Scott Cullen

I ask that question because this month’s main feature focuses on mastering new marketing methods. That means we’re mostly talking about social media. Like any new technology, and we’ll call social media a technology for lack of a better term, there’s a learning curve associated Read More

It’s a new world and the old rules don’t always apply anymore when it comes to reaching new customers and retaining old ones. Social media is complementing and in some instances replacing traditional marketing for reaching out to customers and prospects. For some dealerships Read More

Ever since it was founded in 1989, DocuSense in West Chester, PA has been growing, expanding, and winning over new customers thanks to a commitment to providing superior service. As anyone who follows the comings and goings of the office technology dealer community clearly knows, Read More

Leave it to Lexmark to leave nothing on the table after last week’s press and analyst briefing in Lexington. If I’ve learned anything from attendance at past events it’s that Lexmark is adept at putting together a complete agenda that leaves no one leaving Lexington wondering Read More

I was going to be writing about my trip to the Square 9 Encompass conference this week, but I’m putting that off until next week with the latest news hitting the wires about Lexmark and Xerox. I was just in Lexington for a press and analyst briefing (see my article below) and all Read More

As I’ve been writing the Elite Dealer profiles for the December issue of ENX and comb through the responses for unique marketing programs I’m seeing quite a few dealers touting their customer appreciation events. It’s amazing how much time, effort, and resources go into events Read More

A couple of weeks ago at The Cannata Dinner I was speaking with someone who’s been around the document imaging industry for something like 40 years working in various capacities. He’s now with a wholesaler. I’ve accumulated nearly 30 years and afterwards it got me thinking about Read More

It’s no joke, selling hardware without a solution or multiple solutions as part of the sale in this day and age is a blast from the past and harkens back to the days when the document imaging industry was a box movers paradise. That was pretty much the modus operandi back then, Read More

If you’re going to stick around the office technology industry for 50 years like Joe Pollock, the second-generation owner of Pollock Company, one of the largest independent document imaging providers in the Southeast, you’d better enjoy what you’re doing. Contributing to that Read More

October is going to be insane. I mean that in a good way. It all starts on Sept. 30th (I know, technically not October, but close enough.) with Fraser Advanced Information Systems Customer Appreciation Lobster Dinner in Blandon, PA. This will be my fourth time attending and it’s Read More

Do you remember where you were when you first heard the “S word,” you know, “Solutions,” as it pertains to document imaging? I can’t pinpoint my first time, but I have distinct memories of hearing the word at industry events stretching back years. Over time, the word “solutions” Read More

Remember the days before e-mail, laptops, mobile devices, and cell phones? Those were the days when you could truly be on vacation and not tempted to check phone messages, e-mails, etc. Those were also the days when you would return to the office and be greeted by hundreds of Read More

Later this month we’ll be publishing the complete interview that we conducted with Luke Goldberg, global SVP, sales & marketing, Clover Imaging Group, for the September issue of ENX. Because of space considerations, we could only fit a portion of his comments in that main Read More

In July I wrote a column about bad bosses and referenced a bad boss that I worked for years ago. I wish I had more examples of bad bosses to write about because not only is it cathartic, it’s amusing too. But even somewhat competent bosses say and do amusing things and that’s Read More

Suppliers and wholesalers have been diversifying since the dawn of time. So when we write about diversification, it’s not like we’re talking about a new business strategy. What we are talking about are new products and services designed to uncover new opportunities for themselves Read More