The role and life of the account representative, one might argue, has been simplified in the past 20 years. No longer is in incumbent upon a sales rep to do all of the heavy lifting in enticing existing clients and prospects to avail themselves of your dealership’s product and Read More

There’s a world of knowledge to be found in the office technology industry, and it doesn’t necessarily involve dusting off dog-eared publications from years past to unearth the wisdom. Throughout his career, Greg Chavers has found listening to be the best tack toward Read More

David Concors will be the first to admit that some of his Supplies Network teammates may find his approach to business “relentless and annoying.” But the price of fulfilling a determined, specific business strategy and its goals can be high for those who release their feet from Read More

If you blinked, you might have missed the Boston Red Sox dismantling of the Los Angeles Dodgers in five games to take the 2018 World Series. It was the fourth Major League Baseball title for the Sox this century, having banished the Curse of the Bambino in 2004, followed by title Read More

It would not be surrendering to hyperbole to characterize 2018, at least through the first three-quarters of the year, as wildly successful from a selling standpoint across the office technology universe. In fact, every dealer spotlight we’ve conducted this calendar year is Read More

The gambling capital of the world was a fitting venue for Toshiba America Business Solutions (TABS) and Toshiba Global Commerce Solutions (TGCS) to host their sixth annual LEAD (Learn, Engage, Act and Deliver) Conference in September, for the venerable manufacturer did not hedge Read More

Like many other dealers in the office technology sector, Dan Reilly has plateaued several times during the course of his 30-plus-year career. When you hit that growth wall, the president of Sacramento, CA-based Caltronics Business Systems has learned that it is necessary to Read More

The most senior of office technology dealership executives, from owners to VPs of sales to grizzled down-the-street sales reps, can fondly recall (perhaps fondly is not the accurate term) the days of loading copiers into the backs of wood-paneled station wagons, then lugging them Read More

Director and writer Woody Allen is credited with the phrase “80 percent of life is showing up.” Perhaps it is what we do, after we arrive, that closes the gap on the remaining 20 percent. Elliot Williams loves that phrase, likely because the product manager at Epson America works Read More

As we put the wraps on this month’s state of the industry overview of new technologies that dealers are bringing to their client’s office, one thing’s for sure. It’s kind of hard to top a telepresence robot, 3D printing systems and atmospheric water generators. Still, there are Read More

New York—Xerox welcomed a couple dozen analysts and press members to its executive briefing center in the heart of the Big Apple on Oct. 10 for the Today’s Smart Workplace Assistant briefing, and it’s safe to say the venerable manufacturer harbors an appetite for the app. A Read More

When Christian Pepper came up with the idea of the GOLD LINE Challenge, the president of LD Products Channel Partner Division wasn’t looking for a gimmick to move new-build cartridges. He was seeking a forum on the question that has been debated, kicked around and, indeed, Read More

New York — A state appellate court here has overturned preliminary injunctions requested by activist investors who had blocked the merger of Fuji Xerox and Xerox, possibly opening the door to negotiations between the embattled firms. Reuters reported that the ruling could give Read More

Nashville, TN—The cavernous and expansive Gaylord Opryland Resort and Convention Center perhaps should come equipped with its own Sherpa guide to make sense of direction a lot easier for its guests. However, the notion of guidance and direction fit in well with the theme of Read More

Whether we like it or not, business is a results-driven game. A company can have all the right people, processes and technologies necessary to set the stage for success, but in the end we’re measured, judged and evaluated on outcomes. Like a fitness instructor in a room full of Read More