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There are several ways one can view an obstacle. It can either be a roadblock or deterrent to your ultimate goal, or it can merely serve as a bump in the road. Those with big-picture perspective will opt for the latter, every time out. Glenn Laverty, senior vice president, Ricoh Read More

The world of marketing is something of an inexact science that search engine optimization and analytics attempt to turn into a mathematical equation when it comes to pay per click (PPC) search ads. Naturally, getting potential customers to click on a PPC ad is only square one of Read More

All service providers pride themselves on their service department’s FCE (First-Call Effectiveness). However, many don’t know their FCE percentage and others aren’t sure how to calculate their FCE properly, or worse they are informed by consultants who lower the standards Read More

The following excerpt is taken from the Panasonic white paper, “Smart Scanning in the Digital Age: Taming the Paper Tiger.” The complete work can be downloaded for free by clicking here. Each year the world produces more than 300 million tons of paper. According to Read More

It really comes as no surprise that some of the most intelligent and transformative performers in the world of technology innovation embark on a never-ending quest for knowledge that merely begins from the time they emerge from university, touting degrees without a sense of Read More

Cold calls, warm leads and hot prospects. It seems most office technology dealerships are fairly adept at taking the temperature of their clients and prospective business partners, but sometimes it takes old-fashioned and sometimes indirect interactions to help set the stage for Read More

With many athletes, practice makes perfect. It’s that repetition of completing certain tasks over and over again the create muscle memory. That muscle memory then becomes an instinctive reaction when that athlete puts those skills in motion. Since I’m pretty familiar Read More

Why doesn’t the office technology channel’s owners and leaders pay sales reps $250,000 salaries with no accountability or quotas? Why do dealerships have millions in obsolete parts, spend millions on repairs and supplies, have a First Call Effectiveness (FCE) rate of less than 72 Read More

If any chief executive has earned the right to be cloistered in a proverbial ivory tower, it would be Jim Cerkleski. He is the CEO of Clover Holdings, a company with annual revenue in excess of $1 billion, backed by more than 19,000 employees and 60 locations in 18 countries. It Read More

Philadelphia—Day two of the BTA Grand Slam here at the Marriott Downtown was a spirited affair for the approximately 50 dealers in attendance, with an educational agenda that was uplifting, informative and even downright frightening. But the combination of these lively Read More

In “Brutal Honesty: How Self-Reflection is Essential to Becoming a Better Sales Professional,” I shared with you how, as a sales professional, you should consistently reflect back upon your personal performance. What helped you to succeed during the day, week or month? What Read More

A sad but true fact of human nature is that bad news travels faster than good news. The key to success in the office technology industry is the ability to control that message, and the best way to do that is to ensure customers rave much louder than they rant when it comes to Read More

Philadelphia—The Business Technology Association’s traveling circuit made its East Coast stop here Sept. 13-14 at the Marriott Downtown with the BTA Grand Slam, which saw roughly 50 dealers taking advantage of a wide-ranging array of educational sessions and sponsor exhibits to Read More

A new report released by CompTIA, a leading technology association, indicates that a wealth of new business opportunities in the fast-growing software-as-a-service (SaaS) market are available to information technology (IT) channel companies willing to adjust their business Read More

For the second year in a row, it appears an HP firmware update is blocking the use of non-HP ink cartridges on more than 30 of its OfficeJet series devices. The Sept. 13 firmware update appears to block non-HP cartridges with the following error message: “One or more Read More