Demo Showrooms Are Critical to Production Print Success

Building a working product showroom is an absolutely essential element to any dealer’s production print plans. That’s the message ENX heard from every dealer we spoke with for our February magazine feature, “Production Print Growth Drivers: Why Some Dealers Are Cashing
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Economy Likely to Grow, but Unprepared Businesses May Be Left Behind

The policies of the Trump administration are likely to spur an upturn in the economy. That’s the opinion of Andrew Paparozzi, chief economist at Idealliance, a global association representing the visual communications industry. Paparozzi made that statement at the EFI Connect
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Toshiba America Business Solutions Seeks to Ease Partner, Customer Concerns Over Toshiba Corp. Write-Down

Late last year, Toshiba Corporation announced that it might have to take a multi-billion-dollar write-down on its U.S. nuclear plant construction company due to cost overruns and other issues. That write-down is now at $6.3 billion, and it has placed Toshiba Corporation in the
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Report: Ransomware Attacks on Small Businesses Increasing

This scenario is becoming much too common: A managed services client calls in a panic because they’ve been locked out of their company data. Someone at the company fell prey to a malicious email and clicked on a link they shouldn’t have. Now some shadowy figure is demanding the
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In-Plant Customers Are the Sweet Spot for Production Print, but Don’t Ignore Print-for-Pay

Dealers in the production print market will tell you that it’s very different from selling copiers and printers. One of the reasons is that the customer is different with needs and expectations that are unique to production print. That holds true even if a dealer is selling
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CompTIA Report on Digital Transformation Shows Potential Impact on Dealer Channel

“Digital transformation” is one of those terms that sounds impressive, but its meaning is a bit fuzzy for most people. It essentially refers to the application of technologies such as cloud, mobile, imaging, and workflow automation to change the way companies operate. It includes
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Why You Should Consider Ditching Annual Employee Reviews

As a manager, I always hated the annual employee performance review. The company provided a form with the same criteria for every employee, but those criteria aligned well for none of them. It forced me to evaluate in ways that I felt were inappropriate for each employee. Even
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Looking at Production Printers? Be Prepared to Change the Way You Sell

Selling production printers requires a more consultative, solutions selling approach, and the decision maker is likely not the same person as for a copier sale. “The prospect is looking to the dealer or the vendor for business services. ‘How are you going to help me make money
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Survey Shows That Companies Aren’t as Secure as They Think They Are

A recent “The State of Mid-Market Cybersecurity: 2017” survey by Arctic Wolf Networks shows that 95 percent of IT professionals in mid-market companies believe they have an above-average security posture. 89 percent are confident that they have products in place to combat all
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Staffing Properly Is Critical to Success When Servicing Production Printers

When dealer starts to look at the production print market, an easy assumption to make is that the existing service team can support the new product line. That assumption is dangerous and wrong according to everyone ENX spoke with for our February magazine feature, “Production
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Xerox Corporation Q4 Report: Hardware, Services Down, but Profit Up

On Tuesday, Xerox released its first quarterly report since the split with what is now Conduent. The company missed on its overall revenue projections by about $40 million, but managed a modest gain of less than 1 percent in operating margin to 14 percent over the same quarter in
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Net New Spurs Growth for Hendrix Business Systems, Good Service Keeps It

In an industry where 10 percent annual growth is considered good, more than 50 percent is nothing short of phenomenal. That’s what Hendrix Business Systems achieved in 2016, growing from $8.1 million to $12.3 million. Much of that growth (73 percent) was the result of new
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Production Print Growth Drivers: Why Some Dealers Are Cashing In

Growth is hard to come by in today’s document imaging market. Sales of many A3 and MFP models are flat, and clicks are declining. Dealers are looking for new, complementary product lines to boost growth and margins, and some are finding success with production print systems.
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More Document Imaging Highlights for 2016, Expectations for 2017

This week we wrap up our series where industry leaders talk about their highlights from 2016 and their expectations for 2017. This week we hear from Vision Office Systems, Zygoquest Group, and Muratec. Vision Office Systems “As I look back on 2016, we had a lot of things
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EFI Connect Event Touts Opportunities in Digital Print, Benefits of Automation

Electronics for Imaging (EFI) used its annual EFI Connect customer event in Las Vegas last week to express its optimism for growth in the digital print market. Digital holds just a small portion of the total commercial and industrial print markets. Trends toward smaller, more
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