiative, it can take years of garnering customer satisfaction to accrue a Read More

Not that it matters, but it may be the case that Brandi Noye never attended a Penn State football game when she was a student. But when you listen to the phraseology used by the school’s alumna and current director of business development at Doing Better Business (DBB), one can Read More

There’s little doubt that Clark Bugg represents everything that we love about Kentucky and its reputation for congenial folks who make you feel right at home. The easygoing, Mountain Dew-swigging director of North America dealer channel sales for Lexmark International knows how Read More

How a dealer defines its partnerships with customers that represent a given vertical market truly goes a long way toward ensuring repeat business. The oft-repeated phrase “people don’t care what you know until they know that you care” may be approaching cliché status, but it Read More

Much credence for success in the business world has been attributed to “who you know”; e.g., leveraging relationships to get ahead. Every now and then, we’re reminded that “what you know” likely carries more weight, and that certainly was the case for Matthew Baroletti in the Read More

The U.S. Department of Homeland Security (DHS) has restricted the import of products manufactured by two China-based companies, including Ninestar, the majority shareholder of Lexmark International in Lexington, Kentucky. The action stems from alleged forced labor practices in Read More

While the pandemic may be an unpleasant memory, the damage left in its wake continues to provide an opportunity for office technology dealers that serve particular business verticals. Many of the challenges clients faced prior to March 2020 have morphed and taken abrupt left Read More

One of the common denominators among millennials who have embarked upon a career in information technology is a passion early in life for video games. Whether it’s the Atari 2600, the Nintendo Entertainment System or a host of other console- or computer-based platforms, video Read More

We’ve all heard it before, and Larry White is well aware of the talk track. The topic in question is the notion that the OEM pool is simply too big to support the office technology reseller community, and that consolidation is the answer. However, the May 18 announcement that Read More

In his early days, David Lynch was a hockey player, which makes a lot of sense. He has the steely gaze and square jaw of a punishing defenseman who could clear the net front and mix things up with opponents to set the tone of a contest. Hockey, like other sports, dictates that in Read More

Any concerted venture into a vertical market by dealers and resellers would be incomplete without showcasing an array of products and solutions that can adequately address those markets on a granular level or, in some cases, a broader perspective. Some of the following solutions Read More

One could say that Mike Marusic, the president and CEO of Sharp Imaging and Information Company of America, revealed a devious side of himself during June’s national dealer meeting (NDM) at the Wynn Las Vegas. Yet, he expressed amazement that the company’s top-secret plans to Read More

Prosperity has visited San Antonio-based DOCUmation in a big way. At a time when many dealers across the nation are only now reaching or exceeding their pre-pandemic revenue and profit levels, this multi-line dealership—quarterbacked by brothers (and co-presidents) Preston and Read More