You Don’t Need to Go It Alone with Managed IT Services

Make no mistake: The managed IT services business is very different from selling printers and copiers. The sales approach is more consultative with a much longer timeline to close, most likely requiring a separate sales team. The biggest difference, however, is the investment and
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More Ink in the Office: Epson Introduces High-Speed, Business-Class Color Inkjet MFPs

Epson America has been a leading proponent of inkjet printers in business, and its Workforce line has gained a foothold in small businesses and home offices. On Monday, the company introduced two new color multifunction printer (MFP) models to the Workforce line, both aimed
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Canon Sees Growth in Its Solutions Offerings, Value for Its Customers

Solutions selling has become the central theme for document imaging companies looking to regain growth as print volumes decline. That includes large manufacturers like Canon USA, which spent a great deal of time explaining its solutions strategy to press and analysts at its media
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ACM Technologies Hires Randy Horshok as Business Development Manager

CM Technologies Inc. (www.ACMTech.com) announced today that Randy Horshok has joined the firm to further develop their growing portfolio of national accounts. Randy Horshok comes with a wealth of experience within the industry, having spent the past 18 years as Executive Director
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The Value of Finding a Niche for Your Managed IT Services Offering

The ability to excel in a specific area can give dealers an advantage when selling managed IT service. Specialization might include a vertical market, an application or technology, or a methodology. Whatever niche you chose should align well with your abilities and market, and
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Brother Introduces New Business Color Laser Models, Dealer Channel Growth

On Wednesday, Brother International beefed up its business-class lineup with the introduction of new color laser printers and all-in-one multifunction color (MFC) devices. The announcement includes models available only through Brother Authorized Partner Program (BAPP) resellers.
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Canon Shakes Up Wide Format Market and Introduces New varioPRINT Digital Press

Graphic arts is expected to be a significant growth market for wide-format digital printers. However, the most capable systems are too expensive for customers with mid-range budgets and needs, and lower-end options don’t offer the features, volume, or capabilities for many
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Selling Managed IT Services: It’s About Approach and Organization

Most dealers find the sales process for managed IT services a challenge. Selling them requires a much more consultative approach, and it can take months to get a signed contract. To be successful with managed IT services, dealers have to exercise patience, have the right
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Value-Added Services Can Boost Production Print Revenue and Margin

The production print market can be competitive, so dealers might win or lose opportunities depending on how well they add value to their customers’ production print operations—for example, by integrating production print in new ways with other processes or applications. “At
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Workplace of the Future Research Reveals Channel and MSP Opportunities

Konica Minolta recently sponsored the webinar, Transformational Tech: Building Your Workplace of the Future. Dan Schawbel, partner and research director at Future Workplace, an executive development firm dedicated to rethinking and re-imagining the workplace, was the main
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For South Texas’ Copy Graphics, It Has Always Been Service First

Copy Graphics recently celebrated its thirtieth anniversary of serving its South Texas community just eight miles from the Mexican border. Owners David and Luis Valdez launched the company in 1986 after the company where they both worked as service technicians left the market.
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Taking Managed IT Services to the Next Level: Plan Well and Hire for Growth

Managed IT services is proving to be a profitable addition to many office equipment dealers’ offerings. Done right, they allow dealers to leverage their existing relationships to realize more revenue from their customer bases, and managed IT services often provide an opening into
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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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