Feature Articles

You can have a slew of transactions or a slew of meaningful client relationships, but you can’t have both. What types of conversations are you having with your clients? I’m here to inform everyone in sales: It is extremely difficult to build long-term sustainable Read More

In the dealer sales rep world, nothing beats a sale. Unless it’s a bigger sale. And one that brings in monthly recurring revenue (MRR). That monthly splash is the heartbeat of a dealer; not all items in a company’s product and service revenue lend themselves to service Read More

There have been a number of what one might call business “storms” during the course of the past two-plus years. The most recent one in the world of Carolina Wholesale Group International/ARLINGTON calls for riding the perfect wave as opposed to riding it out. Larry Huneycutt Read More

At a superficial level, Tony Titone and his father, John, share a common career in that both of their lines of work involve putting ink to paper. As a 44-year veteran of newspaper production, the elder Titone did it the old-fashioned way, in a more physical, hands-on nature. Read More

The ink on Sam Errigo’s new business cards barely had the chance to dry when the president and CEO of Konica Minolta Business Solutions U.S.A. identified one of the cornerstone initiatives he wanted to complete within the first 90 days of his administration. The end game was an Read More

John Visentin, the vice chairman and CEO of Xerox, perhaps best known for attempting to acquire a larger manufacturer competitor just prior to the pandemic, passed away unexpectedly Tuesday due to complications from an ongoing illness, the company revealed. He was 59. Since Read More

The room filled with analysts, press and industry friends had barely settled into its seats at Marco’s new facility in Minnetonka, Minnesota on May 24 when CEO Doug Albregts dropped a bombshell. Fueled by an ambitious new go-to-market strategy that shouldn’t require a single new Read More

Since interest rates have shot up as the Federal Reserve continues to battle inflation, which has reached a 40-year high, tomorrow’s borrowing trends have certainly been impacted. But to what degree remains to be seen. Factoring in supply chain disruptions—the inability of OEMs Read More

This month’s State of the Industry roundtable on leasing, consisting of standalone financing companies and industry manufacturer leasing arms, captured a robust assortment of opinions and reflects the rich assortment of lessors available to dealers/resellers and their end-user Read More

While this month’s State of the Industry report focuses on in-house leasing and financing, it has an underlying supply chain subtopic that, three years ago, probably would not have existed. Certainly, shipping/installation delays are hardly strangers to the office business, but Read More

Prosource, a leading business technology solutions provider, announced the acquisition of VanDyke Inc., a full-service office equipment provider based in Ashland, Kentucky. The acquisition further bolsters Prosource’s footprint in the Midwest and drives growth in Prosource’s Read More

Small changes, in the eyes of Mason Smith, can produce significant impacts over time. As the president and CEO of MTS Office Systems in Anderson, South Carolina, this can range from customer service tweaks to employee benefits enhancements and alterations that enhance internal Read More

Epson America Inc., a worldwide leader in inkjet printing solutions, announced Joseph Contreras has been named head of sales and channel marketing for the company’s North America Business Inkjet organization. In this role, Contreras will be responsible for overseeing dealer and Read More

CWG International Inc., a subsidiary of Carolina Wholesale Group, announced Monday the acquisition of Buffalo Grove, Illinois‐based International Toner Company; Reno, Nevada‐based Supplies Wholesalers; and McHenry, Illinois‐based Cartridge World USA from Blackford Capital. Read More

The REIMAGINE dealer conference hosted by Kyocera June 1-3 represented the largest dealer-hosted event since the onset of the pandemic, with approximately 850 attendees representing 225 partner organizations at the JW Marriott San Antonio. Many dealers echoed a common sentiment Read More