Channel Insight

It’s tough to keep Clark Bugg penned up for long. The director of North America channel sales for Lexmark International compares himself to a fenced-in dog running around the perimeter of the yard, angling to bust through to the other side. And as the pandemic slowly recedes and Read More

Who knew that a market long described as mature could become so dynamic in a relatively short time? But Bob Burnett believes that’s exactly what happened in the office realm, and the director of B2B solutions deployment and planning for Brother International is more than willing Read More

Given the events of the past two years, it’s easy to see that we’re living in historical times, to put it politely. But if we were to travel back 50 years to 1972, we’d see that political and social turmoil was equally thick, from the war in Vietnam to the Watergate scandal. On a Read More

Legendary football coach Lou Holtz once observed, “Life is 10 percent what happens to you and 90 percent how you respond to it.” These days, that figure likely feels inverted to Larry White. As the president and CEO of Toshiba America Business Solutions, White finds himself Read More

In times of economic turmoil, despair and anxiety, one of the last places a business would expect to find comfort, solutions, education and perspective is a financing company. Yet, when the pandemic struck and uncertainty was the lone assurance, GreatAmerica Financial Services Read More

The value proposition of aftermarket toner has long been driven by price. After all, OEM supplies are highly tailored and optimized to work perfectly within a given manufacturer’s printers. How often do you hear of end-users wanting an alternative to the manufacturer’s toner Read More

When Konica Minolta Business Solutions acquired Muratec America four years ago, David Clearman’s world suddenly became a lot larger. Now, with the former’s complete product line at his company’s disposal, Clearman—Muratec’s senior director of sales and marketing—is keen on Read More

If the last year and a half has taught us anything, it’s that it’s quite easy to get distracted and obsess over the changing conditions in the world. But David Concors has been fortunate enough to retain a laser-beam focus. The vice president of sales for Supplies Network, a Read More

If Óscar Sánchez could have his way, the year 2020 would be completely erased from memory. In fact, the president and CEO of Kyocera Document Solutions America doesn’t want to use the pandemic year as a basis of comparison to future performance. Nor does he want it to be an Read More

Sam Errigo isn’t worried about the market dropping two or three points in the coming year. The newly-promoted chief operating officer of Konica Minolta Business Solutions knows that, at the manufacturer’s current position of 17% share, there’s ample opportunity for gain. The Read More

There’s no truth to the rumor that Jim Coriddi has written a book titled, “Everything I Need to Know, I Learned at ConvergX.” The vice president, Dealer Division for Ricoh Americas can take consolation in knowing that the OEM’s most recent ConvergX dealer conference, held late in Read More

Mike Marusic won’t lie. The president and CEO of Sharp Imaging and Information Company of America would rather be in an auditorium, addressing upwards of 1,000 conference attendees regarding the company’s latest products and technology. Or casually chatting with dealers during a Read More

Back in March, Epson held its Ink Boldly conference in Santa Monica, California, to introduce its line of WorkForce Enterprise business inkjet printers—the WF-C20600, the WF-C20750 and the WF-C21000—to dealer partners, analysts and the trade press. But the office technology Read More

Dan Waldinger will be the first one to tell you that a slogan is just a slogan. But when those words truly embody the ideas, initiatives and actions of a company, that’s when a client understands there is purpose behind the words—not just a Starbucks-induced epiphany of a Madison Read More

Judging by most metrics, Lexmark was playing above the rim relative to the market when COVID-19 paid a visit to the world. However, at a time when its Business Solution Dealer (BSD) partner channel was being inundated with information about what markets and verticals would not be Read More