Editors Blog

Like Rock and Roll, the Dealer Channel Is Here to Stay

You may have noticed a theme among many of the major manufacturers at their recent dealer and media events. They love the channel more than ever, and they believe that success of their new
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Diverse Printing Environments Create Complexity for MPS Accounts

An assessment of a prospect’s printing environment should be part of every MPS proposal. Done properly, it will show where an MPS program can bring value and properly set expectations.
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Samsung-HP: The Long Hello and New Opportunities Ahead

Samsung held its Printing Solutions National Dealer Meeting during the last week of March 2017 in sunny Chandler, AZ, with 254 attendees. It was the first opportunity for Samsung and HP jointly
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MPS Can Be a Launching Pad for New Services

MPS is about adding value, and if a provider has built its tools and infrastructure properly—or found the right partner—then it has options for expanding its managed services beyond print. “We’re
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Konica Minolta’s Workplace Hub Aims to Be the Workplace of the Future

Five years in the making, Konica Minolta’s new Workplace Hub is intended to dominate the SMB environment.  Unveiled in dramatic fashion in Berlin on March 23rd, 2017, the Workplace Hub represents
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Inkjet and Production Print Devices Make Inroads, but Minimal Impact on MPS So Far

The vast majority of devices serviced under MPS contracts are toner-based A3 and A4 units. MPS providers expect that to continue for the foreseeable future, but all agree that their programs
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Xerox’s “Largest Product Launch in History” Shows Promise for Dealers, Unifies Portfolio Around ConnectKey

Xerox unveiled a new portfolio of printers and MFPs to press and analysts at its New York City offices on Wednesday. The announcement is significant, and not just because Xerox says it’s the
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Service Leadership Survey Reveals Mood, Expectations of MSPs

Earlier this year, Service Leadership released the results of its The Future of Best-in-Class MSPs surveys. The company, which provides solutions to help managed service providers (MSPs) maximize
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You Don’t Need to Go It Alone with Managed IT Services

Make no mistake: The managed IT services business is very different from selling printers and copiers. The sales approach is more consultative with a much longer timeline to close, most likely
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More Ink in the Office: Epson Introduces High-Speed, Business-Class Color Inkjet MFPs

Epson America has been a leading proponent of inkjet printers in business, and its Workforce line has gained a foothold in small businesses and home offices. On Monday, the company introduced two
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Canon Sees Growth in Its Solutions Offerings, Value for Its Customers

Solutions selling has become the central theme for document imaging companies looking to regain growth as print volumes decline. That includes large manufacturers like Canon USA, which spent a
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The Value of Finding a Niche for Your Managed IT Services Offering

The ability to excel in a specific area can give dealers an advantage when selling managed IT service. Specialization might include a vertical market, an application or technology, or a
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