Some dealers are becoming disillusioned about managed print services (MPS), and it’s easy to see why. Page counts are declining, and competition is driving down fees and margins. A few dealers are questioning whether MPS will remain a viable offering for them in the future. Yet Read More

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 Read More

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 Read More

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 Read More

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 Read More

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 Read More

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. Read More

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 Read More

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 Read More

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 Read More

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 Read More

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. Read More

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 Read More

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 Read More

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 Read More