Contract Blues: Dealers Share How to Get Best Results in Competitive Situation

All dealers wish they could bat 1.000 when it comes to competitive business opportunities. That would enable them to be ultra-selective in the types of opportunities they pursue. A chosen few do find themselves in a beneficial position to not chase any jobs except for those
Read More

When Forever Ends, Love Survives in a Dream

As I trekked the Northeast Extension in Pennsylvania last Saturday, on my way to visit my daughter at school, one overwhelming question weighed on me more and more as the mile markers ticked off. How do I tell her that her cat, Cutie Pie—a beloved member of the family, her pet
Read More

Reinvention Meets Innovation: Embattled Xerox Seeks to Carve Out Prosperous Future

It’s been nearly 100 years since Chester Carlson invented electrophotography, a process later dubbed Xerography. Carlson, a patent attorney, found a technology partner in The Haloid Company, a photo paper manufacturer and the forerunner to Xerox Corp. But it took more than 20
Read More

Managed Services May Power Proven IT’s Engine, but Extensive Catalog Will Drive Dealer Forward

The name Proven IT is an apt moniker for a 20-year-old managed IT business that’s demonstrated the ability to grow profitably while many others have failed. But one might argue that it doesn’t accurately convey the considerable breadth of products and services the Tinley Park,
Read More

The Face of Managed IT: How Dealers Differentiate Beyond the Tech Stack

Welcome to today’s trivia question. Here we go, gentle readers: what is the primary value proposition of the modern managed IT provider? Since I cannot hear you from where I sit, let’s workshop this subject and see if we can boil it down to a single talking point. Is it a
Read More

Missed Opportunities: Dealers Share How Incumbent Providers Drop the Big Catch

It stands to reason that for every major contract triumph enjoyed by a dealer/managed service provider, there’s at least one (maybe more) incumbents who managed to squander a major opportunity through any number of avenues. Lack of attention to the client’s needs is a popular
Read More

The Road Goes On: Jillian Fund Gala Makes Way for a Future Filled with Support

Walking into The Venetian is an experience in itself. The ballroom’s high ceilings, breathtaking chandeliers and high-class ambiance is befitting of royalty. And that’s exactly what the Garfield, New Jersey, venue saw March 15 when it hosted the final Jillian Fund Gala—the kings
Read More

Selling the Sizzle: Deal Facilitators Add Zest to the Major Takedowns

Imagine the office technology dealer space takes the form of a barbecue cook-off competition. The challenge is to see who can prevail, despite the fact that everyone is using the same cut of beef, and has the same ingredients/accoutrements at their disposal. Anyone can drop a
Read More

Best of ECS: From Yesterday’s Tools to Tomorrow’s Solutions, Sharp’s Mike Marusic Suggests Following the Information Trail

Often times, too much attention is paid to technology itself as opposed to the intention of it. This is why history is littered with examples of tools that overstayed their practicality, not to mention the many victims that fell by the wayside because of their loyalty to past
Read More

Building a Bigger Contract Beast: Higher Degree of Difficulty Calls in a Dealer’s Resources

For virtually all things business, bigger is almost always better. More units, more print/document management solutions, software—you name it. There is often a correlation between the volume of personnel involvement and the size of the overall price tag. VPs, specialists,
Read More

Difference Makers: Rarely is the Path to an Industry Destination a Linear One

Speaking strictly from a professional standpoint, have you ever wondered, “How did I get here?” During childhood, we are introduced to any number of occupations that sound exciting, like a fire fighter or a police officer; offer fortune and fame, such as a professional athlete or
Read More

Ninestar Hits Another Snag in Bid to Lift DHS Ban

Another recent court setback left Ninestar’s reentry into the U.S. market in doubt. Judge Gary S. Katzman ruled Feb. 27 that the company’s embargo applied by the U.S. government would remain in force. It is not Ninestar’s lone remedy for reinstation, but the
Read More

Konica Minolta’s High Velocity Road Show Speeds Through Sarasota

The 2024 manufacturer event slate kicked off in earnest Feb. 12-13 as Konica Minolta invited nearly 50 mid-market dealers from the east and south to the first of several road show meetings. The Westin Hotel in Sarasota, Florida, provided a sunny backdrop and a breath of fresh air
Read More

The Jillian Fund and Gala: A Passing of the Torch to Ensure a Legacy

The shock had not worn off when George Gorman walked into the office of Bill McLaughlin in April of 2013. Gorman, who manages the relationships between Ricoh America and its largest New York metropolitan dealers, was more than a business associate to McLaughlin, then a top
Read More

The Cape-less Crusader: ACDI Makes Significant Commitment to EV Chargers

It’s been nearly 30 years since Access Control Devices Inc. (ACDI) debuted as a purveyor of coin-op controllers, card readers and value-add stations, which is quite a niche segment to serve. But as the years have ticked off, ACDI is gradually migrating from tools that serve some
Read More