Editors Blog

Demo Showrooms Are Critical to Production Print Success

Building a working product showroom is an absolutely essential element to any dealer’s production print plans. That’s the message ENX heard from every dealer we spoke with for our February
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3 Ways a Servant-Led Mindset Helps Sales Reps Crush Quota

I would like for you to think about the people who have been leaders in your life. One of the fascinating aspects about the people who lead us, whether they are good, poor or indifferent is the
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Economy Likely to Grow, but Unprepared Businesses May Be Left Behind

The policies of the Trump administration are likely to spur an upturn in the economy. That’s the opinion of Andrew Paparozzi, chief economist at Idealliance, a global association representing the
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Toshiba America Business Solutions Seeks to Ease Partner, Customer Concerns Over Toshiba Corp. Write-Down

Late last year, Toshiba Corporation announced that it might have to take a multi-billion-dollar write-down on its U.S. nuclear plant construction company due to cost overruns and other issues.
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Report: Ransomware Attacks on Small Businesses Increasing

This scenario is becoming much too common: A managed services client calls in a panic because they’ve been locked out of their company data. Someone at the company fell prey to a malicious email
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In-Plant Customers Are the Sweet Spot for Production Print, but Don’t Ignore Print-for-Pay

Dealers in the production print market will tell you that it’s very different from selling copiers and printers. One of the reasons is that the customer is different with needs and expectations
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CompTIA Report on Digital Transformation Shows Potential Impact on Dealer Channel

“Digital transformation” is one of those terms that sounds impressive, but its meaning is a bit fuzzy for most people. It essentially refers to the application of technologies such as cloud,
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Why You Should Consider Ditching Annual Employee Reviews

As a manager, I always hated the annual employee performance review. The company provided a form with the same criteria for every employee, but those criteria aligned well for none of them. It
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Looking at Production Printers? Be Prepared to Change the Way You Sell

Selling production printers requires a more consultative, solutions selling approach, and the decision maker is likely not the same person as for a copier sale. “The prospect is looking to the
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Survey Shows That Companies Aren’t as Secure as They Think They Are

A recent “The State of Mid-Market Cybersecurity: 2017” survey by Arctic Wolf Networks shows that 95 percent of IT professionals in mid-market companies believe they have an above-average security
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Staffing Properly Is Critical to Success When Servicing Production Printers

When dealer starts to look at the production print market, an easy assumption to make is that the existing service team can support the new product line. That assumption is dangerous and wrong
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Xerox Corporation Q4 Report: Hardware, Services Down, but Profit Up

On Tuesday, Xerox released its first quarterly report since the split with what is now Conduent. The company missed on its overall revenue projections by about $40 million, but managed a modest
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