Rohan Santora is on a mission to change the way dealers think about their customer relationship management (CRM) tools. The director of sales for The Sailor Group/AgentDealer knows the humble CRM has more to offer beyond being merely a sales and forecasting management vehicle, Read More

If there’s one thing the past three years have taught us, it’s that lessons aren’t truly learned unless we implement the knowledge into our processes and the way we conduct business moving forward. Repeated mistakes are often costly and can be accompanied by unforgiving Read More

As we empty out the notebook from our January State of the Industry report on trends and predictions for 2023, we offer a few final thoughts from the world of manufacturers, distributors, leasing concerns and other providers to the industry. These contributors offer a unique Read More

As soon as the ball dropped in Times Square on Sunday, the countdown began for all the Negative Normans and Nellies who reside in Pessimistic Cove. They’re all asking the same question: when will something bad happen in 2023? It’s a coping mechanism, a raising of the defense Read More

Loyalty is a funny thing. Sure, we know the textbook definition, but we also have our own interpretation of what loyalty looks and feels like, but there’s rarely consensus. Take relationships, whether they’re personal or professional. There’s a fine line between being loyal and Read More

When asked about the most rewarding aspect of her position as director of solutions and services for Toshiba America Business Solutions, Maegan Lujan cited her ability to solve problems. Being a creative problem-solver, she said, made her successful in sales and was the reason Read More

It’s time to clean up the wrapping paper, un-trim the tree and pop a couple of bottles of bubbly in anticipation of the ball dropping/curtain closing on 2022. It’s been a long, strange 365-day journey, but we somehow managed to plod through during the worst of circumstances. We Read More

One of the many business consequences of the pandemic was the impact on second-hand equipment—used, off-lease or repossessed units—for the dealer community. End-users held the line on new equipment acquisitions, choosing to extend current gear leases or opting for buyouts. Other Read More

We’ve read all the reports. We’ve seen the statistics from the industry’s analyst community. We’ve heard all the talking heads shouting admonitions and excoriating us for our failure to heed the warning signs. And we’ve shared notes with one another regarding our own experiences Read More

Warning: These are highly trained professionals with years of experience in performing these maneuvers. Please, do not try this at home. This caveat usually precedes a televised or in-person stunt act. People of a certain age will recall the exploits of Evel Knievel and his Read More

As we clean up the crumbs of Sociables crackers, meat-and-cheese platters and empty bottles of Pinot Noir, two things are readily apparent. One, the worst of the pandemic is now long gone. Two, the ramifications of COVID-19 are with us, perhaps forever. Take a bow, C-19. You Read More

The dreamer in all of us would like to attribute the vast improvements in Konica Minolta Business Solutions’ supply chain to the magic of the Christmas season. Truth be known, the venerable manufacturer saw clear signs as early as September that indicated hardware backorders were Read More

Can you hear the sound of your office line ringing? Or the frequent ping of email notifications? No? Of course not, because we are officially strolling through The Holiday Zone. Between now and Jan. 2, the only phone calls or texts will be from your spouse, reminding you to pick Read More

While he’s never served as a pitchman for Dos Equis, Brian Gertler certainly merits consideration for the next iteration of “The Most Interesting Man in the World,” given his colorful background. Gertler has experienced multiple lifetimes wrapped into one and the industry veteran Read More

It starts with a sneeze, then devolves into a runny nose, aches and pains, chest congestion and other maladies that indicate a cold (at best), the dreaded flu, or, even worse, coronavirus. The reaction to coming down with an ailment is somewhat universal and sad, but we’ve all Read More