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A summer thunderstorm that moved through the Chicago area on July 21 brought high winds, hail and heavy downpours, and in the process tore the roof off of a prominent office technology dealership’s headquarters in Elk Grove Village, IL. Des Plaines Office Equipment (DPOE) was one Read More

Here’s a short story about two appointments I had later in the day.  Well, not really appointments but rather stop-ins with two existing accounts. One of those accounts was a net new from three months ago, where we were able to place a new wide format unit. The other was a Read More

During the 2017 Toshiba LEAD (Learn, Engage, Act, Deliver) conference held the first week of May in Orlando, FL, a number of dealers were honored by the host, including the coveted Rookie of the Year award. That honor went to The Lioce Group (TLG) of Huntsville, AL. ENX Magazine Read More

It seems like every time you turn on the news, there’s another large-scale cyber incident reported, and it’s only discovered after the hackers have published personal information on hundreds of thousands or even millions of people at a time for sale on the Dark Web. And, for most Read More

After working at Sharp for more than 25 years, Erica Calise has discovered one fundamental truth. The learning process never ends. “You can’t take the attitude of thinking you know everything; we are always learning and must continually challenge ourselves and others,” said Read More

Using Creative Cold-Calling Strategies IT sales leads are like a field of potential harvest. You’re much more likely to source a sale from a list of leads than you are from someone who isn’t even interested in your products or services. Leads may not be specifically Read More

Do you ever wonder why, during a dying industry, or the collapse of a deliverable, many continue selling themselves on their relevancy while their evacuating customers define them as irrelevant? Think about this. Innovative organizations understand the importance in selling Read More

It’s not often that one finds inspiration from a Jeep’s spare cover tire. But the simple message of “One life, live it,” seems to have resonated with Doug Johnson. The chief strategy officer for LMI Solutions is fast approaching 40 years in the office technology industry, but Read More

The M&A marketplace has witnessed brisk activity over the past several years, with medium- and large-sized office technology dealerships augmenting their holdings with strategic acquisitions. Some dealers are backed by private equity, others have large coffers fortified for Read More

We would all agree, customer experience matters more now than ever before and sales reps who don’t adapt to a customer-led mindset through personalization will fall further behind and suffer major customer churn. In today’s modern business world, full of business Read More

When your customer signed his/her last copier lease, did he/she happen to take the time to read that lease? How about the maintenance agreement? If they’re like most lessees, they probably skimmed over the verbiage on the lease and then signed the maintenance agreement Read More

At the age of 23, Ryan Wedig spent a year and a half as an apprentice to a bronze sculptor. He found it to be an amazing learning experience and Wedig plans on one day making it a secondary career. But truth be known, Wedig has already spent much of his career sculpting…only the Read More

In conjunction with this month’s State of the Industry profile, we bring you a brief look at three variables surrounding transactional activity in our industry: the threat of a recession, handling a rebranding in the wake of a deal, and how experience can play a role in Read More

The continuing evaporation of customer excitement concerning copy and print is further driving its commoditization. Some in the “The Imaging Channel” will continue justifying a declining market in the same way other industries in decline do. They question the skill sets of their Read More

Las Vegas — ENX Magazine spoke with several dealers during Kyocera’s Fiscal Year 2018 Business and Technology Conference, held here April 18-20, to understand their perspectives on the company, the conference and how to succeed in this competitive market. Part four of our series Read More