This week we’re still rocking  the 2011 Elite Dealers as we present 10 more of this year’s winners. I hope you find these profiles enjoyable, educational, and inspirational. All in all, they celebrate what makes the office technology dealer community so special.  As I Read More

Why do you need to change?  Because sales leaders that are field facing and front line sales professionals in the trenches know that using past approaches – approaches that may have been successful before – will no longer work in today’s selling environment. Given many factors Read More

After a one-year hiatus The Elite Dealer Awards are making a comeback in The Week in Imaging. We’re thrilled to present this very special award back. This is an award that honors the best and the brightest in the dealer community. We all know it’s a shrinking community, but on a Read More

Welcome to the first installment of The Week in Imaging’s 2011 Elite Dealer awards. Each week throughout the rest of this month we’re presenting profiles of 10 Elite Dealers. We had a fair amount of submissions this year and we think we’ve settled on a solid group of winners. Read More

Last month I attended the 2011 Muratec National Dealer Meeting at Planet Hollywood Hotel & Casino in Las Vegas. What follows are the 16 most significant story lines from the meeting. 1. Muratec plans to advance in the MFP market by focusing more on managed services and device Read More

A few days ago my wife came to me asking for suggestions to improve her organization’s success rate in hiring qualified candidates for her emergency physicians group.  I have to admit I am a little gun shy whenever she broaches any of her work topics because I am extremely Read More

Following are the big and small imaging industry related stories for the month of October:   HP Discontinues OPS Elite Program Oct. 24 – Effective November 1, 2011 the OPS Elite Program will be discontinued. Dealers in the program have been asked to discontinue using the Read More

Before joining Strategy Development I worked for two big companies. During my tenure with the first, I was young, naïve and clueless about the fact that politics were even a part of the fabric in corporate America.  It was at the second company, where once I got to a senior Read More

Congratulations to Frank Cannata for another successful fundraising dinner. I understand he raised $80,000 for the Valvano Foundation to fight cancer at his annual awards dinner last week. I would have loved to have been there but had to miss it because I was spending that Read More

Wouldn’t it be nice if unclaimed print jobs weren’t such a waste of paper? Industry data suggests that the average user prints six wasted pages per day, which works out to a significant 1,410 pages a year. Multiply that by the number of employees in a company who print and the Read More

Measuring and driving performance is something that I see in sales departments but not in most service departments. However, I can tell you that the most profitable and successful dealers track and drive production in all areas of the dealership. As consultants we work with Read More

“You ain’t seen nothing yet.” Both Al Jolson and Bachman Turner Overdrive said that. Actually one said it, the other sang it. And that’s what I have to say after seeing the Global Support Center at Fraser Information Systems in West Reading, Pennsylvania.  Fraser’s Global Support Read More

One of the initial questions I field with every newly retained client engagement is which CRM we at Strategy Development recommend?  Typically they are asking this question due to the fact that their current system is not being utilized by their sales force.  My first question in Read More

You don’t have to be a big dealer to look big although I’d call Fraser Information Systems in West Reading, Pa a sizable dealer. They’re a successful one too. Recently I was invited by owner Bill Fraser to check out their Global Support Center and was wowed by Read More

Under pressure to streamline its workflow for sales orders PEER Bearing Company turned to DocuWare. The results were cost savings and increased productivity, allowing the department to keep up with a growing order volume without adding staff. Additionally, compliance with Read More