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A large number of dealerships are run by the first- or second-generation owners, and many of their employees have long tenure. In other words, both management and the workforce are aging. This presents challenges on two fronts. The first challenge is how do you bring in fresh, Read More

Editor’s note: Art Post has been running a series called “57 Days of Selling” on his  Print4Pay Hotel blog. The following is a collection of excerpts from that series that we thought ENX readers might enjoy and connect with. Day 2: After lunch it was call time, which was directed Read More

In ENX’s November feature article, Beyond Traditional Print, Three Product Lines to Consider, I cautioned that there were few 3D printer OEMs capable of adequately supporting the dealer channel. That group includes market leaders 3D Systems, Stratasys (and its desktop brand Read More

Almost 17 years ago, John MacInnes, president of Print Audit, ran a Lotus Notes consulting company. He recalls that at the time the company’s revenues were almost entirely service-based, so he sought a product that could sell while he was sleeping. A revelation occurred when he Read More

There’s a giant disconnect between salespeople and the people they want to sell to. Both are having conversations online about managed IT services and printing hardware. That’s a good thing. Those conversations aren’t with each other. That’s not a good thing. According to HubSpot Read More

The real money in selling digital signage is in providing services to create and manage the content that is displayed. Unfortunately, few dealers have the people and resources to do that. Learning how to deliver content services and then building the necessary in-house staff and Read More

After graduating from college and serving in the US Navy, Ron Alphin began his office technology career in 2008, selling copiers for Datamax, a Canon dealership in St. Louis, Missouri. About a year later, he transitioned into selling Managed Print Services (MPS) and Managed Read More

ECi Software Solutions is well known in the dealer community for its e-automate ERP software for technology service providers as well as FMAudit MPS management software and Naverisk remote monitoring and management software. ECi provided a roadmap for those products at its user Read More